Hubspot

JUNE 22, 2022

Sound customer relationships are the foundation of any viable, productive business — having direct sway over how your business functions and grows. Without satisfied customers, you can't generate sustainable revenue, and you sell yourself short by losing out on referrals. Keep up with key contacts. Look for ways to add value.

Legal 91

Legal Relationship building Contact X-functional 91

Hubspot

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. It's also when you really need to sell yourself and your skills. Add a positive spin by describing how you're approaching these challenges — or developing certain skills to keep up with these changes.

Consult 83

Consult Objectives and Key Results X-functional Construction 83

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 85

GTM Negotiate Profit margin Contract 85

SaaStr

FEBRUARY 4, 2020

Keep your hands up if you use Gusto. We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. They cross referenced a bunch to come up with the teams that performed the highest, were not the smartest people in the room. I worship you.

Drivers/motivators 97

Drivers/motivators X-functional Trust Cross-sell 97

SaaStr

FEBRUARY 25, 2020

The other thing that we want to do is we want to increase that customer lifetime value or CLTV because not only is that easier to sell our current customers more than acquiring new customers, but it’s a way of continuing to grow the business at a faster rate even if you’re not adding as many new customers. You know why?

Prospecting 95

Prospecting Customers Promote X-functional 95

Heinz Marketing

MARCH 11, 2019

Derek says Marketing has to be forward leaning into the revenue discussion and held accountable for holding up their part of the revenue bargain. “We We’ve got a lot more coming up here, and we’ll be taking Sales Pipeline Radio on the road and broadcasting live for many of them over the course of the next couple weeks and months.

Pipeline 67

Pipeline Sales B2B X-functional 67

Hubspot

JANUARY 6, 2016

So to help set you up for success, we've detailed our process below. Community sites like LinkedIn and inbound.org have helpful filters and search functions to help you comb through profiles more effectively. To facilitate more referrals, post the JD on all of your social networks and talk the position up with your peers.

Referrals 53

Referrals X-functional Follow-up Construction 53

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Then using that as a way to build up trust and transparency in a sales cycle and coordinate a handoff. We’re on iTunes.

Growth 77

Growth Contract Pipeline B2B 77

SaaStr

DECEMBER 31, 2019

Craig : And I think a lot of the challenges end up being that as you get really close to the customer problems and really understanding your customer’s business, you can feel very confident in in the path that you’re taking. I was up at Box with you when you were going through that. So that was an easy sell there.

Product 64

Product B2B X-functional Growth 64

Heinz Marketing

SEPTEMBER 17, 2018

We are fortunate to have a line up of awesome content and special guests! Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. What is this thing you keep talking about?” Melissa: Yeah.

Pipeline 67

Pipeline X-functional Sales Up-sell 67

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating.

X-functional 94

X-functional Strategize Retail Technology 94

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. And we tried to make up a metric. And two thoughts I came up with. Come in here and tell us what you think is screwed up. But it can be risky.

Objectives and Key Results 76

Objectives and Key Results Cross-sell Trust Product 76

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. And we tried to make up a metric. And two thoughts I came up with. Come in here and tell us what you think is screwed up. But it can be risky.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Trust Product 62

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract. How does Krish think about purely serving the SMB market? You could.

Price 62

Price GTM Up-sell Product 62

SaaStr

MARCH 1, 2019

How does Tom think about constructing comp plans the right way today? So a huge thank you for putting up with these dulcet British tones once again. I had David Skok on the show before and he said that unless multiyear contracts are paid up front, you’re merely shifting the burden from customer success to accounting.

Contract 66

Contract Price Commission Up-sell 66

SaaStr

JANUARY 3, 2020

How does Tom think about constructing comp plans the right way today? So a huge thank you for putting up with these dulcet British tones once again. I had David Skok on the show before and he said that unless multiyear contracts are paid up front, you’re merely shifting the burden from customer success to accounting.

Contract 12

Contract Price Commission Up-sell 12

SaaStr

JUNE 21, 2019

What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Ended up at a company that wasn’t as well known at the time called SalesForce.com and things just went from there. What gets them up in the morning? What keeps them up at night?

Start-ups 66

Start-ups X-functional Drivers/motivators Up-sell 66

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. How do they set up the process from there? * You have PE platform roll-ups. IOIs are the next step. What are they?

Strategize 63

Strategize Quota Non-Profits Price 63

SaaStr

JANUARY 10, 2020

And Jake and I ran that business for eight years, grew it up, and sold it to Magento in 2016 and then promptly the two of us co-founded a spin out called Stitch Data where Jake was a CEO, which we sold to Talend in 2018. You’re selling capital and I think it was a really transformative experience for me.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Sales Hacker

APRIL 29, 2025

Sign up here: [link] Qualifieds AI SDR Summit AI SDR agents are rewriting the pipeline playbook. And I ended up actually doing the whole range of that stuff, plus all the pre-sales. I remember traveling the world to equip salespeople to sell Visual Studio 2013 at the time. It’s a core function of product marketing.

GTM 85

GTM Product X-functional Start-ups 85

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. So you guys are open up a new chapter down there. Scott Barker: Hell Casey Woo: it’s, it’s a, definitely a very up and coming tech ecosystem out there that I’m excited to help invest in. I love that.

GTM 81

GTM Finance Cross-sell X-functional 81

ConversionXL

APRIL 6, 2016

Dual Process Theory – the brain is made up of two “systems.” So you can use framing to shake this up. Perhaps because they require effort (to X). The model is made up of 4 parts: Triggers. As marketers, we sell dreams. Star ratings, checks, thumbs up, logos, etc. Reality sucks.

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77