Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Martech

MAY 17, 2024

When you’re going to market, yes, a press release introducing your brand followed by a PR campaign to make the most of your moment is important. To stay relevant in the marketplace and begin building traction, you need to grow your market share and position your brand as a leader in the industry.

Legal 108

Legal Launch Trust Campaign 108

SaaStr

OCTOBER 20, 2023

It’s only been ten months since ChatGPT launched, and since then, we’ve seen a huge increase in AI applications being created and used globally. OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. After the launch of ChatGPT, they went from 30 leads a week to 10,000.

Growth 94

Growth Launch Territory Legal 94

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Go-to-market motions are shifting.

GTM 99

GTM UX Go To Market CRM 99

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

Sales Hacker

MARCH 31, 2023

Let us know: marketing [at] saleshacker [dot] com. Generative AI is all the craze, mostly because of OpenAI’s ChatGPT and their freemium go-to-market motion, which made them go viral for being the fastest ever application to reach 100 million users. Don’t see your favorite tool?

Sales 89

Sales Consult Launch Follow-up 89

SaaStr

SEPTEMBER 7, 2022

Demodesk’s CEO, Veronika Riederle, and VP of Revenue, Lauren Wright, answer the most pertinent questions on scaling a SaaS start-up as they take us through lessons learned from the three stages of growth. Product-Market Fit . Going from $0 to $1M ARR is the first baby step for any SaaS startup. Users > customers.

Cold Call 82

Cold Call Launch Networking Sales 82

ClickFunnels

AUGUST 8, 2021

Instead, they focus on just one element of it, e.g. landing pages, pop-ups, etc. The reason we are bringing this up is that all that extensive funnel building experience went into our software. We have the results to back that up. We aren’t bringing this up to throw shade on Convertri founders. Today it’s at $100M+.

Lead generation 246

Lead generation A/B testing X-functional Price 246

Hubspot

NOVEMBER 19, 2020

Market development is the expansion of your total addressable market (TAM) and how much market share you can expect to claim. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Buyers reported the following challenges during the software buying process: . Third-party partnerships, including tackle.io

Go To Market 80

Go To Market Follow-up Trust Up-sell 80

Search Engine Land

OCTOBER 28, 2022

We’ve found success with the following audience signals: Customer match High-value customers 2021 holiday shoppers Email subscribers. Be patient and give it some time to collect data and ramp up. Keep in mind: Creating new Performance Max campaigns for BFCM is not recommended because the learning period takes too long to ramp up.

Promote 94

Promote Campaign Follow-up Launch 94

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

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. I was taking forever to follow up after meetings ( 4.2 We saw a 10% increase in pipeline velocity in Q3 of 2021, followed by our best ever Q4. But the weird thing is —.

Education 91

Education Pipeline Follow-up Clients 91

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. They determine what attributes the product needs to win against the competition.

Product 127

Product E-commerce Strategize B2B 127

Salesforce

NOVEMBER 7, 2023

Every loser joins the Hype Team of the winner, following them around and cheering them on. Get articles selected just for you, in your inbox Sign up now Interactivity Bring in interactive elements to make your sales kickoff more engaging and give your sales teams a chance to converse. What are the products? What do they do?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Sales Hacker

AUGUST 11, 2023

We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. GTMnow launches next Tues, Aug 15th! The work struck a chord with me because my parents ran a small business where I grew up on Long Island. Sara I love that.

GTM 64

GTM Sales Launch Pipeline 64

Gong.io

SEPTEMBER 14, 2022

Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . With over 700 companies competing in this highly saturated market, getting lost is easy. A go-to-market strategy framework is a blueprint for growth.

Go To Market 62

Go To Market GTM Launch Promote 62

SaaStr

JUNE 8, 2022

When you work in B2B marketing, you don’t often get a great reason to show off your work to your friends and family. Or, “Hey mom, I’ve gotta tell you about our new gated ebook we launched on LinkedIn — you won’t believe the conversion rate.”. What are the follow-on touchpoints and associated content that will help drive conversion?

Campaign 100

Campaign B2B B2C Click Through Rate 100

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

JUNE 25, 2021

Like many other rapidly growing companies, StackAdapt had to quickly establish and scale their sales enablement efforts – pivoting from reps building their own sales materials in silos, to a collaborative, centralized strategy that equips them with up-to-date, marketing-approved content that they can customize, share, and measure. .

GTM 59

GTM Launch Drivers/motivators Quota 59

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Bellroy understands what captures the attention of their target audience (beyond the relevant challenges) based on their market research. Image Source.

Product 110

Product GTM Construction Launch 110

SaaStr

FEBRUARY 12, 2022

Within each segment, they split up buckets of data in the following categories: Companies, Deal Creation, Close Rate, ACV, Market Share (which measures Gorias customer vs. competitor market share) and NRR. Build a clear map of your TAM so you can identify where to focus your go-to-market efforts.

Customers 95

Customers GTM Referrals Growth 95

SaaStr

JANUARY 21, 2022

You might feel confused about where to begin, how to scale up, which mistakes you should avoid, and things you should consider before expanding. Their offerings have expanded over the years from personal use to Grammarly Business, Grammarly for Non-Profits, and the recently launched Grammarly for Developers. Want more?

B2C 84

B2C B2B Non-Profits Launch 84

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. That’s too tactical.

GTM 85

GTM Cross-sell Niche Strategize 85

Gong.io

DECEMBER 14, 2022

Ask the following questions to create an ICP: A buyer persona describes the decision-makers your team will be reaching out to. Look up the companies on Crunchbase or other data sources. You can do this according to the following criteria: How closely they match your ICP. Market intelligence. Go-to-market outreach.

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

MAY 16, 2022

We have to think about the goals we’re trying to achieve, followed by the characteristics and traits needed to build the right team for those goals.” — Jonathan Weston, RVP of Salesforce. Those early days are a classic example of having launched an application before developing a proper go-to-market strategy.

GTM 86

GTM Pipeline Strategize Represent 86

Highspot

SEPTEMBER 15, 2020

“Enablement has been a vital go-to-market element for us,” said Don Matejko, President and Chief Revenue Officer at Shift. “Highspot’s intuitive user interface, personalization capabilities and analytics, will allow us to stay up-to-date with content that is always relevant to each of our sales motions.”

Technology 52

Technology Technology Product Sales 52

Heinz Marketing

MAY 20, 2021

Market dynamics. With this intel, sales helps keep marketing up-to-date on buyer pain points and needs so they can better execute marketing initiatives. What Does Marketing Do For Sales? Even after a deal is closed, organizations will continue to market to customers in order to deliver additional value.

Campaign 126

Campaign Cold Call Sales Education 126

Lead Fuze

JULY 24, 2023

A well-calculated estimate can help businesses prioritize their go-to-market strategy effectively align with high-value segments. Accurately calculating TAM can enable businesses to maximize their return on investment and remain competitive in the ever-evolving markets.

Strategize 52

Strategize Strategic planning Niche Growth 52

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. But it’s not a linear journey.

Launch 96

Launch Product Non-Profits GTM 96

Outreach

NOVEMBER 18, 2020

Small- or medium-sized businesses may end up leaning on managers to absorb this role. That was a challenge for a global financial services company when it launched an initiative to improve the customer experience at its call centers, Gallup reported. Think Past Launch. The change also isn’t being communicated as a back-up plan.

Launch 52

Launch B2B Management Consulting Consult 52

ConversionXL

NOVEMBER 23, 2022

This is when the ‘double jeopardy law’ comes into play : the larger the market share, the more users and loyalty a brand will have. B2B buyers aren’t all-rational, and they will often follow and recommend tools they’ve heard of even if they’ve never used them. Smaller brands have fewer users, but they’re also less loyal.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Martech

OCTOBER 14, 2022

There are plenty of reasons to hold off on hiring an in-house CMO, ranging from the effect on your bottom line to a CMO’s inability to build successful marketing efforts without an established sales cycle to extrapolate from — let alone a team to build out content and campaigns. What is a chief marketing officer (CMO)?

Non-Profits 115

Non-Profits E-commerce Strategize Consult 115

SaaStr

FEBRUARY 9, 2021

A globally-renowned digital marketing and sales leader, he sits down with Harry to discuss how to hire marketers at scale and how to use marketing to set your brand above the rest. ? ? ? ? ?. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin.

Territory 61

Territory Launch Up-sell Meeting 61

Capterra Sales & Marketing Software

SEPTEMBER 30, 2021

When starting with email marketing, try out these few different types of emails: Newsletters to share relevant information about your business. Follow-up emails to remind website visitors of items in their carts. Promotion emails for new launches, special events, or other offers. Welcome emails for new customers.

Campaign 82

Campaign Promote Engineering Customer Relationship Management 82

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Technology Training Technology training keeps sales teams up-to-date with the latest tools and solutions to streamline the sales process, from CRM systems to data analytics.

Technique 52

Technique B2B Cross-sell Negotiate 52

Lead Fuze

NOVEMBER 30, 2021

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy.

Territory 52

Territory Pipeline Sales Launch 52