SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . What is your total addressable market?

Drivers/motivators 110

Drivers/motivators Trust Legal Finance 110

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

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. A speedy buying process will help them return to work faster. This might appear to be in direct conflict with a desire for speed, but it’s also important during the buying process. Mitigated risk.

Trust 52

Trust Up-sell Contract Technology 52

Gong.io

DECEMBER 14, 2022

Target account selling makes accounts even more likely to close by encouraging reps to personalize every interaction throughout the buying process and building long-term partnerships between the buyer and the seller. But the TAS process makes you more attractive to these accounts, too. Achieve higher annual contract value (ACV).

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

JANUARY 6, 2023

On any given day, the enterprise buyer has many priorities that will come before your product, and those priorities may not be what you expect. He’ll dig into real-world examples for reducing friction in sales, product, and customer success. “Go-to-market innovation today is significantly undervalued.”

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to focus on the “how” of your product. How to assess your go to market strategy. I’m just going to tell my company here’s what we need to do to get that order.

Product 60

Product Objectives and Key Results Up-sell Contract 60

InsightSquared

MARCH 6, 2018

Define Processes and Reporting. Once you’ve established a dedicated owner of your CRM, sales ops will need to define processes and communicate them to the team. Your sales reps will inevitably need help with quoting, proposal generation, and getting orders processed. Go-to-market strategy. Renewals management.

Contract 119

Contract CRM Territory Sales 119

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers. You won’t win by trying to defend it all.

GTM 127

GTM Market share Growth Technology 127

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. The product roadmap aligned with this messaging, too. Make the move to multi-product. Go big or go home.

Growth 106

Growth Contract Up-sell Product 106

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze defines value as the deal size or amount of the contract. Enter your email below for the latest SaaStr updates.

Objectives and Key Results 93

Objectives and Key Results Pitch GTM Cold Call 93

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 113

B2B GTM Cross-sell High impact 113

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. Need Help Automating Your Sales Prospecting Process?

Sell 52

Sell Account management Contract Price 52

SaaStr

DECEMBER 7, 2020

Gainsight – Build Products Your Customers Will Love with User Analytics and In-App Engagement. . We understand a lot is evolving when it comes to product best practices and product-led growth initiatives. At Gainsight, we are helping product leaders from companies of all sizes turbocharge their 2021 product strategy. .

Contract 66

Contract Growth Start-ups Service 66

Spiro Technologies

MAY 26, 2023

It’s a crucial component that allows organizations to visualize and track their sales process, from prospecting through fulfillment. If there are data points you can live without, eliminate them to streamline the process. The contract is signed, and you’ve received the payment. No contact has been made yet.

Pipeline 52

Pipeline CRM Represent Contract 52

Salesforce

OCTOBER 12, 2021

A CRO leads the revenue-generating processes across your entire organization. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Will heads of sales go the way of switchboard operators and become extinct? Sign up now. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Tracking conversion rates earlier in the funnel can help sales leaders identify gaps in the enablement process and opportunities to step in earlier before deals stall. Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The more complex the sale, the greater need for account-based SDRs to ensure a smooth process. 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

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. When a software company (the licensor) licenses its product to another, the latter can add new features or modify existing ones. Finally, customers receive an innovative product at lower cost.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Gong.io

OCTOBER 27, 2021

And here’s the bigger nutshell version: Sales ops improves a slew of activities and processes, such as sales strategy, business analytics, sales workflows, sales admin, technology purchases, etc. Got bottlenecks or friction in your sales processes? . Lacking best practices? . Need smoother comms tools? . Got reams of sales data?

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Operations Process. Contract Lifecycle Management. Process and Performance. Contract Management. Performance.

Territory 89

Territory Non-Profits Contract Quota 89

InsightSquared

MAY 25, 2021

Only 25 percent of companies report their sales reps, those closest to the deals, are involved in the forecasting process. The Lack of Rep Accountability was identified as the top reason for poor forecast accuracy (57%), with CRM Data Quality (44%) and Manual Processes (43%) ranking second and third. .

CRM 62

CRM B2B Contract Growth 62

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Tip: Read more about these evaluation attributes. Guided trial. Duration: 15 to 45 Days.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Gong.io

JANUARY 5, 2019

Your product should, of course, solve that problem. This TaylorMade video is a great example of that approach: Notice how the video teaches you how to achieve greater distance in your golf swing in a way that connects with the product’s unique strength. In new product categories, buyers often don’t recognize the problem you solve.

Pitch 131

Pitch Sales Up-sell Contract 131

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Not all spooky opportunities are going to be as obvious as an opportunity that has been sitting in a stage for way longer than average.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

Cience

MAY 1, 2020

While everyone, including customers, has shifted towards work from home (WFH) policies, business owners all over the world are left to wonder: Will we be able to sell our products or services, and what is the best path to profits in such difficult times? Who Is At Risk? Well, almost everyone. Opportunity = Cost-Effective Lead Generation.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. This process allowed them to carefully understand what made a good customer and find them in demand gen marketing and outbound.

Go To Market 104

Go To Market GTM X-functional Objectives and Key Results 104

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. So we’ll start with the assess phase. The funnel is actually inverted.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

Sales Hacker

SEPTEMBER 11, 2020

Seed: This is the initial stage of funding, and is generally used to employ the founding team and begin market research and product development. The company is past the MVP (minimum viable product) and is showing initial signs of success. Security/Compliance: Early-stage startups are likely not going to be SOC certified.

Sell 78

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

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Account-specific content from both marketing and sales development provides much-needed air cover for your overburdened AE.

GTM 69

GTM Education Sales Contract 69

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. Every product or service has ideal and less-than-ideal customers. If you continue to operate under the impression that everyone needs your products; the products, services, and content you create won’t resonate with your customers.

Customers 59

Customers Cross-sell Represent Contract 59

Hubspot

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. 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.

Go To Market 97

Go To Market Process GTM Education 97

Sales Hacker

MARCH 2, 2021

Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. The best sales guy had keen product knowledge. I left print media because it was an industry that was contracting. But obviously, the media world was contracting. Head to outreach.io/onoutreach

Referrals 59

Referrals Contract Cross-sell Sales 59

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? What can startups do to actively work with procurement teams and make the process as fast as possible? The build piece continues at a rapid pace, because it’s product centric. Where do founders make mistakes in negotiation?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SalesHandy

MAY 4, 2020

Instill confidence and help them out in your ways, before you can talk about your product. While the targets might be met, you could end up sacrificing short term cash flow from selling products with delayed payments and lower pricing. Companies are cutting down costs related to non-essential products and services.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Hubspot

JULY 25, 2023

On the other hand, you could find a way to boost your productivity and make you a better salesperson. According to our State of AI Report : What we like : The more information you have going into a sales conversation, the quicker you can dive into deeper conversations about your lead’s pain points and possible solutions.

Pipeline 60

Pipeline Sales Objectives and Key Results CRM 60

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 95

Product SQL Contract Sales 95

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. The truth is outsourcing is much more industrious than that, not to mention productive and, if you play your cards right, profitable.

Contract 52

Contract Pipeline Campaign Clients 52