Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. Did you consider like, “Hey, I want to be the FP&A analyst,” or something like that, some operational person at a startup, versus trying to go in there and carry a bag and actually close business?

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * I was sending a 100 emails a week and doing those initial meetings for that firm for two years. How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X

E-commerce 72

E-commerce Retail Real Estate Growth 72

Heinz Marketing

MARCH 11, 2019

There is a ton of overlap in kind of some of the use cases that many of those tools support, and I’m just seeing folks being much more diligent about I’m trying to do X and have actually three pieces of technology internally that can partially help me with that, whatever X is.

Pipeline 62

Pipeline B2B Sales X-functional 62

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security. So my take is, it does not have to be, it’s always amazing to meet customers in person.

GTM 52

GTM Price Up-sell Product 52

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 74

GTM Negotiate Profit margin Contract 74

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of meetings scheduled. Number of meetings set. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Number of emails sent. Email Sales Metrics.

X-functional 96

X-functional Quota Cross-sell Contract 96

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. That’s rarely the case.

Launch 96

Launch Product Non-Profits GTM 96

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

Sales Hacker

MARCH 2, 2020

How to Get a Meeting with Anyone. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Setting up meetings with corporate decision makers has never been harder. The New Handshake: Sales Meets Social Media.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io Did it meet expectations in terms of their ability to purchase things, their ability to make decisions, their access to budget? How has been the sales evolution of the go to market motion for LinkSquares? for more information.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. Maybe you could talk about who you’re meeting with when you go to organizations. So, maybe you could just talk about where you’re spending your time, how you’re spending your time, and who you’re meeting with?

Finance 57

Finance X-functional Non-Profits Launch 57

Sales Hacker

FEBRUARY 19, 2019

Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. So, what does it take to increase deliverability, replies, and booked meetings? Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 86

Pipeline Sales X-functional B2B 86

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. If you ever asked me to come to your board meetings, I want this to be the first slide. This is how I think we quantify product market fit.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. She’s the founder of Alternate Route, a go-to market strategy and revenue operations consultancy based here in New York.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 54

X-functional Drivers/motivators Start-ups Engineering 54

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 94

Growth Cross-sell Start-ups X-functional 94

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. Jason Lemkin: Crossover funds can go where it’s greener. X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 78

Quota Growth Product Closing 78

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. This can be through an email, a call, an in-person meeting etc. CR(t) —The conversion rate as a function of time to get to a single SQL. Prospecting is about having a conversation with a client.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 46

Contract Price Commission Conversion 46

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. You’re more likely to close deals by x percent when you use this product.”

Pipeline 48

Pipeline Sales Presentation B2B 48

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 10

Contract Price Commission Conversion 10

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. But meeting expectations is table stakes. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. 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

SaaStr

DECEMBER 8, 2023

LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. You need a strong point of view on how your product will save x company money or solve their pains. Gone will be the days of spending 2-3 hours researching and practicing discovery questions before a meeting.

GTM 95

GTM SQL X-functional Engineering 95

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. If your kids or your dog walk into a Zoom meeting, embrace it. So that’s one example of many.

E-commerce 100

E-commerce Price Start-ups Growth 100