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 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

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.

Inside sales 132

Inside sales Cold Call Contract Price 132

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. They dont serve our best interests and are certainly not suited for success. How long will it take?

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 61

Go To Market Electricity Healthcare Education 61

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 122

GTM Growth Referrals Contract 122

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. 34:33 – Aligning multiple go-to-market motions across market segments. 46:18 – One thing that is working for Eric in go-to-market right now. 9:40 – How Eric chooses the right companies to work for.

GTM 121

GTM Customers Contract Go To Market 121

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? What they did for marketers, Apollo is trying to do for sales. To sell against the competition, you have to differentiate yourself. So, how do you do this without being perceived as selling too aggressively? No, you don’t.

Sell 94

Sell GTM Price Up-sell 94

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. Your GTM teams are made up of people, and people are resistant to change how they learn and sell. What is sales enablement?

GTM 122

GTM Contract Quota CRM 122

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract Up-sell 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. But perhaps more than anything else, sales operations brings a system to selling. Contract Lifecycle Management. Contract Management.

Territory 106

Territory Non-Profits Contract Quota 106

SaaStr

APRIL 16, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Is the Employer-Employee Social Contract in Tech … Now Broken? Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round?

Education 96

Education Contract Go To Market Up-sell 96

Salesforce

SEPTEMBER 27, 2021

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. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). Dig deeper: Why B2B buyers are coming to hate traditional B2B selling. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. I spoke to their CEO, Ryan Petersen, to see if I could pull out some key lessons learned from their success so far. Get great at list building.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

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. Our goal with multi-product customers is to sell multiple products together that create a win-win for them and their bottom line. Go big or go home.

Growth 120

Growth Contract Up-sell Product 120

Heinz Marketing

SEPTEMBER 20, 2021

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. Whether they came to the website or they went to a program or sales had some tools that enabled them to sell better. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

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 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

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 88

GTM Negotiate Profit margin Contract 88

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 market. Cost of selling as a percentage of revenue generated.

X-functional 101

X-functional Quota Cross-sell Contract 101

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. Drive the shift from push to pull marketing.

B2B 117

B2B GTM Cross-sell Cold Call 117

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. You need to build a team around helping customers, not just selling to them.” From account management to customer success.

Customers 111

Customers Account management Real Estate Contract 111

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. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition.

Sell 52

Sell Account management Contract Price 52

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. Account-Based Selling / Sales Development. Average Contract Value. Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Account-Based Everything / Revenue. Account Executive.

B2B 105

B2B E-commerce Cold Call Represent 105

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. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value.

Growth 103

Growth Cross-sell GTM Up-sell 103

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. Average Selling Price (ASP). Average Selling Price is defined as the average value of your closed won deals. Infographic).

GTM 83

GTM Education Sales Contract 83

SaaStr

NOVEMBER 1, 2022

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. SV SaaS companies sell to other SV SaaS companies. PP could be a strategic enabler of GTM scale up if done well. The PP journey is unique for every company. We’d like to do more.

GTM 117

GTM Niche Cross-sell Contract 117

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” As the world we sell in becomes more saturated and buyer journeys more complex, the right tools can significantly enhance the efficacy of your marketing efforts. With the rise of AI-generated content across all markets, Originality.ai

GTM 125

GTM Drivers/motivators B2B Campaign 125

Partners in Excellence

JANUARY 19, 2018

Recently, I’ve seen a renewed interest or discussions on Buying Process, Selling Process, Sales Methodology. Also, while, I’m at this stage of the discussion, too many think confuse the contracting process with the buying process. Part is driven by an old article of mine, Sales Process or Sales Methodology.

Process 54

Process Sell Drivers/motivators Sales 54

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. What is Product Training? Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

InsightSquared

JULY 1, 2021

Guided Selling. The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . A sales leader’s persona is going to be very different from a CRO’s, for example. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

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. You’re selling yourself, your ideas. What’s my organization, what’s my go to market model?

Product 78

Product Objectives and Key Results Up-sell Contract 78

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 67

Product Contract Cross-sell Account management 67

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. We started by selling to other startups, mainly YC companies.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Reps working from home need to be willing to converse without selling. Data integrity is more important than you thought.

Contract 85

Contract CRM Consult Cross-sell 85