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). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 78

B2B X-functional Cold Call SQL 78

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

Before we get going today and introduce our guest, we want to thank our sponsor, really excited to continue to be working with Sendoso. So we are a customer of Sendoso. And honestly as we get more digitally focused more of our marketing, more of our sales efforts go digital. And that doesn’t go away.

Pipeline 115

Pipeline Growth Sales X-functional 115

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? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

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

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. The company was doing phenomenally well and our customers were doing phenomenally well before March hit. Nobody can go shop in Main Street America. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X

E-commerce 70

E-commerce Retail Real Estate Growth 70

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 87

B2B GTM Objectives and Key Results X-functional 87

Heinz Marketing

MARCH 11, 2019

I think it’s increasingly important as the commoditization of B2B and all products kind of comes to fruition, and that case, your brand’s story and that representation that you have with your customer can really should be your key differentiator. I think that’s one of the underlying principles of account-based marketing.

Pipeline 65

Pipeline B2B Sales X-functional 65

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

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 51

GTM Price Up-sell Product 51

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 55

Pipeline Sales Drivers/motivators X-functional 55

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. The company was doing phenomenally well and our customers were doing phenomenally well before March hit. Nobody can go shop in main street America. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X

X-functional 60

X-functional E-commerce Growth Retail 60

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 55

Start-ups X-functional Drivers/motivators Up-sell 55

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

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 Profit margin Negotiate Contract 74

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. User manual.

Launch 96

Launch Product Non-Profits GTM 96

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 Cross-sell Quota Contract 96

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

SaaStr

FEBRUARY 2, 2022

As the Chief Customer Officer (CCO) at Quip, I learned another valuable lesson: big numbers don’t necessarily translate to big opportunities. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. 2016’s Lesson from Quip. 2018’s Lesson from Salesforce.

Growth 88

Growth Product GTM X-functional 88

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 107

Contract X-functional Objectives and Key Results Legal 107

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. Why would one turn down customers?

E-commerce 99

E-commerce Manufacturing X-functional Retail 99

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 89

Pipeline Sales X-functional B2B 89

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 52

X-functional SQL Pipeline GTM 52

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 Objectives and Key Results Technique Non-Profits 141

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 98

Pipeline Finance Commission Sales 98

SaaStr

DECEMBER 17, 2019

Zach : Easy way to think of it is Venmo was one of our first customers. Lending Club was an early customer of ours and Lending Club was directly competitive with the banks and the banks didn’t love the fact that we were enabling Lending Club to make loans, enabling Lending Club to steal their profit. .”

Finance 57

Finance X-functional Non-Profits Launch 57

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 92

Growth Cross-sell Start-ups X-functional 92

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? That’s easy.

Growth 82

Growth Cross-sell Contract X-functional 82

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

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 52

X-functional Drivers/motivators Start-ups Engineering 52

Sales Hacker

FEBRUARY 19, 2019

Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Matt has seen moves to an enterprise customer fail and succeed countless times. Listen to Lori on a Sales Hacker webinar as she decodes the X factor that makes women more effective in sales.

Cold Call 11

Cold Call Inside sales Sales B2B 11

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 Niche Service 120

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 61

Non-Profits Strategize Trust Growth 61

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. ? Insert company name X did Y. And then as they start to use it more and more, they then potentially move into being paying customers.

Pipeline 58

Pipeline B2B Sales Pitch 58

SaaStr

MARCH 1, 2019

How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Oh, if you’re an SMB, the data suggests that transitioning your customers from a month to month to an annual shouldn’t have any impact on your conversion rate.

Contract 45

Contract Price Commission Conversion 45

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. This isn’t relevant to my customers.” Alli: Absolutely. ” Right?

Pipeline 55

Pipeline Sales Presentation B2B 55

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

AUGUST 26, 2022

How do they get their customer? 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. It didn’t even have custom tabs.

Quota 78

Quota Growth Product Closing 78