SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Going from sales-led to PLG is doable, but it is not easy. Secret #1: Born, not made.

Contract 98

Contract Price Growth User Experience 98

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

SEPTEMBER 12, 2023

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. And you can start very small. You have to start formal sales training by rep #3. Long-Term Contracts 8. No Contract At All Some good ones! Or they fail.

Price 91

Price Contract Territory Growth 91

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 132

GTM Market share Growth Technology 132

Hubspot

MARCH 25, 2024

Dan led growth at Codecademy from $10m to $50m ARR. He’s now sharing battle-tested growth wisdom at Subscription Index. According to Dan, there are three questions to ponder about before you start considering a subscription business. You’ll be fighting churn HARD the whole time. Can I Afford To Be Patient?

Niche 57

Niche Price Contract B2B 57

Sales Hacker

JULY 22, 2019

We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager. Navigating rapid company and revenue growth. What You’ll Learn.

Growth 56

Growth Pipeline Contract Start-ups 56

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

NOVEMBER 23, 2022

Chief Revenue Officers are, at their core, officers: responsible for the top-line growth of the company. 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. Align on a top-down and bottom-up approach.

Drivers/motivators 107

Drivers/motivators Trust Legal Finance 107

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. The activities that many sales enablement systems require your reps to do — lead prioritization, conflicting KPIs, manual data entry — take up what could be valuable selling time. What buyers want Speed.

Trust 52

Trust Up-sell Contract Technology 52

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Has this gone up or down over the past year? —- Robert Simmons – VP of Sales Same per rep as last year.

GTM 80

GTM Negotiate Pipeline Contract 80

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Growth isn’t just describing the financial valuation of a business anymore. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

InsightSquared

MARCH 6, 2018

It will also ensure you have a solid foundation for growth, reducing the need to fix broken systems and bad habits later on. Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. Go-to-market strategy. Time to start recruiting! For the Future.

Contract 119

Contract CRM Territory Sales 119

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. Stepping up to customer love.

Customers 107

Customers Account management Real Estate Contract 107

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. It also helps to analyze which accounts you started working with but didn’t continue. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

SaaStr

DECEMBER 7, 2020

We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. 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 61

Contract Growth Start-ups Service 61

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. US companies follow the same model when they start in India. The US is an extremely competitive talent market.

GTM 84

GTM Cross-sell Niche Strategize 84

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. . So, where do you start?

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Now You’re Ready To Start Selling.

Sell 78

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

SaaStr

MARCH 31, 2022

And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures. So we’ll start with the assess phase.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12.

Go To Market 101

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

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. In every opportunity, there are always competitive factors. My sales POC case study.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

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

Cience

APRIL 27, 2020

And in a more general business sense, it has been a whirlwind start to 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. What about the typos?

Hospitality 66

Hospitality Angle Contract Appointment 66

Heinz Marketing

JANUARY 10, 2020

Analyst renewals come year round, and intensify at the start of new budget cycles. Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? Sales referrals? Instant customer-centric content?

Referrals 50

Referrals Negotiate Contract High impact 50

Gong.io

NOVEMBER 6, 2019

Design Big, Start Small. You don’t come out of the gate—especially if you’re taking over a team that isn’t that data driven, or you’re starting a company from the ground up. Just start with something really basic, like four stages of the funnel. Let’s start adding incremental value. Data Breakout—Why Startups Fail.

Product 48

Product Government Strategize Contract 48

Gong.io

JANUARY 5, 2019

The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

SalesHandy

JULY 12, 2022

If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. In turn, your sales and marketing reps will be running after leads who were never going to buy from you. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Outreach has your back.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. One was at Thomson Reuters, where he ended up running their enterprise sales team.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

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. Scott is the Chief Revenue Officer at Nextiva where he is responsible for global growth strategy. What You’ll Learn.

Product 60

Product Objectives and Key Results Up-sell Contract 60

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Not every sales account meets all the attributes, but your tier A sales account should match to around 80% of the criteria that make up your ICP. 3) Adopt a top-down and bottom-up approach.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

SaaStr

JANUARY 17, 2020

Listen to the start of the episode for a promo code to our upcoming events! What other elements of the contract should startups really spend a lot of time focusing on? And second, just last week he started an incredibly exciting new opportunity with his new company. I do want to start there. Loving our podcast content?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Hubspot

SEPTEMBER 5, 2018

When Brian Halligan (HubSpot’s CEO) started talking about retiring the funnel and adopting the flywheel as the model to think about our business, I was not very happy. It’s given me the hard feedback I’ve needed, celebrated my team’s successes, and gotten me out of more growth troubles than I care to admit. See, I love the funnel.

Growth 78

Growth Promote Prospecting Education 78

Sales Hacker

MAY 23, 2018

Sam Jacobs: Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Gong — the #1 conversation intelligence platform for sales. Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. Show Agenda and Timestamps.

Pipeline 48

Pipeline Quota Contract Healthcare 48

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

JANUARY 10, 2020

Listen to the start of the episode for a promo code to our upcoming events! In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Harry Stebbings: I love that energy to start with. So I started my career out actually on the venture side of the table.

X-functional 52

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