Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle. Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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. It’s a close-knit buyer/seller group.

GTM 87

GTM Cross-sell Niche Strategize 87

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

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

Highspot

SEPTEMBER 28, 2021

Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Nimbly adapts to shifts in market.

Sales 52

Sales Cross-sell Growth Technique 52

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Factors Affect Sales Performance. Refresh your sales strategy.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Sales Engineer. using Zoom, Skype, email, and CRM). Regional Sales Manager. Image Source.

Commission 74

Commission Territory Finance Inside sales 74

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Through these actions, marketing supports sales by ensuring that buyers are educated, interested, and engaged — and more likely to start, or continue, doing business with you. Strategize together.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . Great sales people care deeply about driving to cross their own personal quotas, but they care about the company too.

Product 82

Product Negotiate Quota Cross-sell 82

SaaStr

MAY 27, 2023

Next up was Jason Cohen, founder of $100m+ WP Engine. So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. Several, we closed while I was on a cross-country flight.

Gaming 73

Gaming Trust Cross-sell Closing 73

Heinz Marketing

MAY 16, 2022

If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” And you want the CFO to understand what modern marketing can do, not only to demand function, but again, customer experience, the impact on retention, lifetime value, valuation multiples over time.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 85

Growth Cross-sell Contract X-functional 85

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. Your ICP could include 20 or more criteria.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 115

Pipeline Sales Up-sell Cross-sell 115

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 54

Territory Cross-sell Sales Cold Call 54

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader. He went to Holy Cross.

Product 52

Product Pipeline Engineering Cross-sell 52

Salesforce

AUGUST 24, 2021

Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. CRM isn’t just for sales and service teams.

CRM 98

CRM Finance Customer Relationship Management Technology 98

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 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

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 95

Go To Market Process GTM Education 95

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So nowadays I’m all go to market all the time. That sounds good.

Cross-sell 80

Cross-sell Up-sell Start-ups Sell 80

SaaStr

FEBRUARY 1, 2019

How does Amanda think the go-to-market has to change with every stage of development? What can be done to ensure seamless cross-functional communication across the org? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. So it was very cross-functional.

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. We have a big engineering team in Poland. Financial services.

Growth 70

Growth Territory Government Engineering 70

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Most likely, they’ll only remember one—your main selling point. Competitive analysis is a broad term for the practice of researching, analyzing, and comparing competitors in relation to yourself. What is it on your website?

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

SEPTEMBER 13, 2019

264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. Ep: 265: Matt Schatz is SVP of Sales at WP Engine, responsible for defining and executing the global sales strategy. How can one approach setting up a services team for scale?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. Jason Lemkin: Well, let’s break it up.

Growth 97

Growth Cross-sell Start-ups X-functional 97

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. We look at things like do we, the net new logos versus upsells or cross-sells coming from channel versus direct.

Engineering 48

Engineering Launch Contract Start-ups 48

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. But also what is my go to market motion?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica Lin: Then, serendipitously again, took on a role at Cisco Systems, working with really great internal engineering teams.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. It’s not going to stop, right?

Growth 53

Growth Engineering Launch Commission 53

SaaStr

JUNE 27, 2019

As we talk about that journey, the enterprise has been the growth engine for the last several years. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 70

Cross-sell Technology Technology Retail 70

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52