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. They live to analyze, strategize, operationalize, and measure. . Pipeline coverage : How much pipeline do you have relative to your gap to quota.

Quota 62

Quota Pipeline Sales Contract 62

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. If the reason is that you can’t add them to your pipeline, target account selling may be the answer. Achieve higher annual contract value (ACV).

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 89

Territory Non-Profits Contract Quota 89

Heinz Marketing

JUNE 24, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome Matt.

Pipeline 60

Pipeline Sports Sales Real Estate 60

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. In that sense, we function as strategic partners and project managers.

Campaign 98

Campaign Contract B2B Conversion 98

Highspot

APRIL 2, 2020

When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Planning and strategizing go-to-market plans. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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

Heinz Marketing

MARCH 6, 2019

How do you convince clients that this isn’t leaving pipeline on the table, but in fact is helping them increase conversion and velocity from those they do proactively target? If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial.

B2C 73

B2C Drivers/motivators B2B Account management 73

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. You have omitted the "qualified sales pipeline opportunities." That's what people are referring to.

SQL 51

SQL Pipeline Strategize Contract 51

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. It’s an approach seen only when reps are compensated on their ability to create pipeline. 2) Use a strategic approach to developing the right accounts.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. You need to know what you’re going to market with and why people should want to buy it. Why Social Media Matters, How to Strategize & What to Include in Your Sales PlayBook. Selling Through Uncertainty. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

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

Lead Fuze

JANUARY 1, 2022

If you dont see this as a strategic investment, it might be difficult to listen and understand the feedback from your sales team. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Sales Development Representatives secure such a meeting. Is it Possible to Outsource Sales?

Commission 52

Commission Territory Sales Objectives and Key Results 52

SalesLoft

JUNE 20, 2019

In this properly dubbed “sales nerd explosion,” Pete and Jeremey discuss everything from the concept of “selling ice to an Eskimo” to a hiring pipeline to the necessity of sales math in modern sales. Why should you approach hiring as a pipeline activity? Listen to this episode for answers you can apply today.

Territory 63

Territory Sales Construction Manufacturing 63

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? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

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. Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts .

Closing 162

Closing Sports GTM Legal 162

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Now, you can’t wait too long, but if you launch before then, then you’ve wasted the opportunity to build a lot of pipeline, to build a lot of awareness. Ryan Carlson: I think that can work.

Pipeline 70

Pipeline Cross-sell Launch Start-ups 70

SaaStr

JUNE 3, 2020

What is the right way to structure their sales pipeline? Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. Who should be involved in analyzing this data?

Pipeline 73

Pipeline Meeting Start-ups Up-sell 73

Sales Hacker

DECEMBER 9, 2019

If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. What You’ll Learn.

Pitch 54

Pitch B2C Contract Up-sell 54

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

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

Gong.io

NOVEMBER 11, 2019

And what we do is, we help the marketing team get insight to what the sellers are using, at what stage of the sales cycle, whether or not that content’s actually moving the needle in the pipeline. And then help them plan their year heading into next year. . In the research phase, 72% of buyers start with Google. Listen now at gong.io/podcasts.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

SaaStr

JANUARY 28, 2020

They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. Maria : It’s like pipeline building is like the ugly job of sales, it feels like, when actually it’s the hardest part of a deal. Aaron : And they just have to do it.

Growth 84

Growth Promote Engineering Up-sell 84

ConversionXL

APRIL 7, 2021

This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.) Conclusion.

GTM 98

GTM CRM Cross-sell Cold Call 98

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Where’s pipeline being created? I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals. What is the lead source?

Sales 82

Sales Price Quota Start-ups 82

SaaStr

NOVEMBER 22, 2019

And I’m experimenting with deploying that in our pipeline review meetings so that we can record those and learn from them based on what we talk about and how we approach an investment with a potential company. If you sign up for the product and you don’t renew that first contract. Same thing with analyzing the pipeline.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

AUGUST 26, 2022

Jason Lemkin : That’s the reason there’s a thousand marketing applications, because every CMO needs to generate pipeline, awareness, leads, and they will test anything that works and shoot what doesn’t and keep trying things. First is strategic, and then the tactical. That’s the strategic.

Quota 88

Quota Growth Product Closing 88

SaaStr

AUGUST 13, 2019

I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Every one of them are going to help you increase the win rate. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SBI

NOVEMBER 7, 2019

Both of our companies endeavor to foster better alignment between marketing and sales and improve the buyer/seller interaction, resulting in accelerated deals and pipeline for our customers. Combining with Seismic allows Percolate to provide even more capability to our customer base and more value to the marketing ecosystem.”.

Customers 20

Customers Tradeshows Technology Technology 20