ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. And it’s not just a CRO problem—it’s a marketing-wide phenomenon. Competitor X is doing Y.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 79

B2B X-functional Cold Call SQL 79

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. Original thought is hard, so marketers use messaging they’ve seen before. Mailchimp is number one in email marketing.

A/B testing 162

A/B testing X-functional Price Gaming 162

ConversionXL

JUNE 25, 2021

We’ll also share when to transition to the growth stage in the product lifecycle so you can drive conversions and revenue off your momentum. X demos booked in introduction, X revenue in growth). These insights will help you choose a GtM strategy that will attract, retain, and grow your customer base.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

NOVEMBER 21, 2020

When is it right for SaaS companies to turn down potential customers? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? * And that’s distinct from the X in the cloud pattern that was the first generation. Why would one turn down customers?

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Cross-sell Sales 52

Heinz Marketing

OCTOBER 25, 2021

Before we get going today and introduce our guest, we want to thank our sponsor, really excited to continue to be working with Sendoso. So we are a customer of Sendoso. And honestly as we get more digitally focused more of our marketing, more of our sales efforts go digital. And that doesn’t go away.

Pipeline 116

Pipeline Growth Sales X-functional 116

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io Our second sponsor is Outreach , the leading sales engagement platform, Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer-centric journey. for more information. Check them out.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” My agency wouldn’t have expanded beyond digital PR if it weren’t for early client conversations. Respond to shifting market priorities. Interviewing your customers can reveal the priorities they’re aware of. But we have a lot in common, and I learned a lot from our conversation.

UX 120

UX Clients Service Niche 120

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. The importance of sales and marketing alignment reales on communication and measurement. Sales & Marketing Alignment [3:50].

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. So first off, I’m saying we start with customer success. Isn’t sales really around customer value creation? That’s easy.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The Challenger Customer. Difficult Conversations. To know where you’re going means you need to know where you came from.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

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

SaaStr

DECEMBER 17, 2019

Zach : Easy way to think of it is Venmo was one of our first customers. Fortunate to have a really great set of investors and the process was going quite well. Zach : And so as we were having this conversation, we did, of course, raise a little bit more money in that round in order to enable the acquisition.

Finance 57

Finance X-functional Non-Profits Launch 57

Sales Hacker

JUNE 9, 2020

Sales leaders must shift their focus to empowering talent, strengthening customer relationships, and acquiring new opportunities in order to survive and thrive in this environment. Go to sales.linkedin.com to try it out for yourself. Some teach marketing. So they called it creating customer value or something like that.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

AUGUST 20, 2019

I think others in the room, all of us are well-informed to remember that those who are closest to the work and the customers actually are the ones who often have the greatest insights. Sameer Dhokalia: The go-to-market model was magical. We were signing up hundreds of new paying customers every month with five sales reps.

Growth 51

Growth X-functional Start-ups Conversion 51

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? First, what is continuous customer development? Does one have to move to enterprise?

GTM 49

GTM Price Up-sell Product 49

Heinz Marketing

JUNE 4, 2018

– Focus on customer & company success (“customers pay the bills”). – Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Today is no different.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

MARCH 1, 2019

How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals?

Contract 45

Contract Price Commission Conversion 45

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. You have to actually go and talk to your customers. So that’s one example of many.

E-commerce 96

E-commerce Price Start-ups Growth 96

Heinz Marketing

MARCH 11, 2019

I think it’s increasingly important as the commoditization of B2B and all products kind of comes to fruition, and that case, your brand’s story and that representation that you have with your customer can really should be your key differentiator. I think that’s one of the underlying principles of account-based marketing.

Pipeline 62

Pipeline B2B Sales X-functional 62

SaaStr

SEPTEMBER 13, 2020

Another collection of their customers actually turned their kitchens into service offerings. That’s going to be the basis of the rest of this conversation. We’re going to talk you through a little bit of the learnings from these leaders and our experiences working with many of the innovators.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 51

X-functional Drivers/motivators Start-ups Engineering 51

SaaStr

JUNE 21, 2019

243: Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? *

Start-ups 53

Start-ups X-functional Drivers/motivators Up-sell 53

SaaStr

AUGUST 26, 2022

How do they get their customer? I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. It didn’t even have custom tabs.

Quota 79

Quota Growth Product Closing 79

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

JANUARY 3, 2020

How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals?

Contract 10

Contract Price Commission Conversion 10

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be.

Pipeline 96

Pipeline Finance Commission Sales 96

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 86

Pipeline Sales X-functional B2B 86

Heinz Marketing

APRIL 2, 2018

That’s a great way of sort of entering into that conversation. I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. ” Right?

Pipeline 48

Pipeline Sales Presentation B2B 48

Heinz Marketing

FEBRUARY 5, 2018

Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success. ? Insert company name X did Y. And then as they start to use it more and more, they then potentially move into being paying customers.

Pipeline 50

Pipeline B2B Sales Pitch 50