Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Generate, analyze and present reports. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning.

Territory 88

Territory Non-Profits Contract Quota 88

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

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 GTM Price Territory 103

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

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 GTM 52

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

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 63

Contract Drivers/motivators Sales Price 63

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? How can startups clearly and articulately present their plans for security, compliance and change management? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

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 Contract Up-sell 48

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

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 78

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

Gong.io

JANUARY 5, 2019

Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Fulfillment: Present an offer that fulfills the buyer’s needs. The Sandler methodology places significant emphasis on maintaining control of the sales process by using upfront contracts with your buyer.

Pitch 131

Pitch Sales Up-sell Contract 131

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 Negotiate Objectives and Key Results Sales 101

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 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

MAY 8, 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 the hardest thing, Bob said, is for founders to let go of their founding idea. And I do still think big contracts can still get done at the enterprise. Harry Stebbings. Jessica Lin.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

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 Contract 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

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

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

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.

Growth 78

Growth Promote Prospecting Education 78

SaaStr

NOVEMBER 2, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. A classic example is a Shopify selling to, let’s say, contract. Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security.

GTM 52

GTM Price Up-sell Product 52

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. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What is sales enablement?

GTM 100

GTM Contract Quota CRM 100

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 Negotiate Profit margin Contract 74

Heinz Marketing

SEPTEMBER 20, 2021

If you like what you hear today, this is but one of many episodes past, present, and future, almost 300 episodes of Sales Pipeline Radio. And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful.

Pipeline 106

Pipeline Go To Market Sales Technology 106

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? * If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. How important is it to own the entire customer journey? Harry Stebbings.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 94

Product SQL Contract Sales 94

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? You can also take your SaaStr to go: Listen on iTunes. Tom Tunguz.

Contract 46

Contract Price Commission Conversion 46

Heinz Marketing

JUNE 24, 2019

It’s exciting to be able to share with you some of the best and brightest minds of B2B sales marketing every week. Every episode of sales pipeline radio, past, present, and future, is available at salespipelineradio.com as I mentioned we feature every week some of the best and brightest minds in sales and marketing.

Pipeline 64

Pipeline Sports Sales Real Estate 64

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 57

Customers Price Contract Objectives and Key Results 57

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

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 100

Finance GTM Cross-sell SQL 100

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of demos or sales presentations.

X-functional 96

X-functional Quota Cross-sell Contract 96

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. Instead, they will report that the customer said, “Great presentation!” Your marketing communications will be all over the map.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So first and foremost, you want to have control of your go-to-market, and you’ve got to have the ability to sell to your customer yourself.

E-commerce 101

E-commerce Manufacturing X-functional Retail 101

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 67

Gaming Customers Construction Contract 67

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.

Legal 85

Legal Cross-sell Contract Price 85

SaaStr

NOVEMBER 19, 2021

In today’s post, we present The Cutting Edge , where the best sales leaders in SaaS share cutting – edge tactics and strategies. 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.

Pitch 90

Pitch Conversion Sales Territory 90