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? * You’re selling capital and I think it was a really transformative experience for me. 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

Heinz Marketing

FEBRUARY 5, 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 50

Pipeline B2B Sales Pitch 50

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise?

GTM 52

GTM Price Up-sell Product 52

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Heinz Marketing

APRIL 2, 2018

By Matt Heinz, President of Heinz Marketing. Another great episode of Sales Pipeline Radio to share this week! It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales and marketing professionals. Thank you for joining us on another episode of Sales Pipeline Radio.

Pipeline 48

Pipeline Sales Presentation B2B 48

SaaStr

JUNE 21, 2019

Where does Sara see so many people go wrong? What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. Harry Stebbings: Totally.

Start-ups 57

Start-ups X-functional Drivers/motivators Up-sell 57

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by market. Cost of selling as a percentage of revenue generated.

X-functional 96

X-functional Quota Cross-sell Contract 96

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

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. You might sell it on Instagram, so Facebook has buy buttons on Instagram now.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

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

Sales Hacker

FEBRUARY 19, 2019

Jaimie is a veteran sales leader and has experience selling everything from SaaS to virtualization, storage, and networking. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. They are about buying time, educating, and selling the meeting.

Cold Call 12

Cold Call Inside sales Sales B2B 12

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” If you feel it’s necessary, let them know you won’t be trying to sell them anything. Go into the call with a handful of broad questions. How you communicate as a function of that design is a critical problem that you should aim to solve. What go-to-market activity have we already tried?

UX 120

UX Clients Service Niche 120

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? 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. So again, we could use it for any function.

Growth 96

Growth Cross-sell Start-ups X-functional 96

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. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. This is go to market fit. That’s easy.

Growth 83

Growth Cross-sell Contract X-functional 83

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

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. I’m going to go from 2 to 5 or 2 to 6.” ” Go read 5 Interesting Learnings from UiPath on SaaStr.

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 20, 2019

Sameer Dhokalia: The go-to-market model was magical. It’s the culture was a big part of it, the fact that you had this great go-to-market. There was something special about the market where some of the education had been done before. There was an adjacent market. I think you touched on some of those.

Growth 54

Growth X-functional Start-ups Conversion 54