Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies. It’s much easier to justify!”

Service 62

Service GTM Contract Price 62

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. How are they doing it? Is it their vertical? with great economics.

GTM 89

GTM Contract Represent CRM 89

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! 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. Subscribe for free to receive new posts and support my work.

GTM 80

GTM Negotiate Pipeline Contract 80

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. Bottom-up sales. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured.

Growth 72

Growth Price Contract GTM 72

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to start early with the value you’ll bring and use that to shape an RFP. Miro was trying to make the shift to more of a hybrid GTM.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. US companies follow the same model when they start in India. Learnings on GTM. That’s too tactical.

GTM 84

GTM Cross-sell Niche Strategize 84

SaaStr

NOVEMBER 15, 2022

For many, it’s proven to be a year of growth and resiliency. This understanding started a shift from GAAP metrics (Revenue, Gross Profit, EBITDA) to SaaS metrics (ARR, NDR, LTV, CAC, etc.) However, it’s growing more apparent in recent years that this monolith does not accurately measure every company’s growth and efficiency.

Drivers/motivators 85

Drivers/motivators GTM Contract Growth 85

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. This is applicable at every stage of growth. The First Triple The first triple is one of John’s favorite stages of growth — going from $2M to $6M. Up to $2M, the founder was supporting all of that.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. 5 Steps To Building Your Go To Market Strategy.

Go To Market 73

Go To Market GTM X-functional Territory 73

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. If they make a habit of this, it is more likely that respect and patience will hold up in the few instances when Legal has to say no. Key Takeaways Align Sales & Legal: This is imperative to support business growth.

Legal 61

Legal Closing GTM Finance 61

SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. And it can take so long to equate that value.

GTM 76

GTM Price Promote Commission 76

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . 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. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Now You’re Ready To Start Selling.

Sell 78

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

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. How to get started.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. And what’s also interesting about that is these are the two fastest growing IT spend categories in CIO’s portfolios with 24% year over year growth. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures. Rico Mallozzi, Sr.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 79

Growth Cross-sell GTM Up-sell 79

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. GTM leaders are demanding reliable and predictable growth. 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?

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Listen to the start of the episode for a promo code to our upcoming events! And then we decided to start a company. Loving our podcast content?

GTM 49

GTM Price Up-sell Product 49

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. 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. What is sales enablement? Not exactly.

GTM 101

GTM Contract Quota CRM 101

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 88

Growth GTM SQL Strategic partnership 88

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. An emerging need to support multiple GTM plans across segments and regions. How do you get started in a revenue operations career?

Finance 101

Finance GTM Cross-sell SQL 101

Gong.io

JUNE 11, 2021

Data to uncover pockets of growth. The sooner a salesperson can start selling (and closing deals) the happier they will be, the better off your team will be, and the closer you will get to blowing out your sales goals. First off, a script is a starting point. Start with this. Design-driven. Value-centric. End with that.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Now, let’s get started. These people make up what is called the "buying center."

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. And as April kind of came on, things started to slow down a bit more.

GTM 62

GTM Healthcare Pipeline Sales 62

Sales Hacker

APRIL 29, 2021

The bottom line is that every sales shop wishing to compete in this new sales ecosystem will have to start playing by a new set of rules. Knowing this, some teams err too far on the side of rep-generated content, ending up with a motley assortment of content that looks something like the miscellaneous aisle of Aldi. Content Enablement.

A/B testing 103

A/B testing Sales Quota GTM 103

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 96

Go To Market Process GTM Education 96

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. Accounts Payable.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

MAY 12, 2021

Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting. Leslie Venetz , New Business Development Director at Procurement Leaders says starting out on the right foot is critical. Be sure to include other GTM teams when testing out a new talk track.

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

ConversionXL

APRIL 7, 2021

Account-based marketing plays a critical role in the growth of many businesses across a variety of industries. They won’t magically show up at your doorstep and sign a $100K cheque. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Who does ABM make sense for?

GTM 98

GTM CRM Cross-sell Cold Call 98

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. You brought up the point, there are so much more variety out there today to select from. So I think about, and I want to bring up a specific scenario where I think this can be really useful, right?

Pipeline 116

Pipeline Technology Technology Sales 116

Sales Hacker

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Sales 100

Sales E-commerce Technology Technology 100

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? So I started my career on the business side of consulting in the sales force space. I started noticing all these organizations that I had worked in they couldn’t you had to build product. Why does Jason believe that alignment is a dirty word?

X-functional 51

X-functional SQL Pipeline GTM 51

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. She also started a community on LinkedIn to connect women in sales roles. Head of GTM, GTM Buddy, Atlanta, Georgia.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

FEBRUARY 16, 2024

That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes.

GTM 95

GTM Quota Construction Contact 95