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. The journey covers three stages.

B2B 114

B2B GTM Objectives and Key Results Sell 114

Sales Hacker

APRIL 22, 2025

33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. The future of GTM is here. it’s for very user.

GTM 91

GTM Campaign Pipeline Launch 91

ConversionXL

AUGUST 27, 2019

Educate yourself. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. As a result, the team can compare app data to website data to analyze engagement with educational content. Stay focused. Consult experts.

GTM 124

GTM X-functional CRM Technology 124

Heinz Marketing

FEBRUARY 24, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! I know what a sales pipeline is. By Matt Heinz, President of Heinz Marketing.

Pipeline 69

Pipeline Sales Cross-sell Up-sell 69

Sales Hacker

JUNE 24, 2025

Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s us.

GTM 69

GTM Legal Contract Go To Market 69

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 72

GTM X-functional Start-ups Campaign 72

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. He recruits for people, finance, and legal functions, and he’s been in startup land since 2013. powered by Sounder. About Hakim Myers & Nextdoor [2:00].

Negotiate 104

Negotiate X-functional Legal Finance 104

Search Engine Land

MARCH 15, 2023

Est. revenue impact / risk Use the formula Traffic x CRO x AOV to estimate sales; the return on investment. Unless you have a dedicated engineering team, it's more likely the case that the SEO work will be assigned to a cross-functional team responsible for backend or front-end work. relevancy) and prioritize accordingly.

Product 78

Product X-functional Objectives and Key Results Engineering 78

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” You must constantly educate yourself on the shifts and changes within your market. How you communicate as a function of that design is a critical problem that you should aim to solve. For us, that priority was the sales pipeline. The former is simple. Beautiful UI is no longer enough.

UX 120

UX Clients Niche Service 120

ConversionXL

OCTOBER 21, 2019

No database administration; No limitations; Quick imports; Process terabytes in seconds; Data stored in EU or United States; Encryption; Access control; Two-step verification; Data-loss prevention; Integration with other Google tools; $300 in test credits; Huge community; Educational resources (courses, labs, etc.). Here’s how to get started.

SQL 84

SQL X-functional CRM Clients 84

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools. Use sales data to stay on target.

Networking 59

Networking B2C Cross-sell Negotiate 59

SaaStr

FEBRUARY 11, 2020

Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. If you don’t know … how many times do people say, “Oh, we’re getting $500,000 a pipeline a month from out outbound program.” Want to see more content like this? Okay, maybe 96%.

Growth 107

Growth Niche Hospitality X-functional 107

Sales Hacker

JANUARY 12, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. So it’s really about that key operational excellence to drive productivity across those three main client-facing functions.

Product 66

Product X-functional Retail Technology 66

SaaStr

AUGUST 20, 2019

There was something special about the market where some of the education had been done before. Instead of spending X millions per year, could we spend 2X?” So we actually in 2015 created a project that was called Pipeline 2020. Check for them, X for us, check for them, X for us. There was an adjacent market.

Growth 59

Growth X-functional Start-ups Conversion 59

SaaStr

JULY 8, 2020

Aileen Lee: Yeah, and they’ve got referenceable customers, they’ve got pipeline, they’ve got funnels. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. It’s too much of a forcing function. Jason Lemkin: Yes.

Pitch 79

Pitch Start-ups Up-sell Technology 79

Heinz Marketing

APRIL 11, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio. My name is Matt Heinz.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Sales Hacker

MAY 20, 2025

I hear, at least on the marketing side, but across all functions is I wish we hired rev ops sooner and brought ops in sooner. And sounds like, I mean, across every function it’s [00:06:00] AI at the intersection is really elevating each function, allowing people to get outta the weeds, which is fantastic.

GTM 101

GTM Engineering Growth X-functional 101

Sales Pop!

FEBRUARY 6, 2023

First, such vendors make claims for these platforms that could never be kept, such as “Get more qualified leads” and “increase sales by x%.” The Engine Pipeliner does not promise to take the platform approach. Instead, Pipeliner CRM is solely and only the company’s engine, and that’s what we’re experts in. It is a dead-end.

CRM 130

CRM Engineering Manufacturing X-functional 130

Heinz Marketing

FEBRUARY 5, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. We’ll talk about Ryan’s approach to B2B PR, how that impacts sales pipeline (directly and indirectly). By Matt Heinz, President of Heinz Marketing. More about Ryan: ? Matt: Awesome.

Pipeline 58

Pipeline B2B Sales Pitch 58

Search Engine Land

FEBRUARY 23, 2024

In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations. Dig deeper: How to use SEO education for stakeholder management Get the daily newsletter search marketers rely on. for all regions or all websites)? See terms.

X-functional 115

X-functional Territory Launch Follow-up 115

Heinz Marketing

JANUARY 29, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. Matt: Thank you again everyone for joining us here on Sales Pipeline Radio. I am extremely excited to welcome Lauren Patrick to Sale Pipeline Radio. Sales Pipeline Radio.

Pipeline 77

Pipeline Sales B2B X-functional 77

SalesHandy

MAY 15, 2020

It is directly responsible for feeding your pipeline with high-quality leads that eventually close. All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. This value is represented by a ‘score’ to help prioritize them in your sales pipeline.

X-functional 98

X-functional Sales Pipeline CRM 98

Heinz Marketing

JUNE 4, 2018

Another episode of Sales Pipeline Radio for you! Matt: Thank you everyone for joining us on another episode of Sales Pipeline Radio. I think your customer base grows by two X it seems like every month these days. But the buyer still was primarily educated for the seller, right? Catch us LIVE every Thursday at 11:30 a.m.

Pipeline 59

Pipeline Sales Drivers/motivators X-functional 59

Sales Hacker

MAY 27, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Sean Whiteley is a three-time founder and the current CEO of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Sean is the founder of Qualified and AI pipeline automation platform for B2B companies.

GTM 66

GTM X-functional Start-ups Go To Market 66

Sales Hacker

MARCH 2, 2020

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. Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board. The Little Red Book of Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

OCTOBER 23, 2017

Many salespeople are loath to disqualify prospects and shrink their pipelines. But you might be acting prematurely -- send over educational resources and offer to help until they’re ready to buy, if you can. Need functions the same way as it does in BANT, but has been moved up in priority. Why Disqualifying Isn’t a Bad Thing.

Sales 101

Sales X-functional Contact Prospecting 101

Sales Hacker

JUNE 10, 2025

What GTM functions (e.g. The Focus Statement Template ” → A Google Doc-style worksheet to help executives define their ideal role, company stage, function, sector, and target company list. “ Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion.

GTM 66

GTM Networking Growth Go To Market 66

SalesHandy

MAY 15, 2020

It is directly responsible for feeding your pipeline with high-quality leads that eventually close. All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. This value is represented by a ‘score’ to help prioritize them in your sales pipeline.

X-functional 52

X-functional Pipeline Sales Lead generation 52

SaaStr

AUGUST 15, 2020

Jay Snyder: So I guess I’d say it’s forcing us to both challenge our customers more than ever, and by extension us to be educated and in tune with the customer’s business, more than ever. That doesn’t mean to say, you’re going to do away with the functions. I mean, what do they do?

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 114

E-commerce Manufacturing X-functional Retail 114

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. Jason Lemkin : That’s the reason there’s a thousand marketing applications, because every CMO needs to generate pipeline, awareness, leads, and they will test anything that works and shoot what doesn’t and keep trying things.

Quota 98

Quota Growth Product Closing 98

Sales Hacker

APRIL 15, 2025

Whether you’re accelerating pipeline, boosting close rates, or transforming your revenue team, this is your chance to gain the insights you need to stay ahead. There’s nothing to create a pipeline around. Don’t be afraid to look internally at other functions and then also look externally at untraditional areas.

GTM 62

GTM B2B Follow-up Campaign 62

Sales Hacker

FEBRUARY 19, 2019

They are about buying time, educating, and selling the meeting. Listen to Lori on a Sales Hacker webinar as she decodes the X factor that makes women more effective in sales. What’s the ROI on my sales development team as a function? Cold calls are not necessarily about listening or asking great questions.

Cold Call 13

Cold Call Inside sales Sales B2B 13

SaaStr

AUGUST 30, 2019

It’s never been launched in our organization before, you have a resource team of two and a budget of X,” which is some small number of dollars, euros, or whatever your currency is, “How are you going to launch and make this as successful as though you had a million dollars to spend? So the definition matters, right?

X-functional 59

X-functional Drivers/motivators Start-ups Engineering 59

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise?

Price 60

Price GTM Up-sell Product 60

Sales Hacker

FEBRUARY 25, 2025

How do we actually, uh, force some initial pipeline? Is there even a pipeline to be closed? Look at your top, you know, X number of deals, uh, if you have 20, 20, 25, you know, if you’re a little larger, you know, your top hundred deals, right. It’s like, oh my gosh, we just acquired x company.

GTM 78

GTM X-functional Objectives and Key Results Start-ups 78

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. We have to just educate them and be transparent, right? I think that’s really just.

GTM 77

GTM Growth X-functional Referrals 77