SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? What can startups do to actively work with procurement teams and make the process as fast as possible? What must startups remember about how CIOs think about price?

Pitch 54

Pitch Contract Objectives and Key Results Negotiate 54

Sales Hacker

AUGUST 23, 2018

In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Summing Up.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. This means you can guide them on the process of buying a new tool.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

Sales Hacker

JUNE 2, 2020

We help them put in place the right talent, the right sales infrastructure, and also the back office, boring stuff that you need to get done, payroll and legal contracts, all of that good stuff, which can be a bit of a hurdle for a lot of companies coming to Europe. What is the sales process that the organization is using?

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Sales Hacker

SEPTEMBER 30, 2019

He’s worked at companies of all sizes and stages to leverage technology to enhance the people and processes to best acquire, grow, and retain customers. But now how is it actually going to exist in this particular environment that the customer already finds themselves in? Vikas builds teams that follow this ethos. Sam’s Corner.

Engineering 50

Engineering Negotiate Technology Technology 50

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. Why has a multi-channel approach become more important? Answer: Yes.

Retail 42

Retail Manufacturing Price Up-sell 42

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

MAY 8, 2020

And the hardest thing, Bob said, is for founders to let go of their founding idea. But you may need to go out and test new ideas, potentially refine or go-to-market urgency fit by validating customer’s new top pain points during this time. And I do still think big contracts can still get done at the enterprise.

Cross-sell 73

Cross-sell Contract Start-ups Up-sell 73

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 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JUNE 16, 2021

We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools.

GTM 101

GTM Contract Quota CRM 101

SalesLoft

JUNE 20, 2019

Go to Walmart, walk the aisles, go through the checkout process, sign up for their newsletter, see how they market to you, and gather that insight. Now, here’s my thought process on how you can improve those with our solution.’ For instance, if you want to sell to Walmart. I also sold to the government.

Territory 63

Territory Sales Construction Manufacturing 63

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. Account-Based Selling / Sales Development.

B2B 99

B2B E-commerce Cold Call Represent 99

InsightSquared

AUGUST 24, 2018

The best way to model and measure your business is by aligning to key stages in the process mapped against the customer journey. Conversion Rate 4/ Win Rate (CR4/WR): Win rate, indicative of the quality of the total sales process and the sales skills. Although this does have an impact, how big of an impact does it really make?

SQL 54

SQL Contract Growth GTM 54

Gong.io

AUGUST 10, 2020

Then all the negotiation skills that you learn in sales carry through to the renewal process. At the end of that contract, you’ve got to sell it again. Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 60

Follow-up Go To Market Technology Technology 60

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. Often the lead form is way down in their process. And it is just a really inefficient process that exists in a really significant way in the world and adds really no value. It’s just because documentation and those kinds of processes are underpinned by so much paper today.

Sales 100

Sales E-commerce Technology Technology 100

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 82

Finance Government Price Contract 82

SaaStr

DECEMBER 12, 2020

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. Harry Stebbings: Can I ask you?

Customers 69

Customers Strategize Start-ups Growth 69

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 66

GTM Healthcare Pipeline Sales 66

SaaStr

AUGUST 13, 2019

As we went through the process, we made a lot of errors and we tried. How do you actually go from selling to consumers to then to SMB customers and then going up market. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. Local contracts support, which we didn’t have.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

Sales Hacker

JANUARY 11, 2021

Establish a Process. The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Point of contact for negotiations. Establish a process. Understand the Buyer Journey. Align Strategy.

Legal 71

Legal Contract Price Negotiate 71

The Lost Book of Sales

JULY 12, 2021

At the end, you need to be very careful in negotiations, keeping the spark of the vision alive without committing to tasks that are unachievable within the time frame allotted. The only proper response to this situation is to acknowledge the lack of data as a condition of the process. We just have a better set of material to work with.

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. Pro-tip: Map your sales process to the universal buyer. These are the future-makers in sales. Chloe Stewart.

Gaming 98

Gaming GTM Consult Sales 98

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