SaaStr

JULY 22, 2021

And growth is strong. Avalara didn’t start off as a rocketship. But then it will add $200m in 2 years to cross $700m ARR shortly. 15,580 customers, up 20% year-over-year — or $40,000 per customer per year on averag e. 1000 partners are key to their GTM strategy. They mark the services up about 2x.

Cross-sell 127

Cross-sell GTM Commission Up-sell 127

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. You have to start early with the value you’ll bring and use that to shape an RFP.

GTM 77

GTM Cross-sell Government Legal 77

SaaStr

OCTOBER 17, 2023

Anyone looking to grow their customer success team, or rather, drive growth and NRR, will have some valuable takeaways. Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. This is applicable at every stage of growth. Get more new customers.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them.

Pipeline 93

Pipeline GTM Cross-sell Sports 93

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. Market Resellers Will Start to Pay Attention. Evidence of Crossing the Chasm.

Cross-sell 98

Cross-sell GTM Price Growth 98

Highspot

MAY 3, 2024

The buyer’s journey doesn’t just start and stop with sales. 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. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

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. Many of them will get gobbled up by the large platforms. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies.

GTM 86

GTM Cross-sell Niche Strategize 86

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 56

GTM Trust Cross-sell CRM 56

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Mistake #1: Premature GTM acceleration.

GTM 80

GTM Cross-sell Finance Growth 80

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Boost Sales and Revenue Revenue growth is often the most tangible outcome of a successful product launch. Provide More Business Opportunities A product launch can catalyze future growth and partnerships. So, how do you ensure your product launch bears fruit?

Launch 59

Launch Negotiate Product GTM 59

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. Follow up with her updates on Twitter at @bridgegroupinc.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

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. So we’ll start with the assess phase. Rico Mallozzi, Sr.

Cross-sell 82

Cross-sell Finance Strategize Technology 82

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

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Hiring trends : Growth (or lack thereof) in hiring.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

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. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. 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 81

Growth Cross-sell GTM Up-sell 81

ConversionXL

MAY 11, 2017

You won’t know until you figure out what your competitors are up to. Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. How does user experience on my website stack up to the competition? Getting Started: Who’s Your Competition? What results show up? Let’s do this!

UX 131

UX User Experience Cross-sell A/B testing 131

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. The “growth at all costs” mindset where capital was cheap is in the rear-view mirror. So, why PLG now? Capital models have evolved.

GTM 106

GTM Growth Product Cross-sell 106

SaaStr

MARCH 15, 2024

This is how Adam ended up at Vimeo. But if you can pull it off, it’s very rewarding to be able to connect the business that starts with that kind of consumer-style customer activity that you can take through all the stages and ultimately monetize for 10, 20, or 30k, and even customers spending over a million dollars a year.

GTM 92

GTM Cross-sell Start-ups Growth 92

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Marketing should be accountable for signups, trial starts, seats, monetized seats, and self-serve ARR. ➝

GTM 93

GTM Pipeline SQL UX 93

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. GTM leaders are demanding reliable and predictable growth. 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. And it’s here to help them win.

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

SEPTEMBER 14, 2022

A go-to-market strategy framework is a blueprint for growth. That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. If you can’t prove demand at the start of your GTM, you don’t make the product to market. .

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 88

Growth GTM SQL Strategic partnership 88

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. An emerging need to support multiple GTM plans across segments and regions. Remind me again – what is RevOps? Asia Corbett ).

Finance 101

Finance GTM Cross-sell SQL 101

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. Founder-led Sales Cons: It can make it difficult to sell to larger clients. You want people willing to roll up their sleeves and work hard.

GTM 82

GTM Cross-sell Price Sales 82

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

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Distribution: Through what mediums will you sell the product or service?

Go To Market 69

Go To Market Process GTM Launch 69

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. They won’t magically show up at your doorstep and sign a $100K cheque. Who does ABM make sense for?

GTM 98

GTM CRM Cross-sell Cold Call 98

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 17

Growth GTM Non-Profits Cross-sell 17

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. 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. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 96

Go To Market Process GTM Education 96

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. Listen to the start of the episode for a promo code to our upcoming events!

Strategize 67

Strategize Pitch Growth Networking 67

ConversionXL

JULY 11, 2016

Elite Camp 2016 had an enviable line-up of heavy hitters and rock stars. Stop selling the way you want to sell, sell the way people want to buy. André Morys – The Growth Canvas: What You Should Really Copy from Amazon. Product Page (Option to buy, product information, cross-selling).

E-commerce 79

E-commerce A/B testing GTM Drivers/motivators 79