SaaStr

APRIL 30, 2024

You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. The growth engine from both sales and marketing should to be working before you add gas to it. They’re the engine of the business. Kyle made this mistake in his first startup.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Key Growth Drivers 1.

Territory 67

Territory Drivers/motivators Quota Pipeline 67

SaaStr

NOVEMBER 1, 2023

As former CRO at Divvy and current Partner at Pelion Venture, Sterling Snow knows what’s required to build and motivate a high-performing team. Ask yourself, “ How do I go and sell something before I go about the work of committing engineers to it and building it?” The six GTM models Divvy used going from 0 to a $2.5B

Go To Market 106

Go To Market GTM Quota Up-sell 106

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Motivate with gamification and incentives. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).

Cold Call 67

Cold Call GTM Objection handling Sales 67

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Building the engine. RevOps can be a major driver of profitability.

Growth 103

Growth Drivers/motivators Go To Market Sales 103

Sales Hacker

NOVEMBER 5, 2024

Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. 34:26) One thing that is working for Peter in go-to-market right now. 34:26) One thing that is working for Peter in go-to-market right now.

GTM 96

GTM Drivers/motivators Pipeline Sales 96

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors.

B2C 117

B2C Pipeline SQL Strategize 117

Martech

MAY 2, 2024

Each role will have an agenda, meaning what it cares about and what motivates it. The point is that your marketing messages should vary based on each member’s particular interests. What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member.

B2B 122

B2B Drivers/motivators CRM Contact 122

Highspot

OCTOBER 29, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . There were our brand drivers, built right into the mark itself. The team rejected it immediately.

Angle 153

Angle Represent Drivers/motivators Territory 153

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Building a unified revenue team Divvy’s revenue organization sustains the go-to-market engine responsible for its hypergrowth.

Objectives and Key Results 98

Objectives and Key Results Customers Teamwork Drivers/motivators 98

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. Find out what matters to them, what motivates them, and why they work. Understanding the market.

Commission 120

Commission Finance Quota Sales 120

Sales Hacker

NOVEMBER 2, 2021

He’s a sales leader with over 14 years of experience, with an MBA and engineering background. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Someone who’s self-motivated and hardworking.

Drivers/motivators 101

Drivers/motivators Engineering Promote Up-sell 101

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver. We could also add a sixth business driver to the list. Unified data problems.

Finance 114

Finance Cross-sell SQL GTM 114

Hubspot

JANUARY 7, 2020

We've learned a lot along the way -- so we gathered six insights from HubSpot's resident ops experts to ask what they wish they would have known when growing HubSpot's own marketing tech stack. The #1 driver of complex business systems is complex business rules," says HubSpot Marketing Operations Manager Mark Metcoff. "If

Drivers/motivators 101

Drivers/motivators Technology Technology Engineering 101

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market.

Sell 111

Sell CRM Appointment Up-sell 111

Martech

JANUARY 6, 2023

I’ve worked with hundreds of marketing and go-to-market leaders. When evaluating candidates, look for those stories of internal motivation, also how that translated into value creation across the organization. For one of the companies, marketing was less of a priority. CMO evangelists make poor candidates.

GTM 124

GTM Education Growth Drivers/motivators 124

InsightSquared

JANUARY 30, 2020

Many people refer to revenue operations as the behind-the-scenes driver that advances processes and enables technology and analytics. Revenue operations supports the go-to-market teams by providing them with a single unified view of customer experiences and a comprehensive summary of every player in the process of growing revenue.

Gaming 77

Gaming B2B Teamwork Drivers/motivators 77

Salesforce

OCTOBER 22, 2021

Business leaders sometimes make the mistake of seeing sales operations (increasingly known as revenue operations) as a cost instead of a potential revenue driver. Hiring a strategic ops leader as a partner to the head of sales helps you think through how you build a scalable, repeatable, predictable revenue engine. [It Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Hubspot

JUNE 8, 2021

People in this role need to be great at monitoring and motivating salespeople, so they must have the skills to lead a team and dig into the details and analyze sales data. Sales Engineer. Sales engineers have a unique combination of technical engineer skills and business acumen. Image Source. Sales Executive Careers.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. Acceleration and accessibility were the primary motivations for me and its been a game changer.” That’s it, that’s all. Wrapping up a super energizing trip.

GTM 115

GTM Niche CRM Account management 115

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. Product training techniques like gamification keep teams motivated. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. – Robert Conrad, Head of Engineering, Crunchbase. It’s no longer just an idea.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Partners in Excellence

APRIL 16, 2021

How do we engage the “customer” in our digital channels, recognizing the customer isn’t a monolith or a persona, but different people with different goals, motivations, responsibilities? Alliances and partners may be important as part of our go to market strategies.

Process 139

Process Sales Sell Sales Support 139

SaaStr

JANUARY 21, 2022

Go-to market mechanisms don’t translate. From mechanisms and look and feel of the marketing campaigns to messaging and evaluation methods—everything works differently in Consumer and Enterprise. This helped them market Grammarly Business to serve enterprises at scale effectively.

B2C 98

B2C B2B Non-Profits Launch 98

ConversionXL

FEBRUARY 6, 2019

The benefits of looking at marketing through the lens of the product lifecycle are multifold: Provides a broad understanding of how your product fits into lifecycles for the product class, form, or brand (e.g. petrol-engined cars, people-carrier, and Ford, respectively). What marketing needs to accomplish during the Introduction.

Product 124

Product Price Growth Campaign 124

Sales Hacker

JUNE 17, 2019

She spent 20 years growing technology companies through her focus on delivering strong go-to-market strategies, building demand gen engines, opening new channels of revenue and developing customer success and account management programs. Invest time in your team and figure out what is the one thing that gets them really excited?

Contract 78

Contract Drivers/motivators Sales Price 78

SaaStr

OCTOBER 11, 2023

You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. Automation was a huge driver of growth, and not many customers asked for it. So, how did two engineers get out of tech? They were wrong.

Growth 67

Growth Non-Profits Construction Drivers/motivators 67

SaaStr

AUGUST 5, 2021

They don’t get credit for making things better, but they’re motivated to do their job more efficiently at a lower price. With garage-dwellers the product-market fit is still questionable. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency.

Up-sell 103

Up-sell Sell Finance Price 103

Openview

APRIL 11, 2018

Recognition – Another thing we’re exploring is how we externally motivate our sales people. Just like how Darragh has written about the traits he looks for in exceptional engineers, here’s what I value most when looking for great salespeople for Intercom. We create spaces to support this that don’t disrupt other teams.

Product 82

Product Negotiate Quota Cross-sell 82

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. How do I motivate reps to give their best? Matt Cameron: I started off life as a computer engineer heading in that direction and then someone said marketing.

Territory 88

Territory Hospitality Consult Engineering 88

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process.

GTM 85

GTM Negotiate Profit margin Contract 85

ConversionXL

FEBRUARY 27, 2019

Most products are built by engineers and product people, and they are often uncomfortable cold calling customers to get meetings for early feedback. As the list grew, it ended up being one of our best drivers of qualified sales leads because we could clearly see they had an interest in our product. Cheap acquisition is (too) cheap.

Launch 110

Launch Product Campaign Cold Call 110

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader. What You’ll Learn.

Product 60

Product Pipeline Engineering Cross-sell 60

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. Engineering always told you it was impossible.

Account management 98

Account management Engineering Launch Start-ups 98

Sales Hacker

DECEMBER 3, 2018

It was all engineers and how I got there is I knew the founder, Elliot. I think our biggest challenge is not market size because the database market is huge, and I think the product is great, our biggest limitation has been finding talent in engineering and sales, SAs and in all functions to grow at the rate that we wanna grow.

Product 75

Product Angle Objectives and Key Results Sales 75