SaaStr

MARCH 31, 2022

If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. 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. Colleen Kapase.

Cross-sell 82

Cross-sell Finance Strategize Technology 82

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? How can we invest strategically? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target those who are in-market, consuming content from them. Many companies are committed to diversity, but need better sales and marketing strategies when they see that 60% of accounts don’t want to change. But then things change.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

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

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. A number of factors can affect whether or not your sales team can close deals.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. 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. What makes a successful sales team.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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 74

Gaming Trust Cross-sell Closing 74

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Growth Technique 52

Hubspot

JUNE 8, 2021

But it's also about relationships, follow-through, communication, analytics, and patience. Is the sales job market strong enough to support a career? It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. That can be true.

Commission 74

Commission Territory Finance Inside sales 74

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. A sales manager following this philosophy would ask his rep to connect with 300 buyers to close 100 deals. Sales Pipeline Stages.

Pipeline 100

Pipeline Negotiate Objectives and Key Results Sales 100

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.

Sell 77

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

SaaStr

DECEMBER 3, 2020

As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Harry Stebbings.

Sales 72

Sales Cross-sell Start-ups Growth 72

ConversionXL

OCTOBER 7, 2022

It’s up to every ecommerce business to find the middle ground between investing too little in customer acquisition and spending beyond your means. However, once you have historical data to work with, don’t get hung up on what others are doing. To fully optimize CAC, look closely at your sales and marketing costs.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

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

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose.

Pipeline 60

Pipeline Sales Up-sell Cross-sell 60

Heinz Marketing

DECEMBER 11, 2017

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. Data-driven Marketing Executive. What’s better than one team winning … three!

Pipeline 43

Pipeline Sales Cross-sell B2B 43

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

SaaStr

JULY 8, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I was always up to something. And so I moved and within a year of being in Silicon Valley, the entrepreneurial itch kicked back in and I ended up leaving the job I was in. Harry Stebbings. Neha Sampat.

Non-Profits 85

Non-Profits Teamwork Start-ups Engineering 85

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

Highspot

JULY 18, 2023

What if we could equip marketing teams with the resources, tools, knowledge, and skills to do their unique jobs, as well as better support with the sales organization? Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 100

Finance GTM Cross-sell SQL 100

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. Foundations for moving up-market.

Legal 85

Legal Cross-sell Contract Price 85

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. In this new digital-everything world — especially following the pandemic — you need to hold on to good people. Learn more: “Diversity Sells”. Sign up now.

Growth 98

Growth Quota Intrinsic Cross-sell 98

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

AUGUST 12, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. ” And at the other end, it’s a true partner in the C suite that’s partnering and guiding the strategic agenda for the company. Why has that been made easier in COVID times? Harry Stebbings.

Customers 73

Customers Strategize Start-ups Growth 73

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? ou can also take your SaaStr to go: Listen on iTunes. Listen on Google Play Music.

Contract 70

Contract Sports Cross-sell Start-ups 70

ConversionXL

APRIL 7, 2021

Account-Based Marketing has in fact been around since the 1940s. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts.

GTM 98

GTM CRM Cross-sell Cold Call 98

SaaStr

JUNE 24, 2020

Where does Julie see many going wrong when investing heavily into thought leadership and content marketing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. How do you think about content marketing today and creating that thought leadership?

Pipeline 118

Pipeline B2C Campaign Start-ups 118

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? 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? Transcript.

Customers 43

Customers Price Cross-sell Start-ups 43

Heinz Marketing

MARCH 25, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. The following blog post was written based on new research from Heinz Marketing and 6Sense. Specifically, organizations must work to address: Misaligned metrics of success between sales and marketing. A severe lack of cross-functional coordination.

Growth 61

Growth Cross-sell Territory Engineering 61

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. To achieve growth, you have to identify the following during Product/Market Fit: WHAT is the value proposition that prioritizes the solution offered. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 86

Growth GTM SQL Strategic partnership 86