Sales Hacker

JUNE 2, 2020

We help them put in place the right talent, the right sales infrastructure, and also the back office, boring stuff that you need to get done, payroll and legal contracts, all of that good stuff, which can be a bit of a hurdle for a lot of companies coming to Europe. Of course, Brexit is also going to create additional regulatory complexity.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

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

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Contract lifecycle management. Sales operations should work alongside sales leaders and sales enablement leaders to form goals based on experience, market understanding, and experience in the territory. Communication tools.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Lead Fuze

JANUARY 1, 2022

As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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. In some cases, now might be a good time to invest in new systems like an eSign platform so people don’t need to print and sign contracts.

Sell 97

Sell Prospecting Up-sell Territory 97

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. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 93

Cross-sell Finance Strategize Technology 93

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. Designing your ICP framework is paramount to the success of your sales and marketing efforts. Wrapping Up.

Customers 59

Customers Cross-sell Represent Contract 59

SalesLoft

JUNE 20, 2019

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. So it wasn’t even like I could negotiate on contract, my price is my price. You got a Dodge Ram pickup truck and a bed full of tools.

Territory 63

Territory Sales Construction Manufacturing 63

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples. Oh, what did we agree to last time?

Pipeline 121

Pipeline Sales Gaming Up-sell 121

Sales Hacker

SEPTEMBER 30, 2019

And what Oracle was doing at the time, they were going through their own journey and transformation as a tech company to a company that was also selling applications. So they created this role of business development specialists that would work with the regional teams to transition them from tech to app sales.

Engineering 50

Engineering Negotiate Technology Technology 50

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? How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 54

X-functional Start-ups Drivers/motivators Go To Market 54

InsightSquared

JULY 1, 2021

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). . Go-To-Market Strategy. Go-To-Market Team. Average Deal Size. Average Sales Cycle.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

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

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 100

Finance GTM Cross-sell SQL 100

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

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 106

Pitch Conversion Sales Territory 106

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

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. This spreadsheet is critical, but for each technology you’ve listed, there are multiple potential points of failure and soft costs across every team in your organization. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

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 78

Contract Sports Cross-sell Start-ups 78

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 territory. Revenue by market. Average contract value (ACV).

X-functional 93

X-functional Cross-sell Quota Contract 93

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 86

Growth GTM SQL Strategic partnership 86

SaaStr

JULY 28, 2021

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. It is much more painful to have to fire people and contract as a company than it is to grow.

Start-ups 111

Start-ups Gaming Contract Up-sell 111

Sales Hacker

NOVEMBER 2, 2021

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. Appy Choudhary: 12 months on the lowest end and 18 months is the max, depending on what market you’re selling in.

Drivers/motivators 79

Drivers/motivators Engineering Promote Up-sell 79

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 84

Finance Government Price Contract 84

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. I really do so appreciate that. And I fell in love with it.

Sales 67

Sales Start-ups Meeting Follow-up 67

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Andrei B.: So, this clearly has worked very well for you?

Appointment 44

Appointment Hospitality Sales Inside sales 44

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 98

Sales E-commerce Technology Technology 98

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Andrei B.: So, this clearly has worked very well for you?

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

JUNE 28, 2019

Common go-to-market myths and lessons. Harry Stebbings: So first I want to start on the matter and if we hear ACV so much, average contract value, just how important is it and is it the most important metric? David Skok: But our western region didn’t, so they missed planned. Missed the session? Jason Lemkin.

Price 47

Price Cross-sell Up-sell Start-ups 47

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. Local contracts support, which we didn’t have. Local marketing resources, local support resources, localized everything. Myth number three. He has a $10 million business.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 100

Price Product Start-ups Niche 100

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. It’s known that you can probably sell those first couple of contracts. growth fund.

B2C 61

B2C B2B Start-ups Growth 61

The Lost Book of Sales

JULY 12, 2021

The D-Day strategy keeps everyone on point — if we don’t take Normandy, we don’t have to worry about how we’re going to take Paris. And by focusing our entire might on such a small territory, we greatly increase our odds of immediate success. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Territory Optimization. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 112

E-commerce Price Start-ups Growth 112