Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. 25:58) Advice for startups on pricing strategy and identifying core buyer personas. (30:58) 25:58) Advice for startups on pricing strategy and identifying core buyer personas. (30:58)

GTM 121

GTM Engineering Growth Cross-sell 121

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Why traditional SaaS pricing models (like per-seat) dont work in the agent era. 25:15 Why legacy SaaS pricing models dont work for agentsand what comes next. There was an obvious way to.

GTM 65

GTM X-functional Start-ups Relationship building 65

SaaStr

JUNE 19, 2024

Pricing AI Service-as-Software with Ununsual VC Sandhya Hegde, General Partner @ Unusual VC “Enterprise adoption of generative AI has hit an inflection point in 2024 with many successful tools productizing parts of professional services. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. ” #4.

GTM 120

GTM Cross-sell Finance Price 120

Heinz Marketing

MAY 20, 2024

The ideal outcome extends into the advocacy stage, where satisfied customers become brand champions, spreading positive word-of-mouth and potentially leading to upsell or cross-sell opportunities. Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process.

B2B 127

B2B Cross-sell Customers GTM 127

Sales Hacker

JUNE 14, 2021

That means you will get smaller deal sizes as you will face pre-defined buying needs and price pressures. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1% Create margin growth.

GTM 104

GTM E-commerce B2B Profit margin 104

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. There are advantages beyond higher pricing, with higher pricing being the smallest advantage. Who is going to do the selling? It’s much less taxing for employees.

Product 113

Product GTM Cross-sell Commission 113

SaaStr

FEBRUARY 26, 2025

What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. The Evolution of Go-To-Market (And Why It Matters) Let’s break this down into three distinct eras: GTM 1.0: The “Golf Course Era” – Selling to CIOs over lunch GTM 2.0: Salesforce started with 2.0

GTM 56

GTM Cross-sell Inside sales Contract 56

SaaStr

MAY 28, 2025

It never had a downturn, and just keeps on growing at top-tier rates, selling both to SMBs and now larger enterprises. This is what 12x ARR selling to SMBs++ looks like. This suggests they’ve found product-market fit across multiple customer segments, from SMBs to enterprises, and can effectively sell at multiple price points.

Non-Profits 75

Non-Profits Profit margin Cross-sell Represent 75

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Evidence of Crossing the Chasm.

Cross-sell 104

Cross-sell GTM Price Growth 104

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. To do this, Lucid invested in a growth team tasked with iterating on all aspects of pricing, packaging, click pathing, and CTAs.

Territory 122

Territory GTM Price Cross-sell 122

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. Instead of selling products, they were selling aspirational concepts and business value. You’ll start to cross the chasm and make big bets on that market.

Growth 103

Growth Cross-sell GTM Up-sell 103

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. SV SaaS companies sell to other SV SaaS companies.

GTM 117

GTM Niche Cross-sell Contract 117

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. You want customers to understand the product and pricing and start using it on their own. They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software? They get value, make a decision, and buy.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 99

Growth GTM SQL Strategic partnership 99

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Technique Sales Cross-sell 52

SaaStr

OCTOBER 10, 2023

Let’s look at the pros and cons Founder-led Sales Pros: Flexibility as a founder in terms of how you craft messaging, pricing, etc. Early first-hand knowledge leads to rapid fixes to the product, pricing, and packaging. Founder-led Sales Cons: It can make it difficult to sell to larger clients. How do you do it?

GTM 110

GTM Cross-sell Price Sales 110

Highspot

OCTOBER 14, 2024

If they spend more time on administrative tasks than selling, it’s a sign that responsibilities, technology, and processes may need a closer look. You might also notice that reps spend a lot of time on manual data entry, transferring information between systems rather than focusing on selling.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

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 101

Go To Market Process GTM Education 101

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? The gap between these two markets, all too frequently ignored, is in fact so significant as to warrant being called a chasm, and crossing this chasm must be the primary focus of any long-term high-tech marketing plan.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

ConversionXL

APRIL 7, 2021

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. If you’re selling B2B, you know it’s a wide and competitive market.

CRM 98

CRM Cross-sell GTM Cold Call 98

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. An effective battlecard is loaded with tactics on how to sell — it is NOT a feature-by-feature comparison. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Today’s buyer is educated.

Objection handling 86

Objection handling GTM Cross-sell Sales 86

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. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Gong.io

SEPTEMBER 14, 2022

But they generally include a thorough analysis of your product’s place in the market, prospective customer segments, product messaging, pricing, and other marketing initiatives. That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. It reduces time to market. Identify product-market fit.

Go To Market 62

Go To Market GTM Launch Promote 62

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. Product Page (Option to buy, product information, cross-selling). Display pricing plans in the right manner. Recommendations are made for Products (Speed, Convenience, Price & Coverage) and Emotions (Brand & Culture).

E-commerce 79

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

Martech

MARCH 28, 2024

Here are some top-line findings: 86% of founders said the use of AI has helped their company’s GTM strategy. 74% say that AI has positively impacted their ability to upsell or cross-sell. 42% of startups use AI to support personalized pricing strategies using customer behavior insights.

GTM 62

GTM Cross-sell Contact Price 62

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. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

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. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Gong.io

JULY 21, 2021

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?” This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

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 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 110

GTM Sell Customers Cold Call 110

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. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

APRIL 15, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B 00:01:00] Sophie Bounassisi: Hello and welcome to the GTM podcast.

GTM 62

GTM B2B Follow-up Campaign 62

SaaStr

NOVEMBER 14, 2023

Then, we moved to a more customer-friendly model with SaaS and subscription-based pricing. It’s unlike the old world, where you can sell a deal and walk away. It turns your GTM on its head. Driving Nurture & Growth What if you want to focus on nurturing and growing your customers, driving product adoption, and cross-selling?

GTM 70

GTM Quota Sales Cross-sell 70