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.

Objectives and Key Results 97

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 97

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

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

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Technology Adoption Lifecycle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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

Gong.io

JULY 21, 2021

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. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

SalesLoft

JUNE 26, 2020

An account-based strategy is only a strategy until marketing and sales come together to hyper-focus on their top-tier accounts. Not technology. Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers. Not strategy. Lindsay Gates, Sr.

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Larger Deal Sizes – 4x increase in large deals due to new playbooks on changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

SalesLoft

JUNE 3, 2019

This week we are very excited to announce the launch of Hey Sale speople , a podcast hosted by the one-and-only Jeremy Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd. And for those aspirin people he articulated a way to go to market, that was very simplistic. I can sell to anyone.’. And they did.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

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

Hubspot

JUNE 8, 2021

Similar to SDRs, inside sales reps roles are a great launch point for a sales career. For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. Image Source. using Zoom, Skype, email, and CRM).

Commission 77

Commission Territory Finance Inside sales 77

SBI

FEBRUARY 25, 2020

The advocate program is about collecting marquee logos to prove the viability of an emerging technology. Your company: is launching a new product/service offering. Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned.

Customers 49

Customers Strategize Cross-sell B2B 49

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 115

Pipeline Sales Up-sell Cross-sell 115

SBI

APRIL 29, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. And they crop up a lot down the line during ownership – so they impact cross-sell/up-sell a lot as well. Likewise, if a large initiative was launched before the current issues broke, its priority level may now have changed.

Cross-sell 48

Cross-sell Teamwork Clients Up-sell 48

SaaStr

MAY 8, 2020

That’s the key part is that they really love learning about new tech, about what’s out there, about how these technologies will transform what they’re doing in their business. What is the technology, what is a unique opportunity, and what is the ROI that I can bring to my customer? And a lot of them really love tech.

Cross-sell 73

Cross-sell Contract Start-ups Up-sell 73

SaaStr

JULY 8, 2020

And we started to represent major consumer technology brands and then software brands. I built a parking app, Curb Karma, which we launched at TechCrunch Disrupt back in 2012. We were not spending a ton of money on marketing. That sort of product market fit being in your face was probably the biggest thing.

Non-Profits 87

Non-Profits Teamwork Start-ups Engineering 87

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. It’s not going to stop, right?

Growth 53

Growth Engineering Launch Commission 53

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. We had interest in technology, a lot of background that of research, like what problem did we really want to solve?

Growth 73

Growth Territory Government Engineering 73

Sales Hacker

APRIL 21, 2021

Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

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 96

Cross-sell Growth Up-sell Launch 96

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

SaaStr

JULY 11, 2019

Then we’re going to talk a lot about the market in this conversation, because it’s relevant, because there’s a lot of players, right? This is a 20-year-old market, and then how did you really get traction? But how could you penetrate this old, dated market with this brand new company? Tiago Paiva: Yeah.

Launch 106

Launch Technology Technology Up-sell 106

SaaStr

OCTOBER 22, 2020

* What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * How does Ryan think about measuring success when it comes to product marketing? I’m interested.

Pipeline 69

Pipeline Cross-sell Launch Start-ups 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. The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. That kind of contract size almost always requires an in-person meeting! Low-Touch Sales.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 102

Growth Cross-sell Start-ups X-functional 102

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. 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

Sales Hacker

DECEMBER 8, 2017

In fact, in 2017 alone, we reported that a whopping 700 new SaaS sales technologies have been released. Top Sales Trends & Predictions of 2018: Buyer Side Technology Continues to Disrupt Sales Development & Demand Generation. Growth of Omni-Channel Sales Strategies & Social Selling. The atmosphere is relaxed.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

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? It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 81

Finance Government Price Contract 81

SaaStr

JUNE 28, 2019

Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. 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. Missed the session?

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

FEBRUARY 7, 2020

And it requires an immediate shift in approach from testing and iterating and learning how to sell and build out processes and teams, to suddenly being expected to scale very rapidly and with a faster cadence, navigating pricing models, entering new markets. That might be a good time to continue to AB test your go to market approaches.

Strategize 72

Strategize Pitch Growth Networking 72

SaaStr

JUNE 12, 2020

Wade Foster: We’re going through all of our segmentation. But I think you hit it on the head where web savvy, tech forward, technology oriented companies love Zapier today. Even though you’re both dev tools in a sense, are you aligned from a go to market perspective? ” The Cloud is everywhere.

Start-ups 72

Start-ups Engineering Product Follow-up 72

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 55

Cross-sell Up-sell Start-ups Engineering 55