Hubspot

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) They have access to a wealth of information online, from product reviews and customer feedback to detailed product specifications and pricing information.

Cross-sell 61

Cross-sell CRM Referrals Up-sell 61

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Martech

DECEMBER 21, 2022

Marketing management is a process that helps you plan, develop and implement promotional strategies and campaigns with the right team members and teams. With the best people executing the right marketing plans, you can promote your company’s services and products, adjust pricing, and increase your profits while reducing costs.

Objectives and Key Results 101

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 101

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

SBI

FEBRUARY 25, 2020

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. Proximity to customers helps too.

GTM 89

GTM Cross-sell Niche Strategize 89

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

ConversionXL

OCTOBER 7, 2022

Customer acquisition cost (CAC) is an important metric for any ecommerce business. It tells you how much you need to earn per customer to run a profitable company. Put simply, you need a healthy customer acquisition cost for your business to succeed. Table of contents What is ecommerce customer acquisition cost?

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They focus on their ideal customer profile. They target those that are in-market and those that should be showing intention. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

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

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

NOVEMBER 16, 2020

395: Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. How did he come to be CEO at the market leader, UserTesting? * Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal?

Pipeline 81

Pipeline Territory Price Product 81

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Pointclear

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. You have to bear hug sales.

Lead generation 95

Lead generation Cross-sell B2B Technique 95

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target their ideal customers and watch what they do on social media. They target those who are in-market, consuming content from them. Customers and ongoing revenue also play an important role in the success or failure of any company.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SalesLoft

JUNE 3, 2019

It’s so, so hard, but upon reflection, and I had been thinking about this lately, I think the sales book that had the most enduring impact would have been Geoffrey Moore’s Crossing the Chasm. And for those aspirin people he articulated a way to go to market, that was very simplistic. I can sell to anyone.’.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

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. How do we stand out?

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Their needs are simpler, they are easier to satisfy, and the cost of customer acquisition is lower.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SaaStr

MAY 8, 2020

What does Jessica believe is the right way for sales reps to engage with new customers during this time? Does Jessica agree with the rule of thumb that in enterprise, on an annual basis, 95% of your customers should retain? So, you really need to speed up onboarding, especially for an enterprise customer.

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill.

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. My parents decided to, on a whim, quit their jobs, sell their house, sell all their possessions when I was three years old and take me on an 18 month trip around the country.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Nobody can go shop in Main Street America.

E-commerce 74

E-commerce Retail Real Estate Growth 74

SaaStr

MARCH 22, 2023

Is there a big Total Addressable Market? Does this market need disruption? Customers’ data architectures today are an incredible mess with massive amounts of legacy. Customers were going to virtualize data centers, and you want to position yourself in that kind of inevitability. It was inevitable.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

MARCH 19, 2019

We’re really proud of it and want to do more with it of course, but we have about a couple thousand partners in our ecosystem today helping bring businesses onto Stripe through their platforms or extending the Stripe functionality once customers have a Stripe account. Ceci Stallsmith : Great, and Niall. This went really really well.

Engineering 50

Engineering Launch Contract Start-ups 50

SaaStr

FEBRUARY 1, 2019

Amanda Kleha is the Chief Customer Officer @ Figma, the startup that allows you to turn ideas into products faster through design, prototyping and feedback gathering, all in one place. What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing?

Customers 44

Customers Price Cross-sell Start-ups 44

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 110

Inside sales Cold Call Contract Price 110

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Change across customer-facing teams. How the marketing, sales and customer/account management teams work together is also critical to success. Who do you sell to?

B2B 134

B2B Objectives and Key Results Campaign Cross-sell 134

Gong.io

JULY 21, 2021

Customer lifecycle. 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. This team is all about creating cross-functional partnerships. Someone’s got to own that motion. That someone?

Growth 62

Growth GTM Cross-sell Pipeline 62

Heinz Marketing

AUGUST 25, 2020

Last month, I talked about how to create an ideal customer profile. When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. The question now is how.

B2B 112

B2B Sell E-commerce Cross-sell 112

SaaStr

SEPTEMBER 20, 2019

How does Janine look to reduce the friction when handing off between marketing and sales? How are we seeing marketing also blend with customer success? 267: SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. What are the common causes?

E-commerce 55

E-commerce Trust Start-ups SQL 55

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

SEPTEMBER 28, 2023

They offer all the features you need to sell to Enterprise customers. Single sign-on SAML authentication SCIM provisioning for user management You can sell to 20-30-40-person companies all day, but if you want to sell to hundreds of people in a company, you will need this stuff, and WorkOS helps you do it fast.

Cross-sell 92

Cross-sell Growth Up-sell Launch 92