Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Performance Metrics Analyses.

Territory 106

Territory Non-Profits Contract Quota 106

Sales Hacker

JUNE 16, 2021

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. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 122

GTM Contract Quota CRM 122

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. 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. Let’s look at them: Value.

Objectives and Key Results 118

Objectives and Key Results Pitch GTM Cold Call 118

Heinz Marketing

SEPTEMBER 20, 2021

Check out Sendoso, you can go to sendoso.com. Go to sendoso.com/connected actually and check out their connected event coming up on October 13th, 2021. But for marketers in particular, I feel like they need to have GRIT. And so, to me, you have to have that GRIT to keep going. They need to have moxy.

Pipeline 117

Pipeline Go To Market Sales Technology 117

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

PandaDoc

MAY 12, 2025

If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. These individuals are more likely to do the following: Compare prices across varying brands and platforms. These buyers are likely to do the following: Remain loyal to a specific brand or product line.

Price 52

Price A/B testing Non-Profits Legal 52

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. That’s too tactical. We’d like to do more.

GTM 118

GTM Niche Cross-sell Contract 118

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. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. To achieve growth, you have to identify the following during Product/Market Fit: WHAT is the value proposition that prioritizes the solution offered. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 101

Growth GTM SQL Strategic partnership 101

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 88

GTM Negotiate Profit margin Contract 88

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). and so on) to the following: .

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Hubspot

SEPTEMBER 12, 2018

A sales manager following this philosophy would ask his rep to connect with 300 buyers to close 100 deals. Pinpoint the common characteristics of opportunities that convert for every stage -- both actions the rep takes (like sending a follow-up email) and prospect responses (agreeing to a demo). Sales Pipeline Stages.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 105

GTM Product Price Contract 105

InsightSquared

JULY 1, 2021

RevOps for Processes: Without a revenue operations process, sales organizations typically function as follows: Marketing has a process to bring in leads, who they then pass to sales. The average dollar value of an annual contract. Average Annual Contract Value. Go-To-Market Strategy. Go-To-Market Team.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. You need to be organized so that you can keep up with your tasks. That will set the SDR manager up for success. But 12 months is the least.

Drivers/motivators 106

Drivers/motivators Engineering Promote Up-sell 106

Sales Hacker

SEPTEMBER 11, 2020

Everything else we associate with startups follows from growth.”. 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. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

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 67

Product Contract Cross-sell Account management 67

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 117

Finance Cross-sell SQL GTM 117

Sales Hacker

APRIL 29, 2021

Knowing this, some teams err too far on the side of rep-generated content, ending up with a motley assortment of content that looks something like the miscellaneous aisle of Aldi. The world may never know how blenders and beach balls are related, but darn it if they don’t end up next to each other. Content Enablement.

A/B testing 117

A/B testing Sales Quota Promote 117

Gong.io

DECEMBER 14, 2022

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). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract Up-sell 62

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. 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.

B2B 72

B2B Cross-sell Negotiate Up-sell 72

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 69

GTM X-functional Start-ups Relationship building 69

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Winning a customer with a highly recognizable brand makes you more desirable to at least a dozen other companies that follow big names and famous logos. In addition to social proof in future marketing efforts, discriminating clients signal high quality to other similar companies. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

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. Sign up to track your email engagement using Saleshandy. Source: Hubspot.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. This element of up-leveling our team’s performance delivered more wins.”.

Objectives and Key Results 102

Objectives and Key Results Technical Sales Engineering Sales 102

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. Show Introduction [00:02].

Referrals 68

Referrals Contract Cross-sell Sales 68

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

MARCH 31, 2022

If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. Director of GTM Ops, Sapphire Ventures. This episode is an excerpt from a session at SaaStr Scale.

Cross-sell 104

Cross-sell Finance Strategize Technology 104

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. You need to know what you’re going to market with and why people should want to buy it. As weeks go by, look back at your previous plans and results to see if you need to adjust your plans. Selling Through Uncertainty.

Sell 97

Sell Prospecting Up-sell Territory 97

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. They could be upcoming contract expirations, budget cycles, or regulatory changes.

GTM 52

GTM Retail Drivers/motivators Contract 52

Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 61

Pipeline Quota Contract Healthcare 61

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 63

Territory Cross-sell Contract Drivers/motivators 63

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Are your competitors well established or are they just starting up? Target Addressable Market (TAM).

GTM 52

GTM Price Sales Contract 52

Hubspot

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. Following Up With Leads Once you have a qualified lead, the real work begins. AI can remind you when to follow up with a lead and recommend which leads are most likely to convert so you can know where to spend your time.

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

Sales Hacker

DECEMBER 9, 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. How do I show up to my pipeline meeting next week and talk about some of these investments?

Pitch 59

Pitch B2C Contract Up-sell 59