SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. Will they renew?)

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Go To Market 52

Go To Market GTM Promote Technique 52

SaaStr

MARCH 9, 2022

The Five Key Growth Levers. Clayton begins by sharing the key levers that accelerate growth from the $100 million mark to $1 billion. For example, you could either verticalize the GTM or consider a broader horizontal play. Massive service providers can white-label your product. Evidence of Crossing the Chasm.

Cross-sell 95

Cross-sell GTM Price Growth 95

SaaStr

DECEMBER 5, 2023

Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? You have to expand your focus on how you sell and make it strategic to the C-suite. The solution for this challenge?

GTM 74

GTM Cross-sell Government Legal 74

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 101

B2B GTM Cross-sell High impact 101

Highspot

MAY 3, 2024

Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 52

Cross-sell GTM Technology Technology 52

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Learnings on GTM.

GTM 85

GTM Cross-sell Niche Strategize 85

Martech

DECEMBER 26, 2023

Each has its own target audience expertise and product preferences. So John Murphy, partner development manager at HubSpot, looks to remove barriers to cooperation between the vendor’s direct sales reps and the channel partner, for example, consulting with partners on lead generation and educating them on successful co-selling methods.

B2B 106

B2B Cross-sell Hospitality GTM 106

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 79

B2B GTM Cross-sell Trust 79

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Wes Yee , Head of Growth at Flex , notes that the standard of quality must be high. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here.

Pipeline 91

Pipeline GTM Cross-sell Sports 91

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! HubSpot’s fastest growing customers - # of deals done - focused on customer connection drove 5x more growth, 19% more growth for those engaging throughout the customer lifecycle.

GTM 57

GTM Trust Cross-sell CRM 57

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. I t’s been a wild growth experience, and Google Cloud is considered the fourth or fifth-largest Enterprise company in the world. For example, Alison has seen a company use Vertex to create a marketing studio.

GTM 94

GTM Cross-sell Territory Retail 94

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Mistake #1: Premature GTM acceleration. Hire because you think your new team will be productive, not because you need them to hit a plan number.

GTM 75

GTM Cross-sell Finance Growth 75

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. From corner office strategy sessions to product development sprint huddles, business and tech leaders are exploring how to build, transform and add a PLG strategy to their business.

GTM 95

GTM Growth Product Cross-sell 95

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ trillion worth of funding.

Sell 78

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

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

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. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales).

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. 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. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake.

Cross-sell 77

Cross-sell Finance Strategize Technology 77

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. Average deal size. Lead response time. Forecast accuracy. A career in sales, sales ops, or sales enablement? Operations. Performance.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 76

Growth Cross-sell GTM Up-sell 76

SaaStr

MARCH 15, 2024

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. Vimeo has millions of people interacting with their product every month, and what’s the one thing so many founders struggle with? Vimeo has new and Enterprise products so that probably means many ICPs.

GTM 88

GTM Cross-sell Start-ups Growth 88

ConversionXL

MAY 11, 2017

Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Ask your customers who else they considered for the same product or service. 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?

UX 131

UX User Experience A/B testing Cross-sell 131

Gong.io

JULY 21, 2021

They know a ton about your product before your reps even speak to them (because internet). GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” And it’s here to help them win.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Meaning, revenue is a team sport.

GTM 92

GTM Pipeline SQL UX 92

Gong.io

SEPTEMBER 14, 2022

Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . A go-to-market strategy framework is a blueprint for growth. However, a go-to-market plan isn’t just used to launch new products. It’s brutal out there. .

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. The popularity of the cloud subscription model has changed the way customers purchase products. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Take Apple, for example.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Natural credibility when leading sales as a founder — particularly if it’s a more technical product with technical buyers. How do you do it?

GTM 80

GTM Cross-sell Price Sales 80

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

Heinz Marketing

JANUARY 13, 2022

User-Led Growth . And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. In Detail: 1.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

SaaStr

JANUARY 25, 2021

Tie your deal to a corporate objective such as a digital transformation, or a cloud-first initiative, or a new product line. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. Make your reps accountable.

Cross-sell 66

Cross-sell GTM Territory Sales 66

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market.

Go To Market 97

Go To Market Process GTM Education 97

SaaStr

NOVEMBER 4, 2022

Since the start of 2022, the focus of SaaS leaders has changed from growth at all costs to sustainable growth and being default alive. Often, leaders struggle to choose between increasing the runway for their companies and pursuing growth. Unlock non-linear growth by leveraging partnerships. But why not both? .

Growth 15

Growth GTM Non-Profits Cross-sell 15

ConversionXL

APRIL 7, 2021

Account-based marketing plays a critical role in the growth of many businesses across a variety of industries. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. If you’re selling B2B, you know it’s a wide and competitive market. In those days we just called it sales.

GTM 98

GTM CRM Cross-sell Cold Call 98