Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 92

GTM Quota Drivers/motivators Sales 92

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Asking the critical few from the trivial many questions will shorten your negotiation time and enable prospects to make faster decisions.

B2B 70

B2B Cross-sell Negotiate Up-sell 70

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements.

Technique 52

Technique B2B Cross-sell B2C 52

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. With that being said, stop using your standard pitch decks. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 101

Sell Minimum Viable Product Objectives and Key Results Cross-sell 101

Hubspot

FEBRUARY 6, 2014

During this time, we started thinking Kickstarter could be a great avenue to go to market. Developing a short, sweet pitch that is tailored by the publication and providing links and image assets to make it easy to cover your idea is important. Feedback from friends and some more brainstorming led to the first metal prototypes.

Campaign 78

Campaign Commission Angle Follow-up 78

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Negotiation. Negotiation is a strategic dialogue, discussion, or bargaining process between two or more parties with the goal of reaching a mutually acceptable agreement. Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g., an executive secretary), application (e.g.,

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

JUNE 9, 2020

But make sure that you’ve got some little things to get people excited about the new structure if you’re going through a major transition like this. Sam Jacobs: Did you have to negotiate with the CFO or the office of the CFO to do these things? Was it a difficult internal negotiation or was everybody on board?

Finance 99

Finance X-functional Pipeline Territory 99

Highspot

JUNE 6, 2023

Seller confidence surveys gauge seller confidence in areas such as pricing, differentiation, and negotiation. These tools help sales and marketing teams enhance areas that drive higher performance, together. The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook.

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

JANUARY 26, 2024

Sales coaches, managers, and go-to-market leaders can see if: Buyers are mentioning a competitor more often There are frequent mentions of product issues Price sensitivity is increasing or decreasing Sellers are pitching the product well (and on-message) How does Tracker Trends work?

Objectives and Key Results 52

Objectives and Key Results Price Negotiate Sales 52

Lead Fuze

JANUARY 1, 2022

The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. The licensee, who pays for the technology up front, will be looking to negotiate a volume discount on shipping.

Negotiate 52

Negotiate Profit margin Contract Price 52

Heinz Marketing

APRIL 19, 2021

Russell: You bring up a good point, because I was in product marketing before I got in sales enablement, and we were creating pitch decks, which I hate that phrase now. We need to articulate pain, talk about differentiated value and lead to the power of our solution, and then we can negotiate.

Pipeline 81

Pipeline Sales Cross-sell Up-sell 81

Sales Hacker

SEPTEMBER 16, 2019

Your customer may prefer the in-person sales pitch the first time they buy from you, but then they may prefer the convenience of buying remotely once they trust your company. How would you describe your negotiation style? It’s also important to remember that the way your customer wants to interact with your company isn’t static.

Outside Sales 95

Outside Sales Inside sales Profit margin Sales 95

Sales Hacker

FEBRUARY 9, 2021

You didn’t really necessarily have the gumption to go forward and push and frankly ask for business, it was more by association or knowledge of the product or offerings. you may be afforded the opportunity to pitch on work. He regularly advises them on how to negotiate more effectively for employment.

Networking 69

Networking Up-sell Represent Negotiate 69

Highspot

MARCH 18, 2024

Managers can listen to sales calls and provide valuable feedback to help salespeople improve their pitch and communication skills. Transforming Enablement at SailPoint with Highspot SailPoint ‘s journey from a reactive to a proactive enablement model underscores the necessity of a single, unified platform for go-to-market strategy.

Product 52

Product Sales Objectives and Key Results CRM 52

Highspot

APRIL 14, 2023

Let your sellers practice sales pitches and real-world scenarios with role-playing video assessments where they can receive immediate, one-on-one feedback from their teammates or sales manager. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing. Make it easy to understand.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

Let your reps practice sales pitches and real-world scenarios with role-playing video assessments where they can receive immediate, one-on-one feedback from their teammates or sales manager. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing. Make it easy to understand.

Sales 52

Sales Technique Cold Call Technology 52

Lead Fuze

NOVEMBER 30, 2021

They didn’t see any gaps in what Schneider offered and they did not want to change because they saw themselves as if it were a sales pitch. They also tried negotiating on how many resources were needed, which is a mistake. The client was not involved in the go-to-market plan for new products or lines.

E-commerce 52

E-commerce B2B Healthcare Sales 52

SalesLoft

JUNE 20, 2019

’ I used to get a lot of bigger orders because I did that due diligence of understanding the real use case, as opposed to just pitching that the gears inside the stupid tool were better. So it wasn’t even like I could negotiate on contract, my price is my price. You can learn something from anybody, anywhere.

Territory 63

Territory Sales Construction Up-sell 63

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 81

GTM Pitch Up-sell Contact 81

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Blog Article.

Customers 22

Customers Tradeshows Technology Technology 22

Sales Hacker

MARCH 2, 2020

Pitching and Closing. Pitch Anything. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. It’s all practical advice — no cutesy stories, no rants, and no product pitches.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Remember this when you are negotiating your pay. And to always keep in mind it is about the client, not the product you are pitching.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Highspot

DECEMBER 8, 2020

They wish to avoid risk and will not respond to an aggressive sales pitch. Expect this buyer to be a tough negotiator with a lot of opinions. Most sales organizations are built to support salespeople, whether that’s funneling content requests to marketing, to determining which sales support functions you invest in.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

SaaStr

JANUARY 17, 2020

. * What are the biggest green lights for CIOs when startups are pitching them? What are the biggest red flags CIOs see when startups are pitching them? What must startups always remember when pitching CIOs? * Where do founders make mistakes in negotiation? What makes for the best buyer experience for the CIO?

Pitch 69

Pitch Contract Objectives and Key Results Negotiate 69

SaaStr

MAY 27, 2020

But the thing that I would really focus on is price reduction and harder term negotiations. You’re saying, well, we’re just going to hold the line. As one of my mentors used to say, in a strong market, even turkeys can fly. What is that one point we need to focus on while making our pitch decks post COVID?

Finance 108

Finance Government Price Contract 108

SaaStr

MARCH 1, 2019

So let’s say you realized that you know you’re on a good track but let’s say through competitive pressure or whatever reasons you really want to have a broader suite that you go to market with. So you know the session is called VC’s Pitch Founders, so of course I have to tell you about how inside can help here.

Growth 44

Growth Finance Negotiate Start-ups 44

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive.

X-functional 80

X-functional E-commerce Retail Growth 80

Heinz Marketing

AUGUST 20, 2018

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.

Gate keeper 44

Gate keeper Pipeline Non-Profits Sales 44

SaaStr

AUGUST 13, 2019

And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. Once we identified that, then it was much easy to go and pitch to them. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Myth number three.

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

SaaStr

MAY 8, 2020

Jessica Lin: They had previously gone out with a productivity pitch, but they realized that what was way more compelling to customers was cost savings, which honestly ended up being a huge inflection point for them, even better for them in the long run. And the hardest thing, Bob said, is for founders to let go of their founding idea.

Cross-sell 94

Cross-sell Contract Up-sell Start-ups 94

SaaStr

JUNE 21, 2019

Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. Who can really pitch a big picture. Especially I know here at Twilio where we have a platform solution it’s not always easy for a rep to walk in and, out of the gates, be able to pitch all the power of Twilio.

Start-ups 68

Start-ups X-functional Drivers/motivators Up-sell 68

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

The Lost Book of Sales

JULY 12, 2021

At the end, you need to be very careful in negotiations, keeping the spark of the vision alive without committing to tasks that are unachievable within the time frame allotted. This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

JANUARY 20, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Whats actually working to drive growth: Stay ahead in 2025 There’s a ton of talk about what isn’t working today in go-to-market. The teams that align their pitch with strategic imperatives win the deal.

Growth 101

Growth GTM Drivers/motivators Pitch 101

Sales Hacker

FEBRUARY 4, 2025

To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. So number one is the modern CFO wants to be, and should be deeply integrated into go to market and product.

GTM 83

GTM Finance Cross-sell X-functional 83