SaaStr

SEPTEMBER 29, 2023

Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products. For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. Who is going to do the selling? What to do instead?

Product 86

Product GTM Cross-sell Commission 86

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. Instead of selling products, they were selling aspirational concepts and business value. Moving to consumption is about removing friction, enabling customers, building capacity, and focusing the buying experience on starting rather than committing. It wasn’t thoughtful.

Growth 74

Growth Cross-sell GTM Up-sell 74

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They start worrying about how many touchpoints are sales and marketing hitting. There’s also a huge gap when it comes to penetrating new business units or in cross-selling/upselling.

GTM 80

GTM E-commerce B2B Profit margin 80

Highspot

MAY 3, 2024

The buyer’s journey doesn’t just start and stop with sales. Either way, this blog is your next step – a comprehensive guide to understanding what revenue enablement is, how to get started, and so much more. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

Cross-sell 93

Cross-sell GTM Technology Technology 93

SaaStr

JULY 22, 2021

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. If you are selling to SMBs, you have to be very efficient.

Cross-sell 127

Cross-sell GTM Commission Up-sell 127

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 91

Pipeline GTM Cross-sell Sports 91

SaaStr

FEBRUARY 21, 2023

PST for those of you who want to connect with SaaS experts — Growth Advisor at FastSpring and Director of Growth at Planday, Frederic “Fred” Linfjard shares his insights on how to evolve from a sales-led to product-led GTM strategy constructively. Keep optimizing your current GTM. What needs to be true to become closer to PLG?

Go To Market 69

Go To Market Growth GTM X-functional 69

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 63

Cross-sell Customers GTM A/B testing 63

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 71

GTM Cross-sell Government Legal 71

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

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Org Building Ideas for Cross-Border Companies. US companies follow the same model when they start in India. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM.

GTM 80

GTM Cross-sell Niche Strategize 80

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Let’s explore some actionable strategies to help you get started: 1. Start by creating buyer personas and segmenting them into groups based on motivation, preferences, and purchasing patterns.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

SaaStr

MARCH 9, 2022

For example, you could either verticalize the GTM or consider a broader horizontal play. Find another SaaS company whose brand or product works together well with yours that sells to the same persona. Market Resellers Will Start to Pay Attention. Evidence of Crossing the Chasm. Dive Deeper or Go Broader.

Cross-sell 92

Cross-sell GTM Price Growth 92

Gong.io

SEPTEMBER 14, 2022

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. While a GTM strategy can overlap with a traditional marketing strategy in the latter stages of the plan, it tends to be substantially more thorough.

Go To Market 62

Go To Market GTM Launch Promote 62

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! Always start with the CUSTOMER! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. The Age of Intelligence Selling is more challenging than ever.

GTM 56

GTM Trust Cross-sell CRM 56

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. Also be sure this training is cross-functional. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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 75

GTM Cross-sell Price Sales 75

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 100

Finance GTM Cross-sell SQL 100

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 73

GTM Cross-sell Finance Growth 73

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. 🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”?

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. This cross-departmental collaboration ensures all team members align with the product launch and company goals. Create a Launch Plan Detail every step of your launch, from pre-launch activities to post-launch follow-ups.

Launch 59

Launch Negotiate Product GTM 59

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. When those GTM execs ask you, “What is RevOps?”

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. How the numbers add up. 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. When to Accelerate Growth?

Growth 87

Growth GTM SQL Strategic partnership 87

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

SalesLoft

OCTOBER 21, 2016

So what’s the hold up? Cross-functional orchestration. Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays). It takes a village, and it starts at the first touch, going all the way to upsell/cross-sell. Because change is scary.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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. Understanding the competitive landscape. Today’s buyer is educated.

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

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

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 75

Cross-sell Finance Strategize Technology 75

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

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

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. Check out the Growth Canvas and the full list of cognitive biases (for coming up with psycho-growth-hacks). Here are top insights from every speaker of this year’s event.

E-commerce 79

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

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 78

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

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

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. Post PMF, when you start scaling your business, burn multiple is inflated due to R&D costs, a necessity for infrastructure and platform companies. But why not both? . Industry-wise. Geography-based.

Growth 15

Growth GTM Non-Profits Cross-sell 15

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Review, refresh and optimize your GTM strategy continuously.

B2B 108

B2B GTM Customers Cross-sell 108

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . Instead, the imperative is to let go of ingrained unhealthy habits starting with: The buyer/lead/audience “capture” vs. “generate” demand mindset. This is not an “MQL is dead!”

B2B 115

B2B GTM Cross-sell Quota 115