SaaStr

MARCH 7, 2023

It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Incentives for multi-year contracts are another tactic.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! 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. Subscribe for free to receive new posts and support my work.

GTM 79

GTM Negotiate Pipeline Contract 79

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. Learnings on GTM. That’s too tactical.

GTM 90

GTM Cross-sell Niche Strategize 90

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. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

FEBRUARY 8, 2022

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. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Let’s look at them: Value.

Objectives and Key Results 95

Objectives and Key Results Pitch GTM Cold Call 95

Gong.io

DECEMBER 14, 2022

With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. 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). Market intelligence.

Sell 62

Sell Cold Call Contract GTM 62

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 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?

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

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. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. They grew 2.5x

Go To Market 106

Go To Market GTM X-functional Objectives and Key Results 106

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

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 So what’s the hold up? It takes a village, and it starts at the first touch, going all the way to upsell/cross-sell.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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. And Jessica, I’ll start with you.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

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. Now You’re Ready To Start Selling. It all starts with finding the right startups to sell to. It’s no longer just an idea. Are they trying to expand internationally?

Sell 78

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

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! And then we decided to start a company. Loving our podcast content?

GTM 54

GTM Price Up-sell Product 54

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

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. These are opportunities to help lift up low performers to be, at least, on par with average attainment. What is sales enablement? Not exactly.

GTM 100

GTM Contract Quota CRM 100

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

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

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. But it also defines your GTM efforts. It’s warmed up, prepared, and ready to go.

Growth 80

Growth Cross-sell GTM Up-sell 80

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Of your teams.

Growth 62

Growth GTM Cross-sell Pipeline 62

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 68

GTM Healthcare Pipeline Sales 68

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. 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. Asia Corbett ).

Finance 100

Finance GTM Cross-sell SQL 100

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). First off, a script is a starting point.

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. With Kaia riding shotgun on my calls, I’m able to easily and eloquently answer any product, integration or security questions that come up. Mark Kosoglow , VP of Sales. “At

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. How the numbers add up. 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. When to Accelerate Growth?

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

APRIL 29, 2021

The bottom line is that every sales shop wishing to compete in this new sales ecosystem will have to start playing by a new set of rules. 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. Content Enablement.

A/B testing 102

A/B testing Sales Quota GTM 102

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

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Accounts Payable.

B2B 99

B2B E-commerce Cold Call Represent 99

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with. She’s a to go to market advisor in this category.

Pipeline 108

Pipeline Technology Technology Sales 108

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 56

X-functional SQL Pipeline GTM 56

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. As you know, as a loyal listener, we start with your baseball card, an opportunity for you to tell us who and what Instabase is. I grew up there and was there at school.

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. Before landing at Terminus , she was a founding sales rep on the mid-market team at HubSpot. Sign up now.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

FEBRUARY 16, 2024

That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes.

GTM 93

GTM Quota Construction Contact 93