Gong.io

JANUARY 5, 2019

If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. So Solution Selling is best suited to complex deals in which sections of your sales process are purely dedicated to discovery calls. Solution Selling Methodology. The questioning sequence is typically overkill in these situations.

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

APRIL 30, 2024

This process allowed them to carefully understand what made a good customer and find them in demand gen marketing and outbound. They’ll become more concerned about the quality of deals from sales to onboarding to launch. For Owner, they hired these two leaders on contract from their networks.

Go To Market 101

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

Sales Hacker

MARCH 2, 2021

Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. I left print media because it was an industry that was contracting. Head to outreach.io/onoutreach

Referrals 59

Referrals Contract Cross-sell Sales 59

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. I run platform marketing at Slack. Our hope when we launched the platform, and you can actually look up this blog post.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

MAY 8, 2020

Harry Stebbings: In terms of optimizing the onboarding, often for enterprise it can be a launch part, coaching, professional services, very much in-person, high touch, where the team really comes in and spends time on site. And the hardest thing, Bob said, is for founders to let go of their founding idea.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. My focus is only revenue.

Growth 52

Growth Engineering Launch Commission 52

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. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Subscribe to the Sales Hacker Podcast.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. The only proper response to this situation is to acknowledge the lack of data as a condition of the process. Choosing the beachhead segment.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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? How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 52

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

SaaStr

NOVEMBER 2, 2019

What is the process to do it efficiently? 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. It should be an opportunity to process it rather than trying to sell one more product. And build on more marketing.

GTM 52

GTM Price Up-sell Product 52

SBI

NOVEMBER 7, 2019

Percolate is an Orchestration Hub that gives marketers the power to control all aspects of the marketing lifecycle. Percolate offers solutions to introduce visibility into the marketing process, improve coordination of work, and effectively build marketing campaigns and content. Blog Article. Sales Efficiency.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 108

Inside sales Cold Call Contract Price 108

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. It may take days before the rep can actually send a contract for signature. Alisa Goldschmidt ).

Finance 100

Finance GTM Cross-sell SQL 100

SaaStr

SEPTEMBER 18, 2020

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. It’s got two different things going on, the uppercase O, it’s all very confusing.

Account management 95

Account management Engineering Launch Start-ups 95

SaaStr

OCTOBER 22, 2020

Why was joining Okta the most challenging interview process he has experienced? And we’re going to talk about kind of the actual joining process there, but I’m so intrigued. It can be off putting to ask them to do work as part of an interview process. How did it impact how he assesses candidates today? *

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. How the numbers add up.

Growth 87

Growth GTM SQL Strategic partnership 87

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. Doug Landis: How do you demonstrate empathy in a conversation when, by the way your sales process says, ‘I’m in discovery stage right now.

Pitch 91

Pitch Conversion Sales Territory 91

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 79

Finance Government Price Contract 79

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. At what stage does culture and process really start to break? * What worked?

Sales 79

Sales Price Quota Start-ups 79

SaaStr

JULY 28, 2021

I’m also a serial launch entrepreneur. making process where we defined founders as these brilliant geniuses. 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. Therese : Turned out I liked it.

Start-ups 110

Start-ups Gaming Up-sell Contract 110

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? What time frame from SAL to closed lead suggests product market fit?

Contract 10

Contract Price Commission Conversion 10

SaaStr

DECEMBER 12, 2020

And it was just an awesome launching pad. Obviously that’s not the right way to structure relationships internally, but what is the right way that is like being really logical about how you’re going to check progress. Kate Taylor: And so aligning the product division with hiring and go to market teams is essential.

Customers 68

Customers Strategize Start-ups Growth 68

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 65

GTM Healthcare Pipeline Sales 65

SaaStr

MAY 15, 2020

Does Bridget believe CS teams should be involved in the upsell process? 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. What works? What does not work?

Trust 80

Trust Start-ups Customers Up-sell 80

SaaStr

NOVEMBER 22, 2019

I talked to a bunch of people doing platform at different firms to try to figure out what made sense for Redpoint and the insight that I had was this is really a customer process. But if you can dip in and you get enough data to form conclusions, then that’s one way to hold accountability to the process.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 43

Appointment Hospitality Sales Inside sales 43

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 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

AUGUST 26, 2022

I’m pretty sure all those deals were in process before the crash. Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back. But in our case, he helped a lot to put operations process in place and recruit. The deals aren’t happening. At least not very much of it.

Quota 78

Quota Growth Product Closing 78

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. Do you personally really enjoy the sales process? What is that founding moment? *

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54