SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . It also helps to analyze which accounts you started working with but didn’t continue. What is your average deal size pitched vs. closed? The key to closing bigger deals is to pitch bigger amounts.

Objectives and Key Results 87

Objectives and Key Results Pitch GTM Cold Call 87

Martech

OCTOBER 18, 2022

If more users were going to be collecting and showing off blockchain-based NFTs, then this was a space in which brands should also be involved. Wykes-Sneyd started a metaverse task force allowing anyone within the organization to opt in and contribute ideas. “I Members of the taskforce were then invited to pitch ideas. “We

Government 135

Government Gaming Pitch Technology 135

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. We needed that.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. They are the basis of a powerful GTM plan that builds unmatched market impact and unlimited revenue potential. There are two things to do before starting this process.

Launch 105

Launch Product GTM Education 105

Highspot

SEPTEMBER 7, 2023

They can quickly get up to speed on your content processes and guidelines. Top Sales Content Analytics to Track Content data is crucial for just about any go-to-market team whether it’s sales, content marketing, or sales enablement. Pitches: Number of times a sales rep pitches across social media, email, Slack, and more.

Pitch 59

Pitch Sales CTR Click Through Rate 59

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Your enterprise must grow, and profitably. Building the engine.

Growth 87

Growth Drivers/motivators Go To Market Sales 87

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

Salesforce

MARCH 28, 2022

Together, these elements combine to create a full messaging framework that can guide your marketing across every piece of content and every channel. So how do you get started? Now, let’s start building your messaging framework! Is your audience made up of c-level execs and requires a more serious tone? Elevator pitch.

Electricity 98

Electricity Angle Pitch Campaign 98

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. 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

Openview

MARCH 16, 2018

Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running. Every company starts broad. Excited by a large market and countless use cases, they take what comes to them. Let’s start with the basics. Let’s start with the basics.

Pitch 89

Pitch Education Sales Territory 89

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. Debunking Traditional SaaS Beliefs Generative AI inverts all of the assumptions above, and we’re at the start of it, not the end. Adam came up with the wildest idea he could think of for an app and used Anthropc, a large language model company, to help develop the idea.

GTM 95

GTM UX Appointment Engineering 95

Heinz Marketing

MAY 2, 2022

Matt: It’s all about just showing up, man. I mean, it’s showing up and literally the key for me in doing that is just like 11:30 Pacific every Thursday, we do a show, it’s on the calendar. I started thinking on the back end of my career, there’s got to be a better way. Thanks for doing this. Look at you.

Pipeline 96

Pipeline Pitch Sales Account management 96

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. And you can start very small. You have to start formal sales training by rep #3. You Have to Train Sales Reps 3–10. They Won’t Train Themselves. Or they fail. Hire Early.

Price 87

Price Contract Territory Growth 87

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. If we’re designing a process that will work well, it needs to start with the buyer. Let’s start at the beginning — with the customer.

GTM 94

GTM CRM Pipeline Referrals 94

SaaStr

AUGUST 3, 2019

There are so, so many start-ups these days. If they tell you a start-up is doing incredibly well, and has one of the best teams she’s ever met … of course you want to take that meeting. It’s just the more vendors in a space, the lower the “connect rate” is going to be for outbound.

Pitch 76

Pitch Meeting Start-ups Trust 76

Sales Hacker

NOVEMBER 30, 2021

We like to start with your baseball card. That goes from a couple’s massage, Michelin star dinner at Napa, or going skydiving for the first time all the way up to hiking up to Machu Picchu or learning to surf in Bali. My girlfriend was on the verge of breaking up with me. Kevin, welcome to the show.

Pitch 93

Pitch Start-ups Gaming Presentation 93

Salesforce

NOVEMBER 7, 2023

It starts and ends with a simple principle: Put yourself in your audience’s shoes, and give them something good. Sellers begin their pitches by understanding the customer’s why. Use the sales kickoff to discuss product announcements that will help your sellers go to market. Excitement. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

APRIL 11, 2023

Over the years, he shifted into consulting with early-stage founders on go-to-market strategies and sales. You’ve raised equity and created pitch decks, financials, plans, and forecasts. Up to this point, we’ve communicated that we’re here, have taken our time, and know what we want to say. Be transparent. Be available.

Pitch 79

Pitch Consult Gaming Networking 79

Highspot

MARCH 29, 2022

First up in the #CustomerSpotlight is Michaela Britt, Senior Manager, GTM Onboarding Programs at Workato. My one sentence pitch is that we help companies automate complex workflows with an easy to use platform. Our CEO really believes in enablement and what it can do for the go-to-market organization as a whole.

GTM 52

GTM Launch Pitch Start-ups 52

SaaStr

APRIL 21, 2023

Now, he has five more marketing strategies that are sure to generate more leads if done right. If you aren’t spending money on marketing, it’s time to step it up. Most SaaS companies don’t spend enough on marketing, and that’s a mistake best avoided. When Lemkin started SaaStr, he was never sure if it was worth it.

Niche 76

Niche Prospecting Pitch Launch 76

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Paid ads and marketing often achieve this. This starts with surveying early users to discover what’s making them stay or leave. Breaking down a consumer tech growth team.

GTM 93

GTM Price Quota Growth 93

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

Highspot

MARCH 31, 2020

While much still remains uncertain, we believe that these four recommendations — sourced from our customers on the frontlines and our own Highspot enablement team — will help you get started. Streamline Content and Communications. If the business landscape moved at Mach 1 yesterday, it’s moving at Mach 2 today.

Pitch 98

Pitch Meeting Quota Prospecting 98

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. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Predictable Revenue. Connecting with buyers. John Barrows.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Gong.io

DECEMBER 14, 2022

With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. Look up the companies on Crunchbase or other data sources. With a target account list at their disposal, reps need to start making contact with each account. Market intelligence.

Sell 62

Sell Cold Call Contract GTM 62

Highspot

JULY 18, 2023

What if we could equip marketing teams with the resources, tools, knowledge, and skills to do their unique jobs, as well as better support with the sales organization? Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Highspot

JUNE 6, 2023

What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team? Benefits of Sales Productivity A high-performing sales team paves the way for repeatable growth through changing market conditions, competitive pressures, and economic challenges.

Closing 52

Closing Product Objectives and Key Results Quota 52

Gong.io

JANUARY 5, 2019

I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. First, let’s start with a list of the top 10 sales methodologies, and how to sort out which one is right for you. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

Hubspot

JANUARY 26, 2021

Try to assume more marketing-oriented responsibilities. While using external resources like books and online courses to step up your marketing game is always a good call, accruing real marketing experience can help you stand out from other candidates and make your transition between fields even more seamless.

Networking 101

Networking Pitch Strategize Drivers/motivators 101

Sales Hacker

NOVEMBER 8, 2021

Once we’ve agreed that not all SDRs and BDRs aspire to make a career in sales, let’s look past the average 15-month tenure of a starting SDR at some career opportunities that veer away from sales executive roles and the questions young sales professionals should be asking themselves ahead of their next move.

GTM 105

GTM Clients Sales Technology 105

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. Let’s explore these strategies to set your product launch up for success.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

AUGUST 26, 2020

I wanted to start by just talking a little bit about something that all of you have been hearing about, which is PPP loans, the SBA program for getting capital to companies in need. That’s a good place to start, to understand the actual landscape in which you are trying to raise capital. So, what are VCs busy doing right now?

Pitch 108

Pitch Finance Product Start-ups 108

SaaStr

JANUARY 27, 2021

The advice and thinking that leads you to make important mistakes there really is no need to make: “Ask VCs for Advice When You Want Money, Money When You Want Advice” I don’t know who started this, but they must be smarter and more perceptive than me. Most say the same — just send us the pitch when you are ready.

Repeat business 115

Repeat business Engineering Pitch Closing 115

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Answering this seemingly simple question on behalf of your prospects before you start prospecting them will help your campaigns immensely. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals.

Legal 86

Legal Cross-sell Contract Price 86

Gong.io

JANUARY 12, 2021

Manage follow-ups. Manage follow-ups: After every call, Jared uses Gong to listen to that call at 2x speed… 2.5x Jared follows a pretty strict formula in his post-call follow-up emails and uses the recording to fill in holes and check himself. Carolyn’s uses Gong: To ramp-up and to learn talk tracks. Manage deals.

Follow-up 118

Follow-up Objection handling GTM Meeting 118