Pointclear

JANUARY 26, 2012

Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? Would X make it simpler to achieve [positive event]? How do you do X? The results?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. x in this case, you would already be at break even. No one is quarterbacking the entire GTM engine. Sellers Need to be at the Center of the GTM Engine GTM organization design matters.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Reliable lifts come from knowing your customer and tailoring the value proposition to match that customer’s motivations in a way that no other website will. Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

OCTOBER 10, 2018

Ivan Sutherland , an electrical engineering professor, created a head-mounted display system, nicknamed “ The Sword of Damocles." With projection-based AR, you could project a functioning keyboard on your desk. It is most commonly used to help drivers see the edges of the road in low-light and to guide pilots towards landing strips.

Transportation 101

Transportation Drivers/motivators Healthcare Electrical Engineering 101

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. So, the first system is a sales finance system, so let’s start with sales.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

ConversionXL

FEBRUARY 3, 2022

Everything they do is scrutinized by its potential impact on scalable growth… An effective growth hacker also needs to be disciplined to follow a growth hacking process of prioritizing ideas (their own and others in the company), testing the ideas, and being analytical enough to know which tested growth drivers to keep and which ones to cut.

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

ConversionXL

AUGUST 4, 2020

During this stage, you want to meet the people doing the main activities in each function, not the managers. . Spend a day with delivery drivers, retail staff, and social media and customer support teams. Tech/Engineering team. What’s the roadmap for engineering (customer-facing initiatives and back office)?

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

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. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process.

GTM 86

GTM Negotiate Profit margin Contract 86

ConversionXL

MARCH 24, 2016

Those users could simply have more internal motivation to seek information and desire your services. The famous idea here is that, fire engines correlate with house fires, but that doesn’t mean that fire engines CAUSE house fires.”. This doesn’t mean the PDF causes anything.

Conversion 77

Conversion A/B testing X-functional Technique 77

Search Engine Land

APRIL 12, 2023

LinkedIn is a powerful search engine capable of generating targeted, substantial traffic to your profile. That’s because the average user doesn’t consider LinkedIn a search engine. Are some terms being used on LinkedIn but may not be a great fit in the search engines? Is there an overlap? If so, keep these terms.

Real Estate 117

Real Estate Clients Networking Follow-up 117

ConversionXL

SEPTEMBER 9, 2016

Researching how visitors experience your site, what their motivations are and what problems arise will help inform your optimization efforts. This is often a shock to managers and engineers, who tend to assume that most people can eventually do everything the product or website offers.” (via via Qualaroo). via ScottBerkun.com).

A/B testing 59

A/B testing UX Objectives and Key Results X-functional 59

SaaStr

AUGUST 7, 2020

The secret to building more than one is reusing components so that you don’t have six engines that do the same thing, that you reuse that engine and you get to use what we call metadata to reimagine it for each one of these industries. You can see it right behind you going across the bridge but can you see 10 X?

Price 83

Price Retail X-functional Healthcare 83

ConversionXL

FEBRUARY 3, 2016

Eventually, they could make statements like, “When someone suddenly starts buying X and Y, along with A and B, they could be getting close to delivery. Of course, action requires ability and motivation. Most marketing efforts are focused on creating motivation, on making people want a product. Improving ability (i.e.

Conversion 90

Conversion X-functional Launch Technology 90

ConversionXL

JUNE 21, 2016

Examples: Introducing a new feature or functionality. With iterative testing, you know that conversions increased X percent because you did exactly A. We use the ResearchXL model… To break that down a bit more… Heuristic Analysis: Identify “areas of interest” by checking key pages for relevancy, motivation and friction.

A/B testing 58

A/B testing X-functional Clients Start-ups 58

Spiro Technologies

JULY 16, 2024

Do you feel like that’s a driver as well? Hey, if you were doing an X marketing campaign, how would you go about with this?” We’re engineers, we love that data, but we don’t utilize it as best as we can. I feel like part of that comes from this need for the in-person showing of the product, if you will. I can summarize things.

Construction 59

Construction Trust X-functional Up-sell 59

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. These companies labor over engineering architecture, pixel perfect design and the pricing was an afterthought. If you value speed, you might up in for an Uber X.

Price 44

Price X-functional Cross-sell Drivers/motivators 44

SaaStr

SEPTEMBER 13, 2020

They’ve got some incredible initiatives, particularly in the engineering and coding org about how to make diversity and inclusion a strategic advantage for them. What we’ve built is this core AI machine learning engine that takes literally millions and millions of unique sources so that we can deliver 95% accuracy to our clients.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

SaaStr

DECEMBER 31, 2019

And before box she ran product and engineering teams building large scale financial platforms for Accenture clients. How do we get the functionality of Salesforce out there in the field and on the phone? It Has really, really deep functionality. Do they like the product for X or Y? Do we have a place where we can start?

Product 61

Product B2B X-functional Growth 61

ConversionXL

OCTOBER 4, 2018

In 2009, Netflix offered $1 million to anyone who could improve the quality of its recommendation engine by 10%. As it turned out , the enhanced algorithms “did not seem to justify the engineering effort needed to bring them into a production environment.”. or “Who is likely to try product X?” We do all the heavy lifting.

Sports 131

Sports Clients Engineering Niche 131

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. You’ll still see unplanned things happen, but this will flatten out the variance associated with your individual B2B sales engine. Stack Ranking becomes unimportant and gamification will only serve to provide artificial motivation.

Drivers/motivators 86

Drivers/motivators Pipeline Objectives and Key Results X-functional 86

Search Engine Land

NOVEMBER 2, 2023

Boosting motivation and reward: Our brain’s reward mechanisms thrive on clear objectives. The dopaminergic pathways, integral to motivation and reward, function optimally when goals are precisely defined. If you pick something too vague or too difficult, it can serve to demotivate you over motivating you.

Objectives and Key Results 97

Objectives and Key Results Drivers/motivators X-functional Clients 97

SaaStr

AUGUST 15, 2020

And the good news at New Relic is we can do all three, but only if we align to the business drivers and keep in mind just how dynamic those are. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. I mean, what do they do?

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

Sales Hacker

MARCH 2, 2020

The Motivation Myth. 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. Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

ConversionXL

APRIL 3, 2018

Ed Fry – Customer Data Operations: Unleashing your hidden growth engine. 7 drivers of optimization success. Value = (Knowledge + Process) x Skill x Attitude. Functional analysis. You need clarity of purpose – otherwise everything else will fall apart and you’re not able to prioritize. Attitude (People).

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. An engineering team and the sales team was me with a laptop. Everything else was in Europe, engineering was in Portugal. We created a search engine able to run locally on a mobile device with limited hardware.

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

AUGUST 30, 2019

Because you won’t hit the goals, but if you … to your point, if you make them too easy, then there’s no motivation. Whitney Bouck: And the other thing that motivates me is I love looking for the underdog. If you make them to aggressive, you risk morale, right? And certainly that’s where I’m at.

X-functional 60

X-functional Drivers/motivators Start-ups Engineering 60

SaaStr

MARCH 15, 2019

Product, engineering, executives. Well, you want want happy, productive, motivated employees. Dan Reich: I think with every new technology, people inevitably ask the question: “I could already do X, Y, and Z, right.” So step one is just a line of invisibility to those KPIs. What can they do?

Sales 40

Sales Up-sell Meeting Engineering 40

ConversionXL

AUGUST 12, 2015

I may have something really complicated where I need to inspect the engine, trace the electrical signals or plug in a diagnostic system. You won’t find any good mechanics saying they can fix any problem or improve any engine from just looking — they’ll more likely be able to tell you how your problem and their skills line up.

UX 111

UX X-functional Electricity Engineering 111

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” You want someone on the team that fits the culture, is motivated from within and can make a meaningful contribution to the team and company as a whole. I get asked this same question several times a week.—”Tito,

Objectives and Key Results 95

Objectives and Key Results Sales CRM Pitch 95

SaaStr

JANUARY 10, 2020

What are the drivers of its death? Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Bob Moore: At that 50 plus era, there’s a function for this. Why is this? How important is it to own the entire customer journey?

X-functional 61

X-functional Start-ups Drivers/motivators Go To Market 61

Sales Hacker

FEBRUARY 18, 2025

Guest Speaker Links LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: [link] Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now Sponsor: Pursuit The best talent isnt actively job hunting. There’s no product marketing. They love it.

GTM 92

GTM Quota Drivers/motivators Sales 92

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Like a reliability engineering team, right? 22:16 The best ways to measure customer trust.

GTM 77

GTM Growth X-functional Referrals 77

Sales Hacker

JUNE 3, 2025

And Lycos, which was one of the first search engines had, was located outside the Boston area. You know, um, figure out what motivates you and, and what motivates this person versus this person. You know, there was, we didn’t have as many resources as maybe they did when it comes to cross-functional team members.

61

61

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. What motivates them? So I always like to give a quick bio for the, the listeners. How do they think? What, um, what words work?

GTM 100

GTM Gambling B2B E-commerce 100

Sales Hacker

APRIL 1, 2025

And we were like, no, um, let’s get the engineering product teams involved, get that voice of all the gaps, the things that. is becoming more and more of a driver [00:33:00] of attractive companies from a valuation standpoint, and I, and I buy into it. Functional purity and segment alignment. Um, your functions.

GTM 63

GTM Up-sell Start-ups Gaming 63