SaaStr

DECEMBER 28, 2022

Roughly, once you (x) have an established brand, and (y) have a marketing engine that is working, and (z) most importantly, once demand gen has finally become somewhat routine … you’ll need a CMO. Or maybe 12-24 months after you have the core marketing functions all built out, and working. Explaining the vision.

X-functional 27

X-functional Growth Follow-up Strategize 27

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. They were preparing a prospecting call on a key executive.

X-functional 117

X-functional Manufacturing Drivers/motivators Finance 117

Hubspot

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Buyers don’t want to be prospected, demoed, or closed.

Prospecting 98

Prospecting Sell Healthcare Sales 98

Search Engine Land

OCTOBER 20, 2023

To drive traffic with programmatic SEO (PSEO), you’ll want to find content that maps to the right search queries, fits your specific site and that your ideal visitors and prospects will find valuable. stores with free wifi in X area, hotels that allow dogs in Y area, etc.), These don’t always need to be “best” searches either.

X-functional 115

X-functional Entertainment Gaming B2B 115

SalesHandy

MAY 1, 2020

While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Don’t use conventional openings, i.e. providing benefits or relating to the prospect's personal interests. Do you have a strategy in place for X? Who’s responsible for X? Who’s responsible for X? What happens if you’re not successful with X? How do you do X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

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. These will be unique to each prospect. The journey covers three stages.

B2B 114

B2B GTM Objectives and Key Results Sell 114

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. In 2017 or 2018, it was easy to prospect in companies. The necessity of balancing security and functionality.

GTM 121

GTM SQL X-functional Engineering 121

SaaStr

FEBRUARY 11, 2021

Getting feature gaps filled with Product and Engineering. And you want to get to $2m in ARR in the next X months. Create a real machine to monetize the prospects and leads that find their way to you. Do you work with sales engineers and sales support? no guaranteed bonus for X months until you scale).

X-functional 145

X-functional Quota Sales Up-sell 145

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. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Live events are a forcing function for your entire team, not just sales, and marketing. Your prospects, your customers. Think Zapier.

Technique 107

Technique X-functional Launch Pitch 107

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And so it’s 65% more likely to convert a repeat customer than a brand new prospect. Want to see more content like this?

Prospecting 95

Prospecting Customers Promote X-functional 95

Martech

NOVEMBER 15, 2023

Marketing was viewed as the “fluffy stuff,” particularly in engineering-driven corporations, mostly because it was difficult to quantify the impact marketing had on the business. To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. This is particularly true in B2B companies.

X-functional 106

X-functional Objectives and Key Results Technology Technology 106

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Points of Difference (PODs) are features that are important to your prospects and not available from competitors. Run a functional investigation. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

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 the CEO running around telling the engineers exactly what to build, you now have product managers. So, the first system is a sales finance system, so let’s start with sales.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

Sell 81

Sell X-functional Networking Follow-up 81

Sales Hacker

JANUARY 4, 2021

The revenue department seeks to bring all functional areas onto the same page for a complete view of an organization’s revenue stream. The heads of these siloed departments decide their priorities and goals without consulting with the other functional units. So, let’s break down what it is and why it’s so necessary. Video call?

X-functional 96

X-functional CRM Finance Growth 96

Sales Hacker

FEBRUARY 18, 2025

Guest Speaker Links LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: [link] Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now Sponsor: Pursuit The best talent isnt actively job hunting. This is the core brand value prop. They love it.

GTM 92

GTM Quota Drivers/motivators Sales 92

Sales Hacker

MARCH 25, 2025

And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. You could build some of these pretty quickly with agents and come in and be like, okay, you’re using X, Y, Z company.

GTM 66

GTM X-functional Start-ups Relationship building 66

SaaStr

FEBRUARY 27, 2024

x in this case, you would already be at break even. No one is quarterbacking the entire GTM engine. What a Good and Great GTM Engine Looks Like The way operators think about good GTM organization doesn’t reflect what Sapphire sees in board decks and organization design today. What does this mean?

Go To Market 107

Go To Market GTM Non-Profits Quota 107

Hubspot

DECEMBER 26, 2023

With all the changes to X (formerly Twitter) over the last few years, you’re not alone if you’ve been looking for Twitter optimization tips so you can use it more effectively for social selling. So today, I’m showing you what you need to know about optimizing X to help you present a trustworthy and knowledgeable front to your audience.

X-functional 78

X-functional Referrals Sales Follow-up 78

Heinz Marketing

MAY 16, 2022

Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management. I think too often people think about customer experience as what happens after you buy, but it certainly is impacted and founded in the prospect experience as well. Alan : Yes.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

JUNE 3, 2025

And Lycos, which was one of the first search engines had, was located outside the Boston area. The timeline of when we’re gonna have people at the desk, time to prospect, time to whatever activity we needed to do. And, Boston’s a tech capital, it’s a tech hub. It’s like Tinder for companies.

GTM 86

GTM Territory Gaming Sales 86

ConversionXL

DECEMBER 13, 2022

As Craig Sullivan puts it : My experience in observing and fixing things: These patterns do make me a better diagnostician, but they don’t function as truths—they guide and inform my work, but they don’t provide guarantees. You may think your site works perfectly in terms of user experience and functionality. Craig Sullivan.

A/B testing 127

A/B testing Objectives and Key Results X-functional Represent 127

Hubspot

SEPTEMBER 13, 2014

If you’re a user that only checks the site to look up a prospect’s credentials or check a connection request email, you are missing valuable opportunities to grow professionally, to grow your sales leads, and -- ultimately -- to grow your business. The benefits of using LinkedIn go beyond prospecting and recruiting.

X-functional 78

X-functional Objectives and Key Results Follow-up Networking 78

Sales Hacker

APRIL 22, 2025

She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes. She has also led high performing teams at Armada, Hotel Engine, Outreach, and Thousand Eyes. really be thinking about, the pain that your market has, your, prospects your customers. And, two things I’ve learned are one. a buyer persona.

GTM 91

GTM Campaign Pipeline Launch 91

Hubspot

JULY 29, 2018

Social Media Terms - X. Algorithm - An algorithm is a set of formulas developed for a computer to perform a certain function. BoardReader - BoardReader is a free search engine that allows users to search for keywords only in posts and titles of online forums, a popular form of social networking. Social Media Terms - P.

Networking 101

Networking X-functional E-commerce Follow-up 101

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

Sales Hacker

JUNE 24, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. It is a very distributed industry and we function as the backbone operating system for how they [00:07:00] operate. That’s us.

GTM 69

GTM Legal Contract Go To Market 69

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

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process.

GTM 86

GTM Negotiate Profit margin Contract 86

Heinz Marketing

FEBRUARY 21, 2022

How ScienceLogic aims to get the right personalized outcome engagements to targets by building components cross-functionally. ” But all ultimately, how do we progress the conversation that engagement with those prospects down to the area where they proactively want to reach out and engage with us? My name is Matt Heinz.

Pipeline 105

Pipeline B2B Inside sales Sales 105

ConversionXL

AUGUST 4, 2020

During this stage, you want to meet the people doing the main activities in each function, not the managers. . Is there any feedback collected from prospective candidates? Tech/Engineering team. What’s the roadmap for engineering (customer-facing initiatives and back office)? Are new ideas given only a cursory glance?

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

Hubspot

AUGUST 21, 2017

LinkedIn recommends a background photo size of 1584 x 396 pixels, and that it must be a JPG, PNG, or GIF file under 8MB. Freelancers can display a ProFinder badge on their profiles to show prospective clients their skills, expertise, and recommendations. 5) Search engine optimize your LinkedIn profile.

Networking 101

Networking X-functional Contact Follow-up 101

Hubspot

AUGUST 8, 2019

Pay-per-click advertising is most common in search engine results pages (SERPs), like Google or Bing, but is also used on social channels (although CPM is more common). Search Engine Marketing (SEM). Search Engine Marketing (SEM) refers to any digital marketing (paid or unpaid) done on a search engine, like Google, Yahoo or Bing.

A/B testing 78

A/B testing Objectives and Key Results CTR Campaign 78

ConversionXL

DECEMBER 2, 2015

As Craig Sullivan put it : Craig Sullivan: “My experience in observing and fixing things — these patterns do make me a better diagnostician but they don’t function as truths — they guide and inform my work but they don’t provide guarantees.”. We expect to see (data metric(s) change) over a period of (x business cycles). Probably not.

A/B testing 88

A/B testing X-functional Objectives and Key Results Represent 88

Heinz Marketing

OCTOBER 25, 2021

Sendoso has done a phenomenal job of building some content case studies, success stories focused on how people are really breaking through and staying connected with their prospects pun intended because the event they just produced called connected had some great content on it. What if it had X? What if it had Y?

Pipeline 122

Pipeline Sales Growth X-functional 122