Sales Hacker

DECEMBER 17, 2024

They’re signing the renewals, the cross-sell, up-sell. And so literally in the middle of meetings, we’d be like, how does somebody do this? I remember one year, the Super Bowl was perennially the biggest day of the year because you’d get more traffic, so you’d sell more ads.

GTM

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment.

Government

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results

Salesforce

SEPTEMBER 10, 2024

With AI and data analytics, agents can enhance customer satisfaction while contributing to sales through personalized recommendations, upselling, and cross-selling. It also helps build a stronger brand that is committed to meeting individual customer needs. This increases the likelihood of additional purchases.

Service

SaaStr

JUNE 29, 2025

👉 10 Things Deel Did to Get from $1M to $100M ARR in 20 Months Deel recently announced it had crossed $1 billion in ARR, joining the exclusive club of B2B companies that have reached true unicorn revenue status. They booked individual meetings with every client, created QBRs, and started proactive communication about product updates.

Cross-sell

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. They set up meetings with Fortune 500 CIOs. Similar to most structures of a technical sales team.

Technical Sales

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. I know this.

Negotiate

SaaStr

AUGUST 7, 2025

The Build vs. Adapt Decision Most companies would have tried to enable the existing team to sell both products. Every person had to learn the opposite product they weren’t selling. Who were your closest cross-functional colleagues? No “meeting after the meeting.” What did you learn?

GTM

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. On the flip side, sales enablement provides the tools to sell better.

Pitch

Partners in Excellence

JULY 3, 2025

Why should they meet us where we are at? How are we being helpful to our customers when we expect them to meet us where we are at, speaking our language? I looked for a course, “Speaking our customers’ language, meeting them where they are at.” But here’s the harsh reality: Why Should They? Their goals.

Teamwork

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results

Martech

JULY 17, 2025

With more than 100 product updates released last month, June continues HubSpot’s momentum in AI innovation, CRM flexibility and cross-team efficiency. It learns from your existing content, connects to third-party systems, and helps you meet rising customer expectations without increasing manual workload.

CRM

RingDNA

MARCH 26, 2025

Would you show up to an important meeting wearing shorts and a Panama hat? If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. Forget cold calling as your only tool.

Closing

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And I also have the industry principles here because we’re a vertical market and we sell into the real estate industry.

GTM

Martech

SEPTEMBER 26, 2024

In a time when one viral tweet can make or break a brand, having a strategic PR approach cannot be overstated. The blend of traditional and digital media highlights the ongoing importance of PR in marketing, providing brands with a comprehensive way to communicate that crosses borders and connects with global audiences. Processing.

Territory

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. This stage can involve multiple meetings and additional stakeholders. Identifying upsell and cross-sell opportunities to drive continued revenue growth. The sales process varies greatly depending on the purchase. Take buying a CRM, for example.

Objectives and Key Results

Sales Hacker

JANUARY 13, 2025

Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. Key characteristics: They must clearly articulate the strategy, rally cross-functional support, and drive company-wide initiatives. seller, head of sales, or commercial cofounder).

GTM

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. Quarterly or annually : These check-ins are great for focusing on strategic indicators like customer lifetime value (CLV) or enablement program ROI. Essentially, it shows how many reps are meeting or exceeding their targets.

Objectives and Key Results

Highspot

JULY 9, 2025

Manufacturing sales teams face long deal cycles with cross-functional buying committees who have complex product requirements. That’s why centralized platforms like Highspot are designed to meet SOC 2 Type II, ISO 27001, and GDPR standards. But, like any change, success depends on your starting point and how you prepare your teams.

Manufacturing

Sales Hacker

JUNE 17, 2025

Just last week, we hosted GTM Fund’s first annual general meeting or a DM for short. At the A GM Annual general meeting, I hosted a session on scaling vertical SaaS with prolific leader Dennis Leaners. Now onto the episode. This episode is a special one, and you’ll learn tactical advice on scaling vertical SaaS companies.

GTM

Sales Hacker

MARCH 25, 2025

You have 500 seats, scrap that, just use us every time you book a meeting or you do X, Y, Z. So they like to build an agent that sees who’s accepted the meeting invite. And then once it says, okay, who’s arriving for this meeting, places an order with a pizza chain for the pizza to arrive 15 minutes beforehand.

GTM

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. The humans who remain will need to excel at the uniquely human aspects of selling: relationship building, complex problem solving, and strategic influence.

GTM

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients

Salesforce

APRIL 4, 2025

3 strategic objectives that lead to growth and profits Before we get into agentic marketing automation, let’s examine what is needed. This often means lots of cross-functional collaboration. The agent could recommend a model and also look at what channel can meet the immediate need. Its not always about selling more.

Objectives and Key Results

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork.

GTM

Salesforce

NOVEMBER 14, 2024

In today’s customer service, anticipating and meeting customer needs before they express them is the gold standard. Predictive analytics identify trends and patterns, enabling companies to address potential issues and find upselling and cross-selling opportunities proactively.

Trust

Salesforce

OCTOBER 18, 2024

You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Service-based businesses Instead of selling physical products, service-based businesses offer customers value by providing expertise, skills, or labor. Be strategic in hiring by defining clear roles and expectations.

Minimum Viable Product

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. A positive NRR must meet or exceed 100%.

Cross-sell

Martech

MARCH 14, 2025

Your deep understanding of customer behavior, cross-functional perspective and ability to demonstrate tangible business impact make you a key player in this effort. Improving cross-team collaboration Your use cases can promote collaboration by: Encouraging teams to define which data fields should come from each source. Processing.

Customers

Martech

JULY 28, 2025

There’s a line I don’t cross anymore: shrinking myself to keep the peace. I used to do it constantly — in corporate meetings, briefs and strategy sessions where we all knew the plan was theater but nodded anyway. It’s where I stop selling and start explaining. It wasn’t just self-protection. It was complicity. It’s not a feed.

Cross-sell

Salesforce

JULY 28, 2025

Multi-format content ecosystems : Don’t rely on one platform; explore cross-platform storytelling and immersive formats across many different channels. Start selling online with Starter Suite Set up your digital storefront, engage customers, and sell more using a commerce-ready platform with integrated tools for every sale.

E-commerce

Hubspot

MARCH 21, 2025

A partner organization forms a strategic relationship with a business to create mutual benefits. All the while, customers have access to a wider array of options meeting their unique needs. Independent Software Vendor (ISV) Partners build and sell apps that enhance our softwares capabilities. What is a partner?

Commission

Highspot

MARCH 24, 2025

Working toward operational excellence is a proven way to eliminate inefficiencies, encourage cross-department collaboration, and build sustainable revenue. Customer Engagement: It helps detect early signs of churn or opportunities for cross-selling and upselling. – Teams consistently use updated messaging and collateral.

GTM

Martech

FEBRUARY 25, 2025

Sell the idea before you pitch it The worst way to introduce a new idea is by blind-siding leadership in a meeting. If they’re intrigued, you already have their attention before the ‘game-day’ meeting even happens. Its too late to convince leadership by the time the meeting starts.

Pitch