SaaStr

MARCH 7, 2023

It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Incentives for multi-year contracts are another tactic.

GTM 65

GTM Growth Profit margin Contract 65

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. And you can start very small. You have to start formal sales training by rep #3. Long-Term Contracts 8. No Contract At All Some good ones! Or they fail.

Price 88

Price Contract Territory Growth 88

Hubspot

MARCH 25, 2024

According to Dan, there are three questions to ponder about before you start considering a subscription business. First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. He’s now sharing battle-tested growth wisdom at Subscription Index.

Niche 53

Niche Price Contract B2B 53

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. The activities that many sales enablement systems require your reps to do — lead prioritization, conflicting KPIs, manual data entry — take up what could be valuable selling time. What buyers want Speed.

Trust 52

Trust Up-sell Contract Technology 52

Gong.io

DECEMBER 14, 2022

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. 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). Market intelligence.

Sell 62

Sell Cold Call Contract GTM 62

InsightSquared

MARCH 6, 2018

Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. 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. Go-to-market strategy.

Contract 119

Contract CRM Territory Sales 119

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. . Align on a top-down and bottom-up approach.

Drivers/motivators 105

Drivers/motivators Trust Legal Finance 105

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Has this gone up or down over the past year? —- Robert Simmons – VP of Sales Same per rep as last year.

GTM 78

GTM Negotiate Pipeline Contract 78

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. It also helps to analyze which accounts you started working with but didn’t continue. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Let’s look at them: Value.

Objectives and Key Results 88

Objectives and Key Results Pitch GTM Cold Call 88

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Discover timely insights and useful tips. What does a chief revenue officer do exactly?

Gaming 98

Gaming Cross-sell Finance Sales 98

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 85

Customers Account management Real Estate Contract 85

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . So, where do you start?

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 62

Contract Growth Start-ups Service 62

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. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Go big or go home.

Growth 101

Growth Contract Up-sell Product 101

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. One can’t start investing in a brand early enough.

GTM 83

GTM Cross-sell Niche Strategize 83

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

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. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 113

GTM Market share Growth Technology 113

SalesLoft

JUNE 21, 2022

The latest features can often seem too tempting to pass up, and in many cases they are. I’ve started encouraging revenue teams to evaluate technology differently. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. Think: Is it easy to use?

Negotiate 52

Negotiate Legal Finance Technology 52

Gong.io

OCTOBER 27, 2021

It’ll show up here soon enough.). 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. Throw up the Bat-Signal and sales ops are on their way. And you know data’s gonna back everything they do, right? Step 3: Optimization.

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Buyer’s don’t generally show up to your website ready to purchase without having done their own due diligence. What is a Deal Desk?

Legal 70

Legal Contract Price Negotiate 70

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. Are your competitors well established or are they just starting up? Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. How did you get started in sales in the first place?

Referrals 59

Referrals Contract Cross-sell Sales 59

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

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). First off, a script is a starting point.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Lead Fuze

JANUARY 1, 2022

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. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

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.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Cience

APRIL 27, 2020

And in a more general business sense, it has been a whirlwind start to 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. What about the typos?

Hospitality 66

Hospitality Angle Contract Appointment 66

Sales Hacker

JULY 22, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Look at your tool stack and start optimizing around your pipeline. And when is that kind of right time to start to looking at it? How does that lead flow look?

Growth 56

Growth Pipeline Contract Start-ups 56

Gong.io

MARCH 11, 2021

We created the Revenue Intelligence category to enable leading revenue teams to get the unfiltered truth about their customers and transform the way they go to market. But then we started to see a trend emerging. Other teams started asking about Gong. 2 months to get a brand new CSM up to speed. The challenge?

Customers 62

Customers Contract Growth Conversion 62

Gong.io

MARCH 17, 2020

To start, we wanted to see how winning and losing deals compare in terms of numbers of buyers involved in the deal (i.e., It’s like a kiss of death for deals: You can see that most deals start the same way, with one point of contact. Email exchanges have a noticeable ramp up in the last week before a deal is signed. influence).

Sell 79

Sell Objectives and Key Results Sports Technique 79

Heinz Marketing

JANUARY 10, 2020

Analyst renewals come year round, and intensify at the start of new budget cycles. Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? Sales referrals? Instant customer-centric content?

Referrals 51

Referrals Negotiate Contract High impact 51

Hubspot

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. New technology lets salespeople find prospects that fit their target audience, research their company and industry, and start a conversation. Following Up With Leads Once you have a qualified lead, the real work begins. It has reduced our follow-up time by 50%.”

Pipeline 55

Pipeline Objectives and Key Results Sales CRM 55

Gong.io

JANUARY 5, 2019

I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. First, let’s start with a list of the top 10 sales methodologies, and how to sort out which one is right for you. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131