Highspot

JULY 18, 2023

Each member of the marketing organization, from marketing managers to specialists, will also develop functional understanding and empathy in knowing how their work compliments that of their colleagues. Imagine the strength of integrated campaigns that are the product of collaboration across the entire go-to-market organization.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

NOVEMBER 8, 2021

Within the go-to-market world, CS and PS can overlap. Finally, most SDRs are already familiar with much of the collateral developed by marketing such as case studies, white papers, and webinars, and have used the decks the marketing team has prepared in their sales pitches. A final word.

GTM 105

GTM Clients Sales Technology 105

Highspot

JUNE 6, 2023

The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook. Build it and they will come’ is a myth in today’s competitive markets, no matter how incredible your product is. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles.

Closing 52

Closing Product Objectives and Key Results Quota 52

Gong.io

DECEMBER 14, 2022

This will help them fill in the gaps in their ICPs, identify pain points, and discover other nuggets of information they can use to personalize their pitch. Go-to-market outreach. You need to have a strong, sales-led, go-to-market strategy to succeed with target account selling. Move upmarket with Gong.

Sell 62

Sell Cold Call Contract GTM 62

Highspot

OCTOBER 23, 2023

Seamless collaboration among teams ensures that the product’s introduction to the market is smooth and covers all angles from promotion to post-purchase support. Its primary aim is to synchronize marketing team endeavors with the brand’s core values and market needs.

Launch 59

Launch Negotiate Product GTM 59

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. Consider metrics like course ratings, completion rate, and net promoter score. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technology Technology Technique 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. Consider metrics like course ratings, completion rate, and net promoter score. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technology Technology Technique 52

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Prospecting is a type of marketing that basically entails telemarketing and what I consider email spam and LinkedIn spam because it is 99% of the time, a sales pitch. Nelson, welcome to the show.

Commission 90

Commission Quota Assembly Line Sales 90

SaaStr

JUNE 11, 2019

But they pitched me the idea, and I actually didn’t really love the idea. I’m not sure I’m at product market fit yet. Anyone I pitch to tells me, “well, show me more traction.” And then you identity I’m missing someone on the go-to-market or growth side. I have an idea.

Engineering 87

Engineering Growth Promote B2B 87

Sales Hacker

MARCH 10, 2020

She’s the VP of marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch and launched their go to market strategy resulting in significant ARR growth.

Cross-sell 73

Cross-sell Objectives and Key Results Pitch Start-ups 73

SaaStr

JUNE 23, 2019

But they pitched me the idea, and I actually didn’t really love the idea. I’m not sure I’m at product market fit yet. Anyone I pitch to tells me, “well, show me more traction.” And then you identity I’m missing someone on the go-to-market or growth side. I have an idea.

Engineering 76

Engineering Growth Promote B2B 76

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. Once you're crushing the numbers, you'll be ready for that promotion. In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. That can be true.

Commission 76

Commission Territory Finance Inside sales 76

SBI

FEBRUARY 22, 2018

The last thing any seller wants to do is start from square one researching who the right contact is and walking them through the initial sales pitch from scratch. Were they promoted? Nevertheless, it is your responsibility to know any changes that have taken place at a particular account. Are they new to the company?

Closing 55

Closing Prospecting Contact B2B 55

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. If they could, they’d give your product a net promoter score of 11! Going top-down : once enough users sign up from one company, sales can initiate an outreach. The pitch should be tailored to the executive pain point.

Product 95

Product SQL Contract Sales 95

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. I generally recommend that a company hires (or promotes) an exploratory enterprise sales rep to start to test the waters in bigger deals. Product usage. Revenue number. Companies need to carefully consider their ideal customer profile.

Legal 86

Legal Cross-sell Contract Price 86

ConversionXL

FEBRUARY 27, 2019

Successful product launches require similar collaboration between product and marketing teams. Lucas Weber, who teaches CXL’s course on product marketing , emphasizes that product teams must first pitch the product internally to marketing and sales. Promotion of those products validated their messaging.

Launch 110

Launch Product Campaign Cold Call 110

Hubspot

FEBRUARY 6, 2014

During this time, we started thinking Kickstarter could be a great avenue to go to market. February 4, 2014: We hit our goal of $15,000 with four days to go in our pledge goal date! Q: What channels did you use to promote your campaign? A: We used several channels to promote the campaign. Which were effective?

Campaign 72

Campaign Commission Angle Follow-up 72

SBI

SEPTEMBER 12, 2018

This year’s Ops-Stars will be the place to be for ops, sales and marketing pros who want to cash in on the secrets to ops success. That’s where you’ll find InsideView and can learn about their go-to-market intelligence and management platform. Celebrate your recent promotion. Celebrate nailing your pitch.

Territory 42

Territory Appointment Manufacturing CRM 42

Martech

FEBRUARY 16, 2024

This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise. So, adding more to your marketing mix is easy, right?

B2B 94

B2B Education Pitch Sports 94

Martech

FEBRUARY 19, 2024

This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise. So, adding more to your marketing mix is easy, right?

B2B 92

B2B Education Pitch Sports 92

Martech

FEBRUARY 12, 2024

This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? The answer is in providing relevant experiences, not sales pitches in disguise. So, adding more to your marketing mix is easy, right?

B2B 82

B2B Education Pitch Sports 82

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

JUNE 9, 2020

RELATED: Sales Leadership: 4 Keys to Successfully Promote a Rep to Sales Manager. And it’s going to be over video right now by definition. But what we’re asking our sales executives to do is a lot of skip-level kind of sessions with our reps to have them pitch our new revised value proposition.

Finance 78

Finance X-functional Pipeline Territory 78

Sales Hacker

NOVEMBER 15, 2017

Discount means a promotional reduction in the cost of a product or service, commonly deployed to speed up sales. Go-to-Market Strategy. Dialer is a computer software, application or electronic device that automates the process of making phone calls. Gatekeeper. General Manager. Global Business Unit. Outbound Sales.

B2B 99

B2B E-commerce Cold Call Represent 99

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. In this case, it may be in the best interest of both parties if they promote this relationship on all promotional materials.

Negotiate 52

Negotiate Profit margin Contract GTM 52

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

Sales Hacker

DECEMBER 8, 2017

Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. In summary, the continued evolution of “Sales as a Service” for companies that want the best sales and go-to-market resources but can’t or shouldn’t spend $500K on a CRO. – Sam Jacobs , Former CRO, The Muse.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Prior mistakes at a top table, prior mistakes and go to market, prior mistakes in hiring to avoid those mistakes and try to be off the races without any unforced errors. The Squares absolutely, Yelp to some extent absolutely.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. In Today’s Episode We Discuss: * How Ryan made his way into the world of enterprise SaaS.

Pipeline 64

Pipeline Cross-sell Launch Start-ups 64

SaaStr

DECEMBER 5, 2019

And that for you means truly understanding why are they investing you, how are you going to help them? So as much you spend time in the diligence process with the big company or the VC trying to figure out how they’re going to help you and how you’re going to pitch to you.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

SaaStr

MARCH 1, 2019

And then the second, he was going to market trying to change pricing. Tom Tunguz: So anything under a 90 day sales cycle with a 30% conversion rate from a sales accepted lead, just means you’ve got a really great product market fit. Harry Stebbings: Why are AI agencies a powerful new go to market for startups?

Contract 45

Contract Price Commission Conversion 45

Hubspot

AUGUST 5, 2016

Mainly because no matter how good your positioning is, it takes time to get the pitch down, and not everyone will get it. Use every meeting to pitch people and ask questions. This is your opportunity to test your messaging and build real-world proof to support your pitch with an audience that is ready to share feedback.

Launch 78

Launch Product Pitch Campaign 78

SaaStr

NOVEMBER 16, 2020

That to me, is where product marketing really comes into play. And then scaling a go to market organization, right? That’s the best product marketers are just as comfortable in the product meeting as they are in the sales huddle. I do want to ask though, because you said about kind of scaling go-to-market.

Pipeline 75

Pipeline Territory Price Product 75

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. It wasn’t just engineering, product, and design roles.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

NOVEMBER 22, 2019

Almost like in the meeting with the pitch meeting itself. And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too. Like all first emails or follow up emails or rejection emails.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

The Lost Book of Sales

JULY 12, 2021

This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch. The problem goes beyond pitches and positioning, though. Marketing on the web is primarily promotional marketing, often driven by a free offer or trial period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JULY 19, 2019

He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup founders. But you look at what’s going on in enterprise now, if some person, a manger of a department, brings in a SaaS vendor without an InfoSec check, they’re going to be fired.

Cross-sell 51

Cross-sell Up-sell Start-ups Engineering 51