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.

Legal 86

Legal Cross-sell Contract Price 86

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 74

GTM Negotiate Profit margin Contract 74

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 76

Cross-sell Finance Strategize Technology 76

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

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 103

A/B testing Sales Quota GTM 103

Lead Fuze

JANUARY 1, 2022

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. One OEM contract can give thousands or tens of thousands access to licensors software. Who use Hubspot.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Gong.io

JANUARY 5, 2019

Instead, they introduced strategic, high-value questions purposefully designed to gain key information and guide the conversation. Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

Highspot

APRIL 2, 2020

When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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 Negotiate Objectives and Key Results Sales 101

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 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

DECEMBER 9, 2019

If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. What You’ll Learn.

Pitch 54

Pitch B2C Contract Up-sell 54

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 101

Finance GTM Cross-sell SQL 101

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. Everything else we associate with startups follows from growth.”. Sort by last funding date, amount, and series to come up with a list of startups that are preparing for hyper-growth.

Sell 78

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

Lead Fuze

JANUARY 1, 2022

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. Reasons to outsource include the following: Salespeople who lack expertise and experience in some areas of sales.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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. Why Social Media Matters, How to Strategize & What to Include in Your Sales PlayBook. Selling Through Uncertainty. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. That’s wasted time, money, and effort.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. ou can also take your SaaStr to go: Listen on iTunes. And then you follow their lead into the enterprise. Y Dan Reich is the Founder & CEO @ Troops.ai

Contract 64

Contract Sports Cross-sell Start-ups 64

Pointclear

JANUARY 27, 2017

It’s about honestly and objectively understanding your best way to go to market, determining who has what role, then executing together. What will make or break its value is how completely sales and marketing teams, together, buy into developing and following it through. Wrap-up from Dan McDade.

SQL 51

SQL Pipeline Strategize Contract 51

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? You can also take your SaaStr to go: Listen on iTunes. Tom Tunguz.

Contract 45

Contract Price Commission Conversion 45

ConversionXL

APRIL 7, 2021

The fact that a prospect is in-market for a solution like yours does not by any means imply or guarantee they are going to buy your particular solution. They won’t magically show up at your doorstep and sign a $100K cheque. Choosing the right customers to target is the foundation of any effective marketing strategy.

GTM 98

GTM CRM Cross-sell Cold Call 98

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

DECEMBER 12, 2020

How can product and marketing also collaborate productively? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I ended up emailing Marc Benioff, randomly. I ended up meeting my husband there, who left, went to Dropbox. Harry Stebbings.

Customers 64

Customers Strategize Start-ups Growth 64

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. FULL TRANSCRIPT BELOW.

Finance 74

Finance Government Price Contract 74

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” Henry Schuck. ” Jason Lemkin: Yeah.

Account management 95

Account management Engineering Launch Start-ups 95

SaaStr

AUGUST 20, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I started seeing some people from Dropbox go to be founding engineers over at Figma, the collaborative space design, still working in desktop apps. Harry Stebbings. Kyle Parrish. That made a ton of sense to me.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 62

GTM Healthcare Pipeline Sales 62

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” I thought this was a particularly interesting one to kind of pick up on.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

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. I ended up buying a bunch of those for like a buck a pumpkin or whatever, then bringing them home and painting little cartoon figures on them. John, welcome to the show. I appreciate it.

Territory 63

Territory Sales Construction Manufacturing 63

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 51

X-functional SQL Pipeline GTM 51

SaaStr

JUNE 3, 2020

Where do many go wrong here? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. Harry Stebbings. Michael Katz. Just some quick context.

Pipeline 67

Pipeline Meeting Start-ups Up-sell 67

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? How to ensure customer support is strategic and not just reactionary? Listen on Spotify.

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

NOVEMBER 22, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So that ends up being a very useful skill for customer facing roles. And I had a tastic experience there for about seven years before running a marketing tech sales team at Optimizely for five years.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

Heinz Marketing

JUNE 24, 2019

Every week I try to come up with some obscure sport. We have the vice president of marketing from LevelTen Energy. Because that sounds right up my alley. I had to think about do I want to hang up on a prospect or should I just close down my video feed for a while. ” Listen in or read the answers below.

Pipeline 64

Pipeline Sports Sales Real Estate 64

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Think how effective it would be. Video Reviews. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

NOVEMBER 21, 2019

Historically, what I’ve been observing is being a seed investor in the last eight years in Europe, in a simplistic way, is the following. Series A money is to fund the growth energy and the Series B money and C the expansion and the scale up. Pietro : This journey used to end at the legendary, mythical product/market fit.

B2C 56

B2C B2B Start-ups Growth 56