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 101

Finance GTM Cross-sell SQL 101

Martech

JUNE 28, 2022

And it should be emphasized that B2B teams and marketers have begun their transformation as marketing works across their entire company to play a more proactive role in all revenue and customer generation aspects. Drive the shift from push to pull marketing.

B2B 99

B2B GTM Cross-sell High impact 99

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 101

Up-sell Sell Finance Price 101

Sales Hacker

JANUARY 20, 2022

An investment in sales coaching has a top-line impact that increases key metrics 5 to 25% for revenue teams across finance, energy, logistics, and SaaS. Investing in, connecting with, and motivating the reps you currently have has never been more crucial.

Territory 100

Territory Sales Finance Drivers/motivators 100

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. You're self-motivated and enjoy having a goal to reach. Money is a motivator that makes you want to work harder and smarter. Management. Psychology.

Commission 76

Commission Territory Finance Inside sales 76

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. – Marcus Lo, Head of Finance, Crunchbase. Go Find Your Unicorn.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong!

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. So I like to say that if sales is like a train, then sales compensation is the driver. Why don’t we actually go down the line?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 34

Conversion Legal Contact Finance 34

Sales Hacker

DECEMBER 2, 2019

Motivations of an individual contributor vs. a manager. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. Most recently she worked at Crayon, which is an early-stage market intelligence platform. I understand accounting and finance. What You’ll Learn.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

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. This requirement often arises when selling into specific verticals, such as finance, pharmaceutical, or government. Market exposure.

GTM 74

GTM Negotiate Profit margin Contract 74

SBI

JUNE 28, 2021

Hire the right team to be able to create and maintain your programs, roll them out effectively, and keep the team motivated to complete their training. Most recently, he was in charge of product, growth, marketing and customer solutions at Rekener. Greg: There are three key elements. Commit to the program. Twitter.

Sell 34

Sell Finance Sales Quota 34

SaaStr

MARCH 1, 2019

So let’s say you realized that you know you’re on a good track but let’s say through competitive pressure or whatever reasons you really want to have a broader suite that you go to market with. So having the equity financing on top is a big value add for businesses that go about and buy large companies.

Growth 42

Growth Finance Negotiate Start-ups 42

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive. Makes individual motivation difficult.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Hubspot

OCTOBER 23, 2019

The choice to separate the more community-driven brand from the technology was motivated by necessity, but also proved to be prescient -- the community needed to grow regardless of whether or not they bought Gainsight. We decided we weren't going to talk about Gainsight in the early days of Pulse. Focus on long-term results.

Product 62

Product Finance Growth Meeting 62

SaaStr

OCTOBER 31, 2019

Obviously, the cloud business, and so I think we’ve seen over the last decade that AWS now is arguably the biggest driver of value for Amazon as they are approaching this trillion-dollar market cap milestone, and the same goes for Microsoft. You can’t talk with a founder without talking about financing.

Finance 40

Finance Growth Retail Drivers/motivators 40

Hubspot

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Allows sales reps to build their skills. Image Source: Anaplan. Price: Contact Anaplan.

Territory 87

Territory Quota Commission Construction 87

Sales Hacker

APRIL 24, 2018

The transformative moments in customer experience that driver customer delight. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. They look across product, finance, marketing, and sales and look at ways that we can improve the customer experience. What You’ll Learn. 12) Sam’s Corner.

Customers 43

Customers Account management Go To Market Follow-up 43

Sales Hacker

DECEMBER 17, 2019

Pete Kazanjy: I like to fancy myself kind of accidental sales leader in so far as I’d done up until five or six years ago, my background was primarily in product management and product marketing and I got into sales and revenue acquisition through necessity from my last software company, TalentBin. That’s the first thing.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

SaaStr

MAY 30, 2019

I’d also suggest that structure in financing rounds is not something I’d recommend. I think that structure is a way to not accept the valuation the market’s willing to pay you, and structure creates different motivations in different outcomes. The vision for your business. So, that’s balance.

Finance 55

Finance Growth Objectives and Key Results Start-ups 55

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. When you are new to the federal government market, it is a challenge to gain relationships with agencies and departments.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

NOVEMBER 26, 2018

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. . The true motivation comes from setting and achieving goals ambitiously. What You’ll Learn.

Sales 52

Sales CRM Pipeline Sports 52

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 51

X-functional Drivers/motivators Start-ups Engineering 51

SaaStr

AUGUST 29, 2019

Because our go to market, we were spared that, but if you go to market is very high touch sort of enterprise field sales, you will be under incredible pressure in the early days to become that custom. But when you’re small, I would take a hard time betting on like a single partnership as there as the main driver.

Growth 42

Growth Start-ups Drivers/motivators Objectives and Key Results 42

SaaStr

JULY 25, 2021

Again, I’m talking about a B2B business because sales productivity is really a measure to some sense of product market fit. It’s a measure of your overall go to market business or functions and some measure of frankly, of the value that customers perceive of your product. Jyoti Bansal: Great.

Up-sell 96

Up-sell SQL Product Start-ups 96

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And because the driver or the impetus for this economic turmoil wasn’t really lack of consumer confidence or lack of consumer resources, it’s not clear that consumers don’t have the money to spend. Jasom Lemkin: I got it.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

AUGUST 15, 2019

Why did you wait so long to raise financing it and what was the thinking behind that for you? So we had a good foundation that if we would raise money, that we could really go and execute on the opportunity even faster. Robert Vis: Well, I think the number one mistake people make is to go for brands. So I’m intrigued.

Growth 40

Growth Finance Start-ups Meeting 40

SaaStr

AUGUST 15, 2019

Why did you wait so long to raise financing it and what was the thinking behind that for you? So we had a good foundation that if we would raise money, that we could really go and execute on the opportunity even faster. Robert Vis: Well, I think the number one mistake people make is to go for brands. So I’m intrigued.

Growth 40

Growth Finance Start-ups Meeting 40

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Global Business Unit.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

SEPTEMBER 23, 2020

Dave McJannet: So, I started my career in the world of finance, actually, and I moved to the Bay area when my girlfriend, now my wife, came here for grad school. Now, you have to create comp plans for field organization that keeps them appropriately motivated, but we reset those every six months, so we can’t get that far off.

Product 71

Product Start-ups Up-sell Go To Market 71

SaaStr

OCTOBER 21, 2019

Why did you wait so long to raise financing and what was the thinking behind that for you? I mean, we had a great team, we had a good product, customers wanted more of it, so we had a good foundation that if we would raise money that we could really go and execute on the opportunity even faster. So I’m intrigued.

Start-ups 40

Start-ups Finance Growth Meeting 40

SaaStr

FEBRUARY 7, 2020

Karen Page: I think part of it is understanding the formulaic approach to go to market. That might be a good time to continue to AB test your go to market approaches. Karen Page: So, I really strongly believe in the notion of credibility, awareness, and revenue as being the drivers of these strategic marketing/BD efforts.

Strategize 67

Strategize Pitch Growth Networking 67

Sales Hacker

APRIL 16, 2018

Whether it’s engineering or product help or even the finance team or marketing team. But I think I’d spend a little bit more time on that one because I’ve been part of or I’ve advised companies where the go to market strategy is far out ahead of the product. The Road to Being a CRO.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

SEPTEMBER 20, 2019

That are motivated. And for us, we collectively, when we put together annual plans, when we put together how we are going to go to market, we do that as a united front, so I’m very close to our sales team. Above all that…focused. Eric is a very focused leader.

E-commerce 51

E-commerce Trust Start-ups SQL 51

SaaStr

DECEMBER 5, 2019

So just recognizing when you’re talking with a big company, what their mandate is, how they’re motivated. Big companies, CVCs, they can get creative with financing, so generally don’t lead rounds. One of the things that we said at the very beginning is that we’re not just going to be financial capital.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

SaaStr

MARCH 27, 2019

In Leyla’s role today, she leads the charge on extending the power of Salesforce with a full portfolio of mobile apps, and is responsible for driving product, go-to-market and other key programs around Salesforce’s mobile offerings. So the AppExchange is where I spent the lion’s share of my career at Salesforce.

Start-ups 51

Start-ups Objectives and Key Results UX Follow-up 51