SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. Now, they have over 22 BDRs.

Go To Market 103

Go To Market GTM X-functional Objectives and Key Results 103

SaaStr

JANUARY 10, 2020

Listen to the start of the episode for a promo code to our upcoming events! In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Harry Stebbings: I love that energy to start with. So I started my career out actually on the venture side of the table.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Sales Hacker

JUNE 9, 2020

He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Go to sales.linkedin.com to try it out for yourself. And I ended up going far to the other end of the spectrum.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. – 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.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

Heinz Marketing

MARCH 11, 2019

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I didn’t want to start off on negativity.

Pipeline 62

Pipeline B2B Sales X-functional 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

SaaStr

JUNE 21, 2019

Where does Sara see most people go wrong here? * What would Sara’s advice be to someone who is wanting to start creating them? Where does Sara see so many people go wrong? What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them?

Start-ups 53

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

Sales Hacker

SEPTEMBER 29, 2020

Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. 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. Difficult Conversations. 80/20 Sales and Marketing.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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. You’re adding new product features and looking to capture more market share from your competitors. Your goal here is to sustain revenue and your position in the market.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

FEBRUARY 2, 2022

But no industry can stay static, lest they get passed up by the next big thing. As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. 2016’s Lesson from Quip.

Growth 93

Growth Product GTM X-functional 93

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. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 74

GTM Negotiate Profit margin Contract 74

ConversionXL

NOVEMBER 5, 2020

Here, I’ll show you the journey we took to finding our place in the market by testing, pivoting, and re-pivoting our serving offerings and value propositions so you can grow your agency faster, without fewer wrong turns. These days, many agencies start as a lean operation. When clients ask, “Do you do X?,”

UX 120

UX Clients Service Niche 120

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of conversations. Conversion rate by sales funnel stage (by team and by individual). Percentage of leads followed up with. Percentage of prospects who agree to a conversation.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

NOVEMBER 21, 2020

I do want to start it a little bit on you. But I had wanted to start a company for a long time before that. But it took a lot of thinking up until that point before we ended up pulling the trigger. Or should I start my own company? Or should I start my own company?” Harry Stebbings: Not at all.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

Highspot

MAY 20, 2022

Sales motions are defined by your larger go-to-market strategy. Cumulatively, this knowledge should guide sellers through any customer conversation, at any stage of the sales funnel. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

DECEMBER 17, 2019

So if you’ve ever had to start a new job and walk in with a voided check and then they take that voided check and they figure out how to process your payroll. Fortunate to have a really great set of investors and the process was going quite well. It ended up doing just fine. That’s pre-Plaid. Ari : Okay.

Finance 59

Finance X-functional Non-Profits Launch 59

Heinz Marketing

MAY 9, 2022

Listen, I was a humble CMO once that used to lap up your content. So maybe just, let’s start with a little bit about you, little bit about Xactly, and then why that relationship you think is so important? Jamie : Let me start with Xactly. You are looking at your market, maybe through the lens. Matt : What?

Pipeline 90

Pipeline Finance Commission Sales 90

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 85

Pipeline Sales X-functional B2B 85

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. Subscribe to the Sales Hacker Podcast.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. The Benefit of Starting Out in Account Management. Starting Out in Sales in Account Management [25:49]. Starting Out in Sales and Account Management. What You’ll Learn. What Managed by Q does.

Customers 53

Customers Account management X-functional Hospitality 53

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

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? So a huge thank you for putting up with these dulcet British tones once again. I started a little legal software company with my Dad in South America. It is so awesome to have you back.

Contract 46

Contract Price Commission Conversion 46

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. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. SaaStr, good morning.

Growth 85

Growth Cross-sell Contract X-functional 85

Heinz Marketing

FEBRUARY 5, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. It’s been written up. We did this thing.

Pipeline 48

Pipeline B2B Sales Pitch 48

SaaStr

SEPTEMBER 13, 2020

We’re going to start with some dates that predated COVID and really go to prior SaaStrs. If you look at the March volatility, the major indices fell 30% pretty much across the board as the health crisis started to take hold, and the economic crisis was starting to be previewed.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

Heinz Marketing

APRIL 2, 2018

She’s spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, “Well, what the hell, I’ll just go back to the valley and I’ll create a start up.” Paul, not just sales and marketing, but let me set this up a little bit.

Pipeline 48

Pipeline Sales Presentation B2B 48

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Attendee 1: Is there anything you don’t know?

Quota 85

Quota Growth Product Closing 85

SaaStr

JANUARY 3, 2020

Listen to the start of the episode for a promo code to our upcoming events! How does the impact of a salesperson change the conversion rate? What time frame from SAL to closed lead suggests product market fit? So a huge thank you for putting up with these dulcet British tones once again. Loving our podcast content?

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 20, 2019

We were split up into groups. That’s all great but I’m going to start with a tougher question which is you were brought in four years ago to SendGrid, and you weren’t a founder. How did you start that? Sameer Dhokalia: The go-to-market model was magical. There was an adjacent market.

Growth 51

Growth X-functional Start-ups Conversion 51

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. You can toot your horn for a few months, but they’ll catch up. They’ll always catch up. They will catch up. Markets are getting only more saturated. The barrier of entry to starting new businesses has never been lower. Market saturation. Image source ).

A/B testing 162

A/B testing X-functional Price Gaming 162

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 102

E-commerce Price Start-ups Growth 102