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 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

APRIL 21, 2021

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. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. A sales rep has won over a new customer.

Finance 117

Finance Cross-sell SQL GTM 117

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 67

Product Contract Cross-sell Account management 67

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Outcome: Marketing can craft compelling messaging, campaigns, and collateral that resonate with potential buyers and accurately reflect the product’s value.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. Essentially, what we do is we present each traveler with a price to beat. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 82

Contract Drivers/motivators Sales Price 82

Hubspot

SEPTEMBER 12, 2018

Proposal sent: The buyer reviews your proposal or contract. Average deal size: The mean value of a contract. As your salespeople become more knowledgeable, your marketing team learns which channels to use to attract the best fit prospects, and your business becomes more well-known in its space, your sales cycle should decrease.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Just go look at some websites like Workday, SAP, Salesforce.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Conduct an RFP process and negotiate contract terms among the front-runners.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Highspot

JANUARY 19, 2024

A rigorous enablement approach not only ensures agility but also positions you to tackle any challenges presented by the economy or competition, preventing major losses from unexpected changes. Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity.

Strategize 64

Strategize Growth Quota Sports 64

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

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. They could be upcoming contract expirations, budget cycles, or regulatory changes.

GTM 52

GTM Retail Drivers/motivators Contract 52

PandaDoc

FEBRUARY 28, 2025

Align on goals : Collaborating on go-to-market strategies, engagement efforts, and shared KPIs can help departments work more effectively towards the common objective of driving revenue growth. Invest in effective automation tools : These help with anything from lead nurturing and pipeline tracking to contract management.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

SaaStr

AUGUST 5, 2019

And while every company is different, I do firmly believe that the ideas and constructs that I’m about to present might be applicable to some, if not all of you, trying to build a SaaS companies. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion.

Gaming 81

Gaming Customers Construction Contract 81

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. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And in this way, we under invested in middle management along the way, especially in our go to market motion. What’s the go to market motion look like? Henry Schuck. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

Gong.io

MARCH 11, 2021

We created the Revenue Intelligence category to enable leading revenue teams to get the unfiltered truth about their customers and transform the way they go to market. Besides trying to avoid lost customers, it’s also important for Customer Success teams to present customers with upsell and other account growth opportunities.

Customers 62

Customers Contract Growth Conversion 62

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. From a sales point of view, a nurtured lead presents itself as a MQL/SQL not as a different category.

SQL 51

SQL Pipeline Strategize Presentation 51

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Contract lifecycle management. Thus, whether it’s through quarterly MVP shoutouts, or by presenting your achievements at all-company meetings, it’s important to recognize and share your team’s success. Sales process optimization and lead management. Communication tools.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

DECEMBER 17, 2019

Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. Great custom contracts, get them signed and pull data back into your opportunities. It has to be delivered to them and persuaded and presented to them and their objective to handle this and so on and so forth.

Cross-sell 53

Cross-sell Contract Sales Up-sell 53

SaaStr

JUNE 10, 2021

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. In the 2000s, we turn into software licenses where we sold support contracts on top of them. How do you hide the complexities and make the contract low friction with an enterprise B2B SaaS product?

Customers 65

Customers Price Contract Objectives and Key Results 65

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 Price 52

Gong.io

NOVEMBER 11, 2019

And then analyze all of that, and make everything better as we go. So the next time Seismic suggests you use a piece of content, it has data behind it that shows that this video case study or this PowerPoint presentation is successful most of the time. And that’s precisely what we do using data. The Characteristics of Great Sellers.

Pipeline 48

Pipeline Start-ups Up-sell Contract 48

Hubspot

SEPTEMBER 5, 2018

Part 1: Mapping your go-to-market strategy. This is by no means an exhaustive list of the changes we’ve made to re-center our focus around the customer, but they’re examples of some of the biggest shifts we’ve made in our go-to-market and services organizations. Fill out each activity corresponding to its flywheel stage.

Promote 78

Promote Growth Prospecting Education 78

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

SaaStr

JUNE 2, 2021

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team.

Sales 98

Sales Up-sell Price Start-ups 98

SBI

FEBRUARY 9, 2021

I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. As Brent Adamson, Distinguished Vice President, Gartner has written about and presented on , all the sales motions that go on must ultimately help build buyer self-confidence in making the decision.

Customers 46

Customers B2B Contract Quota 46

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 67

Follow-up Go To Market Meeting Start-ups 67

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 84

GTM Pipeline Healthcare Sales 84

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

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. The world of tech sales must become a more diverse place.

Sales 117

Sales E-commerce Technology Technology 117

Lead Fuze

JANUARY 1, 2022

Account Executives focus on conversations and presenting product values in meetings. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Create buyer personas to ensure that marketing and sales are targeting the same audience.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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 71

B2C B2B Start-ups Growth 71

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 108

GTM Growth B2B Pipeline 108

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

SBI

NOVEMBER 7, 2019

A well-presented value. 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. Prospect Engagement. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20

Hubspot

APRIL 23, 2025

Compile current lease agreements, outstanding loans, and supplier contracts to give buyers a full picture of ongoing obligations. Review employment contracts, NDAs, and any existing non-compete agreements to clarify obligations for both employees and buyers. Prepare to go to market. Assemble key documents.

Sell 48

Sell Legal Negotiate Non-Profits 48