SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 From a consumer standpoint, these are people like them, in similar functions or roles, who have made a similar decision and can share if their experience with your company has been positive or negative. . The rise of third-party buying .

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

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. Subscribe to the Sales Hacker Podcast.

Customers 63

Customers Account management X-functional Hospitality 63

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Companies with complex or custom-tailored products.

Inside sales 130

Inside sales Cold Call Contract Price 130

Sales Hacker

NOVEMBER 8, 2021

Once we’ve agreed that not all SDRs and BDRs aspire to make a career in sales, let’s look past the average 15-month tenure of a starting SDR at some career opportunities that veer away from sales executive roles and the questions young sales professionals should be asking themselves ahead of their next move.

Clients 114

Clients Sales GTM Technology 114

Hubspot

JULY 11, 2019

This role is usually an entry- or mid-level position that requires little to moderate experience (think 3+ years). Experience working with a CRM, excellent organizational and communication skills, and customer or sales experience will all be preferred or required qualifications.

Commission 98

Commission Territory Quota CRM 98

SalesLoft

APRIL 25, 2019

This capital will empower companies to deliver the ultimate prospect and customer experience and generate the most revenue for their business. Where Will the Money Go? As the creators of the Sales Engagement category, we’ll use this investment to continue leading the innovation that has come to define the category.

Growth 90

Growth Commission Networking Up-sell 90

Highspot

FEBRUARY 20, 2025

And without trust, deals stall, sales cycles drag on, and your competitors swoop in. Enter a new era with AI-powered sales training that gives go-to-market (GTM) teams the tools they need to build trust in every conversation. Build a Culture of Trust with AI Your reps dont succeed in sales by delivering the right pitch.

Trust 52

Trust GTM Pitch Sales 52

Xant

JUNE 16, 2021

Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. The systematic element of sales allows sales teams to track progress and repeat successes with the knowledge of what activities are working with customers and what activities are wasting reps’ time.

CRM 105

CRM Sales Territory B2B 105

SalesLoft

APRIL 2, 2019

A commissioned study conducted by Forrester Consulting on behalf of SalesLoft found that “while increasingly independent, prospective customers will engage with knowledgeable, empathetic, and informed sellers who provide relevant information and insights tailored to their business and needs.” B2B buyers now expect sales experiences.

Commission 69

Commission Consult Sales Technology 69

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 93

GTM Quota Drivers/motivators Sales 93

Highspot

DECEMBER 15, 2021

Go-to-market teams have their own unique sets of challenges, and it’s safe to say that most HR departments are not equipped to help develop every employee on every team. But leaders should keep in mind that strategy helps inform the most critical component of the sales process: the sales call.

Sales 97

Sales Up-sell Represent Sales Experience 97

Heinz Marketing

JULY 5, 2021

And so if you provide a one size fits all, it’s going to be too intimidating for some people, too basic for others. Talk about why that’s so important to have that sort of customized approach.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Sales Hacker

MARCH 18, 2025

Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 years. She was the Director of Product Marketing at VMware prior to Gusto. 06:49 How 1:1 sales personalization drives 14x higher conversion rates. For their customers.

GTM 63

GTM Sales Pipeline Technology 63

Highspot

FEBRUARY 11, 2024

Last week, you may have seen our CEO Robert’s blog about the new Customer Success investments we’re making in 2024 to help all our customers soar to new heights with Highspot. The public and private markets have shifted away from putting a premium on a company’s growth to valuing efficiency and profits over all else.

GTM 59

GTM Appointment Sales Strategize 59

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. What Is a Sales Methodology?

Cross-sell 85

Cross-sell Sales Consult Education 85

Hubspot

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

SEPTEMBER 16, 2019

Because the price and commitment are lower, the convenience of the purchase is going to be one of the most important aspects to your customer. The sales velocity is much higher. You usually want to see how it works in person, have the product customized for your brand, and shake a person’s hand as you make the deal.

Outside Sales 97

Outside Sales Inside sales Profit margin Sales 97

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Sales organization structure is important as it sets sellers up for success. What Does a Sales Department Do?

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Highspot

OCTOBER 31, 2023

Prior to implementing Highspot, 70% of customers struggled with the lack of insight into seller actions. Land Enablement’s Value With the C-Suite Through Analytics It can be difficult to measure the performance of your sales enablement programs to solidify C-Suite buy-in.

Strategize 72

Strategize CRM Government Closing 72

Hubspot

APRIL 22, 2018

Collecting demographic information is a great place to begin drafting your personas because it's easy to obtain and starts to paint a clearer, more personal picture of your customer. If you're going to market and sell to these personas, you need to understand how they consume information. Are they married? Where do they live?

Education 101

Education Hospitality Networking B2C 101

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. the risk of aggressive over-marketing. You recommended we cover customer service, customer success today. Customer experience.

Pipeline 96

Pipeline Referrals X-functional Cross-sell 96

Sales Hacker

AUGUST 11, 2023

We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. As AI plays a bigger and bigger role in sales workflows, folks who can still form strong relationships with other human beings really stand out to me. GTMnow launches next Tues, Aug 15th!

GTM 82

GTM Sales Launch Pipeline 82

SalesLoft

JANUARY 30, 2017

Salesloft is on a mission to help sales professionals believe – in the process they’re following, in the product they’re selling, and in themselves – by delivering a modern sales experience to their prospects and customers. Fried brings extensive experience in creating and winning business categories.

Territory 52

Territory Appointment Drivers/motivators Sales 52

Hubspot

JANUARY 19, 2012

Collecting demographic information is a great place to begin drafting your personas because it's easy to obtain and starts to paint a clearer, more personal picture of your customer. Where do they go for information? If you're going to market and sell to these personas, you need to understand how they consume information.

Education 78

Education B2C Service Presentation 78

PandaDoc

AUGUST 16, 2022

Getting his start at 17, Jed has worked his way from Lead Development Rep to Head of Outbound Sales in just three years. Jed’s been featured on The Customer Engagement Lab , Predictable Revenue , and Starting SaaS. Dale is a force to be reckoned with in the sales community. Ian is an expert in Enterprise Sales.

Cold Call 52

Cold Call B2C Sales Follow-up 52

SalesLoft

APRIL 29, 2020

Ollie loves to create go-to-market strategies in disruptive technology environments. As VP of Revenue in EMEA, I lead 15 people in our London office, an extremely talented collection of sales, pre-sales, customer success, and marketing professionals. . Most people think that successful people are happy.

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Sales Hacker

APRIL 21, 2022

Small companies require less customization. But as SaaS startups mature, they usually start moving up-market. You’ll need to acquire less customers to generate the same amount of revenue and bigger companies have a lower churn rate. This is why most SaaS companies eventually move up-market and start focusing on bigger deals.

Cross-sell 102

Cross-sell Legal Contract Price 102

SalesLoft

AUGUST 9, 2023

You’re well aware of the trends affecting the sales industry right now: Low pipeline Declining win rates Smaller opportunity sizes Customer churn Needless to say, this market is quite literally giving teams a run for their money. Every business with customers should have a CRM that works for them.

CRM 52

CRM Pipeline Go To Market Up-sell 52

Sales Hacker

DECEMBER 8, 2020

And the first thing they’re doing is searching around on the internet for solutions and beginning to educate themselves, and 6sense can help you find those companies when they’re beginning to search for your solution and then get them right at the moment that they’re going to be most interested. Really cool stuff.

Sales 114

Sales E-commerce Angle Technology 114

Xant

JUNE 16, 2021

Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. The systematic element of sales allows sales teams to track progress and repeat successes with the knowledge of what activities are working with customers and what activities are wasting reps’ time.

CRM 52

CRM Sales Territory B2B 52

Heinz Marketing

MAY 10, 2021

Matt: It seems to me that this approach aligned well with companies and individuals that have bought into the challenge of sale, the idea that how you sell is often more important than what you sell. Then, they feel like they’re going through a spin sales thing. I think that an industry can be learned very quickly.

Pipeline 102

Pipeline Sales Up-sell Growth 102

Gong.io

NOVEMBER 25, 2019

Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. There are two big insights that we’ve had from observations that we’ve made over the years, watching lots of sales forces operate. . What should I talk about with my customer?

Price 71

Price Up-sell Strategize Cold Call 71

SaaStr

JUNE 2, 2021

Enterprise sales is probably where SaaS started out. It’s the opaque pricing, but hopefully the customer gets exactly what they need at the end. And what that typically means is layering on some kind of sales experience or human attention on the buying experience. It’s the wine and dine.

Sales 98

Sales Up-sell Price Start-ups 98

Highspot

JUNE 6, 2023

Here are eight tried and true strategies: Establish Shared Marketing and Sales Goals and KPIs It’s a tale as old as time – sales and marketing teams aren’t aligned, and it wreaks havoc on the business. According to Forrester, “firms with high levels of alignment across their customer-facing functions reported 2.4

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

JUNE 19, 2019

The team embraces a “glass half full” mentality, puts the customer first, and encourages a “team over self” approach. It has made it harder to find and access customer prospect details when selling in Europe. As a result, we must improve the quality of our sales interactions in EMEA. That is what we are here to do.

Territory 40

Territory Education Technology Technology 40

Gong.io

NOVEMBER 18, 2019

Nobody [in my first sales job] had ever explained to me that in selling, it’s important to understand how your customer gets value out of what you are selling. Look for patterns that are observable on a resume that don’t necessarily add up to “this person has 20 years of sales experience.”. But it was a grind….

Price 48

Price Up-sell Contact Technique 48

SaaStr

OCTOBER 8, 2019

Typically founders are the first sales people. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. However, at some point a founder needs to hire a sales team. Some of those being what does the customer org look like, who are the stakeholders?

Sales 59

Sales Intrinsic Growth Up-sell 59