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

Martech

FEBRUARY 10, 2022

“We believe marketing technology can help improve those digital experiences – helping your brand grow and increase revenue.”. Acquia’s Customer Experience report found that 94% of marketers claim their organization had changed their digital customer experience strategy in the 18 months following the 2020 pandemic.

Technology 111

Technology Technology Trust Presentation 111

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

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. But too often, kickoffs are thrown together at the last minute, resulting in a day of stale presentations and drowsy eyes. Exceed your team’s expectations, ignite inspiration, and set your company up for success by following these steps.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. But we don’t do it with the same sales processes, representatives, or go-to-market tactics. It’s not easy to build and manage a sales team in two places—physically present and remote.

Networking 87

Networking Represent Sales Quota 87

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

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). and so on) to the following: .

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

PandaDoc

MAY 13, 2024

This involves tracking leads and sending follow-up reminders to agents. This ranges from sales scripts to presentations and interactive quizzes. It must be up to date. This should be built around factors like revenue goals and a business’ go-to-market strategy. This means prioritizing accessibility.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 105

Pipeline B2B Go To Market Sales 105

ConversionXL

NOVEMBER 5, 2020

You’ll end up pivoting not only your service offering but the people you serve and your value proposition. I knew we needed to change things up to survive. In 30 minutes, Grizzle pivoted from a productized digital PR service to an SEO-focused content marketing agency. Go into the call with a handful of broad questions.

UX 120

UX Clients Service Niche 120

SaaStr

FEBRUARY 1, 2024

At this stage, your marketing team should be laser-focused on finding out what resonates with your ICP: what are their needs are, how to serve this market, how to differentiate yourself vs competition. But, as you grow, you start to reach the limits of what your original ICP presents. There’s minimal human intervention.

GTM 74

GTM Growth Education Strategic planning 74

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

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

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. The success of the launch relies on a shared strategy across various teams, including sales, product managers, customer support, product marketing, event management, and more. It requires effort from various departments.

Launch 59

Launch Negotiate Product GTM 59

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

SaaStr

FEBRUARY 4, 2022

Instead, the best run meetings utilize the following approach: . For topics that can’t be covered in the allotted time, schedule a follow-up meeting. This should be qualitative (no slides)and present a big-picture narrative on how things are going. . Send out a pre-read: Avoid the slide-deck death march!

Meeting 91

Meeting GTM Strategize Follow-up 91

Martech

NOVEMBER 9, 2021

Many marketers report duplicate lead issues in their campaigns, which usually reflects lead routing problems. This can cause delays in follow-up when multiple people end up with identical contacts. To engage in proper data analysis, marketers need to be able to match leads to specific accounts. Lead routing.

Contact 90

Contact Entertainment B2B Growth 90

SaaStr

MARCH 19, 2021

As we go forward, the real question is, what’s driving the growth in these unicorns? Cloud mutiples are going up. First up is the incredible growth in cloud multiples. They identified 3 go-to-market strategies that have really helped propel companies to defy gravity. Product-led Growth.

E-commerce 74

E-commerce Construction Growth Price 74

Martech

JULY 23, 2021

After a day and a half of listening to presentations and conversations at the MO Pros Summer Camp in Atlanta, I had an observation to make. “I Ideas around go-to-market strategies, around campaigns, branding, messaging and so on. Lake Lanier Islands: Location for Summer Camp. This is our mission. I absolutely do see that.”.

Negotiate 115

Negotiate Technology Technology CRM 115

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening. How can we invest strategically?

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

Hubspot

AUGUST 9, 2022

But training sales reps can be every bit as challenging as it is necessary — so to help you navigate the process, we asked real sales leaders to share some methods they use to bring new salespeople up to speed. We also touched base with Ryan McRae — Go-To-Market-Enablement Sales Trainer at HubSpot — to see what he had to say about the topic.

Technique 72

Technique Sales Entertainment Contact 72

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. Excited by a large market and countless use cases, they take what comes to them. The year is 1999. What is a segment?

Pitch 89

Pitch Education Sales Territory 89

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

Gong.io

APRIL 15, 2022

No reason to hire an outside firm to dig through the data and present a pretty report that is outdated and useless by the time you get it. . Revenue Intelligence supercharges your organization in 3 critical ways: Unlocks reality with complete visibility into performance and market. Next up: AI and “exciting automation stuff.”.

CRM 62

CRM Pitch Up-sell GTM 62

Sales Hacker

DECEMBER 28, 2018

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. That means you can’t afford to slip up during sales conversations. by Chris Orlob. Your buyers won’t have it.

Cold Call 97

Cold Call Sales B2B Pipeline 97

The Lost Book of Sales

MAY 13, 2021

Table of contents First, carefully consider the following. Questions to ask throughout the interview process Conducting independent research Requesting to check the following details What if you identify "red flags"? Pre-sales materials and presentations 2. Let's get started. Would I enjoy working with my collegues?

Quota 59

Quota GTM Commission Territory 59

Highspot

MARCH 31, 2020

You can’t drop by a colleague’s desk when everyone’s remote, which presents a unique opportunity to redefine how your people find and consume information. Another pro tip — don’t skip interactive sessions just because going digital makes it more difficult.

Pitch 98

Pitch Meeting Quota Prospecting 98

SalesLoft

NOVEMBER 28, 2018

To that end, we rounded up 7 ways to ensure an ROI on your sales kickoff. To encourage interaction, let a couple of them present their recommendation at the end of the allotted time. Discussion wakes people up and creates an opportunity for people to talk with others they normally wouldn’t. Follow-Up Is Key.

Drivers/motivators 52

Drivers/motivators Follow-up Sales Start-ups 52

Gong.io

DECEMBER 2, 2019

The failure rate in sales is so much greater than it is in sports—it builds up some resiliency and some mental toughness for sure. I don’t know, because I grew up playing sports. So when I show up, I’m usually like, “Okay, give me a rundown of how you’re pitching and presenting this.” I’m going to destroy it.

Pitch 71

Pitch Sports Sales Presentation 71

Cience

OCTOBER 27, 2020

If someone Googles “marketing campaigns,” could you blame them for thinking the only way to go to market is through increasing inbound leads? You’d think there was nothing else in the marketing world but SEO, content writing, blogging, webinars, and ads. Skip to the Orchestrated Outbound Checklist. Yes, yes, we know!

Campaign 63

Campaign Cold Call GTM Contact 63

Sales Hacker

MARCH 22, 2018

Opportunistic side bets by signing up some commission-only sales agents. Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). Account Executives doing cold calling).

B2B 79

B2B X-functional Cold Call SQL 79

Heinz Marketing

NOVEMBER 15, 2021

But I have been a sales trainer, sales consultant, for many years and teaching presentation skills. I taught virtual presentation skills, but there were so few people in those classes that would use their video, right? They’d all go, “Oh no, I have, I have tape over my videos. It is very complicated. Julie: Yes.

Pipeline 60

Pipeline Sales Presentation Up-sell 60

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. I’m not kidding.

Legal 86

Legal Cross-sell Contract Price 86

A Sales Guy

APRIL 2, 2012

This morning’s presentations were good. The most compelling presentation was by Jon Vender Ark of McKinsey and Company. Soup up your sales engine (sales operations). Too often we assume our go to market approach and that can be costly. Soup Up Your Sales Engine. I’m at the Sales 2.0

Sales 115

Sales Growth Represent Up-sell 115

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 101

GTM Contract Quota CRM 101

Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. To achieve that, sales operations people help streamline process to speed up the sales cycle and enable sellers to close more deals.

Territory 89

Territory Non-Profits Contract Quota 89