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

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

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

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

Gong.io

DECEMBER 14, 2022

Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. The personalized service that sales reps deliver also improves your company’s reputation. The more buyers who rave about your service, the more attractive to enterprise clients you’ll become. What pain point did you solve?

Sell 62

Sell Cold Call Contract GTM 62

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

Highspot

DECEMBER 12, 2023

Since implementing Highspot, customers report a 2.3x Highspot’s heavy adopters [within our organization] become the above-average performers for pipeline generation and conversion,” said Alessandro Canzian, head of group go-to-market at Vodafone Business. In fact, customers who adopt the Rep Scorecard experience 1.2x

Contract 59

Contract Pipeline Drivers/motivators Technology 59

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 65

Contract Growth Start-ups Service 65

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. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 99

B2B GTM Cross-sell High impact 99

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. A note on the martech front 2023 marketing budgets grew at a 72% slower rate (from 10.4%

GTM 111

GTM Market share Growth Technology 111

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. Who currently have job openings for marketing help.

Sell 52

Sell Account management Contract Price 52

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Have you thought about your Service Level Agreements (SLAs)? Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market.

Objectives and Key Results 98

Objectives and Key Results Pitch GTM Cold Call 98

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. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. It takes too long and frustrates the customer.

GTM 52

GTM Price Contract Sales 52

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. This can change your whole calculation about the value of legal services. What other products or services are they considering?

Legal 70

Legal Contract Price Negotiate 70

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

JANUARY 1, 2022

Go through a variety of filters to zero in on the leads you want to reach. A company in the Financial Services or Banking industry. Who currently have job openings for marketing help. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

Negotiate 52

Negotiate Profit margin Contract GTM 52

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

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 85

Cross-sell Finance Strategize Technology 85

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

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” ” Focusing on your serviceable addressable market (SAM) will provide guidance for the best use of your resources. As experiential muscles atrophy, you can see a loss of market share.

Go To Market 96

Go To Market GTM Strategize Growth 96

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. Account-specific content from both marketing and sales development provides much-needed air cover for your overburdened AE.

GTM 68

GTM Education Sales Contract 68

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Customer Relationship Management (CRM) Platform. Business Intelligence Services. Contract Lifecycle Management. Customer contract life cycle management. Salesforce Recruitment, Onboarding and Training. Allocation of Accounts and Sales Territories.

Territory 88

Territory Non-Profits Contract Quota 88

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

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 73

Cross-sell Contract Start-ups Up-sell 73

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. It will help you connect, convince and convert leads into paying customers.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Heinz Marketing

MARCH 6, 2019

But this doesn’t mean a large team – execution is often driven by existing teams, including marketing ops, digital, advertising, event and content teams. ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement.

B2C 73

B2C Drivers/motivators B2B Account management 73

Gong.io

JANUARY 5, 2019

The SPIN Selling methodology is similar to Solution Selling in that it relies on great sales discovery and question asking to help customers understand their problems, how impactful they are , and what the best solution might look like. Rackham and his team found that the top salespeople rarely pitch their products or services.

Pitch 131

Pitch Sales Up-sell Contract 131

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 Buying a car is an example.

Retail 42

Retail Manufacturing Price Up-sell 42

Heinz Marketing

JANUARY 10, 2020

There’s no doubt analyst relationships (with firms such as Gartner, Forrester and the like) hold considerable influence over industries and buyers in numerous industries – IT, financial services, sales and marketing and much more. Looking for market insights from those already deeply embedded with history and perspective?

Referrals 46

Referrals Negotiate Contract High impact 46

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

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 78

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

Lead Fuze

JANUARY 1, 2022

The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Then I give some tips on how to choose the right provider for your needs based off of their service offeringspricing. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 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. But, Let’s go to the beginning: How’d you get into sales? What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

Sales Hacker

JUNE 2, 2020

Common mistakes in entering a new market [07:59]. Lessons learned from international customers [12:06]. He is a long time tech industry veteran who started his career in the pharmaceutical sales industry, but he grew up in financial services, software sales. Go to Chorus.ai/saleshacker Show Agenda and Timestamps.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Hubspot

SEPTEMBER 5, 2018

Funnels produce customers, but don’t consider how those customers can help you grow. And all the momentum you built acquiring that customer? Ignoring how customers can help you grow is perilous in today’s world. In a funnel model, all force is applied to attract and acquire customers. How much friction there is.

Growth 78

Growth Promote Prospecting Education 78

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

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 55

B2B Cross-sell Negotiate Pitch 55