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. And you should.

Cross-sell 89

Cross-sell Growth Up-sell Launch 89

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. 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. They both support revenue growth BUT their focus is different.

Growth 62

Growth GTM Cross-sell Pipeline 62

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 111

Pipeline Go To Market Cross-sell Sales 111

SaaStr

FEBRUARY 14, 2023

The current public market environment might look like a great SaaS crash for many people. It’s a leveling out from a period of explosive growth. While this fights inflation, it also means that high-growth companies have prospects who see cash flow very far in the future and buy into the company’s future growth.

Profit margin 82

Profit margin Drivers/motivators Cross-sell Growth 82

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. It plays a pivotal role in nurturing top selling talent who contribute to company growth. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Martech

DECEMBER 21, 2022

Product management : This aims to develop or bring a new product to the market. This is closely related to “go-to-market” strategies. Sales : Your sales team’s job is to sell your products or services to customers, converting qualified leads into buyers. Instead, it should be part of your marketing plan.

Objectives and Key Results 99

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 99

Highspot

JULY 18, 2023

It’s not just a trend, but a catalyst for business growth through tough times and beyond. But what is familiar to some may be a mystery to others – what exactly is marketing enablement, and how do you do it well? What is Marketing Enablement? This operational rigor is what good marketing enablement looks like.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

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. Presentations At sales kickoffs, you’re usually launching something new. Use the sales kickoff to discuss product announcements that will help your sellers go to market.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth.

GTM 86

GTM Cross-sell Niche Strategize 86

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. Stagnant growth.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Want to see more content like this? Join us at SaaStr Annual 2020. It can order subscription. Financial services.

Growth 73

Growth Territory Government Engineering 73

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

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

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. Take Jeff Ignacio , for example. We told you.).

Finance 100

Finance GTM Cross-sell SQL 100

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

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. Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. Inside sales. Low-touch sales. No-touch sales. GatherUp: $2k ACV and $2.7M

Inside sales 108

Inside sales Cold Call Contract Price 108

SBI

FEBRUARY 25, 2020

My theory is that few CMOs have been enlightened to the connection between their own growth goals (and, therefore those of the CEO) and those of the customer advocate program. Advocates are an essential component of sales, marketing, social media, events, demand generation, analyst relations, investor relations, PR, and more.

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Launching the invasion. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

JUNE 8, 2021

Similar to SDRs, inside sales reps roles are a great launch point for a sales career. 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. Image Source.

Commission 77

Commission Territory Finance Inside sales 77

SaaStr

JULY 11, 2019

You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? When you go with such a strong message, that’s what got us in the first couple of years after ’14, that got Talkdesk to grow as much as it did. So we are, we take advantage of that growth.

Launch 103

Launch Technology Technology Up-sell 103

Sales Hacker

SEPTEMBER 21, 2020

In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal. It’s basically some defined section of your Go-to-Market — it could be owning a specific geography, a market segment (e.g.,

Growth 72

Growth Start-ups Drivers/motivators Promote 72

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. Jason Lemkin: Well, let’s break it up.

Growth 96

Growth Cross-sell Start-ups X-functional 96

Sales Hacker

MARCH 10, 2020

Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. This is our go-to-market strategy and about 99% of our deals are close to the marketplace.

Cross-sell 73

Cross-sell Objectives and Key Results Pitch Start-ups 73

ConversionXL

JUNE 19, 2019

Use product lifecycle marketing to map campaigns to the stage of your product. The various stages are defined below: Introduction stage: when the product first comes to market. Growth stage: when it grabs market share (getting the consumers to prefer the brand). Maturity stage: hold your dominant place in the market.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

SaaStr

DECEMBER 3, 2020

Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel?

Sales 71

Sales Cross-sell Start-ups Growth 71

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. In 2018 we will experience that modern sales leaders who embrace a systematic approach will pull ahead in a highly competitive market! The Continued Rise and Impact of the Millennial Workforce.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

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. I run platform marketing at Slack. We’ve just seen a lot of growth and success of the platform since then.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

FEBRUARY 7, 2020

Karen Page: And we’re so lucky to be able to work with someone who was young in their career, but very committed to our growth. Karen Page: But I think no matter the stage there’s going to be risks and the nature of the beast when it comes to investing is that your risk is going to evolve with the growth of the company.

Strategize 71

Strategize Pitch Growth Networking 71

SaaStr

AUGUST 12, 2020

How does Lara see the 4 phases of startup growth? He’s a real student of leadership and understands how companies need to scale and evolve as they reach the next level of their growth. Harry Stebbings: Totally with you in searching for those opportunities for growth within roles. I mean, he understands business.

Customers 71

Customers Strategize Start-ups Growth 71

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. Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. So sell your product. It could come back.

Quota 79

Quota Growth Product Closing 79

SaaStr

MAY 27, 2020

Maybe you want to launch a business. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? And growth matters. It all begins with an idea.

Finance 79

Finance Government Price Contract 79

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 47

Price Cross-sell Up-sell Start-ups 47