Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. – Marcus Lo, Head of Finance, Crunchbase. Go Find Your Unicorn.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Sales Hacker

MAY 4, 2021

The human condition behind marketing [11:00]. Founding a personal finance blog [14:15]. market [16:42]. Before we go to the interview, I’d be remiss not to tell you about Unleashed 2021. Founding a personal finance blog [14:15]. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps.

Finance 69

Finance A/B testing Start-ups Negotiate 69

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. IT is ensuring security compliance and compatibility for each software application. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

JUNE 9, 2020

The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company.

Finance 102

Finance X-functional Pipeline Territory 102

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’re excited to have Vishal Sunak, the CEO and founder of LinkSquares where he’s responsible for developing strategies aimed at assisting both corporate, legal, and finance teams with the review of their contracts. How has been the sales evolution of the go to market motion for LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Negotiation. Gatekeeper. General Manager.

B2B 105

B2B E-commerce Cold Call Sales 105

Lead Fuze

JANUARY 1, 2022

The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. The licensee, who pays for the technology up front, will be looking to negotiate a volume discount on shipping.

Negotiate 52

Negotiate Profit margin Contract Price 52

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. 3) Market Readiness – Do you have a go-to-market plan? Finance and Operations may not be happy with the results.

Sell 52

Sell Account management Contract Price 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 63

Territory Cross-sell Contract Drivers/motivators 63

Lead Fuze

DECEMBER 1, 2021

One of the most important parts about being a successful SaaS company is understanding how to go-to market. Go through a variety of filters to zero in on the leads you want to reach. 3) Market Readiness – Do you have a go-to-market plan? Finance and Operations may not be happy with the results.

Product 40

Product Account management Contract Price 40

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 86

GTM Pipeline Healthcare Sales 86

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 117

Sales E-commerce Technology Technology 117

SaaStr

OCTOBER 31, 2019

Two examples, or maybe I should say now one example since SendGrid and Twilio have merged, of great net retention are here, so each of these companies started off in the early days with very much a bottoms-up go-to-market motion. You can’t talk with a founder without talking about financing.

Finance 45

Finance Retail Growth Drivers/motivators 45

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Whether it’s engineering or product help or even the finance team or marketing team. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

Hubspot

APRIL 23, 2025

For example: Does the buyer have the cash to buy, or do they need financing? Think about financing vs cash. Professionals who could help with the process include: Corporate finance attorney. Prepare to go to market. Doing so will help you stay on top of important deadlines, buyer requests, and negotiation points.

Sell 48

Sell Legal Negotiate Non-Profits 48

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. Together, these calendars provide a single operating cadence.

GTM 121

GTM Sell Finance Contact 121

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Remember this when you are negotiating your pay. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Heinz Marketing

NOVEMBER 30, 2020

This week’s show is called “ The Lost Art of Note Taking ” and our guest is Saro Zargarian , Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. My focus has been in operations, go-to-market, sales coaching, sales management. Saro: Thanks again.

Pipeline 126

Pipeline Objectives and Key Results Sales Negotiate 126

SaaStr

MAY 27, 2020

Why is financing hard right now? It’s very difficult to get financed. So the market hates uncertainty. And then one day the whole market resets to the seven times. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen.

Finance 110

Finance Government Price Contract 110

SaaStr

MARCH 1, 2019

So let’s say you realized that you know you’re on a good track but let’s say through competitive pressure or whatever reasons you really want to have a broader suite that you go to market with. So having the equity financing on top is a big value add for businesses that go about and buy large companies.

Growth 45

Growth Finance Negotiate Start-ups 45

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. Then with the new growth fund, we could lead the 100 million, $200 million financing on it. Jasom Lemkin: I got it.

X-functional 82

X-functional E-commerce Retail Growth 82

SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. Where do founders make mistakes in negotiation? Ep: 299: Yousuf Khan is the Chief Information Officer @ Automation Anywhere, the only web-based and cloud-native RPA platform.

Pitch 69

Pitch Contract Objectives and Key Results Negotiate 69

The Lost Book of Sales

JULY 12, 2021

At the end, you need to be very careful in negotiations, keeping the spark of the vision alive without committing to tasks that are unachievable within the time frame allotted. What they will say instead, both to each other and to the rest of the industry, is "Great technology — too bad they can't market."

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. His last role was the CFO of Landing, where he oversaw the companys Finance, Legal and People operations.

GTM 86

GTM Finance Cross-sell X-functional 86