SaaStr

NOVEMBER 1, 2023

This depends a lot on ACV, who you’re selling to, and what the product is, but if you take something that’s typically reported on a quarterly basis and shorten it to a monthly cadence… You’ve just given yourself 3x the amount of coverage and the ability to learn and say, “ Did we hit or miss, and what are we doing that’s working?”

Go To Market 81

Go To Market GTM Quota Up-sell 81

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B Automatically, the sales rep had responsibility for the next step and started selling a little differently and caring about what they didn’t care about before. Put together some duct tape version of it and sell it. Sell, Design, Build.

Go To Market 78

Go To Market GTM Quota Up-sell 78

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 93

GTM Consult Sell Engineering 93

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. That took into consideration things like use cases, and the personas that they’re selling to. It all goes together.

Engineering 71

Engineering GTM Territory Management Consulting 71

SaaStr

JULY 27, 2022

As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. . But your sales needs when selling to small and medium-sized businesses differ from an enterprise-level market.

Go To Market 74

Go To Market GTM B2C Price 74

SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Finding Product Market Fit — Typically has a marketing or sales leader, or you’re doing founder-led sales and product engineering and building. Why is teaming the new selling?

B2B 87

B2B GTM Objectives and Key Results X-functional 87

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. We’ve also created guided selling and engagement. Our expertise in email, calendar synchronization has led us to the guided selling and engagement space.

Sell 103

Sell CRM Appointment Up-sell 103

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 72

B2B Process Manufacturing Customers 72

Martech

JUNE 3, 2024

Software market growth: Taking a horizontal vs. vertical focus A vertical software company offers solutions tailored to specific markets, such as plumbers, auto dealerships or food distributors. Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management.

Growth 115

Growth Pharmaceutical B2C Construction 115

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 95

GTM Growth Referrals Cross-sell 95

SaaStr

AUGUST 5, 2021

Gatekeepers: These people are responsible for protecting the business that you’re seeking to sell to. Do you have the right team to sell? . 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

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 120

Pipeline Go To Market Cross-sell Sales 120

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. Go through a variety of filters to zero in on the leads you want to reach.

Sell 52

Sell Account management Contract Price 52

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 91

GTM Growth Referrals Contract 91

Partners in Excellence

FEBRUARY 23, 2022

We put in place programs to attract channel partners (or if we are a channel, to attract the companies developing the products/solutions) getting them to sell our products. We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. A new type of channel partner.

Strategic partnership 99

Strategic partnership Sales Strategize Commission 99

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. He knew people would order everything from clothes to food online, and he wanted to be the one selling it.

GTM 98

GTM Technology Technology Up-sell 98

Salesforce

MAY 25, 2023

The product’s benefits, capabilities, and performance do much of the selling and persuading. Customers don’t rely on marketing campaigns and salespeople to tell them what the product will do for them – they experience it for themselves. Ready, set, go-to-market! What is product-led growth? The result?

Growth 98

Growth Product Customers B2B 98

SaaStr

DECEMBER 8, 2023

A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data. Now, those ML engineers are becoming part of the core workflow. LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization.

GTM 91

GTM SQL X-functional Engineering 91

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

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

SaaStr

AUGUST 10, 2023

Building a go-to-market function from scratch. Building A Go-To-Market Function From Scratch You’ve built a technical product, and now you need to build a go-to-market function from scratch. But eventually, it becomes engineering. Engineering is where customer success is horribly underrepresented.

Growth 72

Growth Engineering Meeting Appointment 72

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 72

GTM Launch B2B Growth 72

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

JULY 7, 2022

Mistake 3: Not appreciating go-to-market as a strategic advantage. Businesses have much more to do than just create and sell product. Your business suffers when you myopically focus only on the product instead of recognizing other engines that might be to your strategic advantage. Not focusing on GTM is a big miss.”.

GTM 85

GTM Strategize Engineering Go To Market 85

SaaStr

JANUARY 11, 2024

Our mission at Stage 2 Capital is to support the next generation of entrepreneurs and their startups with go-to-market expertise and capital. in Mechanical Engineering from Lehigh University. What’s different about your fund / how you invest and support founders? His favorite responsibility is raising his two teenage sons.

Mechanical Engineering 105

Mechanical Engineering GTM B2B Technology 105

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. And when that’s clear for the reps, you’ll see reps sell more. Overcomplicating compensation.

Commission 96

Commission Finance Quota Strategize 96

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Singular focus on sales.

B2C 95

B2C Pipeline SQL Strategize 95

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. And a number of new tools and platforms have come along to help them out.

B2B 116

B2B Drivers/motivators CRM GTM 116

Highspot

JANUARY 19, 2024

The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas. Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity.

Strategize 64

Strategize Growth Quota Sports 64

SaaStr

SEPTEMBER 28, 2023

They offer all the features you need to sell to Enterprise customers. Single sign-on SAML authentication SCIM provisioning for user management You can sell to 20-30-40-person companies all day, but if you want to sell to hundreds of people in a company, you will need this stuff, and WorkOS helps you do it fast.

Cross-sell 86

Cross-sell Growth Up-sell Launch 86

Highspot

SEPTEMBER 26, 2023

“We’ve already seen the tremendous potential of conversation intelligence in the world of sales,” said Ellie Fields, Chief Product and Engineering Officer, Salesloft. Using Salesloft and Highspot together, go-to-market teams can find skill and behavior gaps, coach to close those gaps, and measure the impact on revenue outcomes.”

Meeting 52

Meeting Launch Customer Relationship Management Strategize 52

SaaStr

JUNE 6, 2022

The Plaid API allows engineers to build their own financial solutions, which is the core of how Plaid operates. While, in certain ways, Plaid could technically be considered SaaS, Perret views the company as more of a platform to support engineers, financial institutions, and ultimately, the consumer. .

Account management 92

Account management Engineering Technology Technology 92

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. Sales Engineers The key to selling SaaS is a demo or test environment customized for the customer. Sales engineers increase their ability and speed to show or articulate the value of your product to customers. It’s expensive and time-consuming to build software.

GTM 96

GTM UX Appointment Engineering 96

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. This was when she understood they were selling services — buy a license with OpenAI and meet with the team once a week to solve problems and ideate. tokens per word in the English language.

Growth 91

Growth Launch Territory Legal 91

SaaStr

OCTOBER 11, 2023

You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. You don’t need to tell the whole story from the beginning, especially when you sell to SMBs,” shares Zinman. So, how did two engineers get out of tech?

Growth 63

Growth Non-Profits Drivers/motivators Construction 63

Martech

JULY 14, 2022

Many vendors are buying into the vision of eliminating the distinction between these two elements of B2B selling and are developing the tools to enable marketers to carry it out. Help for the sales team.

B2B 112

B2B GTM Technology Technology 112

SaaStr

FEBRUARY 15, 2023

How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond? Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR. A proactive sales team that minimizes customer friction is the best-kept secret to a healthy PLG engine.

Growth 74

Growth Product GTM Engineering 74