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

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. It’s an approach seen only when reps are compensated on their ability to create pipeline. We’re not talking about 3 or 4 criteria either – do not make the “we can sell to everyone” mistake.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

DECEMBER 2, 2019

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. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

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

SaaStr

MAY 8, 2020

So, that means in every pipeline review, understanding, one, deal velocity. Jessica Lin: Then, most of all, really the quality of the pipeline. How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise?

Cross-sell 73

Cross-sell Contract Start-ups Up-sell 73

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 97

Go To Market Process GTM Education 97

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. It’s not going to stop, right?

Growth 53

Growth Engineering Launch Commission 53

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. Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by market. Pipeline Sales Metrics.

X-functional 96

X-functional Quota Cross-sell Contract 96

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Low-Touch Sales.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

OCTOBER 22, 2020

* What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * How does Ryan think about measuring success when it comes to product marketing? Talk to me about that.

Pipeline 70

Pipeline Cross-sell Launch Start-ups 70

Sales Hacker

DECEMBER 30, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quote, all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. You experienced so many different founders and companies and go to market motions.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

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 87

Cross-sell Up-sell Start-ups Sell 87

ConversionXL

APRIL 7, 2021

Account-Based Marketing has in fact been around since the 1940s. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts.

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 88

Growth Cross-sell Contract X-functional 88

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. Where’s pipeline being created? What is the lead source?

Sales 82

Sales Price Quota Start-ups 82

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. The first one.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. It’s like recruiting for a VP today. Maverick.

Quota 89

Quota Growth Product Closing 89

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