Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Subscribe to the Sales Hacker Podcast.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JUNE 16, 2021

We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools.

GTM 101

GTM Contract Quota CRM 101

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Today, Jessica helps companies find ways they can optimize their current business processes. Her name is Jessica Wilkeyson.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic). What factors determine ABSD success? Sales Cycle Length.

GTM 69

GTM Education Sales Contract 69

Sales Hacker

JANUARY 13, 2021

Resell arrangements are usually made with channel partners, consultants, and solution providers. OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. Licensing OEM software.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

APRIL 29, 2021

The biggest predictor of whether or not a team will embrace an SEP is actually how involved, or at least “heard,” end users feel in the content creation process. It’s a big task to create a content supply chain (CSC), but avoiding this needed step will prevent you from scaling your processes. What is the sales content supply chain?

A/B testing 103

A/B testing Sales Quota GTM 103

Gong.io

JANUARY 5, 2019

If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. So Solution Selling is best suited to complex deals in which sections of your sales process are purely dedicated to discovery calls. Solution Selling Methodology. The questioning sequence is typically overkill in these situations.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). Foundations for moving up-market. SaaS companies need to have the right foundation to move up-market. The march up-market takes a company wide commitment.

Legal 86

Legal Cross-sell Contract Price 86

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Pre-salespeople are the quarterback of the evaluation process. Guided trial.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. Jake Dunlap is the founder and owner of Skaled , which is one of the leading sales technology consulting companies in North America.

Consult 63

Consult Technology Technology Networking 63

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. These companies usually sell to channel partners or consultants who then provide services around that product for an added value. In order to understand what OEM software is, we need to define it.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

NOVEMBER 2, 2021

If you missed episode #184, check it out here : Mastering the 2 Ps: People & Process, w/ Kerry Hudson. A sales leader’s hiring process [6:02]. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. Jake Dunlap is the founder and owner of Skaled , which is one of the leading sales technology consulting companies in North America.

Consult 49

Consult Technology Technology Networking 49

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. She’s now a consultant helping VPs of Sales scale and build their sales teams. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 84

Growth Cross-sell Contract X-functional 84

Sales Hacker

DECEMBER 30, 2019

He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

SBI

FEBRUARY 25, 2020

Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. Your company: is launching a new product/service offering. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

SBI

FEBRUARY 9, 2021

To reach a decision you have to process a lot of information, some provided by the salesperson (realtor), some you find online, your peers (friends & family) will happily weigh in, but in the end there is a significant gut instinct component you just can’t get around. No pressure. Customer references. There should be one place.

Customers 46

Customers B2B Contract Quota 46

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? What can startups do to actively work with procurement teams and make the process as fast as possible? But I think the key thing is being able to be very transparent about that product roadmap and the process that goes into it.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SalesHandy

MAY 4, 2020

The focus here should be to reduce the friction in the process of closing these leads. Hence a painless, quick response from your side won’t go unnoticed. It could be to plan sales for next quarter, Go-To-Market for a new product, etc., Subject line: Extending the Contract closure towards next Quarter.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

MAY 10, 2019

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. Why are they so damaging?

X-functional 51

X-functional SQL Pipeline GTM 51

Sales Hacker

SEPTEMBER 30, 2019

He’s worked at companies of all sizes and stages to leverage technology to enhance the people and processes to best acquire, grow, and retain customers. I ended up becoming a consultant managing and implementing call center CRM software for clients like Bank of America, UPS, and Eckerd Drugs. So how did I get into sales?

Engineering 50

Engineering Negotiate Technology Technology 50

Lead Fuze

JANUARY 1, 2022

Outsource sales team can be a good thing, but you need to make sure that expectations are set before the process begins. The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. Doug Landis: How do you demonstrate empathy in a conversation when, by the way your sales process says, ‘I’m in discovery stage right now.

Pitch 92

Pitch Conversion Sales Territory 92

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Often the lead form is way down in their process. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09].

Sales 99

Sales E-commerce Technology Technology 99

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And our sales process focuses a lot on selling value and outcomes, not on selling features and functions. And so the initial sale to us in a SaaS situation is all about establishing that value contract.

Gaming 66

Gaming Customers Construction Contract 66

SaaStr

AUGUST 20, 2020

At what stage does culture and process really start to break? * So I want to ask, in terms of kind of moving sales outside of HQs, which a lot of people are thinking about, what worked and what didn’t work in that process now with the benefit of hindsight? What worked? What did not work? Kyle Parrish: Yeah.

Sales 76

Sales Price Quota Start-ups 76

SalesLoft

JUNE 20, 2019

Go to Walmart, walk the aisles, go through the checkout process, sign up for their newsletter, see how they market to you, and gather that insight. Now, here’s my thought process on how you can improve those with our solution.’ For instance, if you want to sell to Walmart. I also sold to the government.

Territory 63

Territory Sales Construction Manufacturing 63

SaaStr

NOVEMBER 2, 2019

What is the process to do it efficiently? A classic example is a Shopify selling to, let’s say, contract. So before we dive into the process itself, again, we chatted before and you said you were paranoid about staying up to date with your customer. And build on more marketing. Does it have to be in person?

GTM 50

GTM Price Up-sell Product 50

SaaStr

JULY 30, 2020

Finally, before TalentBin, Pete founded Honestly.com building the world’s first professional reputation clearinghouse and raising funding from CRV and First Round in the process. Then at TalentBin, realized very early on, “Oh, wow, got to figure out how to sell this stuff, or else the company is going to go out of business.”

Cross-sell 78

Cross-sell Up-sell Start-ups Sell 78

SaaStr

FEBRUARY 1, 2019

How does Amanda like to run the interview process? Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me.

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 86

Price Product Start-ups Niche 86

SBI

NOVEMBER 7, 2019

“Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels.”. The current segmentation process in Excel sheets is rigid. Blog Article. Sales Efficiency.

Customers 20

Customers Tradeshows Technology Technology 20

The Lost Book of Sales

JULY 12, 2021

The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” Marketing professionals insist on market segmentation because they know that no meaningful marketing program can be implemented across a set of customers who do not reference each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Outreach

JUNE 3, 2021

As a demand gen leader, one of the most important aspects of my role is to ensure our go-to-market teams and particularly our field reps are armed with high-quality data, leads and playbooks to help them create and close pipeline. Companies are now able to make decisions quicker but they still need to go through the ‘buying’ process.

GTM 59

GTM Objectives and Key Results Angle Legal 59