Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. We actually opened up our commercial sales offices there and our BDR offices there. And we build what we call stream teams.

GTM 70

GTM Engineering Customers Cross-sell 70

Salesforce

AUGUST 9, 2024

Invented in 1995 by a 24 year-old engineer at Netscape (the first commercial web browser), the cookie was supposed to be a tool for filling online shopping carts. Apple’s Safari browser (24% share) started to phase out cookies and other forms of cross-site tracking in 2017. In other words, there is no short-cut to trust.

Trust 105

Trust Cross-sell Networking Technology 105

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

RingDNA

MARCH 31, 2025

To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment. RevOps unites sales, marketing, and customer success operations under one strategy to optimize the entire revenue engine.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

SaaStr

JUNE 22, 2025

Also, importantly, it’s not just a survey of venture-backed start-ups. They go broader, and it encompasses many slower growing start-ups. A nd it excludes many AI high-fliers. It’s a good look at all B2B start-ups, not just the higher fliers. Master it, and you’ll outperform 83% of your peers.

B2B 86

B2B Cross-sell Growth Up-sell 86

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

SaaStr

NOVEMBER 6, 2024

Revenue growth is up 21% overall, and subscription growth is up 33% — at almost $5 Billion in ARR. It’s driven Atlassian stock up +28% after the results: Is SaaS back? Yes, Atlassian’s roots are selling to developers. By customer count, the smallest ones still make up 85% of all Atlassian customers. #9.

Cross-sell 116

Cross-sell Price Growth Up-sell 116

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. The Lesson : Revenue Operations isn’t overhead—it’s the engine that makes sales scale possible.

Cross-sell 74

Cross-sell Commission Account management Strategize 74

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. For context,Ron has an MBA and a master’s in engineering from Stanford. You gotta know the product cold.)

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Martech

APRIL 29, 2025

Email: Business email address Sign me up! Why it’s useful: Cross-sell and upsell email performance hinges on relevance. This native integration removes the need for separate recommendation engines or custom development your emails can serve dynamic, data-driven suggestions in one drag-and-drop block. Processing.

Cross-sell 75

Cross-sell Campaign Appointment Prospecting 75

Salesforce

APRIL 2, 2025

Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. It’s easy enough for the engineer to use on their own, and they find value in it. Sign up now Thanks, you’re subscribed!

Product 86

Product Territory Sales Price 86

Salesforce

JULY 24, 2025

Apply now Five years ago, if you’d told me I’d leave engineering, move from sunny Lisbon to rainy Dublin, and fall in love with tech sales …I would’ve laughed. By sharing how I ended up as an Account Executive at Salesforce in Dublin, a city I now call home, I hope to show you what’s possible for your own journey. How did I do it?

Cold Call 52

Cold Call Strategize Pipeline Represent 52

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. Would you show up to an important meeting wearing shorts and a Panama hat? Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Salesforce

NOVEMBER 18, 2024

These agents are configured with Salesforce data, its Atlas Reasoning Engine that plans, evaluates, and refines actions, and industry-specific data models for banks, lenders, insurers, and wealth and asset managers using the trusted AI Einstein platform. Agentforce is now generally available.

Service 52

Service Non-Profits Territory Trust 52

Salesforce

MAY 15, 2025

This enables seamless cross-platform automation for tasks like data synchronization and notifications. This new payment option gives customers more wiggle room and it’s a major talking point for our sales teams because it’s a core part of how they’re selling. That directly fuels our sales engine.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

Martech

FEBRUARY 24, 2025

Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures.

Objectives and Key Results 101

Objectives and Key Results Government Technology Technology 101

Sales Hacker

JANUARY 13, 2025

Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. In those scrappy early days, the first sales hire sets the tone for your entire go-to-market engine. Culture becomes the engine. seller, head of sales, or commercial cofounder).

GTM 106

GTM Cross-sell Pipeline Strategize 106

Martech

JANUARY 14, 2025

Once marketers hit the limit of return on ad spend in these channels, though, leveraging cookies (or even other identifiers) to measure their programmatic, cross-site advertising will be a challenge. Dig deeper: 5 essential priorities for marketers in 2025 Email: Business email address Sign me up! Processing.

Negotiate 129

Negotiate Advertising/ Marketing Cross-sell Technology 129

Sales Hacker

APRIL 25, 2025

They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Relationships > Automation (now more than ever) Pick up the phone. Invest in technical excellence early Solutions engineers are your secret weapon as complexity grows. Be the quarterback of the deal.

Growth 72

Growth GTM Cross-sell Negotiate 72

PandaDoc

MAY 22, 2025

Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. Marketing alignment: A solid sales enablement strategy means keeping up to date with relevant content and messaging, which means connecting with the marketing team for the appropriate materials.

Sales 52

Sales Cross-sell Finance CRM 52

Sales Hacker

JULY 1, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. And I think [00:05:00] when we thought about building up the program over time, we saw everything we were doing as taking bets, right?

GTM 78

GTM Growth Sell X-functional 78

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. Fred Viet: It’s a big difference.

GTM 115

GTM Sell Customers Cold Call 115

Sales Hacker

JUNE 17, 2025

Dennis Lyandres: Okay, so Sophie Buonassisi: when it comes to cross vertical software and ai, [00:04:00] what are you really advising founders on today? And the we’re going all in is I’m just only gonna hire AI marketers, prompt engineers, and Go-To-Market engineers. So Sophie Buonassisi: I love it.

GTM 84

GTM Customers Construction X-functional 84

Salesforce

JUNE 30, 2025

Whether you’re selling products or services, online stores give you reach. With technology leveling up every day, you don’t need to waste your time and money on everything. The templates are search engine optimization (SEO) friendly due to their responsive design, which improves page load speed and mobile-friendliness.

Cross-sell 52

Cross-sell CRM B2C Up-sell 52

SaaStr

OCTOBER 16, 2024

The bar has gone up, and it’s not just in AI. So yes, while it’s true that challenges are real for those in the right-hand column above – overall cloud spend is still up 20%. Crowdstrike is up and still grew 35%. You have to maybe either sell to different customers, or have to build more software or be more AI.

B2B 127

B2B Legal Cross-sell Growth 127

Sales Hacker

MARCH 25, 2025

Getting entire work done or processes done in the background and only bubbling up to a human when it has an exception. So it’s kind of like coming up with something based on giving it a task or a goal, it’s going to reason on a plan on how to accomplish that. tool selection. And that’s going to be dynamic.

GTM 67

GTM X-functional Start-ups Relationship building 67

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. Irrelevant automated emails and generic follow-ups can destroy deals faster than no automation at all. Digital Sales Engineers (SEs) that join every customer call.

GTM 95

GTM Negotiate Cross-sell CRM 95

Salesforce

JULY 17, 2025

The B2B buying experience is no longer about email blasts, PDF pitch decks, and a one-size-fits-all follow-up from sales. It must account for buying groups, cross-functional decisions, longer sales cycles, and the rise of AI agents brokering information on your buyer’s behalf. The four (fixable) problems with B2B personalization 1.

B2B 52

B2B Manufacturing Cross-sell Finance 52

Heinz Marketing

JUNE 19, 2025

The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. If you are a 25+ person team with multiple cross-functional groups, for example. If they don’t, then PMs won’t have the sway to be effective, and you will wind up with a workflow plagued by work-arounds and process breaches.

Objectives and Key Results 78

Objectives and Key Results GTM Cross-sell Clients 78

Sales Hacker

FEBRUARY 24, 2025

YouTube is more than just another social channel YouTube is both a media channel AND a search engine that presents both organic AND paid marketing opportunities. As a search engine YouTube is the second-largest search engine in the world, with people actively searching for solutions, tutorials, and insights.

B2B 79

B2B GTM Cross-sell Education 79

SaaStr

JUNE 25, 2025

The Multi-Product Growth Engine: Why “Say No to 95%” Doesn’t Work at Enterprise Scale Most SaaS advice tells founders to focus ruthlessly and say no to 95% of requests. This bottom-up innovation model ensures product ideas come from technical feasibility rather than market research alone.

Legal 102

Legal Cross-sell Government Engineering 102

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. So you guys are open up a new chapter down there. Scott Barker: Hell Casey Woo: it’s, it’s a, definitely a very up and coming tech ecosystem out there that I’m excited to help invest in. Cause you’re not setting up [00:09:00] trust. I love that.

GTM 84

GTM Finance Cross-sell X-functional 84

SaaStr

JUNE 8, 2025

One game is actually making people money—finding companies early, making the right bets, paying the right prices, and selling. The disconnect is real : While infrastructure spending has exploded, application-level revenue is still catching up. The reality check : “There’s two very different games called venture capital.

B2B 99

B2B Strategize Cross-sell Gaming 99

Sales Hacker

JUNE 3, 2025

You know, it was probably around 2000 when I saw the internet just absolutely blowing up. And Lycos, which was one of the first search engines had, was located outside the Boston area. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. So you ask, how does a guy from Boston get to.

GTM 89

GTM Territory Gaming Sales 89

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Why and when to build a solutions engineering team. 46:43 Pick up the phone: Human connection wins in an era of AI and automation.

GTM 66

GTM Growth Cross-sell Account management 66