Martech

DECEMBER 21, 2022

What are the different types of marketing management? Top marketing management processes to know. Agile marketing management team development . Measuring the results from marketing management. Resources for learning more about marketing management . What is marketing management and why is it important?

Objectives and Key Results 99

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

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

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

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

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

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. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

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 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

ConversionXL

APRIL 7, 2021

Account-Based Marketing has in fact been around since the 1940s. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts.

GTM 98

GTM CRM Cross-sell Cold Call 98

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 82

GTM E-commerce B2B Profit margin 82

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

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. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today? Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

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

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

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. In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56

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 can one determine a closer in the interview process?

Pipeline 78

Pipeline Territory Price Product 78

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

ConversionXL

OCTOBER 7, 2022

Are you getting the most competitive price for resources and services (e.g., Can you lower costs by removing steps to market or sell your product (e.g., Can you automate some of the process to reduce labor costs? Once your processes are cost-effective, you can focus on improving customer experience.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

SalesLoft

JUNE 3, 2019

How does like-ability matter in the sales process? It’s so, so hard, but upon reflection, and I had been thinking about this lately, I think the sales book that had the most enduring impact would have been Geoffrey Moore’s Crossing the Chasm. Pick a niche, establish your benchmark, cross the chasm and expand.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and check-out process). Give the participants a scenario in which they use the site to solve a problem or go through the check-out process. Most likely, they’ll only remember one—your main selling point.

UX 126

UX X-functional A/B testing User Experience 126

ConversionXL

JUNE 19, 2019

Apple increasing iPhone prices). Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. We sell success. Align with their processes and understand them.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

SBI

FEBRUARY 25, 2020

80% of B2B buying decisions are based on a buyer’s direct or indirect customer experience, and only 20% is based on the price or the actual offering. One-to-one peer recommendations, original research, and product reviews are the most influential content in affecting purchase decisions (Content Marketing Institute and SmartBrief).

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

APRIL 16, 2018

The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Sam Jacobs : Let’s keep going through your background. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Look at Model T sales or something.

E-commerce 70

E-commerce Retail Real Estate Growth 70

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

SaaStr

MARCH 22, 2023

The commercial market you choose to build and offer your customers defines you, yes. You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. Instead of selling products, they were selling aspirational concepts and business value.

Growth 78

Growth Cross-sell GTM Up-sell 78

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. We look at things like do we, the net new logos versus upsells or cross-sells coming from channel versus direct.

Engineering 48

Engineering Launch Contract Start-ups 48

Heinz Marketing

AUGUST 25, 2020

When you think about how you sell and market your solutions, you might think you’re only addressing a single person – maybe it’s the one who signs on the dotted line; or the person in charge of implementation; or even the end user. Today, I want to continue the conversation and talk about how to map the B2B buying committee.

B2B 112

B2B Sell E-commerce Cross-sell 112

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. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Make sense?

Growth 62

Growth GTM Cross-sell Pipeline 62

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. None of these reach the bar of a true, integrated account-based go-to-market motion. An equally coordinated approach across the seller’s go-to-market teams.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

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. Talvista: $199k ACV and $996k ARR.

Inside sales 111

Inside sales Cold Call Contract Price 111

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 88

Legal Cross-sell Contract Price 88

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

SEPTEMBER 20, 2019

What does the right onboarding process look like for a CMO? Where does Janine see many going wrong when hiring their first CMO? * How does Janine look to create alignment between sales and marketing? How do you think about optimizing the hand over process and what can be done to minimize the friction?

E-commerce 52

E-commerce Trust Start-ups SQL 52

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. Manny Medina, CEO of Outreach.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

SaaStr

FEBRUARY 1, 2019

* How does Amanda like to run the interview process? What does Amanda mean when she says “pricing is made up of 3 components?” * What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? What are the challenges with this? *

Customers 42

Customers Price Cross-sell Start-ups 42