SalesLoft

JANUARY 26, 2024

Sales coaches, managers, and go-to-market leaders can see if: Buyers are mentioning a competitor more often There are frequent mentions of product issues Price sensitivity is increasing or decreasing Sellers are pitching the product well (and on-message) How does Tracker Trends work?

Objectives and Key Results 52

Objectives and Key Results Price Negotiate Sales 52

SaaStr

MAY 27, 2023

Mistake #7: Not recognizing it’s always game-time. Not the board game with rooks and pawns — I’m talking about the “chess of venture fundraising.” Not only did I not play the game well, I didn’t recognize that the game is “always on.” A young entrepreneur should visualize those moments, and “game them out.”

Gaming 72

Gaming Trust Cross-sell Closing 72

Gong.io

APRIL 15, 2022

Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Revenue Intelligence works within any go-to-market model by applying insights to provide automation. .

CRM 62

CRM Pitch Up-sell GTM 62

Openview

MARCH 16, 2018

A segment is a group of customers that can be addressed with the same go-to-market strategy and product. Seems simple enough, but I can’t tell you how often I hear founders and sales leaders go too broad – “We are a true horizontal play. You pitch too early in the buyer journey. Let’s start with the basics.

Pitch 89

Pitch Education Sales Territory 89

Sales Hacker

NOVEMBER 30, 2021

It was the eighth night in a row I came home and our roommates were in the living room watching a San Francisco Giants game. We literally went door to door to over 300 companies in SF to pitch people. But every single time, we’re like, “How do we refine the pitch?” It just felt so routine.

Pitch 93

Pitch Start-ups Gaming Presentation 93

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. How to contribute: I n their Sales Guest Blogging Guidelines , HubSpot explains what type of content they accept (with example blog posts for reference) and the steps required to pitch your guest post. John Barrows.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Highspot

OCTOBER 7, 2020

Our platform allows revenue leaders to land strategic initiatives by changing the behavior of their teams — driving consistent revenue performance and drawing a direct line from go-to-market initiatives to business outcomes.” The platform’s Scorecards offer a comprehensive view of the impact of go-to-market initiatives.

Launch 52

Launch High impact Go To Market Pitch 52

Salesforce

NOVEMBER 7, 2023

Sellers begin their pitches by understanding the customer’s why. Shark Tank Fail: Teams of two pitch their very worst business ideas to a panel of judges, and the team that makes people cringe the most is the winner. Use the sales kickoff to discuss product announcements that will help your sellers go to market.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Gong.io

AUGUST 19, 2021

It also offers guidance on next moves that drive successful outcomes, improves productivity through automation, and boosts collaboration by aligning go-to-market functions. Leading payroll, benefits, and HR company, Gusto (#25), uses Gong to get insights into its market’s needs and enhance its product offering. .

Strategize 62

Strategize Growth Pitch Gaming 62

Hubspot

JANUARY 26, 2021

Try to assume more marketing-oriented responsibilities. While using external resources like books and online courses to step up your marketing game is always a good call, accruing real marketing experience can help you stand out from other candidates and make your transition between fields even more seamless.

Networking 101

Networking Pitch Strategize Drivers/motivators 101

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Pitching and Closing. Pitch Anything. Money: Master the Game. 80/20 Sales and Marketing. The Go-Giver.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Highspot

JUNE 6, 2023

The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook. Build it and they will come’ is a myth in today’s competitive markets, no matter how incredible your product is. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles.

Closing 52

Closing Product Objectives and Key Results Quota 52

Gong.io

DECEMBER 14, 2022

This isn’t a numbers game — it’s about quality over quality. This will help them fill in the gaps in their ICPs, identify pain points, and discover other nuggets of information they can use to personalize their pitch. Go-to-market outreach. Achieve higher annual contract value (ACV). Move upmarket with Gong.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

OCTOBER 16, 2020

On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. So, today, we’re going to cover four prospecting tips for breaking into Enterprise Accounts (plus some bonus tips at the end). Shifting your mental game.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

ConversionXL

JUNE 2, 2020

Tesla needs to remain a constant innovator to play that game. Often, they go for the obvious—stuff like “easy-to-use” email marketing. But if you go to market with this message, you’ll go nowhere. And if you’re going to go for a superlative—the fast est, easi est, etc.—people The result?

A/B testing 162

A/B testing X-functional Price Gaming 162

Gong.io

JANUARY 12, 2021

Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Gong helps up an SDRs game by enabling them to filter calls by a keyword objection and then further filter to objections that still lead to an opportunity — the objection was overcome!

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Prospecting is a type of marketing that basically entails telemarketing and what I consider email spam and LinkedIn spam because it is 99% of the time, a sales pitch. Nelson, welcome to the show.

Commission 90

Commission Quota Assembly Line Sales 90

Cience

APRIL 27, 2020

Many hospitals wouldn’t know about this game-changing tech without good old-fashioned outbound. And while all that has changed – as business owners, sales leaders, marketing magicians, and content evangelists – we know the show must go on… and business must continue. Second, there’s no sales pitch.

Hospitality 66

Hospitality Angle Contract Appointment 66

Sales Hacker

DECEMBER 21, 2017

In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Lead Response Time is the time it takes before leads respond positively to a pitch or call to action. Sales growth and operating plan.

Territory 89

Territory Non-Profits Contract Quota 89

SBI

SEPTEMBER 12, 2018

Because the game isn’t about having more conversations — it’s about having better ones. This year’s Ops-Stars will be the place to be for ops, sales and marketing pros who want to cash in on the secrets to ops success. Celebrate nailing your pitch. Gong @Gong_io Say hello to Conversation Intelligence.

Territory 42

Territory Appointment Manufacturing CRM 42

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. What’s the go to market motion look like?

Account management 97

Account management Engineering Launch Start-ups 97

Sales Hacker

SEPTEMBER 16, 2019

As such, inside sales is a numbers game. Your customer may prefer the in-person sales pitch the first time they buy from you, but then they may prefer the convenience of buying remotely once they trust your company. You see, inside sales is often a numbers game. The focus is on volume. The opposite may be true as well.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

SaaStr

JUNE 27, 2019

In the early days when you’re focused on the SMB and especially in those early years of the company, marketing’s role is all about getting a brand awareness, getting the word out there, making your name be known and probably when you look at your sales and marketing spend, the majority of it is going to marketing.

Cross-sell 69

Cross-sell Technology Technology Pitch 69

Sales Hacker

APRIL 30, 2018

In a highly competitive arena, powerful tools that improve conversations, shorten sales cycles , or generate valuable business insights provide game-changing advantage. Optimize sales pitches using sophisticated data analytics software. The percentage of deals that includes a go to market strategy with a Partner.

Non-Profits 79

Non-Profits Profit margin Quota Sales 79

Sales Hacker

NOVEMBER 11, 2019

I just gave the elevator pitch for Force, but quickly, before we dive into the content, tell us what is Force, what do you do? A lot of different folks always have this story of going around and asking 10 different people in an organization, what is the company’s missions, what are its values? What We Learned.

Up-sell 54

Up-sell Start-ups Process Pitch 54

Heinz Marketing

AUGUST 20, 2018

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.

Gate keeper 41

Gate keeper Pipeline Non-Profits Sales 41

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 68

Sales Cross-sell Start-ups Growth 68

Hubspot

FEBRUARY 6, 2014

During this time, we started thinking Kickstarter could be a great avenue to go to market. Developing a short, sweet pitch that is tailored by the publication and providing links and image assets to make it easy to cover your idea is important. It''s not free, but we do have some skin in the game to make this work.

Campaign 72

Campaign Commission Angle Follow-up 72

SaaStr

AUGUST 13, 2019

Once we identified that, then it was much easy to go and pitch to them. It was the departmental IT decision maker, and once we identified the use case, drove value for them, it was much easier to go upstream and talk to the right folks within the organization. It’s not always a zero sum game. Myth number three.

Cross-sell 60

Cross-sell Sales Support Growth Up-sell 60

SaaStr

MAY 27, 2020

If you have an amazing product that truly is differentiated IP, that solves real problems, it’s much harder for all the posers to raise their poser money and go to market and make it harder for you to charge for your product or service. As one of my mentors used to say, in a strong market, even turkeys can fly.

Finance 76

Finance Government Price Contract 76

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. It was a game-changer in my career. And to always keep in mind it is about the client, not the product you are pitching.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. Using an OEM go-to-market strategy. Improve the supportability of OEM software and allow for custom deployments.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

SEPTEMBER 12, 2019

After that I went and led go-to-market at Parse. GET Lab, I was there through the series A, helped raise the series B, and as we were raising the series B I got the venture bug and realized that I actually wanted to work with the people I was pitching to. A two-factor auth with a few lines of code was game changing.

Growth 40

Growth Product Price Up-sell 40

SaaStr

JULY 11, 2019

This is a 20-year-old market, and then how did you really get traction? What changed in technology, in the market, that a new entrant for a CEO that by the time I met you, knew the market cold? Let me tell you, the first pitch. But how could you penetrate this old, dated market with this brand new company?

Launch 104

Launch Technology Technology Up-sell 104

Sales Hacker

DECEMBER 8, 2017

Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. If they have compelling conversations they will have qualified opportunities with confirmed next steps and end game in sight. . – Jacco van der Kooij , Founder, Winning By Design. • of Sales Training & Consulting, Sales Hacker.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

MARCH 1, 2019

And the way that we think about it is there are people who like to solve problems and there are people who like to execute game plans. And so what you really want to find in the very beginning is people who want to solve problems because the founder is going to have led the first 10 or 20 sales. The second wave was Salesforce.

Contract 46

Contract Price Commission Conversion 46

SaaStr

MAY 8, 2020

Jessica Lin: They had previously gone out with a productivity pitch, but they realized that what was way more compelling to customers was cost savings, which honestly ended up being a huge inflection point for them, even better for them in the long run. And the hardest thing, Bob said, is for founders to let go of their founding idea.

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69