SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Create environment for sales success The formula is simple: Existing revenue + Product-market fit + Growth + Unmet demand = Attractive opportunity for top sales talent.

GTM 94

GTM Territory Pipeline Growth 94

Search Engine Land

JULY 25, 2024

In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. will increase by approximately 10%. prior to 2020. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Search Engine Land

JULY 22, 2024

Let’s pretend you sell water heaters. Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. Politics is intense, so you can say the same thing differently depending on how the election goes with the votes.

Niche 98

Niche Retail Promote Follow-up 98

Heinz Marketing

JUNE 25, 2025

Customer-Led Growth (CLG) requires a new lens for measurement. Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. What are key metrics for measuring CLG success? CLG metrics focus on post-sale impact.

B2B 88

B2B Cross-sell Referrals Drivers/motivators 88

SaaStr

APRIL 30, 2025

Churn and Expansion : For existing customers, analyze churn rates, upsell/cross-sell performance, and NRR (Net Revenue Retention). This includes contracts, pricing approvals, and any legal requirements. Focus on actionable insights and prioritize the areas that will have the biggest impact on revenue growth. If so, why?

Cross-sell 73

Cross-sell Pipeline Legal Contract 73

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. They’ve rocketed to $6m ARR in just a few months. Here’s why—and what’s coming next. Sales is messier.

Territory 85

Territory CRM Negotiate Relationship building 85

Highspot

APRIL 1, 2025

Instead of generic practice sessions, you focus on what truly needs improvement, resulting in faster skill development and more authentic leadership growth. Increase in average deal size: AI simulations that refine negotiation tactics and objection handling often result in larger contract values, improving revenue without adding headcount.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

SaaStr

JULY 5, 2025

Veeva founder CEO Peter Gassner came to SaaStr to share just how they got to the first $100m ARR selling enterprise vertical SaaS … while raising only $3 million (!). revenue growth year-over-year 2013 IPO : $129.5M revenue growth year-over-year 2013 IPO : $129.5M market cap – up from $2.4B net income, 111.5%

E-commerce 94

E-commerce Price Pharmaceutical CRM 94

SaaStr

JANUARY 8, 2025

Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. Monday.com by contrast, selling mainly outside of tech, saw growth remain strong at 34%. SaaS that sells to B2B companies, and SaaS that sells to the Rest of the World. It’s been a tale of two worlds.

Non-Profits 120

Non-Profits Contract B2B Growth 120

SaaStr

JULY 12, 2025

It validated a completely new category of B2B growth that’s operating by fundamentally different rules than anything we’ve seen before. Code Generation as the Primary Growth Driver While everyone talks about general AI adoption, Anthropic identified code generation as the killer use case.

B2B 99

B2B Healthcare Price Drivers/motivators 99

SaaStr

JUNE 12, 2025

Founders are uniquely positioned to sell early on—they know the product inside and out, they’re passionate, and customers love talking to the CEO. If you’re at the point where you’re consistently closing deals and you’re starting to feel like you’re the bottleneck to growth, that’s a good sign it’s time to hire.

Contract 82

Contract Quota Pitch Closing 82

Hubspot

NOVEMBER 22, 2024

The fact that the tool made me think about my offer's key selling points when I tested it was a big win. ChartMogul's 2022 SaaS Growth Report finds, “The top quartile of SaaS companies reactivate close to a quarter of their lost customers.” Here's how Freelance Growth Manager Boris Malinov uses AI to re-target churned customers.

Lead generation 50

Lead generation B2B Sales Campaign 50

PandaDoc

JULY 7, 2025

With the help of a solid CRM, you can improve your sales efficiency and long-term growth. HubSpot’s CRM is part of their greater growth platform. Pipeline management Customizable pipelines with visual dashboards, multiple pipeline support, and activity-based selling. That’s why choosing the right CRM for your needs is crucial.

CRM 52

CRM Price E-commerce Pipeline 52

RingDNA

APRIL 11, 2025

But many companies that sell multiple offerings hire product specialists (i.e. salespeople that focus on selling a particular product). Since lead response time is critical, tracking inbound web leads by product can help sales managers determine how many specialists are needed to successfully sell each product.

Quota 62

Quota Sales Pipeline Contact 62

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Instead, it’s a basic requirement for teams and organizations that seek rapid, sustainable growth. Here’s why: Potential for growth: Highly motivated SDRs actively seek organizations that offer opportunities for career advancement.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. The good news: you dont need to overhaul your offering to see results.

Price 52

Price Drivers/motivators Legal Contract 52

SaaStr

OCTOBER 23, 2024

” Investing for growth has been pretty flat year over year for SMBs, which means there is money there, but they’re holding onto it. Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. So I call this the wait-and-see economy.” This is true for BILL.

Customers 123

Customers Networking UX Engineering 123

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

Hubspot

JUNE 16, 2025

Maintained a 90% client retention rate, securing $1M in contract renewals.’ Use consultative selling to position solutions — tie product benefits directly to the challenges uncovered, making the solution feel custom-made. A candidate for a business development role was asked to sell the company's software on the spot.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Salesforce

JULY 3, 2025

In our latest State of Sales report, 81% of sales teams using AI tools have boosted productivity, and 83% have seen revenue growth in the past year. Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Highspot

JULY 3, 2025

Think deals tied to software subscriptions that require annual or multi-year contracts.) Modern B2B sales enablement is a strategic, collaborative discipline designed to equip customer-facing teams with the resources, skills, and insights needed to engage buyers effectively and drive predictable revenue growth.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. This is essential for companies to improve their overall profitability and achieve sustainable growth. the growth over those that don’t.

Service 69

Service Customers Cross-sell Contact 69

SaaStr

FEBRUARY 7, 2025

Its all flowing into AI and Growth, but its back. With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. Those still basically selling the same products as in 2021 are falling far behind. #7. Venture Capital is Back. HyperGrowth is Back.

Legal 92

Legal Contract B2B Growth 92

PandaDoc

APRIL 28, 2025

Increased scalability: Automated systems can handle a higher volume of quotes without a corresponding increase in resources, supporting business growth. Vasil Remeniuk , Director of Product Management at PandaDoc With PandaDocs CPQ solution, you get a unified platform that integrates document automation, eSignatures, and contract management.

Price 52

Price CRM Customer Relationship Management Sales 52

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Customer advocacy efforts, such as case studies and referrals, to further support business growth. The sales process varies greatly depending on the purchase.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Highspot

JUNE 19, 2025

Successful customer engagement strategies have a direct impact on your revenue growth, leading to additional purchases, referrals, and increased customer lifetime value. They sense that they are part of something more than a contract. “They often become vocal brand advocates, spreading the word about the company and product.

GTM 52

GTM Customers Cross-sell Contract 52

Salesforce

JULY 7, 2025

Become a Datablazer today Accelerate your career growth by joining the Datablazer Community, where you can gain the skills you need, connect with fellow innovators, and be the first to know about Salesforce product news. This all led to a 62% increase in average contract value from those leads.

High impact 115

High impact Contract Start-ups Represent 115

PandaDoc

MAY 12, 2025

A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. For businesses, selling to buyers with high price sensitivity usually means operating in more competitive environments where even minor pricing missteps can impact market share. The post What is price sensitivity?

Price 52

Price A/B testing Non-Profits Legal 52

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. The result?

E-commerce 52

E-commerce Contract Legal Sales 52

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Focus on landing the logo first, then build expansion metrics into your sales comp plans to drive growth within the account. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 63

Closing Contract Pitch Finance 63

Sales Hacker

JUNE 24, 2025

Steven Farnsworth: And the number of people who come up really excited about Gaiia, but are in year three of a 15 year contract, or a 10 year contract is shocking. And the number of people who come up really excited about Gaiia, but are in year three of a 15 year contract, or a 10 year contract is shocking.

GTM 69

GTM Legal Contract Go To Market 69

PandaDoc

JUNE 16, 2025

See why businesses rely on PandaDoc to build better proposals, quotes, and contracts. Tiered commission rates encourage reps to sell more by raising their commission as revenue is earned. OTE varies based on industry, company size, role, and stage of growth. Ready for a better sales process? Not at all.

Commission 52

Commission Quota Represent Sales 52

Hubspot

APRIL 23, 2025

I once worked with a client who completely changed the way I think about business growth. Every joint venture is built on a contract that spells out how things work. Why Companies Form Joint Ventures When growth feels risky, I get why companies look at joint ventures as the smarter bet. I asked him what changed. His answer?

X-functional 57

X-functional Manufacturing Non-Profits Government 57

Martech

FEBRUARY 7, 2025

Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. The ICP is integral to the strategy, tactics and implementation of high-growth companies Focused on the highest-value accounts, it is most successful when coupled with ABM or account based marketing deployment.

B2B 78

B2B GTM Drivers/motivators Manufacturing 78