Gong.io

JANUARY 5, 2019

Marketing has to help prep your team by playing an active role in training your sellers on the market, buyer personas, pain points, and insights. If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. Solution Selling Methodology. SPIN Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Contract Lifecycle Management. Contract Management.

Territory 90

Territory Non-Profits Contract Quota 90

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. Show Introduction [00:02].

Referrals 59

Referrals Contract Cross-sell Sales 59

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. Your company: is launching a new product/service offering. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

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. What you see up here is a very simple flywheel. Ceci Stallsmith : Awesome.

Engineering 48

Engineering Launch Contract Start-ups 48

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. It’s not going to stop, right?

Growth 52

Growth Engineering Launch Commission 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? You’re selling capital and I think it was a really transformative experience for me.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 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. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? 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. You could.

GTM 51

GTM Price Up-sell Product 51

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Inside Sales.

Inside sales 111

Inside sales Cold Call Contract Price 111

Sales Hacker

APRIL 21, 2021

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. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 103

Finance GTM Cross-sell SQL 103

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

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

SEPTEMBER 18, 2020

You should go fix that, so that you have the opportunity to make these types of investments along the way, but totally get that it’s not for today.” So number six, thinking you’re getting away with under investing in management, up scaling in HR. ” Jason Lemkin: Yeah. But what was this real mistake?

Account management 97

Account management Engineering Launch Start-ups 97

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. Because when we have it as a stage, because what we do, we set ourselves up just to do a checklist of questions. And why are gas prices going up right now?

Pitch 92

Pitch Conversion Sales Territory 92

SaaStr

OCTOBER 22, 2020

.” Do you find, of the very best candidates, you kind of can ask them to do the leg work up front, without them being a little bit disjointed? First, I’m trying to sell the candidate. If I think they’re a great candidate, I am in selling mode. How do you feel about that build in public as a marketing strategy?

Pipeline 67

Pipeline Cross-sell Launch Start-ups 67

SaaStr

JULY 28, 2021

In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. One of the most popular sessions at SaaStr Annual, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch list. I’m also a serial launch entrepreneur.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. CASE IN POINT: Many SaaS companies can demonstrate the ability to get to $1M in ARR by pursuing 10,000 prospects with the “hack” of high-frequency email chains to set up demos. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window.

Growth 89

Growth GTM SQL Strategic partnership 89

SaaStr

MAY 27, 2020

Maybe you want to launch a business. We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 77

Finance Government Price Contract 77

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. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 77

Sales Price Quota Start-ups 77

Gong.io

NOVEMBER 11, 2019

What can modern revenue teams do to adapt and win in an ever-changing selling environment? Since its launch in 2010, the company has grown from its five original founders to over 550 employees and nine offices around the world. We knew we wanted to fix that fundamental problem of connecting Marketing and Sales. Be Coachable.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

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

MAY 15, 2020

and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. We’ve spent a lot of time in the world of marketing lately, and so I wanted to switch it up today, and move to the sales and customer success side. Really great to connect, and get caught up. .

Trust 78

Trust Start-ups Customers Up-sell 78

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 64

GTM Healthcare Pipeline Sales 64

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Being sales vs. market driven when crossing the chasm. Launching the invasion. As the kids like to say: What’s up with that?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Missed the session?

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product.

Quota 82

Quota Growth Product Closing 82

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 43

Appointment Hospitality Sales Inside sales 43

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

NOVEMBER 22, 2019

So that ends up being a very useful skill for customer facing roles. Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. And then, you know, even stranger to end up in venture. And it was a very high velocity model.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

SBI

NOVEMBER 7, 2019

Seismic, the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The selling landscape has changed. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences.

Customers 20

Customers Tradeshows Technology Technology 20

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” As the world we sell in becomes more saturated and buyer journeys more complex, the right tools can significantly enhance the efficacy of your marketing efforts. Dig deeper: 3 proven ways to use ChatGPT to beef up your content strategy 3.

GTM 103

GTM Drivers/motivators B2B Campaign 103

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? Why is it no longer to come into large enterprises with a small contract and expand? When is the right time to sell a startup? Do they really mean anything?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52