Highspot

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. This results in a more powerful go-to market strategy. Launch the Sales Development Playbook Launching the sales development playbook takes careful planning.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SalesLoft

APRIL 12, 2016

Back in 2013, I launched our very first Salesloft product for salespeople, and made a big mistake. Later, after launching our (now) core product for sales engagement , I vowed to never make the same mistake again. I made it my mission to meet and build relationships with the best modern sales operations leaders in the game.

GTM 52

GTM Commission Gaming Launch 52

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

ConversionXL

NOVEMBER 23, 2022

Although more and more companies are joining the game, the stability of market positions is astonishing. Salesforce, for example, increased its revenue market share to 18.4% If you want to grow beyond the local maximum, the only way to do that is through testing the strategic, most guarded parts of your business.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. This isn’t a numbers game — it’s about quality over quality. Go-to-market outreach. What is TAS?

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

JUNE 23, 2021

that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. Best article to read: Learn why one sales leader thinks cold calling is the best way to get business , why it’s actually very fun, and the best tips on how to launch a conversation on the phone. Sales Hacker. John Barrows.

Cold Call 79

Cold Call Negotiate Objectives and Key Results GTM 79

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. New integration between market leaders delivers the benefits of Allego’s sales learning and readiness platform with Seismic’s advanced sales enablement solution. Rowe Price. Needham, Mass.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 87

Territory Non-Profits Contract Quota 87

Sales Hacker

AUGUST 10, 2021

Outreach has been a longtime sponsor of this podcast, and they just launched a new way to learn. The structure could be a hierarchy, could be how they go to market. It’s having the strategy and building your game plan, instead of just going out there into your car, putting the GPS on random, and hoping to get there.

Consult 104

Consult Clients Follow-up Drivers/motivators 104

SaaStr

SEPTEMBER 10, 2020

And so when I saw 6sense had the capability to be able to make sure that all of your hard sales and marketing time and money and muscle go towards the right accounts, go towards accounts and market and then could help me orchestrate these campaigns. I was like, this is going to change the game.

Presentation 67

Presentation Territory Start-ups Quota 67

SaaStr

DECEMBER 5, 2019

Small and large businesses are often seen as competitors, with small businesses owning a fierce mentality of proving themselves as a player in the game instead of an underdog. But what happens when these different sized businesses unite forces in strategic partnerships? We were able to bust those myths and get through some things.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

SBI

JANUARY 31, 2020

Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Industry News. Account Planning. Account Planning. Industry News.

Territory 29

Territory Engineering Strategize Technology 29

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

SaaStr

DECEMBER 3, 2020

To keep my head in the startup game, I’d always been advising, engaging with early founders. But I think for me, the interesting lesson was on how to place go-to-market bets, sitting with and understanding how uncomfortable that can make you feel. This was in early 2015. We were acquired by Salesforce 18 months later.

Sales 67

Sales Cross-sell Start-ups Growth 67

SaaStr

AUGUST 12, 2020

” And at the other end, it’s a true partner in the C suite that’s partnering and guiding the strategic agenda for the company. It started with just proving myself and building out a basic team and adding some value to really thinking about the longterm strategic agenda.

Customers 69

Customers Strategize Start-ups Growth 69

Highspot

OCTOBER 3, 2019

To show you the difference that the right tech can make, we asked real-world users to share how they’re using our newly released SmartPage technology to enable their customer-facing teams, prove ROI, and ultimately drive strategic growth. Guide Your Sales Team. ” The dynamic nature of SmartPages also keeps material fresh.

Technology 60

Technology Technology Strategize Sales 60

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. There’s not a game room. And they trusted people. And we just invested in automation.

Account management 97

Account management Engineering Launch Start-ups 97

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. It was a game-changer in my career. “Amy has a passion for the art of strategic communication and. And she needs a hug every now and then.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 51

X-functional Drivers/motivators Start-ups Engineering 51

Gong.io

NOVEMBER 11, 2019

Since its launch in 2010, the company has grown from its five original founders to over 550 employees and nine offices around the world. And it’s great insight for sellers to be able to go in, and if you’re the top salesperson in the company, to go in there and say, “Alright, what’s she doing at what stage of the cycle?

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

SaaStr

MAY 27, 2020

Maybe you want to launch a business. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 76

Finance Government Price Contract 76

SaaStr

AUGUST 26, 2022

Jason Lemkin: You don’t know who wants to be a mentor, but you might be surprised if you do a volume game. So any best practices around, do you just go higher because you need bigger budgets, or do you go lower and split up the solutions so you get your foot in the door? First is strategic, and then the tactical.

Quota 84

Quota Growth Product Closing 84

Sales Hacker

DECEMBER 8, 2017

Top 2018 Sales Trends & Predictions – Strategic Headlines. If they have compelling conversations they will have qualified opportunities with confirmed next steps and end game in sight. Companies that embrace strategic outsourcing will grow more quickly, more cost effectively and with better culture then those that do not.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. We are going to cross that chasm as fast as we can with an invasion force focused directly and exclusively on the point of attack (D-Day).

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 22, 2019

And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too. You’re not in control over the outcome of the game. ” Whatever that might be.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

SaaStr

JANUARY 3, 2020

296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise.

Contract 10

Contract Price Commission Conversion 10

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. We talk about ABM, Purchase Intent, the number's game. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20

ConversionXL

JUNE 2, 2020

Tesla needs to remain a constant innovator to play that game. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. If 10 startups launched tomorrow tackling the exact same space—but they couldn’t see what others were doing—what would happen? They’ll always catch up.

A/B testing 162

A/B testing X-functional Price Gaming 162