SaaStr

APRIL 13, 2025

Conrad admits this is an ongoing challenge: “The knock on this is… the sales experience for customers having multiple sales teams going after customers and not having a coherent and cohesive experience.”

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Xant

JUNE 16, 2021

The same trends are found in B2B sales— 92% of B2B buyers say they are more likely to purchase after reading a positive review. Providing an easy and enjoyable process for customers is vital for retention and growth. There are several teams that work directly with sales—sales enablement, customer success, and marketing.

CRM 105

CRM Sales Territory B2B 105

Highspot

DECEMBER 15, 2021

Go-to-market teams have their own unique sets of challenges, and it’s safe to say that most HR departments are not equipped to help develop every employee on every team. Your team should have crystal-clear insight into how your organization as a whole is positioned in the market and what gives you a competitive edge.

Sales 97

Sales Up-sell Represent Sales Experience 97

Heinz Marketing

MAY 10, 2021

But every time they go into an industry, they make it a point to make sure that they indeed have a hire people that relate to those industries, who come from those industries. It shows you the value of that because they have explosive growth at that organization. If you look at that their marketing. So, it does work.

Pipeline 109

Pipeline Sales Up-sell Growth 109

Sales Hacker

SEPTEMBER 2, 2020

In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. No-Touch Sales.

Inside sales 130

Inside sales Cold Call Contract Price 130

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. It also means bringing in experienced leadership who can help us continue leveling up.

GTM 59

GTM Appointment Sales Strategize 59

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 89

GTM Quota Drivers/motivators Sales 89

Heinz Marketing

JULY 5, 2021

One of my favorite examples of this is, when you are hiring salespeople, I want people with experience, I want people that are proven closers. I remember when I was a startup and we hired someone who had zero sales experience, but was a backup on the Olympic rowing team, USA, Olympic rowing team. Matt: Mm-hmm (affirmative).

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Hubspot

JUNE 8, 2021

To become a director of sales, you need to show a history of strong sales performance. Your region and reps should show a pattern of growth, and your leadership skills should inspire your team to grow beyond their responsibilities. This role often reports to the CEO and advises on how to drive growth for the company as a whole.

Commission 94

Commission Territory Finance Inside sales 94

Heinz Marketing

MAY 16, 2022

Without naming names, there are two companies in the last five years that I actively tried not to buy from because I was so turned off by the sales experience. Matt : I think you alluded to something about over-marketing, I’ve seen a lot of companies get so aggressive with their prospects, that they may hit their number.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

APRIL 21, 2022

But as SaaS startups mature, they usually start moving up-market. Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market.

Cross-sell 101

Cross-sell Legal Contract Price 101

Sales Hacker

AUGUST 11, 2023

We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. Ang McManamon is a tenured sales leader who puts culture first, helps build high performing SaaS teams, and executes with urgency across all areas of an organization.

GTM 78

GTM Sales Launch Pipeline 78

Sales Hacker

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. Subscribe to the Sales Hacker Podcast. The world of tech sales must become a more diverse place. He has dedicated his career to teaching sales as a science. We’re on iTunes.

Sales 114

Sales E-commerce Technology Technology 114

Xant

JUNE 16, 2021

The same trends are found in B2B sales— 92% of B2B buyers say they are more likely to purchase after reading a positive review. Providing an easy and enjoyable process for customers is vital for retention and growth. There are several teams that work directly with sales—sales enablement, customer success, and marketing.

CRM 52

CRM Sales Territory B2B 52

Highspot

JUNE 6, 2023

Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

JULY 31, 2020

Tracks and reviews sales performance metrics. Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. As this table shows, sales teams must be supported by roles like sales operations and sales enablement in order to do their jobs effectively.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Sales Hacker

MARCH 18, 2025

06:49 How 1:1 sales personalization drives 14x higher conversion rates. 10:45 AI-powered hyper-personalization is reshaping enterprise sales. 16:30 The biggest AI mistakes in sales and marketing. 20:55 Scaling white-glove experiences across all target accounts. And I really got to understand go-to-market.

GTM 63

GTM Sales Pipeline Technology 63

SalesLoft

AUGUST 9, 2023

Let us break it down with a little example of how nearly every organization has tried to build their go-to-market tech stack: Start with a system of record — a CRM — designed to store a ton of incredibly valuable data on your customers. Salesloft gave us enriching sales data and the ability to coach with valuable insights.”

CRM 52

CRM Pipeline Go To Market Up-sell 52

SalesLoft

JUNE 19, 2019

Since welcoming our new Vice President of Revenue for EMEA , Ollie Sharpe, last month, we’ve done an even deeper dive into the state of sales in the UK. He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. Sales has a lot of room for growth in the UK.

Territory 40

Territory Education Technology Technology 40

SaaStr

JUNE 2, 2021

Olof Mathé: Now on the other side, if you’re in a category where freemium is more prevalent with kind of a broader use cases, you can differentiate by having a way better buying experience. And what that typically means is layering on some kind of sales experience or human attention on the buying experience.

Sales 98

Sales Up-sell Price Start-ups 98

Gong.io

NOVEMBER 18, 2019

Another word that I think you can use somewhat interchangeably with intellectual curiosity is a growth mindset. . Look for patterns that are observable on a resume that don’t necessarily add up to “this person has 20 years of sales experience.”. Data-Driven Insights. Listen now at gong.io/podcasts. podcasts.

Price 48

Price Up-sell Contact Technique 48

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. However, at some point a founder needs to hire a sales team. As a teammate, I’ve seen COG sales and that, of course, has some benefits, but a few drawbacks as well. Want to see more content like this?

Sales 57

Sales Intrinsic Growth Up-sell 57

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 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

MARCH 2, 2020

Why You Need to Be Reading Sales Books. No one rises to the top of their game without intentional growth and learning. To know where you’re going means you need to know where you came from. Like it or not, sales is often a zero-sum game: Your win is someone else’s loss. The Sales Development Playbook.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. These are the future-makers in sales. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar. Follow her on LinkedIn. Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98

SaaStr

JANUARY 28, 2020

Jason : We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. Aaron’s going to talk about what in a few minutes? Aaron : The playbook for reigniting growth. You can’t, you have to invest in that sales infrastructure.”

Growth 93

Growth Promote Up-sell Engineering 93

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. How to help a hyper-growth company move upmarket from mid-market into enterprise. What are your growth prospects like?

Product 55

Product Territory Sales Negotiate 55

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. Target contacts, accounts, opportunities, funding, competitors, news, growth rates, etc.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Sales Hacker

SEPTEMBER 22, 2020

Key elements of a growth plan [18:34]. Tom has more than 25 years of experience in the technology hardware and software businesses. 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. Show Agenda and Timestamps.

Growth 79

Growth Objectives and Key Results Manufacturing Start-ups 79

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Hence the importance of pragmatists as a market segment. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52