Sales Hacker

MAY 10, 2019

Ask me a thoughtful question about the function of my role or our sales process. Here’s how we have helped other FinTech companies do X, Y, and Z” would get my attention faster than the list of F500s who use your tech. But you do need to consider the key drivers of the people you’re selling to. Well, that and some great swag!

Sell 20

Sell X-functional Pitch Up-sell 20

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 having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

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. They’ll become more concerned about the quality of deals from sales to onboarding to launch. They grew 2.5x

Go To Market 120

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

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

Search Engine Land

JUNE 26, 2024

Fellow SEO Kristina Azarenko conducted an X survey , which shows that more than half of the SEOs responding see 40% or less of their recommendations implemented by client and brand teams. Their primary motivation is usually around growth KPIs or market share, so speak to them in those terms.

X-functional 85

X-functional Drivers/motivators Clients Growth 85

ConversionXL

SEPTEMBER 30, 2020

After the iPhone launched in 2007 to mass adoption, analytics were never the same. Even if mobile traffic is a huge driver of new users and potential customers, it’s hard to justify pushing resources there when we don’t have the data to back it up. A good example is the launch of ITP 2.1 Private browsing.

X-functional 93

X-functional SQL Campaign Launch 93

Hubspot

DECEMBER 15, 2015

4) Get inspired by a motivational wallpaper. There are other wallpaper options that can give you the motivation to stay organized. According to psychologist and motivation expert Jonathan Fader, inspirational or motivational messages often serve as a powerful incentive for us to try harder. No worries.

X-functional 69

X-functional Drivers/motivators Follow-up Start-ups 69

ConversionXL

JUNE 16, 2015

Is X actually influencing Y, or is it a mere correlation? billion to building testing some of the largest function on the web site from site search to navigation for headers to footers to check out, you name it. Where do you cut out the soft launch. It could be marking a driver, bringing the traffic in. All of these.

Objectives and Key Results 102

Objectives and Key Results Launch Gate keeper Drivers/motivators 102

Hubspot

OCTOBER 10, 2018

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. Navion also introduces gesture control commands to prevent drivers from looking down at their phones to enter or change a route.

Transportation 101

Transportation Drivers/motivators Healthcare Electrical Engineering 101

ConversionXL

JULY 15, 2020

While developers may measure success based on “working code,” a functioning campaign is not enough for marketing success. Build marketing programs around motivated individuals. A typical structure for a strategic-level user story is: “As a customer persona type X, I want PRODUCT X, so I can achieve goal X, Y, Z.”.

X-functional 87

X-functional Technique Strategize Campaign 87

ConversionXL

SEPTEMBER 5, 2019

They launched to much applause, but a few trends wore down their appeal with time. There are many ways to do this in R, most commonly the out-the-box factanal() function. Here’s the code in R for that (where x is your data frame): pcanalysis <- prcomp(x, scale = TRUE, center = TRUE) plot(pcanalysis).

X-functional 115

X-functional Represent User Experience Follow-up 115

Sales Hacker

JUNE 3, 2025

He launched Meta’s EMEA business from scratch, eventually growing it to a $900 million plus operation, and later took that playbook global, actually helping to scale Meta’s gaming and monetization business to over 11 billion. You know, um, figure out what motivates you and, and what motivates this person versus this person.

GTM 85

GTM Territory Gaming Sales 85

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. Experimentation launch. cross-functional teams) or working practices (e.g., Education program launch.

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

ConversionXL

MARCH 7, 2017

They launched to much applause, but a few trends wore down their appeal with time. There are many ways to do this in R, most commonly the out-the-box factanal() function. Here’s the code in R for that (where x is your data frame): pcanalysis <- prcomp(x, scale = TRUE, center = TRUE). What are you motivated by?

X-functional 102

X-functional Represent Follow-up Up-sell 102

Hubspot

DECEMBER 28, 2012

Oftentimes, marketers do give a lot of thought to email design when it comes time to launch a campaign. Many companies choose to send weekly or monthly product digests to keep their customers or fan base up-to-date with the latest features and functionalities. But what about the follow-up email? 10) Event Invitations.

X-functional 78

X-functional Promote Follow-up Contact 78

ConversionXL

MARCH 24, 2016

Those users could simply have more internal motivation to seek information and desire your services. It was a way to look at historical data and find patterns like “everyone who became a customer in the last 12 months did X, Y, and Z before they converted.” This doesn’t mean the PDF causes anything.

Conversion 77

Conversion A/B testing X-functional Technique 77

ConversionXL

OCTOBER 26, 2022

They also positively impact brand awareness and sales: 35% of TikTok users say they discover products and brands through creators; 65% of users enjoy it when creators post about products; 71% of users say creator authenticity has motivated them to buy a product or brand. Take skincare brand Bulldog.

Entertainment 115

Entertainment Customers E-commerce Objectives and Key Results 115

ConversionXL

JANUARY 14, 2016

While correlation doesn’t equal causation (for instance, rather than people buying more because they watch tutorials, maybe users that are intrinsically motivated to buy more anyway just happen to watch tutorials also), finding correlation points allows you to optimize for these events and gives you a point at which to begin testing.

Conversion 71

Conversion Objectives and Key Results Networking Click Through Rate 71

ConversionXL

FEBRUARY 3, 2016

” Yet, as we strive to disrupt industries, take out the competition and launch innovative new products, we forget the power of habit. 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. Improving ability (i.e.

Conversion 90

Conversion X-functional Launch Technology 90

SaaStr

AUGUST 7, 2020

Trisha Price: Yeah, I mean, for us, it has changed over the years and it has changed as we’ve launched new solutions, right? ” They will be able to point to measurable value X amount saved, or X user adoption, or X spend categories and a management, or X improvement in operational efficiency, whatever that may be.

Price 81

Price Retail X-functional Healthcare 81

Sales Hacker

APRIL 1, 2025

but when we started to develop product together around their agent force as an example, which they just launched back at Dreamforce, where the teams, the product teams work together, built use cases within workflows that sellers use. Functional purity and segment alignment. So the [00:47:00] functional purity is.

GTM 62

GTM Up-sell Start-ups Gaming 62

PandaDoc

NOVEMBER 15, 2021

” You can motivate them to outperform another team or outsell your market’s top competitors. For example, you could set a goal for your entire team to meet for your latest product launch or increase activity by a certain percentage. The incentive for action is provided by the purpose, not the job function.

Sales 52

Sales Quota Promote Trust 52

SaaStr

SEPTEMBER 13, 2020

It’s really just a launching point for the next thing. ” Did you hire the wrong first generation management team because you hadn’t done those functional areas before? And so I deserve 40 X ARR because I know, I know, I know, but it’s not fair, Henry. It’s not a celebration. Jason Lemkin: All right.

Non-Profits 90

Non-Profits Strategize Trust Go To Market 90

Veloxy

SEPTEMBER 28, 2021

As we mentioned earlier, a lot of entrepreneurs have actually found success by launching startups and building careers on little more than cold emails. However, this segment will offer a good example and a solid starting point to launch off of. That’s because pain motivates action more than pleasure.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

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

Hubspot

OCTOBER 9, 2019

Videos on Instagram have the highest overall engagement rate across all functions of the app — 38% higher than image posts. By using a relatable funny caption, young women might see this meme and feel connected to Bustle, and motivated to learn about their entertainment. New launches. Interviews. Instagram Video Requirements.

X-functional 78

X-functional Promote Launch Transportation 78

ConversionXL

APRIL 3, 2018

Understand-decide-prototype-finalize-launch (data and research at beginning, decide on targets in middle, QA before launch). 7 drivers of optimization success. Value = (Knowledge + Process) x Skill x Attitude. Dell launched an entirely new Dell.com frontend and backend. Functional analysis.

A/B testing 106

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

ConversionXL

OCTOBER 4, 2018

or “Who is likely to try product X?” Coordinating the involvement of those teams and accurately estimating the time-to-launch is complex. Predictive analytics models “take into account not only the complexity of the project (both the functional and implementation aspects) but also the complexity of the team environment.”.

Sports 131

Sports Clients Engineering Niche 131

ConversionXL

SEPTEMBER 13, 2017

Customers often shop around , and they’ll likely know their options as cost is a motivating factor for most software subscribers. To combat this, the company launched a full-frontal assault of customer churn by defining their users’ issues. Have you improved some function of the site? 3) Account Changes. from last year.

Customers 110

Customers X-functional Price UX 110

Sales Hacker

MAY 27, 2025

there’s some very clear areas where the AI is just going to be better at this particular job function or set of workflows. launching a barrage of battery test cases. And what we were doing back then was we weren’t talking about features and functions. A buyer has more power than they’ve ever had.

GTM 65

GTM X-functional Start-ups Go To Market 65

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. When we launched we couldn’t earn a six figures deal at that time. Next up, we’ve got Nicolas Dessaigne. Nicolas Dessaigne : Right.

Price 109

Price Start-ups Up-sell X-functional 109

Heinz Marketing

JANUARY 29, 2018

Some of the fun things I’ve gotten to do with the company include helping Sangram launch “ABM for Dummies” That was actually the first book that was ever published about account based marketing back in 2016. Turning it into a driver in itself. . “Well, you have this great blog post. Lauren Patrick: Absolutely.

Pipeline 77

Pipeline Sales B2B X-functional 77

Heinz Marketing

FEBRUARY 5, 2018

Not so that we’re functioning as a curation and we’re positioning it in a different kind of segment than it would normally be on our site. Insert company name X did Y. It functions similar to a case study or a customer success study. We did this thing. I don’t know. I don’t know.

Pipeline 60

Pipeline B2B Sales Pitch 60

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

JANUARY 10, 2020

What are the drivers of its death? With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Bob Moore: At that 50 plus era, there’s a function for this. Why is this? Nothing mattered.

X-functional 60

X-functional Start-ups Drivers/motivators Go To Market 60

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. Highlights: 07:53 What happens when commercial scale outgrows your technical scale. And I call it.

GTM 76

GTM Growth X-functional Referrals 76

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? You’re launching a new product. So I always like to give a quick bio for the, the listeners.

GTM 99

GTM Gambling B2B E-commerce 99