Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Create an easy path to expansion through tiered pricing or premium features. Sales Selected 360 Highlights Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Product 86

Product Territory Sales Price 86

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 128

Territory Healthcare Growth Go To Market 128

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.

GTM 122

GTM Territory Price Growth 122

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model. Era 3, SaaS 3.0:

Finance 98

Finance GTM Government Territory 98

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It may come at a price, but that price if often worth it in the long run. Full breakdown of Price’s Law here.

GTM 124

GTM Sales Growth Represent 124

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. But Not Lower Prices, Usually. SaaS prices are not usually lower due to competition from developing countries. Competition In SaaS Leads to A Lot of Things.

Price 113

Price Contract Territory Quota 113

Hubspot

OCTOBER 2, 2019

Sales territory optimization - The ability to support strategic territory mapping and efficiency. Price: Contact Xactly. Price: Contact Anaplan. About: Anaplan’s sales performance management software allows sales organizations to develop robust go-to-market strategies, using their team’s performance to drive planning.

Territory 99

Territory Quota Commission Sales 99

Hubspot

JANUARY 25, 2019

If you're looking to validate a market, prove out a pricing model, or put together the right team, you'll need resources. grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results.

CRM 131

CRM Pipeline Territory Sales 131

Sales Hacker

JANUARY 21, 2021

LinkedIn Sales Navigator offers three subscription options at different prices, giving you the power to choose the plan that best fits your business. Custom lists and territory preferences. Head over the to the LinkedIn Sales Navigator pricing page for the full details. How much does LinkedIn Sales Navigator cost?

Territory 122

Territory Networking Sales Contact 122

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

MAY 8, 2020

Are you going to be doing a lot of ad targeting? Let's go over some choices. Price: Available for Marketing Hub Professional ($800/mo.) You can also use Marketing Hub tools, such as ads, web pages, and social media posts, to market to your customers and make your campaign successful. Image Source.

GTM 101

GTM Price Contact Campaign 101

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

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 105

CRM Sales Territory B2B 105

Sales Hacker

FEBRUARY 7, 2018

There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Pursue new accounts for example from SMB to Mid Market to Enterprise.

Growth 101

Growth GTM SQL Strategic partnership 101

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. Pricing/Price. Account Development Representative. Account Executive. Accounts Payable. Accounts Receivable. Base Salary.

B2B 105

B2B E-commerce Cold Call Represent 105

Highspot

AUGUST 31, 2021

Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. Think about your product, pricing, and current competitive landscape. Will you beat them on value or on price? Types of Sales Models.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Hubspot

JULY 6, 2021

A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. For example, you may have a VP of Sales for each region your business is present in. For example, you may have a VP of Sales for each region your business is present in.

Strategize 88

Strategize Commission Territory Campaign 88

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Geographic reach : Which geographic regions your competitor is targeting. Go-to-market information. Competitive sales tactics. Win/loss insights.

Objection handling 89

Objection handling GTM Cross-sell Sales 89

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Pricing/Packaging (PP) is a key component of GTM. The spending slowdown is real but there is no log jam. Most companies expect to miss 2022 targets but it is far from a doomsday. . Proximity to customers helps too. Learnings on GTM.

GTM 117

GTM Niche Cross-sell Contract 117

The Lost Book of Sales

AUGUST 15, 2021

Ask about the pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. If so, ask to see the go-to-market strategy. For you, there is now more perceived risk  => Ask for a better agreement (e.g.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Heinz Marketing

JULY 10, 2018

Real estate services tell us what average home prices are nationally and in various markets. Market – regulated, SMB, enterprise, government, regional, international. Early to market, emerging, established market, commodity. Pricing models. Go to market strategy. Marketing content.

B2B 53

B2B Real Estate Government Healthcare 53

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes. Both are strategic and both are parallel.

GTM 65

GTM Sales Education Territory 65

Gong.io

NOVEMBER 25, 2019

Somebody’s got a bigger patch, and somebody’s got a smaller territory. . If I want to get somebody to do something differently—say I want them to sell solutions not boxes, or I want them to sell value not on price. But others, it’s just like, “You should go sell this next.” Or, “You should charge this price.” podcasts.

Price 71

Price Strategize Up-sell Cold Call 71

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. I’ve been doing this since 2008 so I would sell directly to resellers, directly to end users and basically street prices MSRP.

Pipeline 70

Pipeline Territory Sales Healthcare 70

Gong.io

APRIL 6, 2020

If we’re thinking about price changes, we’re getting all the data on how every different segment interacts in the price points that they’re buying at, and the types of products they’re buying. The second piece would be: do your very best to give clarity—who’s working what and why. . Listen now at gong.io/podcasts.

Closing 62

Closing Objectives and Key Results Territory Contact 62

Heinz Marketing

DECEMBER 9, 2021

Orchestration: Kickstart your go-to-market activities across the technologies and channels you know and love. Trigger actions based on key business changes at companies within your entire total addressable market. Deliver campaigns to tailor-made audiences through Demand-Side Platforms or ZoomInfo’s network.

B2B 78

B2B Objectives and Key Results Contact Sales 78

SaaStr

AUGUST 27, 2019

Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

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. We’re pre-seed, so pretty early on, just cracking into the 5k MRR territory. That can work.

Price 109

Price Product Start-ups Niche 109

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. Pricing: Pro, $7.25

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

SBI

SEPTEMBER 12, 2018

Go beyond sales enablement to create a sophisticated selling experience that buyers value. Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Get pricing right on every quote. Booth 1728. Manufacturing Lodge.

Territory 42

Territory Appointment Manufacturing CRM 42

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. How can we rationalize our use of tools across different go-to-market teams? Instant visibility into your team, deals and market.

Growth 62

Growth GTM Cross-sell Pipeline 62

SalesLoft

JUNE 21, 2022

I suggest creating a simple spreadsheet that outlines: Sales technologies : Vendor, price, contact information, average onboarding time, etc. Inability to exercise economies of scale by increasing volume with a single vendor to drive price down; overlap in features likely with multiple sales technology .

Negotiate 52

Negotiate Legal Finance Technology 52

The Lost Book of Sales

MAY 13, 2021

Ask about pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. If so, ask to see the the go-to-market strategy. For you, there is now more perceived risk  => Ask for a better agreement (e.g.

Quota 59

Quota GTM Commission Territory 59