Sales Hacker

SEPTEMBER 22, 2023

Set the right product limitations for your free account. To improve freemium conversion rates, it’s essential to set appropriate product limitations for free accounts. Focus on customer success. Let’s hear from two experienced go-to-market leaders who have “been there done that” at some of the best PLG companies in SaaS.

GTM 88

GTM X-functional Inside sales User Experience 88

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling?

B2B 91

B2B GTM Objectives and Key Results X-functional 91

SaaStr

DECEMBER 8, 2023

Together they explore the transformative role of data, which has become an integral part of the production stack, and delve into the implications of this shift and explore how leveraging data within the architecture empowers developers to create more robust, intelligent, and scalable SaaS solutions.

GTM 96

GTM SQL X-functional Engineering 96

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. Building a Customer Success Strategy. Building a Customer Success Strategy [16:06].

Customers 53

Customers Account management X-functional Hospitality 53

Heinz Marketing

MAY 16, 2022

This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management.

Pipeline 85

Pipeline Referrals X-functional Cross-sell 85

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Introducing a new product/service that requires different sales skills. Some functions (e.g. Some functions (e.g. Lead Generation).

B2B 79

B2B X-functional Cold Call SQL 79

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. And it’s not just a CRO problem—it’s a marketing-wide phenomenon. Competitor X is doing Y.

UX 126

UX X-functional A/B testing User Experience 126

Heinz Marketing

OCTOBER 25, 2021

This week’s show is called “ Why Can’t Product and Marketing Just Get Along?! “ My guest is Geoff Webb , Vice President Solutions, Product, and Marketing Strategy at isolved. So we are a customer of Sendoso. Solutions, product, and marketing strategy. Matt: All right.

Pipeline 112

Pipeline Growth Sales X-functional 112

Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. on their own.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. More sales meetings, start creating better sequences faster, go to go.regie.io Vishal works to prevent his customers from having to read each contract one by one.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. So first off, I’m saying we start with customer success. Isn’t sales really around customer value creation? What is sales?

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

JULY 15, 2022

And each of those webinars will probably produce at least one customer if you do it every single week in scale. Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? So, thanks man.

Growth 96

Growth Cross-sell Start-ups X-functional 96

ConversionXL

NOVEMBER 5, 2020

Knapp talks about focusing on only the essential activities for shipping new products and testing new ideas. Using my existing skills and resources (including an old domain name), I tested a productized digital PR offer. When clients ask, “Do you do X?,” For example, a productized service allows you to start quickly.

UX 120

UX Clients Service Niche 120

SaaStr

DECEMBER 17, 2019

Zach : Easy way to think of it is Venmo was one of our first customers. We have a product strategy and a company strategy and it happens that this acquisition was a fantastic fit there. Zach : Our product’s been live for 5 years. So they spent 9 months internally building this product called Intelligent Portfolios.

Finance 57

Finance X-functional Non-Profits Launch 57

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? What do we believe in as a company in terms of where we want the product to be in a few years?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

AUGUST 26, 2022

How do they get their customer? So sell your product. I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year.

Quota 79

Quota Growth Product Closing 79

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? First, what is continuous customer development? Does one have to move to enterprise?

GTM 52

GTM Price Up-sell Product 52

Sales Hacker

MARCH 2, 2020

The Challenger Customer. Productivity. 80/20 Sales and Marketing. The Go-Giver. To know where you’re going means you need to know where you came from. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SBI

SEPTEMBER 8, 2014

What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. We are seeing the need for meaningful customer and company engagements outside of just sales and marketing.

Up-sell 51

Up-sell Closing Sell X-functional 51

SaaStr

SEPTEMBER 13, 2020

Another collection of their customers actually turned their kitchens into service offerings. Then they found somewhere in like year 2014 and ’15 that they could layer in something like payments as an additional way to monetize their customer base. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 101

E-commerce Price Start-ups Growth 101

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Furthermore, you learn that they are going next weekend with a snowstorm coming in, hinting at a Critical event. CR(t) —The conversion rate as a function of time to get to a single SQL. Lead Gen Variables.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 54

X-functional Drivers/motivators Start-ups Engineering 54

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. What time frame from SAL to closed lead suggests product market fit? How should comp plans differ when comparing AEs to customer success? Should sales commission be paid on renewals?

Contract 46

Contract Price Commission Conversion 46

SaaStr

JUNE 21, 2019

243: Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. How does the creative plan to get the message to the target customer change dependent on SMB vs enterprise? Where does Sara see most people go wrong here? *

Start-ups 57

Start-ups X-functional Drivers/motivators Up-sell 57

Heinz Marketing

MARCH 11, 2019

So just for those of you who haven’t been following my career, and I assume that’s most of you, I was at NetProspex, as Matt mentioned, smaller startup company ran both product and marketing there, got acquired by D&B. You can get lost in your to-do list. But brand is really important.

Pipeline 62

Pipeline B2B Sales X-functional 62

SaaStr

AUGUST 20, 2019

I think others in the room, all of us are well-informed to remember that those who are closest to the work and the customers actually are the ones who often have the greatest insights. It was still a ubiquitous market. We had a lot of things that were going for us in terms of raw ingredients. There was an adjacent market.

Growth 54

Growth X-functional Start-ups Conversion 54

Sales Hacker

JUNE 9, 2020

Sales leaders must shift their focus to empowering talent, strengthening customer relationships, and acquiring new opportunities in order to survive and thrive in this environment. Go to sales.linkedin.com to try it out for yourself. Some teach marketing. So they called it creating customer value or something like that.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

JUNE 4, 2018

– Focus on customer & company success (“customers pay the bills”). – Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Start-up advisor. Today is no different.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by product or product line. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.).

X-functional 96

X-functional Quota Cross-sell Contract 96

Heinz Marketing

MAY 9, 2022

Tune in to hear more about how to navigate the relationship between CROs and CFOs while learning about: the metrics you need to prioritize to promote productivity. how to align aggressive yet innovative strategies between finance and marketing. key traits to posses when transitioning from a marketing role into a revenue role.

Pipeline 90

Pipeline Finance Commission Sales 90

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 85

Pipeline Sales X-functional B2B 85

SaaStr

JANUARY 3, 2020

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. What time frame from SAL to closed lead suggests product market fit? How should comp plans differ when comparing AEs to customer success? Loving our podcast content?

Contract 10

Contract Price Commission Conversion 10