Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. It’s a broader term, inclusive of growing talent, market share, brand relevance.

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 95

B2B Up-sell Price Presentation 95

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. which encourages people to sign up to its list for early access perks: Image source. This adds scarcity , which helps put gentle pressure on users to sign up. . You’ll experience a boost in sales and market presence.

Product 142

Product Minimum Viable Product Price Launch 142

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

FEBRUARY 7, 2018

How the numbers add up. 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. When to Accelerate Growth? Early stages of growth.

Growth 101

Growth GTM SQL Strategic partnership 101

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. And you’re always up against an incumbent or competitor that has more market share. Whatever part of SAS you’re in, it’s crowded, and there’s an incumbent you’re up against.

Sales 98

Sales Up-sell Price Start-ups 98

ConversionXL

FEBRUARY 27, 2019

The Introduction phase is rarely profitable, and product launches are expected to push products up a steep Growth curve—and into the black. Instead, the product manager should keep iterating on the press release until they’ve come up with benefits that actually sound like benefits. Write a Frequently Asked Questions document.

Launch 110

Launch Product Campaign Cold Call 110

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

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 88

GTM Negotiate Profit margin Contract 88

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

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

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 80

Technology Technology Cross-sell Referrals 80

SaaStr

DECEMBER 17, 2019

Or if you’ve ever gotten a 2 cent and a 4 cent deposit into your account as you’re trying to set up direct deposit or payments transfers, that’s a pre-Plaid world. So, the image that I have as a vapid tech reporter is sort of everything is up into the right for that period of time in order to reach that … is that true?

Finance 85

Finance X-functional Non-Profits Launch 85

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Let’s get it going. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down.

Price 111

Price Product Start-ups Niche 111

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 46

Negotiate Strategize Sales Pipeline 46

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. Create a Launch Plan Detail every step of your launch, from pre-launch activities to post-launch follow-ups. Let’s explore these strategies to set your product launch up for success.

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

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

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. In some cases, a ship by default model may not work.

Negotiate 52

Negotiate Profit margin Contract Price 52

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. It’s using the data in a way that we’ve never been able to use the data before, and that feels really intimidating.

GTM 75

GTM Engineering Start-ups Growth 75

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

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. They don’t usually fit within the consideration set where only category kings go.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SaaStr

JULY 11, 2019

And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices. We want to pick up the phone and call the airline, call Uber asking for our food.

Launch 108

Launch Technology Technology Up-sell 108

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Heinz Marketing

APRIL 2, 2018

She’s spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, “Well, what the hell, I’ll just go back to the valley and I’ll create a start up.” The full transcript is below: Sales Presentations That Don’t Suck (& How Marketing Can Help).

Pipeline 59

Pipeline Sales Presentation B2B 59

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. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Missed the session?

Price 55

Price Cross-sell Up-sell Start-ups 55

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I kind of grew up with the funnel.

Cold Call 45

Cold Call Trust Go To Market B2C 45

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

FEBRUARY 4, 2025

He joined us LIVE at SaaStr Workshop Wednesday (sign up for FREE here ) to share his top learnings. Procore is a $10B+ market cap construction SaaS leader that’s absolutely crushing it with 20%+ growth at $1.2B+ ARR. But here’s the fascinating part they learned not to sell everything upfront.

Construction 76

Construction Strategize Networking Growth 76

ConversionXL

JUNE 2, 2020

You can toot your horn for a few months, but they’ll catch up. They’ll always catch up. They will catch up. Making something that people already know they want seems like a smart idea and easy to do, which is why so many go for it. Often, they go for the obvious—stuff like “easy-to-use” email marketing.

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