Sales Hacker

JUNE 16, 2021

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. They help sales reps and marketing teams identify and surface contacts at your target companies. What is sales enablement?

GTM 122

GTM Contract Quota CRM 122

Heinz Marketing

SEPTEMBER 20, 2021

And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful. We’re helping customer success keep those customers, especially if it’s a B2B or a multi-year contract. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Account-Based Selling / Sales Development.

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Churn : The startup could get acquired or go out of business at any time. New Points of Contact: Employee attrition is twice as high at a startup than a large company.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Point of contact for negotiations. Lower the amount of improperly priced contracts that go out? What is a Deal Desk?

Legal 89

Legal Contract Price Negotiate 89

Hubspot

SEPTEMBER 12, 2018

If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts. Proposal sent: The buyer reviews your proposal or contract. Give your team a system for following up with leads, including timing, cadence, and contact method. Average deal size: The mean value of a contract.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 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. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 85

Contract CRM Consult Cross-sell 85

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). The ICP determines decisions across the company from the go-to-market to product strategy. Run Account Based Marketing Programs. Product usage.

Cross-sell 104

Cross-sell Legal Contract Price 104

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. What are you currently experimenting with?

GTM 96

GTM Negotiate Pipeline Contract 96

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . The number of days from first customer contact to closed-won for each deal, divided by your total number of deals.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

ConversionXL

APRIL 7, 2021

This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.) DemandBase.

CRM 98

CRM Cross-sell GTM Cold Call 98

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. SDRs are ready to start calling but first they must dedupe dozens of contacts just dumped into their CRM. Assist the CEO and sales leadership team with go-to-market planning.

Finance 117

Finance Cross-sell SQL GTM 117

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. But, the truth is, time is not on their side. In-Period Bookings .

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. What’s my organization, what’s my go to market model? The Flip Between Sales and Marketing.

Product 78

Product Objectives and Key Results Up-sell Contract 78

Heinz Marketing

MARCH 15, 2021

Very excited to have with us Cuspera founder and CEO Subbu Vempati who is joining us, as well as Judy Ash , who is a long time CMO, a demand gen expert, and has been serving as a go to market advisor for the Cuspera team as well. Every marketer on the planet is experiencing this. Judy Ash: Thank you. Subbu Vempati: Matt.

Pipeline 120

Pipeline Sales Technology Technology 120

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract Up-sell 62

Sales Hacker

APRIL 29, 2021

For example, a start-up with thirty total people in the company will not be able to hire for each of these functions, but an enterprise company with a large sales team may hire (or contract out) for the majority of these functions. Just make sure that your enablement team is in close contact with end-users as new content rolls out.

A/B testing 117

A/B testing Sales Quota Promote 117

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. When your sales reps, marketers, customer support agents, and partners can articulate your product’s value and use cases, you elevate every buyer touchpoint, from first demo to contract renewal.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

Gong.io

AUGUST 10, 2020

To maximize retention, strive to have at least three different customer contacts at three different levels within the organization. At the end of that contract, you’ve got to sell it again. To have three different contacts at three different levels of an organization that you’re working with. The AE is dating the customer.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM). Your target addressable market, or TAM, will help dictate that.

GTM 52

GTM Price Sales Contract 52

InsightSquared

MARCH 23, 2021

And of course, drill into the detail for every deal, contact, person and more. . Our Best Practice report library now features 100+ reports that speed time to value and advance your team’s go-to-market effectiveness. . New Integration Alerts – InsightSquared Conversational Intelligence. .

Product 62

Product Retail Pipeline Contract 62

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

NOVEMBER 29, 2022

Automation of their Sales Sequence where we can send emails to users when the contact is created or the status is changed… It reduces the manpower and automates most of the work," Abhijit B. To accomplish these tasks, Gong pulls all interactions with a lead (phone calls, emails, contracts, etc.) User Review. It's so easy to use.

Pipeline 87

Pipeline Price CRM Quota 87

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 69

GTM X-functional Start-ups Relationship building 69

Lead Fuze

JANUARY 1, 2022

LeadFuze gives you all the data you need to find ideal leads, including full contact information. Go through a variety of filters to zero in on the leads you want to reach. One OEM contract can give thousands or tens of thousands access to licensors software. Using an OEM go-to-market strategy. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

Spiro Technologies

MAY 26, 2023

No contact has been made yet. The contract is signed, and you’ve received the payment. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business. Closed Won: Congratulations!

Pipeline 52

Pipeline CRM Represent Contract 52

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 so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? They are like Kleiner Perkins, Google Ventures.

Gaming 81

Gaming Customers Construction Contract 81

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Video Reviews.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

Hubspot

JULY 25, 2023

What we like : AI helps sales professionals identify, qualify, and reach out to prospects– then organize those contacts in your CRM. Collecting information like CRM preferences, contract details, and account notes was difficult to gather and input into Salesforce while on a call. 16% of sales professionals use AI for research.

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Product 40

Product Account management Contract Price 40