Lead Fuze

JANUARY 1, 2022

Outsource sales team can be a good thing, but you need to make sure that expectations are set before the process begins. The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Highspot

APRIL 2, 2020

A sales operations team also streamlines processes in order to improve sales productivity and give reps more time to engage with customers. Growth forecasts of sales territories. Sales process optimization and lead management. Planning and strategizing go-to-market plans. Sales communication.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Your standard message might be focused on how your solutions help prospects understand their businesses and streamline their information processing. Consider both industry and regional factors.

Sell 97

Sell Prospecting Up-sell Territory 97

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 85

Cross-sell Finance Strategize Technology 85

SalesHandy

JULY 12, 2022

ICPs aren’t just valuable tools to marketing and sales teams, they are also beneficial for: Using available resources effectively: Let’s face it, most businesses out there don’t have money to waste and have scarce resources. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. Go to Walmart, walk the aisles, go through the checkout process, sign up for their newsletter, see how they market to you, and gather that insight.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

SEPTEMBER 30, 2019

He’s worked at companies of all sizes and stages to leverage technology to enhance the people and processes to best acquire, grow, and retain customers. But now how is it actually going to exist in this particular environment that the customer already finds themselves in? Vikas builds teams that follow this ethos.

Engineering 50

Engineering Negotiate Technology Technology 50

InsightSquared

JULY 1, 2021

RevOps for Processes: Without a revenue operations process, sales organizations typically function as follows: Marketing has a process to bring in leads, who they then pass to sales. Sales has its own process that turns prospects to customers, who they then pass to Customer Success. Average Annual Contract Value.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. An emerging need to support multiple GTM plans across segments and regions. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

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). Sales process documentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 53

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

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

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. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Marketing to SDR.

Growth 62

Growth GTM Cross-sell Pipeline 62

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. Account-Based Selling / Sales Development.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

NOVEMBER 19, 2021

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. Doug Landis: How do you demonstrate empathy in a conversation when, by the way your sales process says, ‘I’m in discovery stage right now.

Pitch 99

Pitch Conversion Sales Territory 99

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. What are the inflection points where Erica often see communication or process begin to breakdown?

Contract 72

Contract Sports Cross-sell Start-ups 72

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Revenue by market. Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. For example: Added regional teams to increase coverage a nd decrease dependence on your local market. How the numbers add up. Early stages of growth.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

NOVEMBER 2, 2021

If you missed episode #184, check it out here : Mastering the 2 Ps: People & Process, w/ Kerry Hudson. A sales leader’s hiring process [6:02]. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

SaaStr

JULY 28, 2021

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. making process where we defined founders as these brilliant geniuses. We have gone through this myth?making

Start-ups 111

Start-ups Gaming Contract Up-sell 111

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. How does Hilary train her team around the right strategy to document their processes? Where do many go wrong here? What is the toolset Hilary uses for documentation? I really do so appreciate that.

Sales 66

Sales Start-ups Meeting Follow-up 66

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. Often the lead form is way down in their process. And it is just a really inefficient process that exists in a really significant way in the world and adds really no value. It’s just because documentation and those kinds of processes are underpinned by so much paper today.

Sales 99

Sales E-commerce Technology Technology 99

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 81

Finance Government Price Contract 81

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 44

Appointment Hospitality Sales Inside sales 44

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

JUNE 28, 2019

Common go-to-market myths and lessons. Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? David Skok: But our western region didn’t, so they missed planned. Missed the session? Jason Lemkin.

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 92

Price Product Start-ups Niche 92

SaaStr

AUGUST 13, 2019

As we went through the process, we made a lot of errors and we tried. How do you actually go from selling to consumers to then to SMB customers and then going up market. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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 60

B2C B2B Start-ups Growth 60

The Lost Book of Sales

JULY 12, 2021

The D-Day strategy keeps everyone on point — if we don’t take Normandy, we don’t have to worry about how we’re going to take Paris. And by focusing our entire might on such a small territory, we greatly increase our odds of immediate success. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

Percolate is an Orchestration Hub that gives marketers the power to control all aspects of the marketing lifecycle. Percolate offers solutions to introduce visibility into the marketing process, improve coordination of work, and effectively build marketing campaigns and content. Blog Article. Sales Efficiency.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 107

E-commerce Price Start-ups Growth 107

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? And it was very funny because, the days of a start-up pretending they’re bigger then they are, are kind of over, because the level of diligence these companies go through before they work with you is pretty high. What is that founding moment? *

Cross-sell 55

Cross-sell Up-sell Start-ups Engineering 55