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. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. Stepping up to customer love.

Customers 86

Customers Account management Real Estate Contract 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. Drive the shift from push to pull marketing.

B2B 103

B2B GTM Cross-sell High impact 103

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. Marketing might help provide some cover for your AE.

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. Go through a variety of filters to zero in on the leads you want to reach. A company in the Financial Services or Banking industry. Who currently have job openings for marketing help.

Negotiate 52

Negotiate Profit margin Contract GTM 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

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 78

Cross-sell Finance Strategize Technology 78

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 are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points.

Customers 59

Customers Cross-sell Represent Contract 59

Gong.io

JANUARY 5, 2019

Marketing has to help prep your team by playing an active role in training your sellers on the market, buyer personas, pain points, and insights. If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. Solution Selling Methodology. SPIN Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

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 89

Territory Non-Profits Contract Quota 89

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

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

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

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.

Sell 78

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

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 72

Cross-sell Contract Start-ups Up-sell 72

Lead Fuze

JANUARY 1, 2022

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. Then I give some tips on how to choose the right provider for your needs based off of their service offeringspricing. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SBI

FEBRUARY 9, 2021

Without that buyer’s confidence, you lose—to a competitor (who go the buyer to that confident state before you) or status quo. Status Quo Bias On average over 60 percent of B2B evaluations end up with no decision: status quo. Either way, it’s still a loss. A pesky human attribute the psychologists call status quo bias.

Customers 46

Customers B2B Contract Quota 46

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

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. Your company: is launching a new product/service offering. A CAP can harness that potential.

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. This element of up-leveling our team’s performance delivered more wins.”.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. The sales team’s role in a bottom-up approach. What You’ll Learn. Kevin’s rep productivity model.

Product 52

Product Pipeline Engineering Cross-sell 52

Sales Hacker

SEPTEMBER 30, 2019

If you missed episode 76, check it out here: PODCAST 76: Bottom-up Approach for Sales Rep Productivity Model w/ Kevin Egan of Slack. So when we think about a re-imagined approach to customer service, it’s one that is truly omni-channel, data rich, and automated whenever it needs to be. What You’ll Learn. Outreach has your back.

Engineering 50

Engineering Negotiate Technology Technology 50

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

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 52

GTM Price Up-sell Product 52

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * ” I thought this was a particularly interesting one to kind of pick up on.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

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 49

Engineering Launch Contract Start-ups 49

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. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 74

GTM Negotiate Profit margin Contract 74

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

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 are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 101

GTM Contract Quota CRM 101

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

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”.

Closing 162

Closing Sports GTM Legal 162

SaaStr

JUNE 10, 2021

Marten Mickos: We heard here that the cloud business has a combined market cap already of over a trillion dollars. So the whole world of software as a service and cloud has just exploded and will continue to grow enormously. And if we look at the specifics of the word SaaS, software as a service.

Customers 57

Customers Price Contract Objectives and Key Results 57

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 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And in the large enterprise, there’s an interesting study by Netskope, that they published, but that the average large enterprise now, is running 1,295 different cloud apps and services. FULL TRANSCRIPT BELOW.

Trust 74

Trust Technology Technology Government 74

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 77

Growth Cross-sell GTM Up-sell 77