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

SaaStr

JANUARY 17, 2020

Listen to the start of the episode for a promo code to our upcoming events! What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? And second, just last week he started an incredibly exciting new opportunity with his new company.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. Starting off with SMB sales can be an advantage. Asking the critical few from the trivial many questions will shorten your negotiation time and enable prospects to make faster decisions.

B2B 55

B2B Cross-sell Negotiate Pitch 55

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. Now You’re Ready To Start Selling. It all starts with finding the right startups to sell to. Conduct an RFP process and negotiate contract terms among the front-runners.

Sell 78

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

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. One was at Thomson Reuters, where he ended up running their enterprise sales team.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

MAY 8, 2020

Listen to the start of the episode for a promo code to our upcoming events! But I do want to start today with a bit about you. Harry Stebbings: I do want to dive in straight though because it’s such a pressing and interesting environment right now, and I want to start on the lifeblood of any business, which is the sales.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look on the left hand side of the slide, by December 12th, we started to seek cases in Wuhan China. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up.

Finance 81

Finance Government Price Contract 81

Sales Hacker

SEPTEMBER 30, 2019

If you missed episode 76, check it out here: PODCAST 76: Bottom-up Approach for Sales Rep Productivity Model w/ Kevin Egan of Slack. I started my career as a developer and I quickly realized that I was going to be a good developer, but I was never going to be a great developer. What You’ll Learn. Outreach has your back.

Engineering 50

Engineering Negotiate Technology Technology 50

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 67

GTM Healthcare Pipeline Sales 67

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. We started as a consumer company.

Cross-sell 64

Cross-sell Sales Support Growth Up-sell 64

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

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. Kevin : I joined in 2013. Dannie, over to you.

Follow-up 61

Follow-up Go To Market Technology Technology 61

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. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? Jeremey: I always start out with the same question. I ended up buying a bunch of those for like a buck a pumpkin or whatever, then bringing them home and painting little cartoon figures on them.

Territory 63

Territory Sales Construction Manufacturing 63

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. for more information. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

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

SaaStr

DECEMBER 12, 2020

When is the right time to start? How can founders let go and entrust others to do the role they have been doing? I do want to start there with a little bit about you. I ended up emailing Marc Benioff, randomly. I ended up starting at Salesforce and it just had this foundation for me learning the basics of sales and tech.

Customers 70

Customers Strategize Start-ups Growth 70

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 55

X-functional SQL Pipeline GTM 55

Sales Hacker

JUNE 16, 2021

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. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 100

GTM Contract Quota CRM 100

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. Starting to cross the chasm. As the kids like to say: What’s up with that? Here are some previous issues of the newsletter.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SalesLoft

JUNE 21, 2022

The latest features can often seem too tempting to pass up, and in many cases they are. I’ve started encouraging revenue teams to evaluate technology differently. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Accounts Payable.

B2B 99

B2B E-commerce Cold Call Represent 99

Gong.io

AUGUST 10, 2020

I think it sets a person up for success in any customer facing role. 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. So it’s through the good and the bad, the ups and the downs. The AE is dating the customer.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. As you know, as a loyal listener, we start with your baseball card, an opportunity for you to tell us who and what Instabase is. I grew up there and was there at school.

Sales 99

Sales E-commerce Technology Technology 99

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. Before landing at Terminus , she was a founding sales rep on the mid-market team at HubSpot. Sign up now.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

JANUARY 11, 2021

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. The answers to these questions are crucial to having your deal desk set up for success.

Legal 70

Legal Contract Price Negotiate 70

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. And it all starts with understanding your customers and what needs to. Video Reviews. Sales Efficiency. Prospect Intelligence. Prospect Intelligence. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20