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. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Talk about a relationship.

Inside sales 109

Inside sales Cold Call Contract Price 109

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

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

Martech

DECEMBER 21, 2022

Marketing management is a process that helps you plan, develop and implement promotional strategies and campaigns with the right team members and teams. With the best people executing the right marketing plans, you can promote your company’s services and products, adjust pricing, and increase your profits while reducing costs.

Objectives and Key Results 99

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

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Salesforce

SEPTEMBER 27, 2021

“Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. This could allow us to get more creative with pricing.”. Slack would pull in a larger ACV (annual contract value), and Coinbase would get better pricing per user. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

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

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. High-tech innovation and marketing expertise are two cornerstones of the U.S. What is the "Chasm"? Technology Adoption Lifecycle. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Legal 86

Legal Cross-sell Contract Price 86

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. Proximity to customers helps too.

GTM 85

GTM Cross-sell Niche Strategize 85

Sales Hacker

JUNE 14, 2021

That means you will get smaller deal sizes as you will face pre-defined buying needs and price pressures. You can get larger sizes with the 60% of the market that is stuck in the status quo if only sales and marketing would create the buying vision the “stuck” accounts need.

GTM 81

GTM E-commerce B2B Profit margin 81

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.

Sell 78

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

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding.

Closing 52

Closing Product Objectives and Key Results Quota 52

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

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. Empowering, Cross-Functional Content.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Get Aligned Before Moving Upmarket. Integrations.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

NOVEMBER 16, 2020

How did he come to be CEO at the market leader, UserTesting? * Why does Andy think the seat-based pricing model in SaaS will die? Why is volume-based pricing optimal? How does one instil volume based pricing without disincentivizing usage? How does Andy structure the pipeline meetings? What are the downsides of it?

Pipeline 78

Pipeline Territory Price Product 78

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. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. You haven’t checked the boxes.

Growth 84

Growth Cross-sell Contract X-functional 84

Pointclear

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. You have to bear hug sales.

Lead generation 95

Lead generation Cross-sell B2B Technique 95

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? What are the challenges with this?

Customers 42

Customers Price Cross-sell Start-ups 42

Lead Fuze

DECEMBER 2, 2021

One of the biggest changes in sales is its shift to B2B markets. There is a new way of selling and marketing that we call Account-Based Everything (ABE). ABE is more than just a marketing ploy or sales technique — it’s an attitude. The low price per lead is tempting, but there are other costs.

Technique 52

Technique Technology Technology Cross-sell 52

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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. What can founders do to their pricing model to extract as much value from each customer? Common go-to-market myths and lessons.

Price 45

Price Cross-sell Up-sell Start-ups 45

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 55

B2B Cross-sell Negotiate Pitch 55

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 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. Jason Lemkin: Well, look.

Price 86

Price Product Start-ups Niche 86

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 78

Cross-sell Up-sell Start-ups Sell 78

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. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it.

E-commerce 100

E-commerce Price Start-ups Growth 100

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and If you know your goals upfront, that knowledge will help you structure the research to meet those goals. Most likely, they’ll only remember one—your main selling point. Experiment with the funnel structure?

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 58

Technology Technology Cross-sell Referrals 58

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 76

Sales Price Quota Start-ups 76

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. This is going to happen for many assets that are over produced now in markets where demand isn’t as strong. Let’s wait 30 days.

Finance 76

Finance Government Price Contract 76

Hubspot

NOVEMBER 21, 2018

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. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96