Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. AI and automation can replace most everything else.

GTM 80

GTM Negotiate Pipeline Contract 80

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Negotiation: Sales reps and prospects will enter talks to find an agreement that suits the client’s needs and the sales goals. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

Technique 52

Technique B2B Cross-sell Negotiate 52

Sales Hacker

SEPTEMBER 22, 2020

Key elements of a growth plan [18:34]. He has an extensive background overseeing large and small global teams in sales and operations, along with a proven track record of generating revenue growth. And then I was looking for the next thing and ran into iCIMS and for me, I wanted to get back into a high growth business.

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention. Big picture revenue growth and retention.

B2C 95

B2C Pipeline SQL Strategize 95

SaaStr

MARCH 1, 2019

While most of us assume M&A happens late stage, Teddie gives a list of reasons why you should use M&A in your growth strategy. We invest mainly in the growth stage, so think series B, series C, but also somethings earlier as well as some later stage buyouts. M&A helps you expand geographically at a lower cost.

Growth 42

Growth Finance Negotiate Start-ups 42

Highspot

JUNE 6, 2023

Companies that have “cracked the code” on driving consistent sales rep productivity at scale are experiencing repeatable revenue growth, higher percentage of overall rep attainment, and stronger employee engagement. times higher revenue growth and twice the profitability growth of those with no alignment in a recent Forrester survey.”

Closing 52

Closing Product Objectives and Key Results Quota 52

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Are they in the discovery, proposal, or negotiation stage?

Territory 98

Territory Strategize Sales Healthcare 98

Partners in Excellence

FEBRUARY 28, 2022

Classically, customer procurement processes looked at, negotiated, and ordered products individually. So much of our go to market/selling strategies are driven by this. We’ve even invented an acronym for this, PLG, product led growth. One of the things was that they sold a very wide line of commoditized products.

Price 85

Price Negotiate Up-sell Start-ups 85

Salesforce

APRIL 7, 2022

Finding growth in unexpected places. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy. If not, it’s an opportunity to either negotiate or cut your losses. watch now. sign up now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. These stats underscore the critical role AI plays in modernizing sales, making it an essential tool for growth. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance.

Product 52

Product Objectives and Key Results Sales CRM 52

Sales Hacker

JUNE 14, 2021

They take their eyes off the end goal, which should be revenue growth. They start worrying about how many touchpoints are sales and marketing hitting. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

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

Sales Hacker

JUNE 23, 2021

Topics include: Negotiating and closing. They write about negotiation techniques, sales email tips, and how to build rapport with customers. Best article to read: Startups can fall prey to the “growth at all costs” mindset. Focus areas: As a sales consultant and trainer, John gives excellent advice for outbound sales teams.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

SaaStr

JANUARY 25, 2021

Lower tiers often have less back and forth negotiation and can create buy-in and proof for your customer to expand their use to the rest of their team. How many different touchpoints does a customer interface with you, whether it’s via an online application, email, or marketing? Optimize your touchpoints.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Outreach

APRIL 2, 2021

For many go-to-market teams, the challenges are the same. The data from that report was based on Gartner’s sales engagement survey, which was completed by 100 sales and marketing leaders at high-performing organizations. When your sales engagement strategy is working, you will see it in your bottom line. Challenge No.

Objectives and Key Results 52

Objectives and Key Results Negotiate Sales Meeting 52

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Funding rounds.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Gong.io

AUGUST 10, 2020

Things aren’t always going well in a customer relationship, so you need that resilience. . Then all the negotiation skills that you learn in sales carry through to the renewal process. I love the buzz being published recently about retention being the new growth. Data Breakout—Retention is the New Growth.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Video Reviews.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. They have also seen success from increasing margin growth by creating new products. Create margin growth.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? If they’re focused on enterprise and you’re focused on SMB, can you really expect the same ROI in terms of market intelligence, sales referrals and more?

Referrals 47

Referrals Negotiate Contract High impact 47

Hubspot

JANUARY 25, 2019

A venture capitalist (VC) is an investor that works with high growth potential startups. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Sequoia started partnering with companies early and at every stage of growth in 1972. But, what is a venture capitalist?

Territory 78

Territory Finance Healthcare Negotiate 78

Sales Hacker

JULY 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. Complex negotiations and sales cycles [33:44]. Pain point framework [24:24].

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Highspot

NOVEMBER 27, 2019

With the job hunting process fresh in mind, they shared insights on four non-negotiable things you should look for in a new sales or services job. This is especially true at Highspot, where our sales enablement solution is specifically designed to help go-to-market teams have better customer conversations.

Service 52

Service Negotiate Sales Up-sell 52

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. The amount of revenue growth you could see with more efficient reps. What is sales enablement? Dependencies.

GTM 101

GTM Contract Quota CRM 101

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. Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG).

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Asking the critical few from the trivial many questions will shorten your negotiation time and enable prospects to make faster decisions.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Sales Hacker

MARCH 2, 2020

No one rises to the top of their game without intentional growth and learning. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Think and Grow Rich. The Slight Edge.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

MAY 1, 2018

How to help a hyper-growth company move upmarket from mid-market into enterprise. 4) Growth in an SMB, mid-market, and enterprise [5:10]. He started as an individual contributor, spent three years as a frontline manager and then two years building out the go to market strategy in Hong Kong. We’re on iTunes.

Product 47

Product Territory Negotiate Sales 47

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

Sales Hacker

MAY 4, 2021

You’ll learn new go-to-market strategies and get deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and Fortune 500 companies. May 11th through 13th, we’re focusing on how to win altogether in the new sales era.

Finance 58

Finance A/B testing Start-ups Negotiate 58

SaaStr

JANUARY 17, 2020

Where do founders make mistakes in negotiation? Before Moveworks Yousuf was CIO of Pure Storage during their period of hyper growth, both as a private and as a public company. But it also means that SaaS has had a much bigger impact in the growth of businesses and in the ability for companies to execute a great go-to market strategy.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Negotiation. Negotiation is a strategic dialogue, discussion, or bargaining process between two or more parties with the goal of reaching a mutually acceptable agreement. business growth, athletic victory, etc.). Gatekeeper. General Manager. Global Business Unit. Needs Assessment.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

JUNE 2, 2020

We take away that hassle and risk and just help tech companies focus on top line revenue growth. Sam Jacobs: The nice thing about working at a company like Pangea is that you get to see a lot of different companies and a lot of different products and a lot of different go-to-market motions. Southern Europe is really different.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

SalesHandy

OCTOBER 28, 2022

If you are looking for steady growth, your sales and marketing teams need to incorporate outbound lead generation tactics as a lever for growth. All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. You could just even look at today, there’s some volatility in the market. All that stuff at large.

E-commerce 69

E-commerce Retail Real Estate Growth 69

Sales Hacker

FEBRUARY 18, 2019

Brian Birkett: LeanData is the leader in helping you manage your go to market strategy in a platform for revenue ops leaders. Finally, thanks again to our sponsors: Chorus the leading conversation intelligence platform for high growth sales teams, and Outreach the leading sales engagement platform. Tell us about that company.

Quota 71

Quota Sales Promote Up-sell 71

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 57

Follow-up Go To Market Technology Technology 57