Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Avoid “selling” aggressively, practice empathy. Source: Hubspot. Best, Jacob.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well.

GTM 89

GTM Cross-sell Niche Strategize 89

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

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

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

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. We’re taking traditional communications up into the cloud. You’re selling yourself, your ideas.

Product 60

Product Objectives and Key Results Up-sell Contract 60

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

Why does Yousuf believe now more than ever, the buyer experience is more important than the price? How does Yousuf advise CIOs to approach pricing strategy when pitching CIOs? What must startups remember about how CIOs think about price? What other elements of the contract should startups really spend a lot of time focusing on?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). But selling is what they do.

Retail 42

Retail Manufacturing Price Up-sell 42

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? So if we start on the first type of SaaS businesses that sell to SMBs and often one to five person teams, and they likely will always sell to those types of teams.

GTM 53

GTM Price Up-sell Product 53

SBI

MAY 12, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. JOHN: Selling is a critical activity in the B2B buying experience. It requires a focus on the entire go-to-market team, not just for sellers. Analyze each of these deals, why are they held up? Buyers pay the price. Where do you see bottlenecks?

Technology 48

Technology Technology Contract Price 48

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56

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. Without that buyer’s confidence, you lose—to a competitor (who go the buyer to that confident state before you) or status quo. Either way, it’s still a loss. Research on how we avoid loss (i.e.,

Customers 46

Customers B2B Contract Quota 46

SBI

FEBRUARY 25, 2020

80% of B2B buying decisions are based on a buyer’s direct or indirect customer experience, and only 20% is based on the price or the actual offering. One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief).

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Lead Fuze

JANUARY 1, 2022

In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. What are the best ways to sell? 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. Topics include: Do you have to have a deep belief in what you’re selling in order to be successful? John: Right?

Territory 63

Territory Sales Construction Manufacturing 63

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

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. We quickly learned that that’s a tough market to be in, so about a decade ago we pivoted to focus on the enterprise.

Engineering 50

Engineering Launch Contract Start-ups 50

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Talvista: $199k ACV and $996k ARR.

Inside sales 110

Inside sales Cold Call Contract Price 110

SaaStr

JUNE 10, 2021

Because the packaging and pricing and thinking of the product will radically influence how successful you can be. Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars. But it’s more difficult than just setting up a website and selling subscriptions.

Customers 57

Customers Price Contract Objectives and Key Results 57

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? And the first one as you said, Harry, is around annual contracts.

Contract 47

Contract Price Commission Conversion 47

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). A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

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. Account-Based Marketing.

B2B 99

B2B E-commerce Cold Call Represent 99

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 95

Product SQL Contract Sales 95

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. It’s warmed up, prepared, and ready to go.

Growth 79

Growth Cross-sell GTM Up-sell 79

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. Foundations for moving up-market.

Legal 87

Legal Cross-sell Contract Price 87

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? But it took a lot of thinking up until that point before we ended up pulling the trigger.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

SaaStr

JUNE 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. Then we went on to build another company called SteelBrick, another SaaS configure price quoting solution. It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019.

Trust 75

Trust Technology Technology Government 75

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. Jason : They’re not going anywhere.

Growth 85

Growth Promote Engineering Up-sell 85

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. And you’re always up against an incumbent or competitor that has more market share. Is it a PayK?

Sales 97

Sales Up-sell Price Start-ups 97

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. That made a ton of sense to me. It wasn’t just engineering, product, and design roles.

Sales 81

Sales Price Quota Start-ups 81

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