Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 95

B2C Pipeline SQL Strategize 95

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. They win the respect and the deserved trust of the people they deal with.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? How can we invest strategically? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

SaaStr

MAY 27, 2023

So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. You can learn how to run a better weekly tactical or quarterly strategic meetings. Lesson: Trust, empower, inspire.

Gaming 70

Gaming Trust Cross-sell Closing 70

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. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

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

SBI

FEBRUARY 25, 2020

It’s a combination of CMOs accepting that the CAP’s (any programs for that matter) goals and activities aren’t aligned to corporate imperatives, and advocate program managers not seeing their true potential or thinking strategically. acquired a company and wants to ramp up cross-sell opportunities. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

ConversionXL

OCTOBER 7, 2022

To fully optimize CAC, look closely at your sales and marketing costs. Can you lower costs by removing steps to market or sell your product (e.g., If you’re not converting customers at the volume you’d like or you’re spending more to get people over the line, go back to the drawing board. Take Beardbrand.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

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

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. You'll have to gain customer's trust, understand their industry, and help them achieve their goals.

Commission 77

Commission Territory Finance Inside sales 77

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? When is the right time to hire the first sales rep? Should you hire 2 at a time?

Sales 71

Sales Cross-sell Start-ups Growth 71

SaaStr

JUNE 27, 2019

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. So we’ve gone through a pretty massive transformation as we’ve taken on the enterprise market.

Cross-sell 70

Cross-sell Technology Technology Retail 70

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. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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

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

PandaDoc

MAY 13, 2024

Sales enablement is a strategic approach that provides resources, tools, and training to empower sales teams, enhancing their effectiveness and efficiency throughout the sales process. Take a look at your sales and marketing teams. Training focuses on winning the trust of customers and providing an effective sell.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

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

InsightSquared

JUNE 8, 2021

BOSTON — JUNE 8, 2021 — InsightSquared , a leader in revenue intelligence and forecasting, and RingLead , a leader in data orchestration and RevOps automation, today announced a strategic partnership providing customers a unified, accurate view into every prospect and customer, their activity and their influence—throughout the buyer’s journey.

Contact 62

Contact Strategic partnership Cross-sell Pipeline 62

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. This creates a culture of trust. Learn more: “Diversity Sells”. Create a single source of truth to empower go-to-market teams. Also, be honest and transparent.

Growth 98

Growth Quota Intrinsic Cross-sell 98

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 87

Legal Cross-sell Contract Price 87

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

DECEMBER 8, 2017

Top 2018 Sales Trends & Predictions – Strategic Headlines. 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. The atmosphere is relaxed.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

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

SaaStr

FEBRUARY 7, 2020

Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. Plus from 2007 until 2013, Karen ran all of Box’s business development, partnership and strategic alliance activities. Is it in that pre product market fit phase? Loving our podcast content?

Strategize 71

Strategize Pitch Growth Networking 71

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. You’ll have to start all over again at that new company — build pipeline from zero, build trust from scratch, etc.

Growth 72

Growth Start-ups Drivers/motivators Promote 72

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. First is strategic, and then the tactical.

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

SEPTEMBER 13, 2019

What does a strategic plan really mean to Allison? How does one tie their strategic plan to their financial plan? Building trust across time zones. In stage one, when we’re pursuing product market the customer success is really important for building empathy with your clients. What is included in it?

Engineering 11

Engineering Objectives and Key Results Strategic planning Strategize 11

SaaStr

MAY 27, 2020

If you have an amazing product that truly is differentiated IP, that solves real problems, it’s much harder for all the posers to raise their poser money and go to market and make it harder for you to charge for your product or service. As one of my mentors used to say, in a strong market, even turkeys can fly.

Finance 79

Finance Government Price Contract 79

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. People lose trust if you don’t fix this.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90