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 100

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 100

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

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 75

Cross-sell Finance Strategize Technology 75

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 80

GTM E-commerce B2B Profit margin 80

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

NOVEMBER 25, 2019

They provide an overview of a specific competitor’s company, products, and services, and provide guidelines on how to win deals against that competitor. They’re also the ammo you give your sales reps to go into battle against your competitors. Understand HOW to tactically sell against specific competitors. Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

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

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

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. Go through a variety of filters to zero in on the leads you want to reach. Who have more than 10 employees.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SalesLoft

JUNE 3, 2019

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. And for those aspirin people he articulated a way to go to market, that was very simplistic. I can sell to anyone.’.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Pointclear

OCTOBER 1, 2015

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. So why is ABM the new must-have for B2B marketers? You have to bear hug sales.

Lead generation 95

Lead generation Cross-sell B2B Technique 95

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Ask them to use the words they would naturally use when looking for a product or service you offer. What products or services are offered and for whom? Which results show up? What do they click? What is it about?

UX 126

UX X-functional A/B testing User Experience 126

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

ConversionXL

OCTOBER 7, 2022

To fully optimize CAC, look closely at your sales and marketing costs. 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., The success of every marketing campaign hinges on the effectiveness of your website.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

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

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

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 69

Cross-sell Contract Start-ups Up-sell 69

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 40

Territory Cross-sell Up-sell Objection handling 40

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 69

E-commerce Retail Real Estate Growth 69

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 75

Growth Cross-sell GTM Up-sell 75

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

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

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 108

Inside sales Cold Call Contract Price 108

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

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

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

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 132

Objectives and Key Results Cross-sell Sales Technology 132

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. Startups are less demanding than a big company both from a services and product perspective. Pricing and Packaging.

Legal 85

Legal Cross-sell Contract Price 85

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

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

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

SaaStr

JULY 15, 2020

But that’s more the exception than the role 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, look at model T-shirts or something. People are buying and selling houses.

X-functional 60

X-functional E-commerce Growth Retail 60

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). Go through a variety of filters to zero in on the leads you want to reach. A company in the Financial Services or Banking industry. That spend money on Adwords.

Technique 52

Technique Technology Technology Cross-sell 52

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. 3) Market Readiness. Pricing/Packaging.

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

FEBRUARY 7, 2018

Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable. There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR.

Growth 87

Growth GTM SQL Strategic partnership 87

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