Gong.io

JANUARY 5, 2019

Instead, they introduced strategic, high-value questions purposefully designed to gain key information and guide the conversation. Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Market Intelligence: What’s happening in this market? Inbound Sales Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

SBI

FEBRUARY 25, 2020

It’s a combination of CMOs accepting that the CAP’s (any programs for that matter) goals and activities aren’t aligned to corporate imperatives, and advocate program managers not seeing their true potential or thinking strategically. Your company: is launching a new product/service offering. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

DECEMBER 9, 2019

If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. What You’ll Learn.

Pitch 54

Pitch B2C Contract Up-sell 54

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. Full time offer with Intel on their strategic finance team. Partner with cross-functional teams to advise on impact of new and existing initiatives or launches.

Finance 101

Finance GTM Cross-sell SQL 101

Gong.io

NOVEMBER 11, 2019

Since its launch in 2010, the company has grown from its five original founders to over 550 employees and nine offices around the world. This means if you’re relying on a single source of information to run your business, which in the past was typically your sales team, your go-to-market approach needs some updating.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

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. You just go copy. Go copy ZoomInfo. Go copy anything. And they trusted people.

Account management 95

Account management Engineering Launch Start-ups 95

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 74

Finance Government Price Contract 74

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. You know what, Bryan, as I was thinking about you at that, I’m just going to say, S Gas and Oil and, or Bryan’s Gas and Oil company.

Pitch 88

Pitch Conversion Sales Territory 88

SaaStr

DECEMBER 12, 2020

And it was just an awesome launching pad. And there are so many things early days where there’s just fires that you’re trying to put out and so you need to pick the ones that you’re going to strategically go after. So within the product world, there’s so many different directions you can go.

Customers 64

Customers Strategize Start-ups Growth 64

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? Bob Moore: Yeah, I think there is a lot of the strategic and the tactical definitely mixed with each other.

X-functional 52

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

SaaStr

OCTOBER 22, 2020

Harry Stebbings: Can I ask, how do you feel about the build in public marketing strategy that a lot of companies are pursuing, where they’re aggressively telling the story, trying to category create, and in a lot of cases, pre-product and pre-product launch to build the community and that engagement within the community.

Pipeline 64

Pipeline Cross-sell Launch Start-ups 64

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 74

Sales Price Quota Start-ups 74

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 62

GTM Healthcare Pipeline Sales 62

SaaStr

AUGUST 26, 2022

So any best practices around, do you just go higher because you need bigger budgets, or do you go lower and split up the solutions so you get your foot in the door? First is strategic, and then the tactical. The strategic thing is for everyone, it is true, but in most cases and these freezes are new.

Quota 79

Quota Growth Product Closing 79

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. We are going to cross that chasm as fast as we can with an invasion force focused directly and exclusively on the point of attack (D-Day).

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Enrich Makes All Sales and Marketing Databases More Complete and Accurate.

Customers 20

Customers Tradeshows Technology Technology 20

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

NOVEMBER 22, 2019

If you sign up for the product and you don’t renew that first contract. You actually go out of business faster because most SaaS companies payback periods are longer than a year. ” Travis Bryant: And it does us no good. ” Whatever that might be.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

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. Harry Stebbings: Okay, so now you have the opportunity to pull them out, you go directly to them?

Cross-sell 51

Cross-sell Up-sell Start-ups Engineering 51

Martech

MAY 28, 2024

With the rise of AI-generated content across all markets, Originality.ai Why it’s valuable Let’s say you’re contracting in some content or your team has to use AI to keep up with the ideal output required for success. Originality.ai A tool like Originality.ai If you haven’t tried this, I recommend checking them out.

GTM 91

GTM Drivers/motivators B2B Campaign 91