Hubspot

NOVEMBER 28, 2023

Sales and marketing teams today must break away from traditional silos and forge powerful, collaborative alliances. Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution.

Objectives and Key Results 74

Objectives and Key Results SQL Sales Campaign 74

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. Green is a “go after them.” Yellow is you’re not going to outbound them. Red is a no-go. They’re ideal, and you’ll sell them.

GTM 93

GTM CRM Pipeline Referrals 93

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 111

GTM Market share Growth Technology 111

Cience

OCTOBER 6, 2020

To this point, Company X has relied on network and referral sales, with its CEO taking many of the initial meetings. When getting ready to launch their first Outbound Go-To-Market, the same personas that took initial meetings (referrals from CEOs and CMOs) will be much more difficult to entice without the benefit of familiarity.

B2B 105

B2B Lead generation Contact CRM 105

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” There was also a drop in average contract value and referrals. Of course, sales reps are going to optimize the route to conversion. While customers remained loyal, LTV:CAC ratio plunged.

Go To Market 97

Go To Market GTM Strategize Growth 97

ConversionXL

NOVEMBER 23, 2022

So we settled on growth levers at the bottom of the funnel–experimenting with pricing, the checkout page, plan mix, and our trial model. A marketing strategy should include a go-to-market plan that is sales-led and product assisted. Daniel Layfield, Growth Product Manager at Codecademy.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Go-to-Market Strategy. content marketing (blogging, podcasts, free downloads); 2. referrals (recommendations from existing customers and other people); 4.

B2B 99

B2B E-commerce Cold Call Represent 99

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. But one of the most interesting changes that Algolia did, was remove these pricing tiers. So what’s worked for us to get to about 2 million of ARR is all organic growth and referrals on a bottom up basis.

Price 82

Price Product Start-ups Niche 82

Sales Hacker

JUNE 23, 2021

Pricing lessons. This article dives into the math (no really, there is actual math) about creating your go-to-market model in a sustainable way. How to contribute: The best way to get your idea into an article with First Round Review is to look for an intro or referral to their editors. Common pitfalls for startups.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

ConversionXL

OCTOBER 7, 2022

This calculation goes beyond marketing costs and advertising dollars to include product costs, labor costs, shipping costs, and any other expenses that contribute to attracting and securing customers. There are ways to do this without drastically increasing your marketing spending. Upselling recommends higher-priced alternatives.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Lead Fuze

DECEMBER 2, 2021

ABE is more than just a marketing ploy or sales technique — it’s an attitude. This strategy is a go-to market approach that combines personal marketing, sales and success efforts to drive engagement at named accounts. The low price per lead is tempting, but there are other costs. Just to give you an idea.

Technique 52

Technique Technology Technology Cross-sell 52

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing? How does Amanda think the go-to-market has to change with every stage of development? What are the challenges with this?

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Then also Praveer told me about pricing mindsets, and it’s been a test-and-iterate approach for you, he said. Kyle Parrish: Yeah.

Sales 74

Sales Price Quota Start-ups 74

Sales Hacker

NOVEMBER 14, 2019

ABE is more than just a marketing campaign or a sales process — it’s a mindset. Account-Based Everything is a strategic, go-to-market approach that orchestrates personal-marketing, sales, success efforts to drive engagement, and conversions at named accounts. The Foundation of an Account-Based Everything Program.

Technology 58

Technology Technology Cross-sell Referrals 58

SaaStr

JUNE 3, 2020

The company went public in 2009 and was acquired by Yahoo in 2012 for $270m, a 50% premium on existing share price. The company went public in 2009, and was acquired by Yahoo in 2012, for $270 million, a 50% premium on the existing share price. Why did Michael make the move to CRO 8 months ago? Just some quick context.

Pipeline 67

Pipeline Meeting Start-ups Up-sell 67

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Word of mouth], a new prospect reaches out to you via email at the referral of an existing customer. Nurtured] leads such as by visiting a pricing page. Schedule a demo] on the website.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. From referrals from one developer to another. And so now he leads all of our product and engineering side and I lead the go-to-market side. And so we grow very much as a flywheel. We have a very strong kind of developer focus. It just took me too long.

Finance 57

Finance X-functional Non-Profits Launch 57

SalesLoft

JUNE 20, 2019

So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. You can’t just go to Amazon and say ‘I’d like three Account Executives, please.’ Talk about selling a commodity.

Territory 63

Territory Sales Construction Manufacturing 63

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices. Transcript.

Launch 102

Launch Technology Technology Up-sell 102

Sales Hacker

DECEMBER 8, 2017

For example, if you lose deals at an accelerated rate every time a rep brings up discounting or pricing in the first half of the call, wouldn’t you like to know that so you can coach your team on it? Go beyond lead generation and explore channels for cross-selling, up-sells and referrals.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Sales Hacker

MARCH 2, 2020

” When we break the Laws, we pay the price. Whether you’ve been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want. How did forget?” Our sales suffer. Chris Voss.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Hubspot

JULY 2, 2020

One of the first things you're taught in your Introduction to Marketing class is that marketing can be best explained using the marketing mix — also known as the four P's. When you stray too far away from the four P's, it can be easy to lose focus on your purpose as a marketer. Marketing Mix Elements.

Retail 101

Retail Promote Price Profit margin 101

Hubspot

OCTOBER 17, 2018

Brianne Kimmel is the go-to-market strategy advisor for the CEO of Voyage , and she previously led Growth Marketing at Zendesk. She also taught over 5,000 students at General Assembly in courses such as Intro to Digital Marketing, Introduction to Social Media Strategy, and Community Driven User Acquisition.

Growth 99

Growth Objectives and Key Results A/B testing Campaign 99