Capterra Sales & Marketing Software

NOVEMBER 19, 2021

The post How To Win Your Best Customers With Outbound Sales appeared first on Capterra. Win the best customers for your small business with these outbound sales tactics. Before diving deeper into how outbound sales can help you close more deals, let’s first understand who makes the best customer for your business.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 88

GTM Contract Represent CRM 88

SaaStr

DECEMBER 21, 2023

Their product increases enrollment and utilization while reducing employee costs and providing a substantially better experience. #2. By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. What’s your most recent disclosed investment? Why did you do the deal?

Gambling 90

Gambling GTM Legal Contract 90

SaaStr

JANUARY 6, 2023

On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. In this session, Attentive Co-founder & CEO Brian Long walks through some of the lessons learned at Attentive on their path to over 5,000 customers in 5 years.

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. Going Beyond the Product and the Problem [21:57]. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Show Introduction [00:09].

Go To Market 52

Go To Market Electricity Healthcare Education 52

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

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. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition.

Product 40

Product Account management Contract Price 40

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 104

GTM Contract Clients Consult 104

Salesforce

SEPTEMBER 27, 2021

What she did get, though, was her customer. How did it all go down? Coinbase is a startup dedicated to building the crypto-economy, and the company was also an existing Slack customer. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team.

Closing 98

Closing Contract Legal Cross-sell 98

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 86

Contract B2B Technology Technology 86

SaaStr

SEPTEMBER 12, 2023

I think this is some pretty helpful reading here, a good slice of some of the most tactical insights: Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Your Customer Success Team. Hire Early.

Price 91

Price Contract Territory Growth 91

SaaStr

APRIL 5, 2024

What they did for marketers, Apollo is trying to do for sales. For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. How do you do that? No, you don’t.

Sell 76

Sell GTM Price Up-sell 76

Gong.io

NOVEMBER 6, 2019

How does adding customer value impact top-line revenue? Their close rate from opportunity to customer is 17%. According to Forbes and CB Insights , nine out of 10 startups fail, and the number one reason is no product-market fit. The lesser discussed aspect of product-market fit is the market side of things.

Product 48

Product Government Strategize Contract 48

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. The ideal subscription business model has: A long potential use case A lot of potential customers So don’t get excited by the promise of recurring revenue just yet. Source: Dan Layfield 2.

Niche 58

Niche Price Contract B2B 58

SaaStr

JUNE 10, 2021

Ep #402: Mårten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey. My name is Marten Mickos.

Customers 57

Customers Price Contract Objectives and Key Results 57

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. They also discuss motivational and ethical selling practices, providing a comprehensive understanding of the sales process.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 67

GTM Growth Profit margin Contract 67

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. . What is your total addressable market?

Drivers/motivators 109

Drivers/motivators Trust Legal Finance 109

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to focus on the “how” of your product. How to assess your go to market strategy. When I joined IBM I spent 18 months in training before they’d actually let me talk to real customers.

Product 60

Product Objectives and Key Results Up-sell Contract 60

Gong.io

DECEMBER 14, 2022

Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). Market intelligence. Market disruptions.

Sell 62

Sell Cold Call Contract GTM 62

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. The product roadmap aligned with this messaging, too. Make the move to multi-product. Selling something to a customer that they don’t need isn’t something we do, ever.

Growth 105

Growth Contract Up-sell Product 105

Highspot

DECEMBER 12, 2023

The more reps use your enablement platform, the more they’ll realize its impact on their productivity, and the more leaders will see its value in driving sales outcomes. Since implementing Highspot, customers report a 2.3x In fact, customers who adopt the Rep Scorecard experience 1.2x higher buyer engagement.

Contract 59

Contract Pipeline Drivers/motivators Technology 59

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

SaaStr

MARCH 22, 2023

Is there a big Total Addressable Market? Does this market need disruption? Customers’ data architectures today are an incredible mess with massive amounts of legacy. Customers were going to virtualize data centers, and you want to position yourself in that kind of inevitability. It was inevitable.

Growth 77

Growth Cross-sell GTM Up-sell 77

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.

Customers 46

Customers B2B Contract Quota 46

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . They help open doors to potential customers and provide advice. Proximity to customers helps too. Marketing is more than just demand gen!

GTM 86

GTM Cross-sell Niche Strategize 86

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

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.) Conclusion.

Contract 119

Contract CRM Territory Sales 119

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 65

Contract Growth Start-ups Service 65

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

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. Price and product are only two of many operational GTM levers. SLA performance and roadmap alignment.

GTM 114

GTM Market share Growth Technology 114

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. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 52

Product Pipeline Engineering Cross-sell 52

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. What is the role of sales in a product-led growth organization?

Customers 68

Customers Strategize Start-ups Growth 68

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

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. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

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