Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 110

B2B Cross-sell Hospitality GTM 110

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 117

Pipeline Go To Market Cross-sell Sales 117

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. And rightfully so – the days of growth at all costs have sunsetted, giving rise to efficient growth. The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. I had the future in my hand.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

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.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

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

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

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

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. Learnings from the growth stage Measure what you can. And on to almost $300m ARR today! Trust the process.

Cross-sell 90

Cross-sell Account management Clients Growth 90

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. Come up with a list of standard inputs (i.e.,

GTM 76

GTM Cross-sell Finance Growth 76

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 111

B2B GTM Cross-sell High impact 111

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

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention. Staying in their lane.

B2C 95

B2C Pipeline SQL Strategize 95

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

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. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process. SKOs are all about: Camaraderie. Collaboration. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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

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. But maybe let’s just start back up a minute and just sort of maybe just introduce yourself.

Pipeline 85

Pipeline Start-ups Go To Market Education 85

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

Sales Hacker

MARCH 11, 2020

It’s common that 80% – 95% of these leads never convert to meetings, and most leaders believe their team’s level of follow-up is too slow. Cross-Sell Targets: Most companies have $10 Million – $100 Million of cross-sell lead deficit! What is behind these two different narratives? That is the Last Mile Problem.

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

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

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” That could be a self-help tool in a product led growth format. You recommended we cover customer service, customer success today. Customer experience.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

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

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

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. How does revenue operations drive growth? And yes, it’s been helpful.

Quota 164

Quota Sales Strategize Objection handling 164

Sales Hacker

JUNE 14, 2021

They take their eyes off the end goal, which should be revenue growth. They start worrying about how many touchpoints are sales and marketing hitting. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

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

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

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

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. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. 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

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. Growth forecasts of sales territories.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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

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

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

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