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. Foundations for moving up-market.

Legal 85

Legal Cross-sell Contract Price 85

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

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

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

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

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. Nicole’s the VP of marketing. I was the first marketer that joined the team.

Cross-sell 73

Cross-sell Objectives and Key Results Pitch Start-ups 73

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. 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.

Commission 77

Commission Territory Finance Inside sales 77

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. And so on.”.

Sell 78

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

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Starting off with SMB sales can be an advantage. Be hyper-focused in your sales approach.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Sales Hacker

DECEMBER 17, 2019

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada. How selling as a founder will help you understand your sales motions.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

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

DECEMBER 3, 2020

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? We were hired into the same role, same start date, competed head to head.

Sales 71

Sales Cross-sell Start-ups Growth 71

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. In order for them to keep up with trends, they need more people who can go into C-suite positions.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. Fast forward to today, we’ve crossed the $400 million revenue mark. And 15,000 disruptors.

Cross-sell 70

Cross-sell Technology Technology Retail 70

SaaStr

FEBRUARY 7, 2020

Listen to the start of the episode for a promo code to our upcoming events! Karen Page: I started my career in sales and marketing. But you know, I really feel like my journey started at Box. But you said, “Invest in people, not pitches.” What did you mean by the, “Invest in people, not pitches?”

Strategize 71

Strategize Pitch Growth Networking 71

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 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. Why is that the case?

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

MAY 8, 2020

Listen to the start of the episode for a promo code to our upcoming events! But I do want to start today with a bit about you. Harry Stebbings: I do want to dive in straight though because it’s such a pressing and interesting environment right now, and I want to start on the lifeblood of any business, which is the sales.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. I start everything with learning.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Heinz Marketing

SEPTEMBER 26, 2022

So, I started in this field but back when sales enablement was called apps, which was like everybody found this thing called an iPhone or an iPad and decided that they were going to create an app for it. So that you can go and close more deals. It’s been happening since the dawn of someone selling something.

Pipeline 52

Pipeline Sales Niche Start-ups 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. Why does Ryan believe you should hire two in marketing to start?

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SaaStr

JULY 11, 2019

And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices. The vision, even though when I started Talkdesk I was right out of college.

Launch 103

Launch Technology Technology Up-sell 103

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look on the left hand side of the slide, by December 12th, we started to seek cases in Wuhan China. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up.

Finance 79

Finance Government Price Contract 79

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. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Jason Lemkin.

Price 47

Price Cross-sell Up-sell Start-ups 47

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? Why is market risk no longer a risk he is willing to take? Where do many entrepreneurs make mistakes when it comes to market timing? and Socialcam.

Cross-sell 54

Cross-sell Up-sell Start-ups Engineering 54

SaaStr

NOVEMBER 16, 2020

Harry Stebbings: But I do want to start today with a little bit of context. Andy MacMillan: I started my career in tech actually as a developer. So in some ways, things that are important, people will naturally bubble up to you if they know that there’s access. Andy MacMillan: Excellent. Thanks for having me.

Pipeline 78

Pipeline Territory Price Product 78

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. At what stage does culture and process really start to break? * For those that do not know, Figma helps teams create, test, and ship better designs from start to finish. What worked?

Sales 79

Sales Price Quota Start-ups 79

SaaStr

JULY 15, 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 any way, 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 a ball is up to.

X-functional 62

X-functional E-commerce Growth Retail 62

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 66

Contract Sports Cross-sell Start-ups 66

Heinz Marketing

APRIL 19, 2021

Maybe they could start doing two masters a year as well. 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. You’re an hour and a half from Estes park and the Rocky mountains from Denver.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71