SaaStr

FEBRUARY 21, 2023

Becoming less reliant on human touch takes time and planning, so take a good look in the mirror, determine how much and how fast you can do it, and then form a cross-functional plan that meets your current business goals while also working towards future ones. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?

Go To Market 75

Go To Market Growth GTM X-functional 75

Outreach

OCTOBER 1, 2020

In short, they need to pick up the pace with go-to-market strategy during one of the toughest markets ever. Some tough questions go along with tackling those challenges: How do you motivate your go-to-market team every day during a time of constant uncertainty ? Focus on the long game.

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 72

Go To Market GTM X-functional Territory 72

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

SaaStr

FEBRUARY 4, 2022

The 10 Keys to A Successful Board Meeting: How to Make Them Great and Not Something Everyone Dreads from Ajay Agarwal, Bain Capital Partner. Over the course of my venture career, I have participated in hundreds of board meetings for seed and Series A companies, growth companies, and public companies.

Meeting 98

Meeting GTM Strategize Follow-up 98

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early! No sign-up needed; it was simply an easy scan. It’s showtime.

Launch 99

Launch Product GTM Technology 99

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Go-to-market motions are shifting.

GTM 98

GTM UX Go To Market CRM 98

Highspot

APRIL 30, 2024

As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights.

Government 52

Government Sell Sales Go To Market 52

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. Like most salespeople, I started ‘carrying a bag.’ ” I decided to “package” up my experience in people, processes, and technology.

Sell 96

Sell Cross-sell Finance B2C 96

SaaStr

OCTOBER 20, 2023

How Did We Get Here — OpenAI OpenAI started as a research lab in 2015. From there, the pace picked up rapidly. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. years, going public, and even ringing the bell at NASDAQ.

Growth 96

Growth Launch Territory Legal 96

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? Sign up here to join them FOR FREE! At Harness, Eubanks leads go-to-market. It doesn’t really matter where you start because you’ll need to do both,” Eubanks said. . This is where it gets sticky for many Go-To-Market teams. .

GTM 91

GTM Product Education Growth 91

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. We needed that.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

Heinz Marketing

SEPTEMBER 3, 2020

has outlined 6 steps for you to roll up your sleeves and put your bold new vision into action. This provides a detailed repeatable process for creating truly customer-first, account-based, insight-driven sales and marketing programs. Design your go-to-market plan. Step 3: Design your Go-To-Market Plan.

GTM 117

GTM SQL Pipeline Campaign 117

Heinz Marketing

OCTOBER 8, 2020

What do you want to become when you grow up? What profession do you want to take up for yourself? As Angela Duckworth suggests in the Goal Hierarchy from her book GRIT – set up a top level-goal, some mid-level goals and multiple low-level goals. Marketing Goal Setting. But how do you get started? Easy right?

Pipeline 126

Pipeline Growth Start-ups Meeting 126

Sales Hacker

JANUARY 27, 2024

Audience-aware Effective messaging starts with understanding your audience. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams. Wrapping up a super energizing trip. That’s it, that’s all. ” Enjoy the rest of your weekend!

GTM 88

GTM Niche CRM Account management 88

Martech

MAY 2, 2024

This GTM (go-to-market) platform allows you to create your own “ideal buying group,” a set of demographic characteristics similar to an ICP (ideal customer profile), to identify people by persona, job function and seniority who appear to be researching in your product category from the anonymous web. Remarkable.

B2B 88

B2B Drivers/motivators CRM GTM 88

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. I was asking too many close-ended questions (over 25 per meeting). I was interrupting prospects a lot (over 10 times per meeting). I was taking forever to follow up after meetings ( 4.2

Education 89

Education Pipeline Follow-up Clients 89

Sales Hacker

SEPTEMBER 22, 2023

Beyond meeting founders and LPs all day, I’m slowly eating my way through New York City. Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Freemium to premium is one thing but how do we turn a sign-up into a wall-wall, big enterprise logo?

GTM 87

GTM X-functional Inside sales User Experience 87

Martech

JANUARY 22, 2024

Understanding this simple yet crucial factor sets apart an effective digital marketing agency. It helps you meet your clients’ specific needs in their industry and the current market, enabling you to track performance properly, collect the right first-party data and improve the revenue-generating potential of your campaigns.

Clients 106

Clients Closing Objectives and Key Results SQL 106

Martech

DECEMBER 7, 2023

” That’s a landscape Du Nguyen is seeking to transform with his AR-powered gift card start-up Cardii. He’s assisted in the effort by his strategic advisor Karen Steele, former CMO of Lean Data and a senior marketing executive at Marketo. ” Right now, Cardii’s target audience is B2B marketers.

B2C 105

B2C Sports B2B Gaming 105

Martech

JUNE 29, 2022

. “The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” Dreamdata is a B2B go-to-market platform.

B2B 104

B2B Customers B2C Inside sales 104

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? Trait 2: Data-obsessed CROs own the go-to-market strategy.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Next is building a team that meets your needs across various work areas.

Growth 92

Growth Drivers/motivators Go To Market Sales 92

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. Three top sales leaders in EMEA recently joined me to chat about these topics.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

SaaStr

FEBRUARY 13, 2024

First, they had six AEs before they started hiring any SDRs. The answer didn’t show up in the data. This could be the first Go-To-Market hire where you’re still doing founder-led sales, or you still have a founder as the sales leader and a couple of AEs pushing to hire an SDR to supplement demand gen.

E-commerce 68

E-commerce Networking A/B testing GTM 68

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

APRIL 25, 2023

While many of the companies on SaaStr are based in North America and then expand to Europe and APAC, we’re seeing more and more expansion going the other way. Celonis started 12 years ago in Germany and recently began its move into the U.S. He also started a public sector business, which did not previously exist.

Engineering 74

Engineering GTM Territory Management Consulting 74

SaaStr

APRIL 11, 2021

In my first start-up (and really my second, too, but most importantly the first time) I shipped product way too early to a Very, Very Large Key Prospect / Customer. Just way, way too early to meet the customer’s needs. This is always a tough balancing act in a start-up, and as founder, we’re biased to action.

Trust 91

Trust Sales Price Prospecting 91

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. And you can start very small. You have to start formal sales training by rep #3. You Have to Train Sales Reps 3–10. They Won’t Train Themselves. Or they fail. Hire Early.

Price 93

Price Contract Territory Growth 93

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. The activities that many sales enablement systems require your reps to do — lead prioritization, conflicting KPIs, manual data entry — take up what could be valuable selling time. What buyers want Speed.

Trust 52

Trust Up-sell Contract Technology 52

Heinz Marketing

APRIL 27, 2022

There is no right or wrong way to build your personal brand, however, here are some tips to make the process easier and give you an idea of how to get started! Be sure to split up each individual aspiration into singular goals or intentions, then start researching on actions, complements, and ideas on how this can be developed or learned.

Niche 111

Niche Networking Promote Presentation 111

Heinz Marketing

APRIL 15, 2021

For this complex buying journey, a new approach to how go-to-market teams align and coordinate their actions is required. While the marketing and sales teams still need a healthy separation, they need seamless alignment. Set up a reporting and meeting cadence. Overall, it delivers a better buyer experience.

GTM 136

GTM Sales Follow-up Education 136

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

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Many teams are shifting sales and marketing resources to concentrate on forming deeper partnerships and solutions.

GTM 130

GTM B2B Pipeline Strategize 130

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 100

GTM Growth B2C Territory 100

Hubspot

NOVEMBER 19, 2020

A market development strategy can focus on how a business might grow revenue by embracing one or both of the following initiatives: Developing a new product line to increase revenue by selling to new customers, or up-selling to existing ones. How to Create a Market Development Strategy. Step 3: Create Your Marketing Plan.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

SaaStr

MAY 13, 2022

“Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” ” It’s essential for marketing to work in sync with sales and other departments, such as customer service and pre-sales. Marketing is not a cost center.

Engineering 91

Engineering Objectives and Key Results GTM Growth 91