Sales Hacker

DECEMBER 21, 2017

Today, sales teams harness the power of big data analytics, artificial intelligence and machine learning to improve performance and future proof profitability. Automations in selling/non-selling tasks. Weighted Pipeline Value is the estimated value of the pipeline at a given time in the process, used to make profit/loss forecasts.

Territory 106

Territory Non-Profits Contract Quota 106

Heinz Marketing

JULY 30, 2020

Your ICP should be a thoughtful, non-exhaustive list containing the best of who you want to do business with. Where an ICP is more focused on the fit of an account, your buyer personas will go into much more detail on the individuals that make up those accounts. And start the work of building predictability into your pipeline.

Customers 114

Customers Non-Profits Cross-sell Technology 114

Search Engine Land

OCTOBER 25, 2023

Organic search remains an invaluable marketing channel for business-to-business (B2B) organizations looking to capture relevant non-brand search demand and manage their brand reputation. B2B SEO is a marketing strategy used to improve the organic search visibility of B2B companies. What is B2B SEO?

B2B 104

B2B B2C Non-Profits Education 104

Heinz Marketing

JUNE 3, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 62

Pipeline Sales Objectives and Key Results B2B 62

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now? Capital models have evolved.

Growth 107

Growth GTM Product Cross-sell 107

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual). Number of referral requests.

X-functional 101

X-functional Quota Cross-sell Contract 101

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Pipeline Value: The estimated value of the pipeline in a set time in the process (sales operations can also use this to make profit/loss forecasts). Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

MARCH 7, 2023

Out of those companies, over 50% were significantly below the Rule of 40 (a company’s combined profit margin and growth rate should exceed 40%) and/or had less than two years of runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Reality set in.

GTM 70

GTM Growth Profit margin Contract 70

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. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Highspot

JUNE 6, 2023

times higher revenue growth and twice the profitability growth of those with no alignment in a recent Forrester survey.” The scorecard provides a single source of truth for KPI measurements like pipeline growth, win rates, and conversion, helping teams identify potential gaps at every stage.

Closing 52

Closing Product Objectives and Key Results Quota 52

SaaStr

JULY 15, 2022

And do it importantly in a low risk way, in a low risk way, because all large enterprises want to firewall a new vendor in some fashion, either try it with a small department or try it with non-sensitive data. Jason Lemkin: And be tenacious and realize a lot of buyers are not going to use their innovation budget on you, but they do exist.

Growth 117

Growth Cross-sell Start-ups X-functional 117

SBI

NOVEMBER 7, 2019

“Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels.”. Global Marine Group is a market leader in offshore engineering and underwater services.

Customers 22

Customers Tradeshows Technology Technology 22

Heinz Marketing

AUGUST 20, 2018

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started a show called Sales Pipeline Radio which runs live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. And so, you’re right.

Gate keeper 42

Gate keeper Pipeline Non-Profits Sales 42

Sales Hacker

MARCH 2, 2020

High-Profit Prospecting. Hire Right, Higher Profits. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). Sales Development and Prospecting. The Sales Development Playbook. Top of Mind.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

JANUARY 15, 2018

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 59

Pipeline Non-Profits Sales B2B 59

Highspot

SEPTEMBER 10, 2024

Of course, Marketing isn’t closing deals, either. Marketing is about pipeline generation for both new business, and renewal or expansion. Marketing is about pipeline generation for both new business, and renewal or expansion. This, my friends, is called pipeline marketing.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

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. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

JULY 8, 2020

So when I was 12 years old, my best friend and I started a fan club for our favorite band, who I’m not going to name right now, and I charged teenagers all over the world $18 for a homemade fan club folder that we made ourselves. As we started to build those products, we were doing that with the profits from the services business.

Non-Profits 115

Non-Profits Teamwork Start-ups Engineering 115

SaaStr

NOVEMBER 21, 2020

Rob Gonzalez: And there’s a connection across the supply chain of the brand and the retailer that didn’t really quite exist before from an experience management perspective, but is enabled by a SaaS company in a way that just wouldn’t have been possible in a non-SaaS world. Rob Gonzalez: I think that’s wrong.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

SaaStr

JANUARY 28, 2020

Maria : And then, I think every marketer should be trying to be EBITA-friendly and making sure that you know the markets today. And I know we always think about the public markets, but investors are market too. And so, that’s why I think non-action isn’t an option either. Jason : Yeah. Jason Lemkin.

Growth 97

Growth Promote Up-sell Engineering 97

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. . Sounds easy right?

Non-Profits 117

Non-Profits E-commerce Drivers/motivators Growth 117

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 102

GTM Gambling B2B E-commerce 102