Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

MAY 27, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. We did some serious product building. We’d demo for customers, take their feedback (often, not quite) and go off and build some more. Mistake #7: Not recognizing it’s always game-time.

Gaming 70

Gaming Trust Cross-sell Closing 70

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Org Building Ideas for Cross-Border Companies.

GTM 86

GTM Cross-sell Niche Strategize 86

Gong.io

OCTOBER 19, 2021

It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . If so, do your reps know them?

Quota 164

Quota Sales Strategize Objection handling 164

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 95

B2C Pipeline SQL Strategize 95

ConversionXL

NOVEMBER 29, 2018

This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option. If your onboarding experience is terrible or your product uninspiring, you’re wasting time with the “freemium vs. free trial” debate. Loss aversion.

Customers 119

Customers Cross-sell Referrals Networking 119

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

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. This ensures a quicker, more consistent ramp-up to full productivity, benefiting new salespeople and the business. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Heinz Marketing

MAY 16, 2022

I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. That could be a self-help tool in a product led growth format.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

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. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Highspot

SEPTEMBER 28, 2021

Product-based sales techniques. 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. Simply put, the only way you can increase revenue is to sell more.

Sales 52

Sales Cross-sell Growth Technique 52

Sales Hacker

SEPTEMBER 10, 2018

As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. For an early-stage company, in particular, it’s important for the executive team to have demonstrated some semblance of product-market fit and sales success before bringing in outside help.

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Or, your supply chain is drying up and you are facing production or delivery delays. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SaaStr

JULY 15, 2022

As a tiny startup who might be commercializing its first product, are there any general guidelines that you can stick to that would prevent the massive companies out there from crushing the baby? How, if no one’s heard of you, do you sell to big companies? Jason Lemkin: Well, let’s break it up. It never works.

Growth 95

Growth Cross-sell Start-ups X-functional 95

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. Totally changes the game.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Ask them to use the words they would naturally use when looking for a product or service you offer. What products or services are offered and for whom? Most likely, they’ll only remember one—your main selling point.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

DECEMBER 3, 2020

Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? How do I understand the product itself?”

Sales 71

Sales Cross-sell Start-ups Growth 71

SaaStr

NOVEMBER 16, 2020

As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO – Products Group. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. How did he come to be CEO at the market leader, UserTesting?

Pipeline 79

Pipeline Territory Price Product 79

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 101

E-commerce Price Start-ups Growth 101

SaaStr

AUGUST 13, 2019

You have actually found great product market fit and you are looking to go upstream. I’m going to try and make sure that this is moving. There you go. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

Hubspot

NOVEMBER 21, 2018

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. 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.

Go To Market 97

Go To Market Process GTM Education 97

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.

Cross-sell 80

Cross-sell Up-sell Start-ups Sell 80

SaaStr

JULY 10, 2020

We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 75

E-commerce Price Start-ups Growth 75

SaaStr

MAY 8, 2020

He’ll cover remote work, team management, sales, marketing, product development, and more. How do you deepen that relationship and look to build those maybe more product champions when your key primary contact is in the higher echelons? So, how do you get people using and loving your product asap?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. The product’s $20 to $30 a month. Jason Lemkin: Well, look.

Price 85

Price Product Start-ups Niche 85

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. 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

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. Don’t go from a $10 a month product to 1 million dollars a year. These guys, and probably others, are 70%.

Quota 79

Quota Growth Product Closing 79

SaaStr

JULY 11, 2019

Jason Lemkin: There’s by real competitors in market. What we’ve realized is, doing a product for SMB is fairly simple, and you’ll see in the graph, that’s why we grew so much in the beginning. Doing a product for SMB is fairly simple. Jason Lemkin: But let’s go back in time a second.

Launch 103

Launch Technology Technology Up-sell 103

Heinz Marketing

DECEMBER 11, 2017

That means driving pipeline, owning successes and misses, and continuing to up the game to beat competitors in this noisy world we now operate in. Join Matt and Dan as they discuss steps you can take to up your pipeline game and build the ultimate trifecta. Data-driven Marketing Executive. More about Dan : .

Pipeline 44

Pipeline Sales Cross-sell B2B 44

Martech

MAY 5, 2022

Here are some actionable steps Naves recommends marketers take to enhance their personalization by connecting customer data. “Some people say, ‘I’ve got my [buyer] persona, I’m ready to go. We want to go to market,'” said Naves. Implement personalized cross-sell campaigns.

Customers 100

Customers Cross-sell Gaming Campaign 100

SaaStr

AUGUST 12, 2020

But as I think about it, phase one for a software company is zero to 100 million dollars in revenue where you want to find that lightning in a bottle and you’re just looking for product market fit. Lara Caimi: And in that way, that’s really how that role evolved. And so that was something I was super cautious about.

Customers 71

Customers Strategize Start-ups Growth 71

SaaStr

JULY 12, 2019

248: Joe Chernov is the VP Marketing @ Pendo, the startup that understands and guides your users allowing you to create products they cannot live without. Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. God, killed it with that one, Joe.

Cross-sell 56

Cross-sell Start-ups Growth Gaming 56

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . But in simple terms, it starts with B2B marketing viewing sales as their customer.

B2B 124

B2B GTM Cross-sell Quota 124

Sales Hacker

MARCH 2, 2020

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. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141