Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. 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. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

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

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. Account Executives focus on conversations and presenting product values in meetings. Sales Development Representatives secure such a meeting. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. 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.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? 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. Consider both industry and regional factors.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

NOVEMBER 2, 2021

Conga’s expertise in comprehensive solution suites for commercial operations help businesses meet customer needs while increasing agility to adapt to change. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

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. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

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

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 99

B2B E-commerce Cold Call Represent 99

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. Enter your email below for the latest SaaStr updates.

Pitch 92

Pitch Conversion Sales Territory 92

SaaStr

JULY 28, 2021

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. I’ll meet him.” That was a terrifying decision. Yet, it turned out to be a very, very good one.

Start-ups 110

Start-ups Gaming Up-sell Contract 110

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. So it wasn’t even like I could negotiate on contract, my price is my price. You got a Dodge Ram pickup truck and a bed full of tools.

Territory 63

Territory Sales Construction Manufacturing 63

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 66

Contract Sports Cross-sell Start-ups 66

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives. Yes, no, okay, great.

Pipeline 119

Pipeline Sales Gaming Up-sell 119

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 79

Finance Government Price Contract 79

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? We wouldn’t see how it was possible to convince a doctor with something less intense than at least face-to-face meeting. Andrei B.: He’s such a great guy.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? We wouldn’t see how it was possible to convince a doctor with something less intense than at least face-to-face meeting. Andrei B.: He’s such a great guy.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. I really do so appreciate that. And I fell in love with it.

Sales 65

Sales Start-ups Meeting Follow-up 65

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . Go-To-Market Strategy. Go-To-Market Team. Average Deal Size. Average Sales Cycle.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 101

E-commerce Price Start-ups Growth 101

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. It’s known that you can probably sell those first couple of contracts. growth fund.

B2C 60

B2C B2B Start-ups Growth 60

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 86

Price Product Start-ups Niche 86

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. I would be thrilled to meet anyone that wants to talk.

Sales 99

Sales E-commerce Technology Technology 99

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? David Skok: But our western region didn’t, so they missed planned. Missed the session? Jason Lemkin.

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? Peter Yared: Well it’s funny, this company is only five months old, the quality of meeting we’re getting is unbelievable. When they build out a region, it’s massive. What is that founding moment? * Do they really mean anything?

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54

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. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Revenue by market. Number of meetings scheduled.

X-functional 96

X-functional Quota Cross-sell Contract 96

The Lost Book of Sales

JULY 12, 2021

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.” Visionaries take a greater interest in technology than in their industry.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98