SaaStr

JULY 17, 2020

I mean, many companies are not really serving the target market of the SMBs that are most affected, think like traditional retail, traditional coffee shops, comfort food, gyms, fitness, et cetera. But that’s more the exception than the rull of the go to market for many companies. Nobody can go shop in Main Street America.

E-commerce 75

E-commerce Retail Real Estate Growth 75

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. We’re about a $3 billion market cap company in the human resources space.

Finance 78

Finance X-functional Pipeline Territory 78

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 55

GTM Price Up-sell Product 55

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 59

Start-ups X-functional Drivers/motivators Up-sell 59

Sales Hacker

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. 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.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

JULY 15, 2020

I mean, many companies are not really serving the target market of the SMBs that are most affected, think like traditional retail, traditional coffee shops, comfort food, gyms, fitness, et cetera. But that’s more the exception than the role of the go to market for many companies. Nobody can go shop in main street America.

X-functional 64

X-functional E-commerce Growth Retail 64

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.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

MARCH 2, 2020

The Challenger Customer. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience. How to Get a Meeting with Anyone.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io Our second sponsor is Outreach , the leading sales engagement platform, Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer-centric journey. for more information. Check them out.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

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. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Cross-sell Sales 52

Hubspot

AUGUST 8, 2019

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

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

DECEMBER 17, 2019

Technology Reporter @ CNBC. Please welcome Zach Perret, Plaid Co-Founder and CEO and Ari Levy, CNBC Senior Technology Reporter. Zach : Go for it. Zach : Easy way to think of it is Venmo was one of our first customers. Want to see more content like this? Join us at SaaStr Annual 2020. Ari Levy | Sr. FULL TRANSCRIPT BELOW.

Finance 58

Finance X-functional Non-Profits Launch 58

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? Sure, we’ll give you a million dollars a year, but you basically have to build custom software. So, thanks man.

Growth 100

Growth Cross-sell Start-ups X-functional 100

SaaStr

NOVEMBER 21, 2020

When is it right for SaaS companies to turn down potential customers? What is the right way to think about customer segmentation? How should startups decide which customer segment to focus on? * And that’s distinct from the X in the cloud pattern that was the first generation. How can they do that the right way?

E-commerce 107

E-commerce Manufacturing X-functional Retail 107

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Trish Bertuzzi – Founder of The Bridge Group.

Cold Call 12

Cold Call Inside sales Sales B2B 12

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be.

Pipeline 96

Pipeline Finance Commission Sales 96

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 56

X-functional Drivers/motivators Start-ups Engineering 56

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

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” Respond to shifting market priorities. Interviewing your customers can reveal the priorities they’re aware of. However, as an agency, clients expect you to be knowledgeable about shifts in the market, new technologies, approaches, tactics, and methodologies.

UX 120

UX Clients Service Niche 120

SaaStr

SEPTEMBER 13, 2020

It’s also been a powerful moment for technology to be a force for good. Another collection of their customers actually turned their kitchens into service offerings. You get this almost eating effect, I think of it as Pac-Man in motion, where truly, cloud is taking over the core of technology and all of software.

Non-Profits 64

Non-Profits Strategize Trust Growth 64

Heinz Marketing

FEBRUARY 5, 2018

Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success. ? I think if you’re not familiar, definitely go check out G2crowd.com. It is an online review marketplace for technology.

Pipeline 49

Pipeline B2B Sales Pitch 49

SBI

SEPTEMBER 8, 2014

Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. In today’s world, companies need to develop targeted, engaging communication with their market, and having relevant, timely intelligence is the key to energizing all types of revenue-driving activities.

Up-sell 51

Up-sell Closing Sell X-functional 51

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. Market saturation. Scott Brinker maintains the marketing technology landscape project. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. Image source ).

A/B testing 162

A/B testing X-functional Price Gaming 162

SaaStr

DECEMBER 8, 2023

There are a bunch of unknowns, but it’s clear how much LLMs are democratizing technology. How Enterprises Are Adopting This Technology Zooming out at a technical level, public data is running out for all of what LLMs can take advantage of. A big learning during this process was the importance of developing alongside customers.

GTM 100

GTM SQL X-functional Engineering 100

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. You have to actually go and talk to your customers.

E-commerce 105

E-commerce Price Start-ups Growth 105