Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

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

Martech

DECEMBER 21, 2022

What is marketing management and why is it important? Marketing management is a process that helps you plan, develop and implement promotional strategies and campaigns with the right team members and teams. Product management : This aims to develop or bring a new product to the market.

Objectives and Key Results 101

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 101

Highspot

JULY 18, 2023

Done well, it serves to align marketing departments around a single source of truth for marketing initiatives, planning, and messaging. Effective marketing enablement programs can help drive faster time to close, higher win rates, and increased revenue. This operational rigor is what good marketing enablement looks like.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Martech

MARCH 10, 2022

When you consider the above, you start to understand why a “zero-touch” approach is so important; it allows the prospect to buy the way they want to buy and not necessarily the way you want to sell. Inbound marketing is about building value and trust, NOT about selling.?. ?Content Account-based marketing: A snapshot.

E-commerce 105

E-commerce Growth Cross-sell Objectives and Key Results 105

Heinz Marketing

MAY 16, 2022

I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. ” Alan : You’re turning a lot off in the process.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

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

SalesLoft

DECEMBER 19, 2023

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. Technologies come and go. A sale is not a one-time — or even a one-team — thing. But how can you get to those insights?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. For our example, we’ll cover what a RevOps manager does on a daily basis: Makes decisions on sales and marketing strategies to drive business revenue. 2+ years experience leading teams.

Finance 101

Finance GTM Cross-sell SQL 101

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 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. Empowering, Cross-Functional Content.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Highspot

JUNE 6, 2023

Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Objectives may include increasing conversion rates, generating more marketing and sales-qualified leads, or improving customer retention.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Growth Technique 52

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. This is go to market fit.

Growth 84

Growth Cross-sell Contract X-functional 84

Hubspot

JUNE 8, 2021

Once you're crushing the numbers, you'll be ready for that promotion. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Inside Sales Rep.

Commission 76

Commission Territory Finance Inside sales 76

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. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

JUNE 14, 2021

In fact, Mark Stouse said that most ABM content and campaigns work against the objective of ABM as it promotes “self-interests” vs. “team interests”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin.

GTM 81

GTM E-commerce B2B Profit margin 81

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. Step two: Adjust your go-to-market approach. Optimize for Remote Work. Download Now.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

OCTOBER 23, 2023

By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow. Ensure Communication Across Departments A product launch necessitates seamless communication across various departments, from product development to marketing.

Launch 59

Launch Negotiate Product GTM 59

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

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Retail Sales 72

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. Jason Lemkin: Well, let’s break it up.

Growth 95

Growth Cross-sell Start-ups X-functional 95

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

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. The discussion, comments and opinions, especially at CustomerThink.com , helped me to realize why so many experts are arguing - not only about the future of selling - but about what''s taking place today, right now.

Objectives and Key Results 83

Objectives and Key Results Manufacturing Cross-sell Sales 83

SBI

APRIL 29, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. And they crop up a lot down the line during ownership – so they impact cross-sell/up-sell a lot as well. Project and Promote Now is the time for the leadership skills of great sellers to shine. Longer term, we have to help them accelerate forward.

Cross-sell 48

Cross-sell Teamwork Clients Up-sell 48

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

SEPTEMBER 21, 2020

In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal. But what I have done is promote lots of people from BDR to AE, from AE to Team Leader, from Directors to VPs… you get the picture.

Growth 72

Growth Start-ups Drivers/motivators Promote 72

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

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 12, 2020

I started my career at Bain and Company in consulting and unexpectedly spent over the course of 17 years staying at Bain mainly because when I would get comfortable, I would always have the next opportunity for the next promotion or the next client, et cetera, so I felt like I was always learning and growing. Lara Caimi: Yeah.

Customers 69

Customers Strategize Start-ups Growth 69

Martech

OCTOBER 5, 2023

Salesforce AI Lightning Web Component (LWC) Marketers can now showcase products often purchased with the new Salesforce AI LWC. It can display frequently bought products to facilitate cross-selling and upselling. This will help deliver better, more personalized experiences for various audiences.

Cross-sell 118

Cross-sell B2B User Experience Represent 118

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 66

Pipeline Cross-sell Launch Start-ups 66

SaaStr

NOVEMBER 16, 2020

I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? That to me, is where product marketing really comes into play. And then scaling a go to market organization, right?

Pipeline 78

Pipeline Territory Price Product 78

ConversionXL

JUNE 19, 2019

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. Cross-sectional studies, surveys. Spots early signs of a pending transition.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

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? He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup founders.

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. It can order subscription. Felix : Yeah, exactly. Financial services.

Growth 69

Growth Territory Government Engineering 69