Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. They used ABM to get conversations with a healthcare products firm that serves long-term care (LTC), skilled nursing, assisted living, hospice, and VA facilities.

GTM 80

GTM E-commerce B2B Profit margin 80

Lead Fuze

NOVEMBER 30, 2021

The company learned that once they made the sale, marketing should not be handed off to sales. Instead, they used ABM (account based marketing) with a healthcare products firm in order to get conversations started for long-term care facilities. The client was not involved in the go-to-market plan for new products or lines.

E-commerce 52

E-commerce B2B Healthcare Profit margin 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. Learn more. Sales ops helps you scale.

Territory 98

Territory Strategize Sales Healthcare 98

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. With over $5 billion under management, their portfolio includes more than 200 companies in technology and healthcare. Region : East Coast. Noteworthy investments : LinkedIn, Pinterest, and Twitch.

Territory 78

Territory Finance Healthcare Negotiate 78

Heinz Marketing

JULY 10, 2018

Here are just some of the variables: Industry – healthcare, security, financial services. Market – regulated, SMB, enterprise, government, regional, international. Early to market, emerging, established market, commodity. Go to market strategy. Marketing content. Marketing tech infrastructure.

B2B 47

B2B Real Estate Government Healthcare 47

Heinz Marketing

MAY 11, 2020

And a number of things, we’re perhaps a little bit unique, I wouldn’t say on the front lines like many organizations helping, like in healthcare and things like that. And we impact healthcare benefits, payroll, things like that that overnight had major changes. That could be pipeline, it could be QLs in our case.

Pipeline 82

Pipeline Healthcare Sales Manufacturing 82

Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 48

Pipeline Quota Contract Healthcare 48

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. I think that is a function of what’s the healthcare situation in estates, what’s the risk tolerance of people for getting exposed to germs? The Squares absolutely, Yelp to some extent absolutely. I doubt it.

E-commerce 69

E-commerce Retail Real Estate Growth 69

Martech

FEBRUARY 5, 2024

After its first full month in beta with agencies and advertisers in verticals like finance, services, enterprise software, healthcare and insurance, Audyence users report CPLs falling 47%, on average, and their campaigns going to market 95% faster than through traditional content syndication and lead generation. Get MarTech!

B2B 104

B2B Healthcare Commission Campaign 104

Sales Hacker

SEPTEMBER 30, 2019

So managing the business development team, managing the technical implementation resources, executing a go to market strategy. And for the first time, I actually owned deal negotiation because I had to negotiate our contracts and our services and statements of work with companies like United Healthcare, Fidelity, Starbucks.

Engineering 50

Engineering Negotiate Technology Technology 50

Heinz Marketing

SEPTEMBER 19, 2022

And a lot of companies sometimes aim a little too large when they think about their target addressable market. Well, we are in healthcare so we can sell to anyone in healthcare, right?” But as strategists, if we want to plan a smart go-to market, we should be thinking differently. ” Well, yes and no.

Pipeline 91

Pipeline Healthcare B2B Sales 91

Heinz Marketing

MARCH 30, 2020

Matt: To be living in a country with a healthcare system and with technology and Paul, I am very positive about what the medical and scientific community is doing now to look for treatments, therapies, and a rush to a vaccine. I imagine that this has done a little bit to pivot your go to market strategy and your content strategy as well.

Pipeline 79

Pipeline Sell Sales Up-sell 79

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. I think that is a function of what’s the healthcare situation in estates, what’s the risk tolerance of people were getting exposed to germs. The Squares absolutely, Yelp to some extent absolutely. I doubt it.

X-functional 60

X-functional E-commerce Growth Retail 60

SaaStr

MAY 8, 2020

When you look across the landscape and suite of companies, where do you think many potentially go wrong in terms of really engaging that enterprise sale, also maybe in the midst of COVID? And the hardest thing, Bob said, is for founders to let go of their founding idea. It can feel really uncomfortable.

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. This is a companywide question that permeates your go-to-market messaging. How do you describe the value drivers that make customers buy? It never ends. Have one funnel.

Territory 72

Territory Healthcare Retail Sales 72

Heinz Marketing

SEPTEMBER 6, 2021

I want to get into what you’ve done in Newsela, but I mean, let’s talk about public versus private sector marketing and go-to-market in general. How big of a shift was it to go from commercial to public sector? What were some of the biggest pivots you saw in differences in your go-to-market strategy?

Pipeline 92

Pipeline Sales Up-sell Government 92

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. If I’m talking to somebody in oil and gas, and then I talk to a healthcare company in the next phone conversation, I am screwed, I’m all over the place.

Pitch 96

Pitch Conversion Sales Territory 96

Sales Hacker

SEPTEMBER 2, 2020

Companies operating in less-digitized industries (construction, healthcare, real estate, etc.). The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

FEBRUARY 7, 2018

EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Pursue new accounts for example from SMB to Mid Market to Enterprise. Add a strategic partnership that opens a new segment, for example, Healthcare, Government, etc. When funding is used to scale growth.

Growth 87

Growth GTM SQL Strategic partnership 87

Partners in Excellence

APRIL 16, 2013

We may create personas for CFOs in healthcare, CFOs in telecommunications. But largely, we still think about “go to market,” rather than what my good friend Tamara Schenk refers to as “go to customer.” We need to focus less on markets and more on people.

Manufacturing 98

Manufacturing Customers E-commerce Healthcare 98

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. So we play in retail, we play in finance, healthcare, manufacturing, technology, and hyper scale. And I think our marketing along with it focuses.

Pipeline 60

Pipeline Territory Healthcare Sales 60

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. Manages day-to-day communications with sales and other go-to-market teams. Tracks and reviews sales performance metrics. VP of Sales Enablement.

Assembly Line 72

Assembly Line Territory Strategize Education 72

SaaStr

SEPTEMBER 13, 2020

This here is an example from a Burmese restaurant called Thamee, in DC, which has partnered with World Central Kitchen, and they’re donating thousands and thousands of meals to people in need, healthcare staff, and frontline workers, Black Lives Matter protesters in the community. Now, you’re in the execution phase.

Non-Profits 64

Non-Profits Strategize Trust Growth 64

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. CipherHealth is a SaaS company focused on helping healthcare providers improve patient outcomes and experiences. Rachael Rohn.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Partners in Excellence

JANUARY 19, 2018

Again, we tend to see, in the highest performing organizations, an artful blend of many methodologies supporting a key process(es) and go to market strategies. But clearly, these organizations have varying strategies, markets, sales processes, routes to market. Diving in a little more deeply.

Process 52

Process Sell Drivers/motivators Sales 52

SaaStr

JULY 30, 2018

When I talk to banks, insurance companies, healthcare, their biggest challenges…IT for the longest time has been plugging this stuff in as best they can in silos. Whereas if you’re selling in Europe and scaling, you’d have to look for businesses that can do really well in one GO first, get a real stronghold, and then expand.

Cross-sell 63

Cross-sell Up-sell Sales Start-ups 63

SaaStr

JULY 11, 2019

You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? When you go with such a strong message, that’s what got us in the first couple of years after ’14, that got Talkdesk to grow as much as it did. Tiago Paiva: In the beginning was all of that.

Launch 106

Launch Technology Technology Up-sell 106

SaaStr

MAY 15, 2020

” I think Marriott started in 1927, and in the early ’30s, they were one of the earliest companies to give healthcare benefits to their employees. JW Marriott was notorious for this, and he said, “If we treat our employees right, they’ll treat the customers right.”

Trust 77

Trust Start-ups Customers Up-sell 77

Hubspot

FEBRUARY 15, 2017

“Effie,” in this context, is short for “effectiveness,” especially within marketing. Like the program above, these awards go to marketers whose work has been particularly effective in “ contribut[ing] to a brand's success. ”.

Campaign 71

Campaign B2B B2C Promote 71

SaaStr

JUNE 10, 2021

Marten Mickos: And if you are a product manager, or if you are in charge of go-to-market, or sales, or you’re the CEO of the company, I encourage you to think about the whole product that you need to deliver to the customer, and think about the entire job that needs to get done. It could be work done by suppliers. Is it software?

Customers 56

Customers Price Contract Objectives and Key Results 56

Sales Hacker

MARCH 2, 2020

Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation. It’s no longer about selling; it’s about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.” Sales Development and Prospecting. The Sales Development Playbook. Trish Bertuzzi.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. We are as an organization and we are as an industry really hooked to hyper growth.

Cross-sell 60

Cross-sell Sales Support Growth Up-sell 60

SaaStr

MAY 27, 2020

What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. Again, I put this together in February saying that I thought like chain restaurants, domestic air hotels were going to be impacted.

Finance 77

Finance Government Price Contract 77

SaaStr

DECEMBER 8, 2023

When they set out to launch, they selected as wide a variety of design partners as they could in different industries and use cases to see how healthcare, banking, or consulting use these tools. LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. What about the GTM side?

GTM 99

GTM SQL X-functional Engineering 99