Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze defines value as the deal size or amount of the contract. Enter your email below for the latest SaaStr updates.

Objectives and Key Results 98

Objectives and Key Results Pitch GTM Cold Call 98

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. There we go. So everyone is adjusting their go to market strategy.

GTM 66

GTM Healthcare Pipeline Sales 66

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

Gong.io

DECEMBER 14, 2022

Target account selling makes accounts even more likely to close by encouraging reps to personalize every interaction throughout the buying process and building long-term partnerships between the buyer and the seller. But the TAS process makes you more attractive to these accounts, too. Achieve higher annual contract value (ACV).

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic).

GTM 68

GTM Education Sales Contract 68

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. The more complex the sale, the greater need for account-based SDRs to ensure a smooth process. Target Addressable Market (TAM). Your target addressable market, or TAM, will help dictate that.

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As the model evolves into an Account-Based Everything approach, Craig Rosenberg is guiding us all through the process, step by step.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 97

Go To Market Process GTM Education 97

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. – Emma Lloyd, Marketing Operations Manager, Crunchbase.

Sell 78

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

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. Rico Mallozzi, Sr.

Cross-sell 85

Cross-sell Finance Strategize Technology 85

SaaStr

NOVEMBER 2, 2019

What is the process to do it efficiently? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? A classic example is a Shopify selling to, let’s say, contract. It should be an opportunity to process it rather than trying to sell one more product.

GTM 53

GTM Price Up-sell Product 53

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 54

X-functional SQL Pipeline GTM 54

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 Profit margin Negotiate Contract 74

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out.

GTM 100

GTM Contract Quota CRM 100

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Marketing to SDR.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. An emerging need to support multiple GTM plans across segments and regions. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. This guy has been to more president’s clubs than Alaska Airlines, but I couldn’t help but wonder… is team selling really that important? Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service.

Closing 162

Closing Sports GTM Legal 162

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). Sales process documentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. The conversation and innovation at Unleash is a great reminder to constantly evaluate the way that our sales and marketing teams stay aligned with the right tech, data and processes.”.

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

APRIL 29, 2021

The biggest predictor of whether or not a team will embrace an SEP is actually how involved, or at least “heard,” end users feel in the content creation process. It’s a big task to create a content supply chain (CSC), but avoiding this needed step will prevent you from scaling your processes. What is the sales content supply chain?

A/B testing 102

A/B testing Sales Quota GTM 102

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Account-Based Selling / Sales Development.

B2B 99

B2B E-commerce Cold Call Represent 99

InsightSquared

AUGUST 24, 2018

The best way to model and measure your business is by aligning to key stages in the process mapped against the customer journey. Conversion Rate 4/ Win Rate (CR4/WR): Win rate, indicative of the quality of the total sales process and the sales skills. Although this does have an impact, how big of an impact does it really make?

SQL 54

SQL Contract Growth GTM 54

ConversionXL

APRIL 7, 2021

Technology has both enabled us and added needless complexity to the process. ABM is outbound with marketing support. What is account based marketing? Marketers use different ‘signals’ to determine which prospect is in-market for a solution. This distinction is something many marketers often mix.

GTM 98

GTM CRM Cross-sell Cold Call 98

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. Often the lead form is way down in their process. And it is just a really inefficient process that exists in a really significant way in the world and adds really no value. It’s just because documentation and those kinds of processes are underpinned by so much paper today.

Sales 99

Sales E-commerce Technology Technology 99

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Head of GTM, GTM Buddy, Atlanta, Georgia. Pro-tip: Map your sales process to the universal buyer.

Gaming 98

Gaming GTM Consult Sales 98