Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Set clear performance expectations — and rise to meet them. Based on prospect need and requests, see if something doesn’t fit — especially core deal info like pricing, contract length, and payment terms.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

SEPTEMBER 1, 2022

Meet your executive sponsor, aka “the head honcho.” The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement.

GTM 84

GTM Contract CRM Meeting 84

Spiro Technologies

MAY 26, 2023

The contract is signed, and you’ve received the payment. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business. The same approach can be applied to one-on-one meetings as well.

Pipeline 52

Pipeline CRM Represent Contract 52

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. Because the sooner your buyers trust the process, the faster they are to go all in with you — without smaller deal sizes or shorter contract terms. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

Martech

OCTOBER 11, 2021

“We do scheduling and routing of meetings,” she clarified. “The meeting might be going through to a salesperson, account manager or a CSM. Our premise is, life is too short to spend time booking meetings.” From account management to customer success.

Customers 87

Customers Account management Real Estate Contract 87

SaaStr

APRIL 30, 2024

Kyle went into a board meeting the next month and felt really good about cleaning up deal quality and driving up customer quality. So board meeting number two was a lot better. If you look at your reps’ calendars and they don’t have 3-4 customer-facing meetings every day of the week, you don’t need more reps.

Go To Market 98

Go To Market GTM X-functional Objectives and Key Results 98

Veloxy

FEBRUARY 15, 2024

Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation. Interviews with tech executives and venture capitalists on ‘The GTM Podcast’ provide firsthand accounts of successful go-to-market strategies.

Gaming 233

Gaming Sell GTM Technique 233

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 115

GTM Market share Growth Technology 115

Salesforce

AUGUST 12, 2021

As part of a three-member demand gen marketing team for Salesforce Marketing Cloud , Galit Heimlich and her colleagues are responsible for influencing 40% of the product’s marketing pipeline and annual contract value. So their communication needs to be immediate, transparent, and organized.

Campaign 98

Campaign Contract B2B Conversion 98

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

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Most sales organizations manage their deals ad hoc, through email listservs, informal meetings, or manual document creation. Deal desks create efficiency, speed, and greater visibility across go-to-market teams.

Legal 70

Legal Contract Price Negotiate 70

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

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

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

Gong.io

MARCH 17, 2020

That includes everything captured by Gong’s software during web conference meetings, phone calls, and emails. For this report, we analyzed more than 52,000 sales opportunities, including the meetings and emails that occurred within those opportunities. . You don’t only meet with buyers, you pursue them via email as well.

Sell 79

Sell Objectives and Key Results Sports Technique 79

SaaStr

NOVEMBER 1, 2022

The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. For application, it’s more demand gen followed by brand marketing. PP could be a strategic enabler of GTM scale up if done well. The PP journey is unique for every company.

GTM 87

GTM Cross-sell Niche Strategize 87

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. 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. Target Addressable Market (TAM). Your target addressable market, or TAM, will help dictate that.

GTM 52

GTM Price Contract Sales 52

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Customer contract life cycle management.

Territory 87

Territory Non-Profits Contract Quota 87

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Proof of concept and proof of are seen as interchangeable terms. Duration: 30 to 45 Days.

Objectives and Key Results 73

Objectives and Key Results Technical Sales Engineering Sales 73

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth.

GTM 68

GTM Education Sales Contract 68

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Meeting your potential customers in person is effective and grows your funnel a lot, but it doesn’t mean that your business will be doomed without them.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Product 40

Product Account management Contract Price 40

InsightSquared

MAY 25, 2021

Sales Process Steps (53%) and associated stages are the number one input factor when it comes to forecasting opportunities, followed by Meetings Held (46%) and Emails/Phone Calls (43%). Reliance on Sales Stages remains high despite emergence of predictive attributes like activity. About InsightSquared.

CRM 62

CRM B2B Contract Growth 62

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. Using an OEM go-to-market strategy. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Hubspot

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Appointment set: The buyer agrees to a meeting to learn more about how you can help them.

Pipeline 100

Pipeline Negotiate Objectives and Key Results Sales 100

criteria for success

APRIL 1, 2020

You need to know what you’re going to market with and why people should want to buy it. When selling through uncertainty, make sure you work with sales leadership and marketing to adjust your message to meet market needs. Balance replacement activities with scheduling in-person meetings and events in the future.

Sell 97

Sell Prospecting Up-sell Territory 97

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 High value accounts that meet a CLTV target based on number of employees. So what’s the hold up?

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Selling Time: The actual time sellers are “in the field” selling compared to other duties like meetings, training, and administrative tasks. Contract lifecycle management. Sales process optimization and lead management. Development of sales and revenue strategies.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

SEPTEMBER 11, 2020

The founders are responsible for laying the groundwork for their expansion plan and will need to update their investors every step of the way in the form of monthly investor updates, quarterly board meetings, and so on. These funds are typically used to grow the company to meet its new demands and begin its scalable processes.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Not every sales account meets all the attributes, but your tier A sales account should match to around 80% of the criteria that make up your ICP. Transparency and starting early is key.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

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

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Don’t speak it on their behalf, invite them to an executive meeting, have them share an idea, give them some exposure. Before we go, we want to thank our sponsors.

Contract 63

Contract Drivers/motivators Sales Price 63

Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 48

Pipeline Quota Contract Healthcare 48

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. What’s my organization, what’s my go to market model? The Flip Between Sales and Marketing.

Product 60

Product Objectives and Key Results Up-sell Contract 60

SBI

MAY 12, 2020

It requires a focus on the entire go-to-market team, not just for sellers. Content Personalization Buyers do not want to hear or see how your solutions solve generic problems; they want to understand how your products will help them meet the challenges of their own business. Buyers pay the price. Follow him on LinkedIn.

Technology 48

Technology Technology Contract Price 48