SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. A key takeaway here: Stay focused for longer to nail your economics. Every function gets a stack rank.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? Through customer stories.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Sales Hacker

SEPTEMBER 29, 2020

Keys to success when scaling a company [10:56]. Regie uses your targeting to inform your campaign, decreases the time your team spends creating campaigns, and because the campaigns are structured on email best practices, your email, and your campaign warm-up period will strengthen results. So what do you think the keys to success are?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Increasing your total sales results. 4 Underrated Sales Functions That Can Be Outsourced (Functions You Don’t Normally Think of).

B2B 99

B2B X-functional Cold Call SQL 99

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. Compete: Tailored to over landing competitive differentiators and overcoming objections. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

MARCH 2, 2020

It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. 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.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

FEBRUARY 5, 2018

Having that ability to be a bit distant from the content, I think, provides us with a little bit more objectivity. You’ve got companies that are high up on those list of top tech companies in Boston, top tech companies in Austin, top tech companies in the mid-market space, or certain industries and verticals. We did this thing.

Pipeline 55

Pipeline B2B Sales Pitch 55

SaaStr

JULY 15, 2020

The second way to go is typically, when you do your discounted cashflow for those of you who went to business school or something, you’re basic applying it, the key variables, actually your discount rate and with the effective interest rates being so low, your discount rate is basically negligible. So massive step function.

X-functional 79

X-functional E-commerce Retail Growth 79

SaaStr

JUNE 21, 2019

Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. I think that the key is just recognizing who you’re talking to and what the goals they are trying to hit are at the end of the day. It’s more of a readout of what the company did.

Start-ups 67

Start-ups X-functional Drivers/motivators Up-sell 67

Sales Hacker

FEBRUARY 19, 2019

In this webinar, executive Sales coach Josh Braun discussed how to best respond to the most common objections while cold-calling. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. What’s the ROI on my sales development team as a function?

Cold Call 13

Cold Call Inside sales Sales B2B 13

Sales Hacker

MARCH 11, 2025

Why executive compensation should align with key business metrics for better team alignment. Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting.

GTM 79

GTM Growth X-functional Referrals 79