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

Sales Hacker

JUNE 2, 2020

You want to be in France, Germany, Switzerland, UK, you name it, wherever your customers are, but you don’t necessarily want to have to put people on the ground in all of those different regions. Having the right go to market is really important, but unless you’ve got the right foundations in place, it can be a struggle.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 5) Sales process, hiring, and territory management in enterprise sales [9:27]. He started as an individual contributor, spent three years as a frontline manager and then two years building out the go to market strategy in Hong Kong. Show Agenda and Timestamps.

Product 47

Product Territory Negotiate Sales 47

Sales Hacker

JULY 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. Complex negotiations and sales cycles [33:44]. Pain point framework [24:24].

Negotiate 41

Negotiate Strategize Sales Pipeline 41

SaaStr

AUGUST 27, 2019

But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels. What does that look like? It will pay off.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Territory Planning and Territory Creation.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

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 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

SEPTEMBER 30, 2019

And what Oracle was doing at the time, they were going through their own journey and transformation as a tech company to a company that was also selling applications. So they created this role of business development specialists that would work with the regional teams to transition them from tech to app sales.

Engineering 50

Engineering Negotiate Technology Technology 50

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. So it wasn’t even like I could negotiate on contract, my price is my price. You got a Dodge Ram pickup truck and a bed full of tools.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

JUNE 9, 2020

Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. Sam Jacobs: Did you have to negotiate with the CFO or the office of the CFO to do these things? Why don’t you run sales operations?”

Finance 78

Finance X-functional Pipeline Territory 78

Hubspot

FEBRUARY 6, 2014

In 2013, 3 million people from 214 countries and territories (and all seven continents) pledged $480 million to Kickstarter projects. During this time, we started thinking Kickstarter could be a great avenue to go to market. September-November 2013: We made 5-10 plastic 3D printed prototypes on John''s 3D printer.

Campaign 72

Campaign Commission Angle Follow-up 72

Sales Hacker

SEPTEMBER 22, 2020

And I learned a lot about how to run a business and build a business, but it really wasn’t for me, it was a great experience for me for the couple of years that I did that, but I wanted to get back into the field and really run a region. How have you changed your go to market strategy? Sam’s Corner [39:07].

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

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. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

AUGUST 18, 2020

We burned through a tremendous amount of cash on things like marketing and scaling up the team, but the revenue wasn’t growing as quick as the spend, and so that was quite challenging for us. And so that’s what resulted in the broadening of our go to market, to this discretionary spending versus just travel as it were.

Start-ups 106

Start-ups Consult Campaign Up-sell 106

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. 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.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 99

Sales E-commerce Technology Technology 99

SaaStr

AUGUST 13, 2019

And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. The sales cycle times were too long, sometimes nine months, sometimes 18 months. Myth number three.

Cross-sell 60

Cross-sell Sales Support Growth Up-sell 60

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. It’s an important region. Intransigent is not a strategy. How skittish are they?

Finance 77

Finance Government Price Contract 77

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 20

Customers Tradeshows Technology Technology 20

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 60

X-functional E-commerce Growth Retail 60

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. The D-Day strategy keeps everyone on point — if we don’t take Normandy, we don’t have to worry about how we’re going to take Paris.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98