ConversionXL

FEBRUARY 6, 2019

As Lucas Weber notes in his product marketing course , it’s also essential to get marketing and sales teams’ buy-in for the product before they begin working on campaigns. Teams need to believe in what they’re selling before they can pitch it persuasively. Questions marketing needs to answer. Maximize market share.

Product 124

Product Price Campaign Growth 124

Salesforce

OCTOBER 12, 2021

It’s a broader term, inclusive of growing talent, market share, brand relevance. Screenshot from this Future of Selling video (1:13). The Great Resignation is a real thing, and rewarding go-to-market vice presidents (VPs) with an expanded role is a great way to get people in the door and keep them there.

Gaming 98

Gaming Cross-sell Sales Finance 98

Heinz Marketing

APRIL 6, 2020

Product roadmap pivots: If the way you market and sell is subject to shifts and pivots, so too should be the very products you’re building. What changes to the short-term product roadmap would help you engage customers and build market share authentically with integrity in this moment?

B2B 92

B2B Up-sell Price Presentation 92

SBI

SEPTEMBER 8, 2014

We built our technology to maintain profiles on all meaningful companies and decision makers worldwide, from basic data like revenues, employee counts and email addresses, to real-time insights on companies and people, while analyzing relationships that help our customers go to market. Umberto: It’s the drive to relevance.

Up-sell 51

Up-sell Closing Sell X-functional 51

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. You can focus on reaching a small target market via outbound sales teams and strong educational content. This works to promote exclusivity while still selling the benefits. Growth will come mostly through word-of-mouth.

Product 142

Product Minimum Viable Product Price Launch 142

Sales Hacker

FEBRUARY 7, 2018

Randy was let go in July. In 2015 Randy had kept pace with the growth in the market. Competitors were increasing their market share and Randy was falling behind. FIND PRODUCT MARKET FIT. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 99

Growth GTM SQL Strategic partnership 99

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. ConvertKit is a prime example of product marketing propelling a brand to $29 million ARR and $80 million LTV. But success didn’t happen overnight.

Product 110

Product GTM Construction Launch 110

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 71

GTM X-functional Start-ups Campaign 71

SaaStr

JUNE 2, 2021

And you’re always up against an incumbent or competitor that has more market share. And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is. And lastly, how do you sell? And why do they do that? Well, hybrid matters because SaaS today, is so mature.

Sales 98

Sales Up-sell Price Start-ups 98

ConversionXL

FEBRUARY 27, 2019

The net result is that later, when they do start cold calling, they find out that what they are building doesn’t fit a need, or doesn’t have the right features to start selling immediately. Hugo Woodhead is the founder of Pilcro , which sells brand management software. Adjust your go-to-market strategy based on feedback needs.

Launch 110

Launch Product Campaign Cold Call 110

PandaDoc

MAY 12, 2025

If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. For businesses, selling to buyers with high price sensitivity usually means operating in more competitive environments where even minor pricing missteps can impact market share.

Price 52

Price A/B testing Non-Profits Legal 52

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 85

GTM Negotiate Profit margin Contract 85

Lead Fuze

JULY 24, 2023

Conclusion Unraveling the Concept of Total Addressable Market (TAM) In business, understanding your total addressable market (TAM) is key to unlocking potential revenue opportunities. The concept of TAM represents all selling opportunities within a specific market or industry for an organization’s product or service.

Strategize 52

Strategize Strategic planning Niche Price 52

ConversionXL

JUNE 25, 2021

The typical product lifecycle can be broken down into four stages: Introduction: Your product may still be in development and your marketing goals focus on generating awareness and motivating users to sign up and purchase. You’re adding new product features and looking to capture more market share from your competitors.

Launch 96

Launch Product Non-Profits GTM 96

Sales Hacker

NOVEMBER 14, 2019

Selling has changed more in the last 10 years than it has in the previous 100 years, and this is especially true in B2B markets. . At the forefront of this change is what we at Engagio call, Account-Based Everything (ABE), some people know it as Account-Based Sales Development (ABSD), and others call it Account-Based Marketing (ABM).

Technology 75

Technology Technology Cross-sell Referrals 75

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

SaaStr

DECEMBER 17, 2019

Zach : Well, I guess in the truest sense we do sell software as a service. That allows us to have a very different go to market strategy. Ari : And who are you selling to? Zach : Yeah, we call it selling through the basement. ” Ari : So you’re distinctly not a SAS company. Zach : Sure.

Finance 85

Finance X-functional Non-Profits Launch 85

Sales Hacker

JULY 24, 2018

Understanding how buyer group preferences impact selling decisions and strategies. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. But there’s this whole other commercial aspect that is heavily dependent on a go-to-market strategy that’s executed through market cap.

Negotiate 45

Negotiate Strategize Sales Pipeline 45

Highspot

OCTOBER 23, 2023

When executed effectively, it can lead to a significant uptick in sales, expanding the business’s market share and revenue streams. Market share: How much of the target market has the product captured compared to competitors? A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. Example impact questions are: Are these challenges impacting your revenue or market share?

GTM 52

GTM Retail Drivers/motivators Contract 52

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. These companies usually sell to channel partners or consultants who then provide services around that product for an added value. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. Jason Lemkin: Well, look.

Price 107

Price Product Start-ups Niche 107

Sales Hacker

MAY 13, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. and we’re selling banner ads against keywords back then. The way we think about it from a marketing standpoint is.

GTM 71

GTM Engineering Start-ups Growth 71

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

ConversionXL

NOVEMBER 23, 2022

Salesforce, for example, increased its revenue market share to 18.4% This is when the ‘double jeopardy law’ comes into play : the larger the market share, the more users and loyalty a brand will have. A marketing strategy should include a go-to-market plan that is sales-led and product assisted.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SaaStr

MARCH 8, 2019

My perspective is a logo is probably a term one uses to describe market share acquisition, but at the essence of any acquired customer, there is a human. So can you share your perspective on that, because I think it’s very important to how you designed the first experiences using the HubSpot product.

Cold Call 22

Cold Call Trust Go To Market B2C 22

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. Why will the partners sell you?

Launch 108

Launch Technology Technology Up-sell 108

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. Either selling Stick or just as a founder and entrepreneur. Alli: Absolutely. Alli: Yeah.

Pipeline 56

Pipeline Sales Presentation B2B 56

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 52

Price Cross-sell Up-sell Start-ups 52

SaaStr

MARCH 8, 2019

My perspective is a logo is probably a term one uses to describe market share acquisition, but at the essence of any acquired customer, there is a human. So can you share your perspective on that, because I think it’s very important to how you designed the first experiences using the HubSpot product.

Cold Call 43

Cold Call Trust Go To Market B2C 43

The Lost Book of Sales

JULY 12, 2021

Basics: Markets and segmentation If two people buy the same product for the same reason but have no way they could reference each other, they are not part of the same market. In both cases, the reason we have separate markets is that the customers could not have referenced each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

FEBRUARY 4, 2025

But here’s the fascinating part they learned not to sell everything upfront. Building the Right Team and Go-to-Market Motion The minimum viable team for multiproduct excellence needs: Engineering Product Design Go-to-market expertise But here’s the key: treat it like a startup within your company.

Construction 71

Construction Strategize Networking Growth 71

SaaStr

APRIL 10, 2025

Market Leadership and Penetration What’s remarkable about Klaviyo is their market penetration within their core Shopify ecosystem, where they have over 50% market share – far beyond the typical 10-20% ceiling that most SaaS platforms hit.

E-commerce 68

E-commerce B2C Customers Strategize 68

ConversionXL

JUNE 2, 2020

Often, they go for the obvious—stuff like “easy-to-use” email marketing. But if you go to market with this message, you’ll go nowhere. That’s what a unique value proposition (or unique selling proposition, USP) should do, right? And if you’re going to go for a superlative—the fast est, easi est, etc.—people

A/B testing 162

A/B testing X-functional Price Gaming 162

ConversionXL

JUNE 19, 2019

Use product lifecycle marketing to map campaigns to the stage of your product. The various stages are defined below: Introduction stage: when the product first comes to market. Growth stage: when it grabs market share (getting the consumers to prefer the brand). Maturity stage: hold your dominant place in the market.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90