Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? To a sales leader, growth is narrow: Hit quota. It’s 9 a.m.,

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Heinz Marketing

JUNE 21, 2021

Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. Like we talk a lot about big demand programs and sales and marketing teams working together.

Pipeline 85

Pipeline Start-ups Go To Market Education 85

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Identifying a direction is just the starting point. Learnings from the growth stage Measure what you can.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Hubspot

APRIL 1, 2024

Some companies with explosive growth over the past few years. It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) And don’t consider everyone who does sign up a hot lead!) 20 different sales orgs.

Cross-sell 61

Cross-sell CRM Referrals Up-sell 61

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. You can see Dave’s slides here.

GTM 76

GTM Cross-sell Finance Growth 76

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

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. 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. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Growth isn’t just describing the financial valuation of a business anymore. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth.

Growth 73

Growth Territory Government Engineering 73

SaaStr

MARCH 31, 2022

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. As a result of this, marketplaces have exploded in growth, and here’s some facts and figures.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Salesforce

NOVEMBER 7, 2023

It starts and ends with a simple principle: Put yourself in your audience’s shoes, and give them something good. 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. What you’ll learn: What is a sales kickoff (SKO)?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies.

GTM 86

GTM Cross-sell Niche Strategize 86

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? Alan : It starts with a prospect experience and goes into the wholesale customer experience. So that experience really starts then. But when you become customers, is when everything starts. You recommended we cover customer service, customer success today. Customer experience.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Let’s start by answering this simple question: “What is Sales Enablement?”.

Quota 164

Quota Sales Strategize Objection handling 164

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. Market dynamics.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They take their eyes off the end goal, which should be revenue growth. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

Highspot

SEPTEMBER 28, 2021

How do you accelerate growth in sales? Guess and check approach to growth. Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Go-to-market teams collaborate continuously to drive outcomes. Nimbly adapts to shifts in market.

Sales 52

Sales Cross-sell Growth Technique 52

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. Funding rounds.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

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. Let’s get started. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

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. We’re all in this situation together, and as leaders, it’s up to us to support our teams in uncertain times. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Hubspot

JUNE 8, 2021

How do you get started in sales? Is the sales job market strong enough to support a career? So let's get started! An SDR role is right for you if you're looking to start your sales career and don't have much experience. Nearly half of their time is spent selling remotely (i.e. The Sales Career Path. Image Source.

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. But that might mean overlooking a golden opportunity. COVID-19 Lessons Will Serve You Well.

E-commerce 67

E-commerce Territory Transportation B2C 67

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. Let’s get started. 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.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

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

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. Let’s explore these strategies to set your product launch up for success.

Launch 59

Launch Negotiate Product GTM 59

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. They have also seen success from increasing margin growth by creating new products. Go-live time and performance.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 72

E-commerce Retail Real Estate Growth 72

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . So, where do you start?

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Go-to-market information. Today’s buyer is educated.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

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

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. What is competitive analysis? By Karl Gilis.

UX 126

UX X-functional A/B testing User Experience 126

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. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. Stages of growth. So Algolia started out mostly as a inbound long tail company. So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K.

Territory 56

Territory Cross-sell Sales Cold Call 56

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? It was inevitable.

Growth 77

Growth Cross-sell GTM Up-sell 77