Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust. In your inbox.

Contract 85

Contract B2B Technology Technology 85

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 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. We want there to be a way to unlock more of those 2,080 hours so you can give your sellers more time to engage with prospects and customers than they ever have. Customer validation.

Trust 52

Trust Up-sell Contract Technology 52

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. The use cases and needs for a solution were often fueled by overheated trends or uncertainty in the market.

GTM 113

GTM Market share Growth Technology 113

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . It’s another instance of trusting the process.

Drivers/motivators 107

Drivers/motivators Trust Legal Finance 107

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Gong.io

DECEMBER 14, 2022

Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. Target account selling makes accounts even more likely to close by encouraging reps to personalize every interaction throughout the buying process and building long-term partnerships between the buyer and the seller.

Sell 62

Sell Cold Call Contract GTM 62

SBI

FEBRUARY 9, 2021

Customer References & Buyer Confidence. I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. Customer references. No pressure.

Customers 46

Customers B2B Contract Quota 46

InsightSquared

MARCH 6, 2018

Define Processes and Reporting. Once you’ve established a dedicated owner of your CRM, sales ops will need to define processes and communicate them to the team. Your sales reps will inevitably need help with quoting, proposal generation, and getting orders processed. Go-to-market strategy. Renewals management.

Contract 119

Contract CRM Territory Sales 119

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. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 101

B2B GTM Cross-sell High impact 101

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

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze defines value as the deal size or amount of the contract. Enter your email below for the latest SaaStr updates.

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

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. It’s a big job with plenty of responsibility.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. At Box, we’ve found a lot of success in getting customers to adopt new features within Content Cloud. Go big or go home.

Growth 103

Growth Contract Up-sell Product 103

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Tracking conversion rates earlier in the funnel can help sales leaders identify gaps in the enablement process and opportunities to step in earlier before deals stall. Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

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. Need Help Automating Your Sales Prospecting Process?

Sell 52

Sell Account management Contract Price 52

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify.

Contract 64

Contract Growth Start-ups Service 64

Sales Hacker

JANUARY 11, 2021

Establish a Process. 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. Establish a process. Understand the Buyer Journey. Optimize Approval Workflow. Align Strategy.

Legal 70

Legal Contract Price Negotiate 70

Gong.io

OCTOBER 27, 2021

And here’s the bigger nutshell version: Sales ops improves a slew of activities and processes, such as sales strategy, business analytics, sales workflows, sales admin, technology purchases, etc. Sales ops moves you from a fragmented sales model to an agile and customer-focused one. Lacking best practices? . Perfection.

Quota 62

Quota Pipeline Sales Contract 62

Lead Fuze

NOVEMBER 30, 2021

If you are looking to improve your customer acquisition, ABSD may be worth considering. There are many different go-to-market models in SaaS. The more complex the sale, the greater need for account-based SDRs to ensure a smooth process. It takes too long and frustrates the customer. Maturity of the Market.

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Operations Process. Contract Lifecycle Management. Process and Performance. Contract Management. Performance.

Territory 88

Territory Non-Profits Contract Quota 88

InsightSquared

MAY 25, 2021

Only 25 percent of companies report their sales reps, those closest to the deals, are involved in the forecasting process. The Lack of Rep Accountability was identified as the top reason for poor forecast accuracy (57%), with CRM Data Quality (44%) and Manual Processes (43%) ranking second and third. .

CRM 62

CRM B2B Contract Growth 62

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

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth.

GTM 68

GTM Education Sales Contract 68

Gong.io

JANUARY 5, 2019

If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. So Solution Selling is best suited to complex deals in which sections of your sales process are purely dedicated to discovery calls. Solution Selling Methodology. The questioning sequence is typically overkill in these situations.

Pitch 131

Pitch Sales Up-sell Contract 131

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

Cience

MAY 1, 2020

While everyone, including customers, has shifted towards work from home (WFH) policies, business owners all over the world are left to wonder: Will we be able to sell our products or services, and what is the best path to profits in such difficult times? Some of your customers may leave. Who Is At Risk? Well, almost everyone.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. So within Kyle’s first 90 days, they were losing way too many customers to feel like he wanted to put more money in the top of that funnel.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

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 77

Cross-sell Finance Strategize Technology 77

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? What can startups do to actively work with procurement teams and make the process as fast as possible?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. This can be difficult for a customer success manager to manage.

Sell 78

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

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. I left print media because it was an industry that was contracting. My first customers were Macy’s, Louis Vuitton, Gucci Group. But obviously, the media world was contracting.

Referrals 59

Referrals Contract Cross-sell Sales 59

Heinz Marketing

MARCH 6, 2019

That said, as a company’s account based efforts mature, they often recognize opportunities to scale or improve process, and that can lead to incremental technology investment. If I can select similar accounts, I can create more effective programs for those accounts, and then repeat that process for additional segments of my account list.

B2C 74

B2C Drivers/motivators B2B Account management 74

Hubspot

JULY 25, 2023

Content Creation Generative AI tools like HubSpot’s Content Assistant can write copy for sales messages, proposals, or custom landing pages. Generative possibilities go beyond the written word with AI-generated images and even audio. Learning Beyond tightening the sales process itself, sales reps are using AI to improve themselves.

Pipeline 60

Pipeline Sales Objectives and Key Results CRM 60

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. Because change is scary.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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. When I joined IBM I spent 18 months in training before they’d actually let me talk to real customers. What You’ll Learn.

Product 60

Product Objectives and Key Results Up-sell Contract 60