Heinz Marketing

MAY 16, 2022

I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. It’s a funnel, not a cylinder. Matt : He did great.

Pipeline 90

Pipeline Referrals X-functional Cross-sell 90

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 74

GTM Profit margin Negotiate Contract 74

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 103

Growth Cross-sell Start-ups X-functional 103

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Net Promoter Score (NPS). Revenue by market. Ramp-up = amount of time spent in training + average sales cycle length + X. Months to recover CAC = CAC divided by (ARPA x GM).

X-functional 96

X-functional Quota Cross-sell Contract 96

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. She is also a part of the Women Sales Pros advisory board and is known for her efforts in helping and promoting women in sales. What’s the ROI on my sales development team as a function?

Cold Call 11

Cold Call Inside sales Sales B2B 11

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Totally changes the game. The game has changed but we haven’t caught up. This is go to market fit. That’s easy.

Growth 87

Growth Cross-sell Contract X-functional 87

SaaStr

SEPTEMBER 13, 2020

If you think of this in the context of software, it’s particularly powerful because for years, we’ve been seeing the visionaries out there promoting this transition. Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. But it takes a long time to build.

Non-Profits 65

Non-Profits Strategize Trust Growth 65