PandaDoc

JULY 22, 2021

As you might guess, there are so many benefits to prioritizing cross-team alignment. And we’re not just talking about Sales + Marketing. You can even take this a step further by creating a no-go list for your internal teams to use for future go-to-market strategies. Implement a note taking system.

Cross-sell 52

Cross-sell Sales Pitch Education 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. Let’s get started. What Factors Affect Sales Performance.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SaaStr

MAY 27, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. We did some serious product building. We’d demo for customers, take their feedback (often, not quite) and go off and build some more. We’d build. We’d build some more.

Gaming 78

Gaming Trust Cross-sell Closing 78

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 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 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Gong.io

SEPTEMBER 14, 2022

Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . With over 700 companies competing in this highly saturated market, getting lost is easy. A go-to-market strategy framework is a blueprint for growth.

Go To Market 62

Go To Market GTM Launch Promote 62

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. That can be true.

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

AUGUST 23, 2018

Overselling your product. More often than not, businesses struggle to make their profits soar because they waste time going after the wrong product/market. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. About their expectations out of the product.

B2B 55

B2B Cross-sell Negotiate Pitch 55

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. A sales operations team also streamlines processes in order to improve sales productivity and give reps more time to engage with customers. Sales Operations Roles.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

DECEMBER 3, 2020

Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? How do I understand the product itself?”

Sales 68

Sales Cross-sell Start-ups Growth 68

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.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 71

Cross-sell Technology Technology Pitch 71

SalesLoft

JUNE 25, 2019

Don’t miss the (very entertaining) part of the conversation where they determine the right pitch for having milk delivered… in the early 2000s. In general, how does social selling work in the UK? In general, how does social selling work in the UK? Was that the pitch? Or were you pitching convenience?

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

SaaStr

NOVEMBER 16, 2020

As for Andy, prior to UserTesting, he was the Chairman and CEO @ Act On Software and before that held several positions at Salesforce, including COO – Products Group. Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. How did he come to be CEO at the market leader, UserTesting?

Pipeline 82

Pipeline Territory Price Product 82

Heinz Marketing

SEPTEMBER 26, 2022

So that you can go and close more deals. It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets. Matt: No, go for it. Keep going. Whereas, other organizations are very product-led, right?

Pipeline 52

Pipeline Sales Niche Start-ups 52

SaaStr

MAY 8, 2020

He’ll cover remote work, team management, sales, marketing, product development, and more. How do you deepen that relationship and look to build those maybe more product champions when your key primary contact is in the higher echelons? So, how do you get people using and loving your product asap?

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. About Mary Rogul and Crayon.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 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

Gong.io

JULY 21, 2021

They know a ton about your product before your reps even speak to them (because internet). That’s why m odern go-to-market teams started aligning those teams a while back. That’s why m odern go-to-market teams started aligning those teams a while back. Is your goal selling to more customers?

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Cross-sell Sales 52

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. The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Anita Nielsen is a best-selling author and sales performance coach.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

JULY 18, 2023

Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. What is Marketing Enablement? Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are more willing to be early adopters of a new product. Startups are less demanding than a big company both from a services and product perspective. But as SaaS startups mature, they usually start moving up-market.

Legal 85

Legal Cross-sell Contract Price 85

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. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does Ryan distinguish between the company story vs the product story?

Pipeline 65

Pipeline Cross-sell Launch Start-ups 65

Heinz Marketing

APRIL 19, 2021

Russell: You bring up a good point, because I was in product marketing before I got in sales enablement, and we were creating pitch decks, which I hate that phrase now. It was just all about: Here’s our product or offering our services. No one-size-fits-all pitch deck is going to work.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

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

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? It was really an incredible experience.

Contract 71

Contract Sports Cross-sell Start-ups 71

SaaStr

JULY 11, 2019

This is a 20-year-old market, and then how did you really get traction? What changed in technology, in the market, that a new entrant for a CEO that by the time I met you, knew the market cold? Let me tell you, the first pitch. But how could you penetrate this old, dated market with this brand new company?

Launch 105

Launch Technology Technology Up-sell 105

SaaStr

FEBRUARY 7, 2020

Which was my first exposure to pitching and seeing how the venture community took on entrepreneurs and their thinking and the questions that they asked and the way in which the opportunities were evaluated and considered. But you said, “Invest in people, not pitches.” Karen Page: Yeah, the pitch is just one of it.

Strategize 67

Strategize Pitch Growth Networking 67

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 45

Price Cross-sell Up-sell Start-ups 45

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Amazon is your new competitor – They now sell everything and dominate every product category. .

Sales 96

Sales Cross-sell Up-sell Pipeline 96

SaaStr

AUGUST 20, 2020

Where do many people go wrong here? How is the best way for sales and product to work together? What can one do to proactively make those discussions with sales and product both frequent and productive? It wasn’t just engineering, product, and design roles. Kyle Parrish: I love it. It’s crazy.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

MAY 27, 2020

The thing that is, I think, less understood by people is the extent to which demand has completely evaporated and supply, global supply of products that are being produced now greatly exceeds demand. This is an example just of the oil market compared just from April 2019 to April 2020. One example is food production and distribution.

Finance 77

Finance Government Price Contract 77

SaaStr

AUGUST 13, 2019

You have actually found great product market fit and you are looking to go upstream. I’m going to try and make sure that this is moving. There you go. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59