Heinz Marketing

JANUARY 7, 2022

Content marketing has defined the last two decades, but there’s a go-to-market strategy that’s been capturing lots of attention — product-led growth. As a growth strategy, product-led growth removes the traditional sales cycle and, instead, lets the product sell itself.

Growth 112

Growth Product Intrinsic Referrals 112

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. If you’re scaling a big org, to take the time to teach somebody how to be curious to be successful in selling is not a great use of a manager’s time. It’s the thought that growth happens on the edges of your comfort zone. Selling a New Category . Hiring for Character.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Sales Hacker

APRIL 12, 2018

It’s cost their business four quarters of performance , employee morale, and a BDR team that’s hanging by a thread led by a shining star of a director of sales who is stepping up to the plate but stretched way too thin trying to hold it together. 1) Know Who You Need to Hire and Why (Heads Up, Many Struggle with This).

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

SaaStr

AUGUST 27, 2019

Unless you’re Jason Lemkin, and that’s also why we’re going to talk through the four different stages of sales today. So all the way from founder led sales to growth stage sales. In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. What does that look like?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

OCTOBER 8, 2019

After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. We can actually bring them up on a slide here as well. As you notice on these, these are various stages that you go through. However, at some point a founder needs to hire a sales team.

Sales 49

Sales Intrinsic Growth Product 49

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

SaaStr

JUNE 10, 2021

Marten Mickos: So we’re look into the definition of what this can mean and how you build value from your company that you can sell to another company so that they become tangible results for the customer. But it’s more difficult than just setting up a website and selling subscriptions.

Customers 55

Customers Price Contract Objectives and Key Results 55