SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Targeting prospects with specific, customized messages about how your solution addresses their most important problems can cut through the noise. Long-Term Contracts 8.

Price 87

Price Contract Territory Growth 87

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

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. We want there to be a way to unlock more of those 2,080 hours so you can give your sellers more time to engage with prospects and customers than they ever have. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks.

Cross-sell 98

Cross-sell GTM Quota Contract 98

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Here’s How to Nurture Unresponsive Prospects.

GTM 86

GTM Contract CRM Meeting 86

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. Sales has limited access to prospects and customers. Drive the shift from push to pull marketing.

B2B 99

B2B GTM Cross-sell High impact 99

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. These tools reduce the time reps spend collecting the resources they need, allowing them to focus on their prospects. Prospecting tools.

GTM 101

GTM Contract Quota CRM 101

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Did the prospect stall on a specific page of the proposal? Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year.

Contract 62

Contract Territory Cross-sell Pipeline 62

Spiro Technologies

MAY 26, 2023

It’s a crucial component that allows organizations to visualize and track their sales process, from prospecting through fulfillment. Qualifying: You’re having meaningful conversations with the prospect and are assessing whether they are a good fit for your offering. No contact has been made yet. Closed Won: Congratulations!

Pipeline 52

Pipeline CRM Represent Contract 52

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

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

This means for the majority of respondents, winning a sale is less of a challenge than finding a qualified prospect to make that sale happen. So the question is: How do you define that exact prospect you truly want to focus on instead of spending time pursuing potentially unqualified leads? Predictability. Who is your target audience?

Customers 94

Customers B2B Sales Pipeline 94

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. Prospects might not even have a clear understanding of their problem and your solution yet.

Product 95

Product SQL Contract Sales 95

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Tools can largely do prospecting and emailing nowadays.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

APRIL 5, 2024

But sometimes, you do encourage prospective customers to compare products competitively, or you highlight why your product is better than the competition. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Leandra says she isn’t the type of leader to call out competition. No, you don’t.

Sell 72

Sell GTM Price Up-sell 72

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. Executives can also convince themselves that sales will provide enough “air cover.”

GTM 111

GTM Market share Growth Technology 111

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. Often times we’re communicating with our prospects over the phone or via email.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

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 ). Count me in.”.

Hospitality 66

Hospitality Angle Contract Appointment 66

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

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

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM). Your target addressable market, or TAM, will help dictate that.

GTM 52

GTM Price Contract Sales 52

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. SaaS has never been bigger, and growth is secular. The spending slowdown is real but there is no log jam.

GTM 81

GTM Cross-sell Niche Strategize 81

Sales Hacker

SEPTEMBER 16, 2021

But during the last few years, new nomenclature has emerged, such as proof of value (POV), pilot, guided trials, and workshops that can cause confusion both with prospects and account executives as to what should be used to win the opportunity. Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Salesforce

AUGUST 12, 2021

As part of a three-member demand gen marketing team for Salesforce Marketing Cloud , Galit Heimlich and her colleagues are responsible for influencing 40% of the product’s marketing pipeline and annual contract value.

Campaign 98

Campaign Contract B2B Conversion 98

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

Hubspot

JULY 25, 2023

Generative possibilities go beyond the written word with AI-generated images and even audio. 87% of sales professionals say that AI tools assisting with writing sales content or prospect outreach messages are effective. Prospect Outreach AI alleviates one of the most time-consuming tasks in sales: prospecting.

Pipeline 59

Pipeline Sales Objectives and Key Results CRM 59

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. 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. Customer contract life cycle management.

Territory 89

Territory Non-Profits Contract Quota 89

Gong.io

MARCH 17, 2020

Two factors: The prospect thinks your offer is interesting enough to socialize internally. The success gap really widens when you look at the unique number of prospects involved in a deal via email: On average, winning deals involve 8 points of contact via email. What makes that happen? That’s a 243% difference in engagement.

Sell 79

Sell Objectives and Key Results Sports Technique 79

Sales Hacker

NOVEMBER 2, 2021

Personalization makes a difference in prospect response. 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. Think about different ways of outreach and connecting with your prospects.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Who Is At Risk? Well, almost everyone. Every B2B company, regardless of size, may have some significant losses to navigate without adjustments.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Prospect Intelligence. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. 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. We even included some examples for you.

Product 40

Product Account management Contract Price 40

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. 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. Using an OEM go-to-market strategy.

Negotiate 52

Negotiate Profit margin Contract GTM 52

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

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

criteria for success

APRIL 1, 2020

Prospecting Through Uncertainty. Many salespeople are finding it difficult to prospect for new business. They may be concerned about what message to send, or worried about whether it’s appropriate to be prospecting right now. For most salespeople, you can and should continue to prospect throughout this situation.

Sell 97

Sell Prospecting Up-sell Territory 97