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 77

Engineering GTM Territory Management Consulting 77

SaaStr

AUGUST 5, 2021

He shares some wisdom about using both bottom up and top down strategies and suggests some principles for mapping these out based on what business intelligence platform ThoughtSpot has done. Gatekeepers: These people are responsible for protecting the business that you’re seeking to sell to. Do you have the right team to sell? .

Up-sell 102

Up-sell Sell Finance Price 102

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 80

Go To Market GTM B2C Price 80

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

FEBRUARY 23, 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. So how did Wisely go from $11 in the bank to selling for $187M?

GTM 91

GTM Sell Finance Launch 91

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

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

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 117

Pipeline Go To Market Cross-sell Sales 117

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

DECEMBER 8, 2023

You could feed in transcripts from Gong and have it analyze that and write a next steps follow-up email that’s beautiful and personalized. A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data. Language Matters — Will It Be English or Python?

GTM 98

GTM SQL X-functional Engineering 98

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. Design Big But Start Small You go to the mountain and rethink your business in a post-AI world.

GTM 105

GTM Technology Technology Up-sell 105

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 93

GTM Pipeline SQL UX 93

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”.

Closing 162

Closing Sports GTM Legal 162

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

AUGUST 10, 2023

Building a go-to-market function from scratch. It has significant costs, and you’re up against exploitative behaviors from cloud service providers. 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.

Growth 78

Growth Engineering Meeting Appointment 78

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. New tools and approaches seem to be popping up every minute,” he says.

B2B 117

B2B Drivers/motivators CRM GTM 117

SaaStr

JULY 7, 2022

In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. You really want to see what great looks like for each role, so you can go and try to find it.”. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 92

GTM Strategize Engineering Go To Market 92

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

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 87

B2B Process Manufacturing Customers 87

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 93

Cross-sell Growth Up-sell Launch 93

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. So, let’s go through each of the common SaaS beliefs and debunk them with AI. #1 Adam came up with the wildest idea he could think of for an app and used Anthropc, a large language model company, to help develop the idea. It’s expensive and time-consuming to build software.

GTM 102

GTM UX Appointment Engineering 102

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. When sales leaders build the comp plan alone, they end up misaligned with the company’s overall goals.

Commission 96

Commission Finance Quota Strategize 96

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 95

B2C Pipeline SQL Strategize 95

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. 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. It started with chatbots.

Growth 98

Growth Launch Territory Legal 98

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

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. The Plaid API allows engineers to build their own financial solutions, which is the core of how Plaid operates. Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy.

Account management 99

Account management Engineering Technology Technology 99

Martech

JULY 14, 2022

A great number of ABM vendors provide everything from all-in-one platforms to enable ABM strategies, to adjacent services like data enrichment, identity resolution, analytics, and interaction management/orchestration to B2B marketers ramping up their programs. Account-based marketing: A snapshot. More M&A. What it is.

B2B 122

B2B GTM Technology Technology 122

Sales Hacker

APRIL 6, 2021

If you missed episode 154, check it out here: Guided Selling with Neil Ringers. Why go-to-market excellence trumps product excellence [24:57]. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. powered by Sounder.

Process 66

Process Drivers/motivators Sales Engineering 66

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle. Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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 64

Growth Non-Profits Drivers/motivators Construction 64

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 95

Cross-sell Account management Clients Growth 95

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. Sales operations teams free up time and energy. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I Make sure your reps are focused on selling.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

SEPTEMBER 13, 2022

We sell pretty much to any company out there who is selling their product or services to other businesses. But it has also enabled us to push the market from a competitive perspective in the way that allows us to dictate how people consume go-to-market technology. ZoomInfo’s acquisition by DiscoverOrg [07:40].

Growth 79

Growth Up-sell Sell Engineering 79

Capterra Sales & Marketing Software

SEPTEMBER 30, 2021

If you don’t have a digital marketing strategy in place or haven’t updated your strategy in a while, it’s time to look into the four most common channels of digital marketing to promote your brand online and drive more traffic. Email marketing. Social media marketing. Organic search engine optimization (SEO).

Campaign 82

Campaign Promote Engineering Customer Relationship Management 82

Sales Hacker

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

SalesLoft

NOVEMBER 2, 2023

In this article, we’ll cover these critical topics: The inflection point for go-to-market teams A 3-part approach to thinking about AI What accounts should you focus on and why? Watch the on-demand video , presented by Rebby John, Salesloft’s Senior Director of Sales Engineering. What should you say to these accounts?

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

SaaStr

OCTOBER 19, 2021

And because they think anyone actually needs their product, they underoptimize their initial go-to-market strategies, or worse, don’t even really have a good one. alone somehow managed to survive, sell their products, find their customers, and otherwise pay their employees without your Wonderful New SaaS Product.

Product 107

Product CRM Closing Prospecting 107