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. Consider both industry and regional factors. Why Social Media Matters, How to Strategize & What to Include in Your Sales PlayBook. What’s the potential economic fallout? Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

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. In today’s post, we present The Cutting Edge , where the best sales leaders in SaaS share cutting – edge tactics and strategies.

Pitch 92

Pitch Conversion Sales Territory 92

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. If for example most of your best customers are located in Europe then this is an indication you should focus your efforts on customers located in this region.

Customers 59

Customers Cross-sell Represent Contract 59

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. 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.

Territory 63

Territory Sales Construction Manufacturing 63

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 79

Finance Government Price Contract 79

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? Bob Moore: Yeah, I think there is a lot of the strategic and the tactical definitely mixed with each other.

X-functional 52

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

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

AUGUST 13, 2019

I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Every one of them are going to help you increase the win rate. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

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? Your data and analytics won’t help you make bold, strategic plans.

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. Go-to-Market Strategy.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. Unified data problems.

Finance 101

Finance GTM Cross-sell SQL 101

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

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. Sizing the evaluation and the round is a strategic decision. That cannot be an afterthought.

B2C 60

B2C B2B Start-ups Growth 60

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. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 66

Contract Sports Cross-sell Start-ups 66

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? You look at my insertion point right now, it’s the large cloud vendors are not in these smaller markets that have bad power infrastructure, and bad internet connectivity, and what have you, like Vietnam or Indonesia. Do they really mean anything?

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54

Sales Hacker

FEBRUARY 7, 2018

CASE IN POINT: Common mistakes we find that can lead you to believe you are in a launch window: Not distinguishing outliers: One of our client’s database showed a single $200,000 annual contract (ACV) Enterprise deal with a 270-day sales cycle among dozens of $12,000 ACV deals with 28 days sales cycles. EXECUTE THE GO TO MARKET PLAN.

Growth 88

Growth GTM SQL Strategic partnership 88

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. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Think how effective it would be. Video Reviews. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20