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

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. Everything is backed up by data pulled from Outreach processes and their customer base. But obviously, the media world was contracting.

Referrals 59

Referrals Contract Cross-sell Sales 59

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. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

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

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

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. The answer depends on your product, prospect base, and marketing resources. Proposal sent: The buyer reviews your proposal or contract.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 75

Cross-sell Contract Start-ups Up-sell 75

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. 3) Adopt a top-down and bottom-up approach.

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

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. acquired a company and wants to ramp up cross-sell opportunities. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

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. The sales team’s role in a bottom-up approach. He went to Holy Cross. What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. We quickly learned that that’s a tough market to be in, so about a decade ago we pivoted to focus on the enterprise.

Engineering 51

Engineering Launch Contract Start-ups 51

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

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value.

Growth 80

Growth Cross-sell GTM Up-sell 80

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 52

Growth Engineering Launch Commission 52

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract!

GTM 52

GTM Contract Cross-sell Account management 52

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. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 100

Finance GTM Cross-sell SQL 100

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

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. Inside Sales.

Inside sales 108

Inside sales Cold Call Contract Price 108

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. Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 56

Territory Contract Cross-sell Drivers/motivators 56

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. But as SaaS startups mature, they usually start moving up-market. Foundations for moving up-market.

Legal 85

Legal Cross-sell Contract Price 85

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. I think it sets a person up for success in any customer facing role. Because renewing, especially in SaaS, is pretty much selling.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? So as you know, currently the co-founder of Atrium, we make sales performance analysis software that continuously monitors key performance indicators of AEs, SDRs, etc, and bubbles up areas of interest to managers, and operations, and leaders. So that’s my day job.

Cross-sell 84

Cross-sell Up-sell Start-ups Sell 84

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. Data integrity is more important than you thought.

Contract 70

Contract CRM Consult Cross-sell 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. Tell us a little bit about your career and what you’re up to now.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

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. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. It was all about getting the contract.

Growth 84

Growth Cross-sell Contract X-functional 84

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? It was really an incredible experience.

Contract 70

Contract Sports Cross-sell Start-ups 70

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

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?

Pipeline 72

Pipeline Cross-sell Launch Start-ups 72

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. That made a ton of sense to me. It wasn’t just engineering, product, and design roles.

Sales 82

Sales Price Quota Start-ups 82

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. CASE IN POINT: Many SaaS companies can demonstrate the ability to get to $1M in ARR by pursuing 10,000 prospects with the “hack” of high-frequency email chains to set up demos. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87