Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

PandaDoc

MAY 13, 2024

This involves tracking leads and sending follow-up reminders to agents. It must be up to date. Inside sales For agents who engage in remote selling; on the phone, via video call, social media, or email. Training focuses on winning the trust of customers and providing an effective sell.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

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 88

Sales Launch Consult Follow-up 88

SalesLoft

JANUARY 16, 2024

After weekends, holidays, and vacations, that’s how many selling hours there are left in a year. But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. Selling is where you live. You guessed it: administrative work. But it doesn’t have to be that way.

Trust 52

Trust Up-sell Contract Technology 52

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.”. Buying and selling software is getting complex. Buyers reported the following challenges during the software buying process: .

Go To Market 75

Go To Market Follow-up Trust Up-sell 75

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 75

B2B Process Manufacturing Customers 75

Hubspot

NOVEMBER 19, 2020

Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Creating a plan to sell existing products/services to new demographics, through such initiatives as adding locations or expanding delivery radius. Increase revenue by 100%.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

Go To Market 54

Go To Market Growth GTM Strategize 54

Gong.io

SEPTEMBER 9, 2021

Subscribe here and follow me to read upcoming research. 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. I don’t just sell — I coach and direct a go-to-market team.”. It’s about stakeholders.

Closing 162

Closing Sports GTM Legal 162

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Heinz Marketing

APRIL 15, 2021

For this complex buying journey, a new approach to how go-to-market teams align and coordinate their actions is required. While the marketing and sales teams still need a healthy separation, they need seamless alignment. Consider your buyer personas when you are developing your marketing and sales materials.

GTM 137

GTM Sales Follow-up Education 137

ClickFunnels

AUGUST 8, 2021

Instead, they focus on just one element of it, e.g. landing pages, pop-ups, etc. Our co-founders, Russel Brunson and Todd Dickerson, each had over a decade of experience selling online via sales funnels. The reason we are bringing this up is that all that extensive funnel building experience went into our software.

Lead generation 246

Lead generation A/B testing X-functional Price 246

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. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). Where sales intelligence tools go wrong.

Education 89

Education Pipeline Follow-up Clients 89

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 71

GTM Launch B2B Growth 71

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

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. Every loser joins the Hype Team of the winner, following them around and cheering them on. SKOs are all about: Camaraderie. Collaboration. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Sales Hacker

DECEMBER 9, 2022

Don’t just evaluate market potential for territory definition. Consider the selling skills, roles, and tenures of the sellers you will deploy in the territory. Has remote selling adjusted that need? What is the chance that Bob’s going to deliver (given close rates , average deal size, selling style, and time spent selling)?

Territory 98

Territory Quota Strategic planning Sales 98

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? The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. ——— Blog post brought to you by: The post The Channel Maturity Scale: How Do You Measure Up? By doing so effectively, you can unlock a path to scaling profits.

Profit margin 112

Profit margin Strategize Networking Follow-up 112

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. We practice (and use) what we preach (and sell). Jared Nielsen is also an avid user of Gong, the solution he sells on the daily. Manage follow-ups. Spoiler Alert: We drink our own champagne.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. How exactly will they know what’s going on? But it is. .

Quota 164

Quota Sales Strategize Objection handling 164

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. Each stage requires specific selling skills to satisfy prospect needs. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

Technique 52

Technique B2B Cross-sell Negotiate 52

SaaStr

FEBRUARY 8, 2022

Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Do you have a Go-to Market (GTM) for different market opportunities? Are you compensating your teams to sell recurring revenue?

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

SaaStr

JUNE 13, 2021

This is how Zig focuses on building the right team, simplifies organizational design, and scales from the ground up. Build your service with this personal experience in mind, and build to sell it to the individual, not just the company. 4 The architecture of your technology should complement your go-to-market model.

Growth 68

Growth Finance B2B Technology 68

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. A quick and easy way to stay plugged into the state of selling and where it’s headed is through LinkedIn. LinkedIn isn’t just for social selling. Why should you follow Jed?

Cold Call 52

Cold Call B2C Sales Follow-up 52

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth CRM 118

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 93

B2C Pipeline SQL Strategize 93

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 86

GTM Strategize Engineering Go To Market 86

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

Clients 98

Clients Drivers/motivators Territory Contact 98

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). A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Highspot

DECEMBER 15, 2021

Ignore a rattling sound coming from under the hood for long enough, and it’s likely just a matter of time before you end up broken down. In fact, many sales leaders and frontline managers will approach solving these critical problems in ways that are not scalable or that wind up creating more problems in the future.

Sales 97

Sales Up-sell Represent Sales Experience 97

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.

GTM 122

GTM B2B Conversion Objectives and Key Results 122

Salesforce

MARCH 28, 2022

Consider the following factors when creating a tagline: Product positioning Key benefits Brand pillars Value proposition Audience Tone. Together, these elements combine to create a full messaging framework that can guide your marketing across every piece of content and every channel. Are you going for more of a fun, playful brand?

Electricity 98

Electricity Angle Pitch Campaign 98

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. If you’re watching this on demand, thanks very much for catching up with us. Why don’t we go up to the cottage for a weekend?”

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. As people pick up new responsibilities, the lines between roles can get blurry, making it harder to know who to turn to for the information you need.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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