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. When these large, strategic deals closed, our team and the company celebrated the success. Initially, I provided the models to sales teams.

Sell 103

Sell Cross-sell Finance B2C 103

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 101

GTM UX Go To Market CRM 101

Sales Hacker

SEPTEMBER 5, 2023

Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change. Melanie Fellay is the CEO and Co-Founder of Spekit , a just-in-time platform that is transforming how we learn at work.

GTM 91

GTM Strategize Networking Go To Market 91

SaaStr

JULY 7, 2022

You really want to see what great looks like for each role, so you can go and try to find it.”. Compare the talent that you meet through informational interviews with the talent you have on your team. When you find those characteristics in your hiring pool, act fast to hire and then be strategic in how you retain them.

GTM 88

GTM Strategize Engineering Go To Market 88

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Heinz Marketing

OCTOBER 21, 2021

They focus on making their marketing ecosystem and strategic growth driver to their company goals. So, how do B2B marketing leaders go about determining whether their marketing ecosystems can meet these new business demands? Ad-hoc acts of marketing are never enough.

Drivers/motivators 122

Drivers/motivators B2B Technology Technology 122

Highspot

OCTOBER 31, 2023

Unleash Productivity With AI-powered Enablement As organizations work to achieve more with less, AI innovation will help turn strategic initiatives into revenue performance by unlocking enablement efficiency. Enablement needs to know if and how reps are driving strategic initiatives.

Strategize 72

Strategize CRM Government Closing 72

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 103

Strategic partnership Sales Strategize Commission 103

Highspot

MAY 9, 2023

It takes you half the time and resources that it used to, streamlining workflows across the strategic enablement process of equipping, training, coaching, and analyzing your revenue teams. Right now generative AI is demonstrating pivotal potential in three key areas: Automation – save time for strategic work.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

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

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. A quick Google search on “how to improve sales performance” will give you an exhausting list of things to try.

Cross-sell 93

Cross-sell GTM Technology Technology 93

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 129

GTM B2B Pipeline Strategize 129

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. Source: RH Blake 2.

B2B 79

B2B Process Manufacturing Customers 79

Highspot

OCTOBER 23, 2023

There are several underlying causes behind this, from lack of preparation to failure to meet the needs of customers. It starts with strategic actions, teamwork, and market understanding. From enhancing brand recognition to creating partnership opportunities, the impact of a launch extends far beyond initial market introduction.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams. That’s it, that’s all.

GTM 92

GTM Niche CRM Account management 92

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 90

Growth Drivers/motivators Go To Market Sales 90

Highspot

APRIL 16, 2020

Canceled meetings and postponed events mean that sales teams everywhere are relying on marketing and enablement more than ever to help them hit quota targets. Marketing and enablement professionals alike are asking the same question: how do I remotely support my quota-carrying teams ?

Quota 98

Quota Strategize Price Technology 98

Sales Pop!

AUGUST 3, 2023

Rev Ops becomes an indispensable ally for companies with a go-to-market strategy that demands seamless collaboration across departments and shared tools. The Strategic Integration of Technology In a world increasingly driven by technology, the strategic integration of tech solutions is paramount.

Customers 52

Customers Strategize Technology Technology 52

Martech

SEPTEMBER 8, 2023

The event was incredibly successful: Sales booked dozens of on-site meetings, NPS scores were high and brand awareness skyrocketed. It isn’t a lack of vision: Most marketers understand that event content that lives on for months increases post-event touchpoints, drives more leads and grows brand awareness. It comes down to ownership.

Campaign 122

Campaign Relationship building Pipeline Strategize 122

Martech

DECEMBER 7, 2023

He’s assisted in the effort by his strategic advisor Karen Steele, former CMO of Lean Data and a senior marketing executive at Marketo. ” For years, marketing teams just sent emails with a link to a static gift card. ” Right now, Cardii’s target audience is B2B marketers. 3D, dynamic.”

B2C 105

B2C Sports B2B Gaming 105

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success. Such podcasts are hosted by seasoned sales coaches such as Jeffrey Gitomer of ‘Sell or Die’, Brian G.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

OCTOBER 19, 2022

Bigger strategic lifts require more intention. It’s extremely rare that the strategic context of the Head of Sales’ last company is the same at the new company.”. Asher Mathew , VP Go-To-Market at Demandbase , shared a similar experience and has found himself pressing more into total reward conversations with reps, as well.

Commission 98

Commission Finance Quota Strategize 98

Martech

OCTOBER 14, 2022

They blend technology with traditional marketing capabilities while thriving in a chaotic, ever-changing environment and masters of creating demand. Once separate from other executives, CMOs are now part of the C-suite and can help you achieve strategic goals. Marketing consultants have their place but are quite different than CMOs.

Non-Profits 115

Non-Profits E-commerce Strategize Consult 115

Highspot

MAY 30, 2024

In this post, we’ll take a deep dive into: The Importance of Revenue Enablement Proven Revenue Enablement Strategies How to Overcome Revenue Enablement Problems The Importance of Revenue Enablement Modern buyers expect personalized experiences and seamless interactions across various channels in today’s ever-changing market.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Martech

DECEMBER 21, 2022

Marketing management focuses on the strategies you develop and deploy to better engage with and reach your target market. As you face challenges with developing your products and services, marketing management continues to move your brand forward with that strategic vision.

Objectives and Key Results 100

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 100

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel.

Profit margin 111

Profit margin Strategize Networking Follow-up 111

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

Salesforce

SEPTEMBER 19, 2023

Trait 2: Data-obsessed CROs own the go-to-market strategy. It’s 9 a.m., you’re a CRO, and the coffee is kicking in. Let’s look at the top five traits that make for a standout CRO. Trait 1: Visionary The chief revenue officer owns a company’s outlook. This involves more than just hitting the numbers. It’s storytelling.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. But I know I’m talking to an experienced founder when they are talking about how they are going to sell this product.” — Jonathan Weston. This is, in many ways, an artistic act.

GTM 84

GTM Pipeline Strategize Represent 84

InsightSquared

APRIL 1, 2020

As we enter Quarterly Business Review (QBR) season, it’s likely you will be conducting the meetings virtually. In preparing the reports you’ll use, ensure that metrics established by stakeholders deliver a holistic view of company performance — effectively guiding the conversation and tone of the meeting. Make the Data Count.

GTM 71

GTM Strategize Quota Meeting 71

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 82

GTM E-commerce B2B Profit margin 82

InsightSquared

MAY 16, 2019

It really is a perfect match—Ramp is all about equipping revenue operations professionals with the foresight, skills, and connections required to become the strategic partner of today’s go-to-market teams demand.

B2B 89

B2B Strategize Growth Go To Market 89

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Technology Technology Account management 61

SaaStr

MAY 5, 2021

The result was a more strategic roadmap, which helped us win customers faster. Armed with these insights, product ops built templates and processes to make sure we communicate the right level of information at the right time to both customers and our go-to-market teams. 25-50M: Create and/or mature your operating system.

Product 110

Product Launch Growth Strategize 110

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

Highspot

FEBRUARY 2, 2024

Document details on your competition, target personas, and markets/verticals What do I need to win? Communicate your strategic initiatives. Infuse the answers to these questions across your solution, surfacing go-to-market content alongside prescriptive guidance so your revenue teams know exactly what they need to do to win.

Objectives and Key Results 52

Objectives and Key Results User Experience Government Sales 52

SalesLoft

NOVEMBER 17, 2020

You can tailor communication to meet individual needs using cadences. To allay your stakeholders’ concerns, you need to think and act strategically. Lining up the right people with the right skills helps the implementation go smoothly. Ensuring your messaging and content are up to date and reflect your go-to-market strategy.

Territory 105

Territory Sales Technology Technology 105