Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . This chase is a never-ending game of trying to get credit for a lead versus measuring investment more holistically for impact.

B2B 129

B2B GTM Cross-sell Quota 129

Veloxy

MAY 3, 2022

Sales can be an intimidating numbers game. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. While the free coffee and occasional door prizes are nice, the forward thinking best practices that are present in webinars are next level.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Martech

DECEMBER 7, 2023

” Right now, Cardii’s target audience is B2B marketers. “The primary use cases we are thinking about are right across the go-to-market spectrum,” said Steele. ” Dig deeper: Why we care about AR and VR: A guide for marketers Engaging with employees Cardii also presents occasions to honor employees.

B2C 113

B2C Sports B2B Gaming 113

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 113

Engineering Objectives and Key Results Drivers/motivators Teamwork 113

SalesLoft

MARCH 31, 2022

More and more, sales teams (mine included) are spending much more time prepping the deal champion because there will not be an opportunity to present to the economic buyer. Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

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. Money: Master the Game. 80/20 Sales and Marketing. The Go-Giver. Top Performers Are Students of the Game.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. What began as a necessity quickly transformed into a game-changing strategy that catapulted the company to a $1 billion acquisition by Meta, with Vikas at the reigns serving as SVP of Global Sales and Customer Experience.

GTM 96

GTM Customers Growth Sales 96

Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. acquisition and 7 startups The most successful companies understand that product and go-to-market strategy must be deeply interconnected. Insight from a $1.3B Onboarding is the highest-ROI investment you can make.

GTM 83

GTM Cross-sell Finance Price 83

Martech

OCTOBER 18, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” “We don’t play the short game. ” That doesn’t mean abandoning the mid-market or small businesses. . ” That doesn’t mean abandoning the mid-market or small businesses.

Government 128

Government Gaming Start-ups User Experience 128

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. A segment is a group of customers that can be addressed with the same go-to-market strategy and product. The year is 1999.

Pitch 89

Pitch Education Sales Territory 89

Martech

OCTOBER 19, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” We don’t play the short game. We had plenty of big-name brands four years ago, but when you started thinking about data, analytics and testing at scale over hundreds of millions, or billions, of interactions, that’s a game we didn’t play.”

Government 114

Government Gaming Start-ups User Experience 114

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. Now that we’re at scale and we’ve got a full blown go to market, it’s all about hiring the right leaders for us. They’re buying their siblings tickets to the game or a road trip.

Pitch 101

Pitch Start-ups Gaming Presentation 101

SaaStr

JULY 24, 2023

Because it takes time, and this is the power of NRR and playing the long game. That’s your future, not just your present. It can be gamed a bit and is subject to interpretation. This stat isn’t just a case study of Go To Market. That ACV grows and grows gently over time to $1M+ deals. But you know what isn’t?

Growth 98

Growth Gaming Price Closing 98

Search Engine Land

AUGUST 14, 2024

Review it and let it inform your go-to-market strategy, such as handling objections. If you haven’t adopted some form of them already, you’re late to the game – but not too late. Free and affordable tools to get comfortable with AI How can you use free or affordable AI tools to level up your strategy? What keeps them busy.

CRM 116

CRM Campaign Niche Negotiate 116

Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

Price 93

Price E-commerce Cross-sell Profit margin 93

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Outreach

MARCH 5, 2019

With more presentations, more breakout sessions, and more panel discussions than ever before, THE sales engagement conference is going to be lit!*. Unleash ‘19 is less than one week away , guys! lit /lit/ (adj): to be “turned up” or “popping” (Urban Dictionary). Jaimie Buss. VP of Sales, North America, Zendesk.

A/B testing 69

A/B testing Inside sales Represent Promote 69

Sales Hacker

SEPTEMBER 10, 2018

For instance, a company with a product that practically sells itself already might pay low salaries while a company entering an uncertain new market might opt for higher salaries to attract game-changing talent. Related: The Saas Executive’s Guide to Building a Winning Go-to-Market Strategy.

Quota 91

Quota Represent Cross-sell Drivers/motivators 91

Sales Hacker

DECEMBER 21, 2017

Generate, analyze and present reports. 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. Assessment of go-to-market strategies and methodologies. Manage compensation. .

Territory 96

Territory Non-Profits Contract Quota 96

Hubspot

OCTOBER 4, 2017

But it's not all fun and games -- with the new Broadcast feature, you can also push a daily morning reminder to devices placed in kids' rooms, for example, that "it’s time to get ready for school.". Its main boasting point, according to the presentation, is that it allows users to capture moments while also experiencing them.

Product 78

Product X-functional Price Technology 78

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% A marketing strategy should include a go-to-market plan that is sales-led and product assisted. Gaetano DiNardi. Conclusion.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Hubspot

AUGUST 9, 2022

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. I have a tendency to look at my Zoom while I present so it doesn’t look like I’m making eye contact. One key point he stressed was the value of eye contact. Post-its are your best friends.

Technique 80

Technique Sales Entertainment Contact 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 Go To Market High impact Pitch 52

Sales Hacker

NOVEMBER 21, 2019

But that doesn’t explain why toast tastes good to you, why you chose it over going to the store, or how your brain even knows to classify it as food instead of some other inanimate object. The true reason “why” is often well beyond our present grasp. When we make decisions, it’s often because they feel correct.

Technology 90

Technology Technology Sales Clients 90

Salesforce

NOVEMBER 7, 2023

I didn’t mean to, but nature is bound to take over when you’re sitting through the sixth presentation in a row. A great sales kickoff includes team-building, recognition, interactivity like workshops and discussions, and, yes, presentations (but not too many, please). What should be included in a sales kickoff?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Heinz Marketing

JANUARY 24, 2022

And it doesn’t just define what we are delivering to the market, but it really becomes a compass for how you make tactical and strategic go-to market decisions. He talks about businesses that are playing a finite game, which is largely dependent on binary wins and losses that are playing a game where rules are very clear.

Pipeline 96

Pipeline Real Estate Sales Gaming 96

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Check the list of presenters and companies running booths at your industry’s conferences; Ask your customers who else they considered. Your PODs are where you’ll win the game. People comparison shop.

UX 126

UX X-functional A/B testing User Experience 126

Highspot

FEBRUARY 4, 2020

.” The takeaway: Align your goals, and then work backwards through the buyer’s journey to understand how and where marketing can support sales. Reframe Your Mindset to Focus on the Long Game. Over time, your buyer is going to make a decision; they don’t need to make one today.

Sales 52

Sales Gaming Trust Education 52

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 works within any go-to-market model by applying insights to provide automation. . When it comes to teams, productivity is the name of the game. No censoring.

CRM 62

CRM Pitch Up-sell GTM 62

Heinz Marketing

NOVEMBER 22, 2024

By Lisa Heay , Director of Business Operations at Heinz Marketing We’re nearing the end of 2024, and planning for 2025 is in full swing. If you want to elevate your B2B marketing game, dive into a recent conversation with Matt Heinz , Heinz Marketing’s President and Founder, and Katie Hollar , VP of Marketing at Clutch.

B2B 52

B2B Objectives and Key Results Niche Gaming 52

Hubspot

OCTOBER 2, 2019

Many reps have identified skills they want to build or improve upon , such as effective prospecting or presenting in front of groups. Sales gamification - An interface that can turn performance data into a game to drive sales rep engagement — often includes features such as leader boards, top lists, and other recognition opportunities.

Territory 97

Territory Quota Commission Sales 97

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Growth 117

Growth Cross-sell Start-ups X-functional 117

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. The elements within those companies, within their marketing and sales, that aren’t predictable revenue models, is what drives their better aspects of their growth. Nelson, welcome to the show.

Commission 97

Commission Quota Assembly Line Sales 97

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. Okay, maybe closer to a whiplash.

Hospitality 66

Hospitality Angle Contract Appointment 66

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And in this way, we under invested in middle management along the way, especially in our go to market motion. There’s not a game room. Henry Schuck. And they trusted people. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of demos or sales presentations. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. Then, still working together, present a project plan that the Board will buy into.

Product 65

Product Contract Cross-sell Account management 65