Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts.

B2B 98

B2B GTM Cross-sell High impact 98

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. Proximity to customers helps too.

GTM 81

GTM Cross-sell Niche Strategize 81

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In It’s an evolving discussion that comes up with our customers every day. Screenshot from this Future of Selling video (1:13).

Gaming 98

Gaming Cross-sell Sales Finance 98

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

SBI

FEBRUARY 25, 2020

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

Customers 49

Customers Strategize Cross-sell B2B 49

Gong.io

JULY 21, 2021

Customer lifecycle. 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. This team is all about creating cross-functional partnerships. Someone’s got to own that motion. That someone?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. Small companies require less customization. But as SaaS startups mature, they usually start moving up-market.

Legal 86

Legal Cross-sell Contract Price 86

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

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

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 Account insights inform custom campaigns with high conversion rates. Cross-functional orchestration.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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. Reps working from home need to be willing to converse without selling. That was really the basis for wanting to go out on my own.

Contract 70

Contract CRM Consult Cross-sell 70

ConversionXL

APRIL 7, 2021

The book dedicates quite a few pages to the ‘customer-centric stack’ and argues that because you’re now able to know when someone is in the market for a solution like yours [via IP lookup or 1st or 3rd party intent data], you don’t need to “spam” them. The way you sell & market will be different.

GTM 98

GTM CRM Cross-sell Cold Call 98

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 82

Growth Cross-sell Contract X-functional 82

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. I’ll start because I’m living this right now, and where we’re contract value. So all these customers who might not have been a great fit. So Michaela?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Sales Hacker

MARCH 2, 2021

Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. That’s when I felt really bad selling people that, even though they were signing up for it themselves. I left print media because it was an industry that was contracting.

Referrals 59

Referrals Contract Cross-sell Sales 59

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

FEBRUARY 1, 2019

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. How does Amanda think the go-to-market has to change with every stage of development? You can also take your SaaStr to go: Listen on iTunes.

Customers 42

Customers Price Cross-sell Start-ups 42

Sales Hacker

DECEMBER 30, 2019

If you missed episode 89, check it out here: 89: Using Customer Data Platform to Scale Your Org w/ Pat O’Brien. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quote, all right in your CRM. You experienced so many different founders and companies and go to market motions.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

MAY 8, 2020

What does Jessica believe is the right way for sales reps to engage with new customers during this time? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? So, you really need to speed up onboarding, especially for an enterprise customer.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. An Ideal Customer Profile.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

DECEMBER 17, 2019

How selling as a founder will help you understand your sales motions. And he has indoctrinated that it cross a wide range of functions and content so that the rest of us can learn. Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. What You’ll Learn.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. A sales operations team also streamlines processes in order to improve sales productivity and give reps more time to engage with customers. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

DECEMBER 2, 2019

Mary’s sales method: dive deep into the customer [7:52]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. And on Stitcher.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

AUGUST 23, 2018

There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Their needs are simpler, they are easier to satisfy, and the cost of customer acquisition is lower. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand. 2) Not Asking The Hard Questions.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. After prospects have passed the critical point, most should become customers. Review the typical process your customers go through.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move?

Contract 64

Contract Sports Cross-sell Start-ups 64

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. He went to Holy Cross. But, Let’s go to the beginning: How’d you get into sales?

Product 52

Product Pipeline Engineering Cross-sell 52

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So nowadays I’m all go to market all the time.

Cross-sell 75

Cross-sell Up-sell Start-ups Sell 75

SaaStr

AUGUST 13, 2019

Dropbox Chief Customer Officer Yamini Rangan draws on 20 years of experience to challenge five common misconceptions about SaaS success. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. Some of them work, some didn’t work.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

SaaStr

MARCH 19, 2019

We’re really proud of it and want to do more with it of course, but we have about a couple thousand partners in our ecosystem today helping bring businesses onto Stripe through their platforms or extending the Stripe functionality once customers have a Stripe account. Ceci Stallsmith : Great, and Niall. This went really really well.

Engineering 46

Engineering Launch Contract Start-ups 46

SaaStr

JULY 29, 2022

I think, I try to focus on things after you have 10 or 15 or 20 customers. So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. And if you can, at least get the customers to pay the hardware cost upfront.

Price 82

Price Product Start-ups Niche 82

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 74

Sales Price Quota Start-ups 74