SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. Some companies go really hard,” he shares.

Go To Market 71

Go To Market Growth GTM X-functional 71

Highspot

OCTOBER 23, 2023

You’ve put months of hard work into developing your new product, and now it’s time for its much-awaited debut. However, launching your product is not just another item on your to-do list; it’s a defining moment that can make or break your business. Nearly 30,000 new products are released into the market every year.

Launch 59

Launch Negotiate Product GTM 59

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

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. They used ABM to get conversations with a healthcare products firm that serves long-term care (LTC), skilled nursing, assisted living, hospice, and VA facilities.

GTM 81

GTM E-commerce B2B Profit margin 81

Highspot

MAY 3, 2024

The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. The current selling environment for new business and within your existing customer base is more complex, and intense, than any time in the past decade. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell GTM Technology Technology 93

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global. The country maturity model is critical.

Growth 75

Growth Cross-sell GTM Up-sell 75

Sales Hacker

FEBRUARY 2, 2024

If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Meaning, revenue is a team sport.

GTM 93

GTM Pipeline SQL UX 93

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. AI is turning out to be a huge help for startups, according to a new HubSpot report ( registration required).

GTM 58

GTM Cross-sell Price Contact 58

SaaStr

OCTOBER 17, 2023

Do my customers find value in my product and service? For the sake of explanation, John breaks down the evolution of customer success into the classic triple-triple-double-double-double. 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.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

SaaStr

NOVEMBER 1, 2022

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. . Org Building Ideas for Cross-Border Companies. Learnings on GTM.

GTM 81

GTM Cross-sell Niche Strategize 81

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 72

GTM Cross-sell Government Legal 72

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 94

Cross-sell GTM Price Growth 94

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here. Leverage those who are already trusted sources to create movement in a stuck deal.

Pipeline 92

Pipeline GTM Cross-sell Sports 92

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 99

B2B GTM Cross-sell High impact 99

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

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 is a detailed step-by-step plan that provides a clear roadmap for launching a product into a market. It clarifies why you’re launching a product.

Go To Market 62

Go To Market GTM Launch Promote 62

Highspot

MAY 30, 2024

When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals. Next, figure out their problems and challenges so you can provide messaging that shows how your product or service can address these pain points.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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

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

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. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 90

GTM Cross-sell Territory Retail 90

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! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. The Age of Intelligence Selling is more challenging than ever. I don’t disagree with Yamini.

GTM 56

GTM Trust Cross-sell CRM 56

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 76

GTM Cross-sell Price Sales 76

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Mistake #1: Premature GTM acceleration. profile/background, hiring criteria, onboarding) and then apply a standard process (tools and ongoing training, sales process and methodology) that leads to a standard output (productivity and attainment).

GTM 74

GTM Cross-sell Finance Growth 74

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 101

Finance GTM Cross-sell SQL 101

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?” So what does a Revenue Ops team look like?

Growth 62

Growth GTM Cross-sell Pipeline 62

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

Sales Hacker

FEBRUARY 7, 2018

What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend. FIND PRODUCT MARKET FIT. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 87

Growth GTM SQL Strategic partnership 87

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 63

Cross-sell GTM Territory Sales 63

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.

GTM 98

GTM CRM Cross-sell Cold Call 98

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

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Cross-sell Sales 52

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

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. Use mini-stories describing your product/service instead of (empty) umbrella terms that everyone else uses. Symptoms – which symptoms does your product solve? Product Page (Option to buy, product information, cross-selling).

E-commerce 79

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

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 76

Cross-sell Finance Strategize Technology 76

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. Seed: This is the initial stage of funding, and is generally used to employ the founding team and begin market research and product development.

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