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 5, 2024

They want to know how quickly they can book a meeting or generate pipeline, not waste 3 weeks onboarding to a new sales tool. In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. No, you don’t. What does that mean?

Sell 75

Sell GTM Price Up-sell 75

SaaStr

NOVEMBER 1, 2022

Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. That’s too tactical.

GTM 85

GTM Cross-sell Niche Strategize 85

Sales Hacker

SEPTEMBER 1, 2022

Meet your executive sponsor, aka “the head honcho.” They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. Outreach role 1: Executive sponsor.

GTM 86

GTM Contract CRM Meeting 86

Martech

APRIL 7, 2023

To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Think therapy and organizing and breaking down information in your communications, webinars, small roundtable or meet-up you organize in the field. why change now) and then focus on customer indecision (i.e.,

B2B 119

B2B Customers GTM Pipeline 119

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? Training platforms.

GTM 101

GTM Contract Quota CRM 101

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Set clear performance expectations — and rise to meet them. Based on prospect need and requests, see if something doesn’t fit — especially core deal info like pricing, contract length, and payment terms.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” One probably wants a proposal and face-to-face meetings, while the other likely wants a highly technical, bottom-up experience. Experiment constantly and everywhere in your global GTM organization.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Buhler has regular meetings to check in with the CRO, plus additional calls, messages, and meetings in between. She also schedules 1-on-1 meetings with each segment leader for every business unit on a monthly basis.

Legal 61

Legal Closing GTM Finance 61

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 73

Go To Market GTM X-functional Territory 73

Martech

MARCH 29, 2022

Relationships need to be nurtured and contracts renewed, and you want to continue to be front-of-mind to your buyers when they move onto a new role or a new job.”. Scott Vaughan, chief advisor for Vaughan GTM Advisory, has seen B2B buyers adopt more digital behaviors as they do research for their purchases online.

Launch 94

Launch E-commerce GTM B2B 94

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

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. Contract modifications were still so decentralized. We learned from that early on.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Boosting annual contract values? That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 69

GTM Education Sales Contract 69

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. Early sellers are meeting quotas. They sign the contract, onboard, and the motion is done. Customer Success supports customers and your entire GTM motion. This team: Confirms PMF.

Cross-sell 64

Cross-sell Customers GTM A/B testing 64

Gong.io

DECEMBER 14, 2022

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). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. Asia Corbett ).

Finance 101

Finance GTM Cross-sell SQL 101

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. 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. It is important to know which one works best for your company. Is ABSD for developers like you? Length of the Sales Cycle.

GTM 52

GTM Price Contract Sales 52

SaaStr

NOVEMBER 4, 2021

How Many SaaS Companies Meet The “Rule of 40”? Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%). Rule of 40: Average Contract Value (ACV). What Drives The SaaS “Rule of 40”? ACV – Qualifier: $53k.

Drivers/motivators 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. After reviewing nearly 70,000 sales meetings from the Gong database of 5,000,000+ recorded calls AND having our team analyze them with AI, we identified which tactics best correlate with success. See the ICP section above. Say this” and “don’t say that.” Start with this.

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. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. They want to sign big contracts. The goal is to drive a lot of revenue for each one of these brands. They want to sign big commitments.

Legal 52

Legal Prospecting Customers Contract 52

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As High value accounts that meet a CLTV target based on number of employees. And that’s just the half that’s fully implemented.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

MAY 12, 2021

A sales talk track is an outline for sales reps to follow during meetings with prospective customers. By having a great discovery call, you are set up for a successful follow up meeting. Be sure to include other GTM teams when testing out a new talk track. If so, what’s your current conversation rate to meetings booked?

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

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. Performance.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Sales Hacker

SEPTEMBER 11, 2020

The founders are responsible for laying the groundwork for their expansion plan and will need to update their investors every step of the way in the form of monthly investor updates, quarterly board meetings, and so on. These funds are typically used to grow the company to meet its new demands and begin its scalable processes.

Sell 78

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

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive. E-Commerce.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? A classic example is a Shopify selling to, let’s say, contract. So my take is, it does not have to be, it’s always amazing to meet customers in person. Does it have to be in person?

GTM 50

GTM Price Up-sell Product 50

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. More meetings booked, predictable pipeline, and engaged decision makers.”. Whether that is detailed specification work with the experts, contracting, legal reviews, proof of concept etc.

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

DECEMBER 8, 2020

So I actually started a second business, which they shut down because they weren’t happy with the fact that I have done that in company time, it was a breach of contract, all that good stuff that I had been too naive to realize at the time, and just realize that this is the time to go and work for a startup. I’m on Slack.

Sales 99

Sales E-commerce Technology Technology 99

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. So typical SDR maybe meet general [inaudible 00:13:58] or something like that. Why does Jason believe that alignment is a dirty word?

X-functional 51

X-functional SQL Pipeline GTM 51

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. Renewal (Optional): Your customer renews their contract or subscription.

Go To Market 69

Go To Market Process GTM Launch 69

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

Salesforce

MAY 2, 2022

Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Belal: He’s a go-to-market (GTM) leader and advisor for early-stage startups, including two that went public, two that have been acquired, and one that is now a Fortune Unicorn. Act the same way you would in a live, in-person meeting. Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98