SaaStr

DECEMBER 17, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Knowing — and Sharing — Your Zero Cash Date (Updated) Salesforce: Your Job’s at Risk If You Sell Less Than $400k a Year The Top 3 Things CROs Are Quietly Talking About These Days 2023 Was The Year of Hiding Inside the Base.

Pitch 64

Pitch Up-sell Go To Market Sell 64

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Each stage requires specific selling skills to satisfy prospect needs. Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements.

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy.

Pipeline 97

Pipeline GTM Quota Pitch 97

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. The reality is that the way we sell now should be focused on the buyer. Green is a “go after them.” Red is a no-go.

GTM 97

GTM CRM Pipeline Referrals 97

Martech

OCTOBER 18, 2022

Members of the taskforce were then invited to pitch ideas. “We Using these ideas, Wykes-Sneyd developed a go-to-market strategy with the same foundations in consumer and category research that she uses with other product launches.

Government 135

Government Gaming Pitch Technology 135

Highspot

MAY 9, 2023

The bad news is today’s sales professionals face arguably the hardest selling environment in a decade. We are entering a future where you will open a new sales pitch template, and there’s already a draft copy tailored to the situation waiting there for you to refine and send. Co-Creation – never look at a blank page again.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Heinz Marketing

JUNE 21, 2021

Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. When I would say that what is very important for early-stage company is number one, align on the go-to market.

Pipeline 85

Pipeline Start-ups Go To Market Education 85

Heinz Marketing

MAY 2, 2022

As you have a lot of people that have been selling through inside sales teams, selling virtually, but now not just selling in a call center, but selling in their basement or from a coffee shop or wherever they are. You’re going to share content asynchronously. Elay : I was going to add one comment.

Pipeline 96

Pipeline Pitch Sales Account management 96

Salesforce

MARCH 28, 2022

Elevator pitch. Get granular and start breaking your brand promise, positioning, and mission statement into “brand pillars” that describe the three most important selling points of your product. These pillars inform the focus points of your marketing content. Read stories of marketing automation success. Brand pillars.

Electricity 98

Electricity Angle Pitch Campaign 98

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Sellers begin their pitches by understanding the customer’s why. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Gong.io

APRIL 15, 2022

Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Revenue Intelligence works within any go-to-market model by applying insights to provide automation. .

CRM 62

CRM Pitch Up-sell GTM 62

ConversionXL

AUGUST 24, 2021

It also appears to be a new product entering the market, so the ideal candidate will be familiar with implementing solid go-to-market strategies and product launches. Being certified in a specific niche relevant to the role you’re seeking is a great selling point for landing that new job or promotion. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

Gong.io

JANUARY 5, 2019

A full commercial teaching pitch has six phases: The Warmer: Describe the problem to your buyer in a way that gets them to nod in agreement. This sales methodology also works well in highly competitive markets. Commercial teaching pitches lead to your strengths, not with them. Solution Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

SalesLoft

JANUARY 26, 2024

Sales coaches, managers, and go-to-market leaders can see if: Buyers are mentioning a competitor more often There are frequent mentions of product issues Price sensitivity is increasing or decreasing Sellers are pitching the product well (and on-message) How does Tracker Trends work?

Objectives and Key Results 52

Objectives and Key Results Price Negotiate Sales 52

Openview

MARCH 16, 2018

A segment is a group of customers that can be addressed with the same go-to-market strategy and product. Seems simple enough, but I can’t tell you how often I hear founders and sales leaders go too broad – “We are a true horizontal play. We can sell to anyone. You pitch too early in the buyer journey.

Pitch 89

Pitch Education Sales Territory 89

Partners in Excellence

JANUARY 19, 2018

Recently, I’ve seen a renewed interest or discussions on Buying Process, Selling Process, Sales Methodology. ” Ironically, I walk into organizations espousing this, then watch as their sales people continue to pitch their products, without understanding where the customer is and what they are trying to achieve. .”

Process 52

Process Sell Drivers/motivators Sales 52

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

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

Highspot

MARCH 31, 2020

“Instead of emailing prospects, our reps save the video recordings within Highspot, pitch the videos through the platform, and then receive engagement analytics about their prospects’ access to the videos. ” Value comes in many shapes and forms, and there’s more than one way to help your sellers engage buyers. .”

Pitch 98

Pitch Meeting Quota Prospecting 98

SaaStr

APRIL 21, 2023

A 10% connect rate is a sign you have a solid pitch and that your offering resonates with people. Tip #3: Partner Marketing Can Grow Your Base We see partner marketing done often, but it usually looks like people spamming each other’s base. Of course, that’s not going to work. Keep doing it.

Niche 79

Niche Prospecting Pitch Launch 79

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. Let’s say you have a big pool of SDRs and a ton of communications going out. Language models can summarize what it was about the pitch or hook that generated interest. Sales Engineers The key to selling SaaS is a demo or test environment customized for the customer.

GTM 99

GTM UX Appointment Engineering 99

Highspot

JULY 18, 2023

Imagine the strength of integrated campaigns that are the product of collaboration across the entire go-to-market organization. This operational rigor is what good marketing enablement looks like. What is the Difference Between Sales Enablement and Marketing Enablement?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

SEPTEMBER 13, 2022

Sam Jacobs: We like to give you an opportunity to pitch your business and give us an overview. We sell pretty much to any company out there who is selling their product or services to other businesses. Do you have your core people sell? Tim Strickland : I think the harder environment to sell in is the one of uncertainty.

Growth 79

Growth Up-sell Sell Engineering 79

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. Focus areas: The LinkedIn Sales blog is the place to go for modern selling tips. Topics: Value selling. These top 36 RevOps leaders have something (great) to say about it. LinkedIn Sales Solutions. John Barrows.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Highspot

FEBRUARY 11, 2020

Today, building true-blue customer love has become an essential part of any go-to-market strategy. According to Rachel, her platform delivers “an intuitive interface so users can easily build, find, and pitch content” — ensuring that reps have what they need on hand to win deals. Listen closely to customer feedback.

Product 72

Product Technology Technology User Experience 72

PandaDoc

JULY 22, 2021

You can even take this a step further by creating a no-go list for your internal teams to use for future go-to-market strategies. On the CSM side of things, the success team could use a similar approach to document interactions with customers that could be used for future sales pitches. Implement a note taking system.

Cross-sell 52

Cross-sell Sales Pitch Education 52

Partners in Excellence

OCTOBER 18, 2018

” “Develop one more irrelevant script pitching your product, without first understanding who the customer is!” Do we have the right go to market strategy? (even if they are outside our ICP)” “Send more irrelevant emails, fighting for space in the recipients’ spam filters!”

Pitch 85

Pitch Pipeline Customers Go To Market 85

SaaStr

AUGUST 26, 2020

Obviously, as we’re seeing now, the most important one and probably the biggest difference is you’re going to be pitching over Zoom. Do it now, before you pitch. Both subconsciously and consciously, it has an effect on whoever’s going to watch you. It starts with you and the other people on your team.

Pitch 111

Pitch Finance Product Start-ups 111

Hubspot

JANUARY 26, 2021

For instance, if you're in sales, you could play up your strategic and critical thinking skills by discussing how you helped shape and implement a successful go-to-market sales strategy. You might also demonstrate a knack for high-quality content creation by referencing effective pitch decks or case studies you've had a hand in.

Networking 101

Networking Pitch Strategize Drivers/motivators 101

ConversionXL

FEBRUARY 6, 2019

As Lucas Weber notes in his product marketing course , it’s also essential to get marketing and sales teams’ buy-in for the product before they begin working on campaigns. Teams need to believe in what they’re selling before they can pitch it persuasively. Questions marketing needs to answer.

Product 124

Product Price Growth Campaign 124

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. We practice (and use) what we preach (and sell). Jared Nielsen is also an avid user of Gong, the solution he sells on the daily. Go To Market (GTM) and enablement. Manage follow-ups.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52