SaaStr

DECEMBER 12, 2020

406: Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. How cool is that? Harry Stebbings: That is so kind.

Customers 66

Customers Strategize Start-ups Growth 66

SaaStr

JANUARY 17, 2020

Prior to Automation Anywhere, Yousuf was the CIO & VP of Customer Success @ Moveworks. What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? Prior to Automation Anywhere, Yousuf was the CIO and VP of Customer Success at Moveworks.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Hubspot

SEPTEMBER 12, 2018

After prospects have passed the critical point, most should become customers. Review the typical process your customers go through. Proposal sent: The buyer reviews your proposal or contract. Perhaps prospects are 75% likely to buy in the demo stage and 90% likely to buy in the negotiation stage.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

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

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? Instant customer-centric content? Are you looking for broader awareness in your general industry or category? Sales referrals?

Referrals 49

Referrals Negotiate Contract High impact 49

Sales Hacker

AUGUST 23, 2018

Their needs are simpler, they are easier to satisfy, and the cost of customer acquisition is lower. The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Be hyper-focused in your sales approach.

B2B 56

B2B Cross-sell Negotiate Pitch 56

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. This can be difficult for a customer success manager to manage. Security/Compliance: Early-stage startups are likely not going to be SOC certified.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

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 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

JUNE 2, 2020

Common mistakes in entering a new market [07:59]. Lessons learned from international customers [12:06]. Record, share, review, and coach your team based on the voice of your customer. Go to Chorus.ai/saleshacker And then the other piece which is a hurdle is just getting into the local market. Sam’s Corner [30:17].

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

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 70

Cross-sell Contract Start-ups Up-sell 70

Sales Hacker

SEPTEMBER 30, 2019

This week on the Sales Hacker podcast, we talk to Vikas Bhambri , SVP of Global Sales and Customer Experience at Kustomer. Vikas leads customer sales and customer experience department overseeing sales, BD implementation, customer success and support. It’s a customer experience platform. Who is Kustomer?

Engineering 50

Engineering Negotiate Technology Technology 50

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. Our customers are shopping with us on average for 2.5 Answer: Yes.

Retail 42

Retail Manufacturing Price Up-sell 42

Sales Hacker

JANUARY 13, 2021

The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer. The end-customer is the beneficiary of a new and improved solution – everybody wins. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Negotiate Profit margin Contract 74

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

MAY 10, 2019

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. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 52

X-functional SQL Pipeline GTM 52

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. There we go. So everyone is adjusting their go to market strategy. Adnan Chaudhry: Thanks, Matt.

GTM 63

GTM Healthcare Pipeline Sales 63

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 58

Follow-up Go To Market Technology Technology 58

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 77

Finance Government Price Contract 77

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. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. 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. Customizing sales tools.

GTM 103

GTM Contract Quota CRM 103

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. Local contracts support, which we didn’t have.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. So it wasn’t even like I could negotiate on contract, my price is my price. John, welcome to the show. John: Hey Jeremey, thanks for having me. I appreciate it.

Territory 63

Territory Sales Construction Manufacturing 63

Gong.io

AUGUST 10, 2020

How can you increase long-term customer retention? You and the customer need to have a mutual understanding of their goals and expectations. 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.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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. Accounts Receivable refers to the amount of money yet to be collected from your customers who purchased a product or subscribed to a service. Account Executive.

B2B 99

B2B E-commerce Cold Call Represent 99

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. In both cases, the reason we have separate markets is that the customers could not have referenced each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

InsightSquared

AUGUST 24, 2018

At Winning By Design , we start by defining and outlining the customer journey and what the key metrics of measurement are. The best way to model and measure your business is by aligning to key stages in the process mapped against the customer journey. Although this does have an impact, how big of an impact does it really make?

SQL 54

SQL Contract Growth GTM 54

Sales Hacker

DECEMBER 8, 2020

And the first thing they’re doing is searching around on the internet for solutions and beginning to educate themselves, and 6sense can help you find those companies when they’re beginning to search for your solution and then get them right at the moment that they’re going to be most interested. Really cool stuff.

Sales 101

Sales E-commerce Technology Technology 101

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform.

Customers 20

Customers Tradeshows Technology Technology 20

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Pro-tip: Become your customers’ customer. Knowing your product and ideal customer profile (ICP) isn’t enough.

Gaming 98

Gaming GTM Consult Sales 98

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. Without a deal desk, sales teams often lack the approval process needed to handle custom pricing.

Legal 71

Legal Contract Price Negotiate 71