Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

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

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

FEBRUARY 7, 2018

In-person meetings are no longer required. . An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? EXECUTE THE GO TO MARKET PLAN.

Growth 87

Growth GTM SQL Strategic partnership 87

Gong.io

JULY 21, 2021

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. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. When ARR consistently exceeds $10 million, then a separate unit managed by a new Sales Operations Director may be launched. Customer contract life cycle management. Salesforce Recruitment, Onboarding and Training. Lead Generation.

Territory 89

Territory Non-Profits Contract Quota 89

Gong.io

JANUARY 5, 2019

Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Manager, Revenue Operations.

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

SEPTEMBER 18, 2020

” And so I remember after my first board meeting, I grabbed one of the guys on my board. And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion.

Account management 97

Account management Engineering Launch Start-ups 97

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. Whatever he was going to do, I wanted to be a part of it, too.

Pitch 54

Pitch B2C Contract Up-sell 54

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 76

Finance Government Price Contract 76

SaaStr

JULY 28, 2021

I’m also a serial launch entrepreneur. Terrifying because back in those days, big companies didn’t even know what SaaS was, much less they weren’t going to put their financial information out in the cloud. I’ll meet him.” .” [laughs] They didn’t realize it. Could have gone the other way.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

SaaStr

OCTOBER 22, 2020

And we were certainly starting to do that, but I think more significantly, what happens is, is that product has a value proposition and it has traction, it has a story, but you really want to try to convey that there’s something bigger there than just that product, or that there’s more significance to the product than meets the eye.

Pipeline 66

Pipeline Cross-sell Launch Start-ups 66

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. We’re like, ‘ah, that meeting was terrible’ And here’s why. And, I’m just going to launch into a story about Jeff.

Pitch 92

Pitch Conversion Sales Territory 92

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible?

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69

SaaStr

AUGUST 8, 2019

We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. How you decide on this model and go-to market strategy? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 8, 2019

We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. How you decide on this model and go-to market strategy? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

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 63

GTM Healthcare Pipeline Sales 63

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals.

Sales 76

Sales Price Quota Start-ups 76

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? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? I was sending a 100 emails a week and doing those initial meetings for that firm for two years.

X-functional 52

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

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. Jason Lemkin: Crossover funds can go where it’s greener. I’m going to go from 2 to 5 or 2 to 6.” VCs mostly can’t do this. X this year.

Quota 82

Quota Growth Product Closing 82

SaaStr

NOVEMBER 22, 2019

And I had a tastic experience there for about seven years before running a marketing tech sales team at Optimizely for five years. Almost like in the meeting with the pitch meeting itself. If you sign up for the product and you don’t renew that first contract. And then, you know, even stranger to end up in venture.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. In both cases, the reason we have separate markets is that the customers could not have referenced each other. The way around this problem for many marketing professionals is to break up the category into isolable “market segments.”

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? They have hoovered up all the talent, they’re incredibly aggressive; I mean you go look at Amazon’s services page on Amazon web services. What is that founding moment? * Why does Peter feel like it enterprise is really hard again?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. A classic example is a Shopify selling to, let’s say, contract. So my take is, it does not have to be, it’s always amazing to meet customers in person. That’s the beauty of that business. Krish Subramanian: Absolutely right.

GTM 50

GTM Price Up-sell Product 50

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

SaaStr

DECEMBER 12, 2020

And it was just an awesome launching pad. I ended up meeting my husband there, who left, went to Dropbox. And that, I think, over time, when you build up enough of those, you start to really be able to let go because you know, hey, this is the level of work that people are doing. I ended up emailing Marc Benioff, randomly.

Customers 65

Customers Strategize Start-ups Growth 65

SaaStr

JUNE 28, 2019

Common go-to-market myths and lessons. Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? ” How do you respond to the common VC statement of, Ah, such small ACVs, the difficulty with the go to market?

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

MAY 15, 2020

Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . Harry Stebbings: So with heavy enterprise, my concern is … I go, the big point here is, so far. This is where the cloud meets. So when we launched, our competitor was nothing. Bridget Gleason: Right. .

Trust 76

Trust Start-ups Customers Up-sell 76