Heinz Marketing

MAY 24, 2018

Every Thursday ll feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. His career runs the gamut across sales, business development, marketing and customer success responsibilities. But I ignore/delete almost every spammy sales pitch email/LI invite I get.

Technology 41

Technology Technology Pitch Consult 41

Sales Hacker

JANUARY 24, 2020

In the “What’s In My Stack” series, we’ll feature one brand and look at at the sales technology they use in 5 categories: Intelligence. Quick Pitch: Bloobirds’s end-to-end platform is the all-in-one SDR tech stack, sales manager’s process enforcer, sales operations’ KPI advisor, and CEO’s revenue predictor.

Pipeline 68

Pipeline Pitch Sales Represent 68

Highspot

FEBRUARY 11, 2020

Today, building true-blue customer love has become an essential part of any go-to-market strategy. This holds true for software — we need technology that enhances, not inhibits, productivity. It’s essential that your user experience is seamless, even when the technology behind it is complex.

Product 72

Product Technology Technology User Experience 72

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Highspot

OCTOBER 7, 2020

Our platform allows revenue leaders to land strategic initiatives by changing the behavior of their teams — driving consistent revenue performance and drawing a direct line from go-to-market initiatives to business outcomes.” The platform’s Scorecards offer a comprehensive view of the impact of go-to-market initiatives.

Launch 52

Launch High impact Go To Market Pitch 52

Highspot

APRIL 14, 2023

Although sales technology has advanced rapidly in response to buyer demands, few businesses are utilizing these technological advances. There are numerous factors that may cause ineffective sales training, but ultimately it comes down to two things: technology and timing. Learn by doing. Make it easy to understand.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Although sales technology has advanced rapidly in response to buyer demands, few businesses are utilizing these technological advances. There are numerous factors that may cause ineffective sales training, but ultimately it comes down to two things: technology and timing. Learn by doing. Make it easy to understand.

Sales 52

Sales Technology Technology Technique 52

Gong.io

AUGUST 19, 2021

It’s technology that gives sales leaders insight into what’s really happening inside their teams’ deals. It uses AI to capture and assess every customer interaction sales reps have with buyers, and gains insights from near-real-time market feedback (i.e., What’s revenue intelligence? customers’ unfiltered voices). .

Strategize 62

Strategize Growth Pitch Gaming 62

Gong.io

DECEMBER 14, 2022

Does your sales team know what’s happening in the wider market, away from your products and your competitors? Market disruptions. New advances in technology. Industry reports are a fantastic source of market intelligence. Go-to-market outreach. They should. Changing consumer habits. Move upmarket with Gong.

Sell 62

Sell Cold Call Contract GTM 62

Highspot

OCTOBER 23, 2023

Create a Positioning Statement A positioning statement is a brief description of who a product is for, coupled with an explanation of how it meets a specific need of the target market and key differentiator. 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

JUNE 11, 2019

The seamless integration enables go-to-market teams to optimize the buyer experience by combining Highspot’s predictive AI-driven content recommendations and deep content performance analytics with comprehensive customer relationship management capabilities — all within their existing Dynamics workflow. About Highspot.

Launch 40

Launch Customer Relationship Management Relationship Management Pitch 40

Sales Hacker

SEPTEMBER 13, 2022

Sam Jacobs: We like to give you an opportunity to pitch your business and give us an overview. But it has also enabled us to push the market from a competitive perspective in the way that allows us to dictate how people consume go-to-market technology. ZoomInfo’s acquisition by DiscoverOrg [07:40].

Growth 78

Growth Up-sell Sell Engineering 78

Sales Hacker

DECEMBER 21, 2017

This often overlooked and sometimes under-appreciated department uses data to drive strategy, best practices to guide training, and technology to hack success. Technology. Selection of Enablement Software and other Technology Tools. Technology Adoption and Optimization. Sales Ops: Table of Contents. Performance.

Territory 88

Territory Non-Profits Contract Quota 88

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. One it’s a marketing thing, and the second thing is a sales thing. We’re going to pay you a full, proper salary and bonus. Nelson, welcome to the show. The model is basically two things.

Commission 89

Commission Quota Assembly Line Sales 89

SaaStr

JANUARY 17, 2020

. * What are the biggest green lights for CIOs when startups are pitching them? What are the biggest red flags CIOs see when startups are pitching them? What must startups always remember when pitching CIOs? * So not an easy thing to do in terms of the pitch and always feel slightly sorry for founders with that lack of training.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Openview

APRIL 11, 2018

For example, we’re exploring technologies that would allow us to celebrate accomplishments in real time. We want to ensure there is a good platform to celebrate all the fantastic things going on in the business and share best practices. I’m a big believer in positive reinforcement and the symbolic banging of the gong.

Product 82

Product Negotiate Quota Cross-sell 82

SaaStr

JUNE 27, 2019

We tend to find that there are three key technology initiatives that we can help our customers with when they’re undergoing a digital transformation. When I started at the company five years ago, we didn’t have a pitch deck. The product was the pitch and I’ll talk about that in a little bit.

Cross-sell 71

Cross-sell Technology Technology Pitch 71

Highspot

NOVEMBER 1, 2022

This means empowering reps with content, training, and guidance — but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Refresh your sales strategy. Build a robust referral network.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). W hat is Sales Outsourcing?

B2B 79

B2B X-functional Cold Call SQL 79

SaaStr

MAY 27, 2023

Let’s talk about implementation and past challenges when deploying technology. And how you engage them informally — versus, say, a formal pitch in a boardroom — takes a different kind of strategy with different moves. Tell me more. What business outcome will this help you achieve? Does this fully address your major pain points?

Gaming 77

Gaming Trust Cross-sell Closing 77

Highspot

MARCH 30, 2021

This means empowering reps with content, training, and guidance – but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Refresh your sales strategy. Build a robust referral network.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Lead Fuze

JANUARY 1, 2022

The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. ERP systems can use graph database technology to store and analyze relationships between various data sets.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

JUNE 16, 2022

Is your technology helping keep your whole revenue team in sync on goals and metrics? If your pitch meets that criteria, you have a better chance of a deal. Now, we can’t ignore what’s going on in the market. We definitely know that the sales team and go-to-market team are dealing with different conversations now.

GTM 91

GTM Pipeline Sales A/B testing 91

Heinz Marketing

OCTOBER 5, 2020

Ryan and I are talking about tactile marketing, talking about building relationships and the value of still leaning in on a non-digital world when we can. Ryan say of PFL “… we are a marketing technology company. Nick Runyon: So PFL is a marketing technology company. So it’s been a lot of fun.

Pipeline 124

Pipeline Sales Contact Prospecting 124

Cience

APRIL 27, 2020

For example, one of our clients has created a new technology to unify patient records across the nation and ultimately create a clinically integrated network, at last. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Second, there’s no sales pitch. It’s what we do; our raison d’etre.

Hospitality 66

Hospitality Angle Contract Appointment 66

Highspot

APRIL 2, 2020

This includes everything from implementing key sales technology to administering compensation. Planning and strategizing go-to-market plans. They should have a deep understanding of sales processes and technology and should be comfortable building and driving initiatives around optimizing those systems.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. If you imagine jet-setting to new locations to pitch prospective clients, an outside sales rep role could be the career for you. Sales seems like a fast-paced, hardball kind of career. That can be true. So how do the two connect?

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

SEPTEMBER 11, 2020

Nor is it necessary for a startup to work on technology, or take venture funding, or have some sort of ‘exit.’ This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. With that being said, stop using your standard pitch decks.

Sell 78

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

SaaStr

JULY 25, 2021

The reason I contemplated doing it because I really want to be involved in cutting edge technology and work with smart people. In fact, we met when I was just trying to figure out what I was going to do next but just meeting people like Jyoti was something I found really interesting and stimulating. That fundraising is easier.

Up-sell 100

Up-sell SQL Product Start-ups 100

SBI

AUGUST 31, 2020

Empowering innovation, advancing digital content experiences Seismic Interactive Content addresses existing customers’ interest in finding new ways to generate revenue while expanding digital engagement support to sellers and marketers. Seismic’s LiveContent allows organizations to build and provide digital experiences with just a few clicks.

Launch 26

Launch Commission Presentation High impact 26

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. But by leveraging the right tools and technology, these steps can help keep you in the loop with the latest goings-on at your accounts. Here’s an example.

Closing 55

Closing Prospecting Contact B2B 55

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. Adjust your go-to-market strategy based on feedback needs.

Launch 110

Launch Product Campaign Cold Call 110

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? * Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. How important is it to own the entire customer journey?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Sales Hacker

OCTOBER 16, 2020

Maybe that’s why when you pick up the phone and start to pitch, prospects will hangup or say they are running into a meeting. Simply thanking the prospect for taking the time to answer your call will go a long way. The moral of the story is this: make the prospect feel appreciated, and don’t make them feel like you’re using them.

Prospecting 105

Prospecting Cold Call Referrals Objectives and Key Results 105

Heinz Marketing

AUGUST 20, 2018

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.

Gate keeper 40

Gate keeper Pipeline Non-Profits Sales 40

Hubspot

AUGUST 1, 2011

Remember when your go-to marketing strategy was outbound? Marketers want to pitch offers and receive responses instantly. Today, marketers must learn how to transform and adapt their marketing to gain competitive advantage in their industry. Consumers want to find and receive things right away.

Pitch 60

Pitch Sales Contact Technology 60

Sales Hacker

JUNE 14, 2018

Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? How will your company support and enable expansion into a new geography or market segment? ( Go To Market Strategy ). What tools and technologies do you leverage for successful sales acceleration and why?

Objectives and Key Results 58

Objectives and Key Results Quota Sales Territory 58