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? Krish Subramanian: We are software engineers by training. What are the biggest challenges in making this transition? Has that been some big challenges for you?

GTM 49

GTM Price Up-sell Product 49

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 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. In this podcast episode , she talks about her career graph from being an environmental engineering grad to being the VP of sales at a public company like Zendesk.

Cold Call 12

Cold Call Inside sales Sales B2B 12

SaaStr

NOVEMBER 21, 2020

Tripod was a search engine there, which exited to AltaVista. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. And that’s distinct from the X in the cloud pattern that was the first generation.

E-commerce 99

E-commerce Manufacturing X-functional Retail 99

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

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. You have go to market fit.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources.

Growth 92

Growth Cross-sell Start-ups X-functional 92

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 80

Quota Growth Product Closing 80