SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 98

E-commerce Manufacturing X-functional Retail 98

ConversionXL

JUNE 2, 2020

The language they use is vanilla, the product/service they offer like any other, and the marketing message is identical to that of their competition. We have feature X that they don’t.”. You can toot your horn for a few months, but they’ll catch up. They’ll always catch up. Or email marketing tools.

A/B testing 162

A/B testing X-functional Price Gaming 162

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. Competitor X is doing Y.

UX 126

UX X-functional A/B testing User Experience 126

SBI

SEPTEMBER 8, 2014

We built our technology to maintain profiles on all meaningful companies and decision makers worldwide, from basic data like revenues, employee counts and email addresses, to real-time insights on companies and people, while analyzing relationships that help our customers go to market. Umberto: It’s the drive to relevance.

Up-sell 51

Up-sell Closing Sell X-functional 51

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. To get a better understanding of their impact, let’s imagine you are rolling out a new product line. How should reps talk about this product line?

Territory 52

Territory X-functional Cross-sell Sales 52

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? I also believe that many organizations, over time, have over rotated on demand, on getting new logos, where it’s a lot more productive and profitable to focus on your existing customers, growing them and turning them into advocates and promoters of your brand. Customer experience.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. Regie uses AI to create inbound, outbound, and even follow-up sales campaigns faster using over a billion rows of performance data across 75 industries.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. SaaStr, good morning.

Growth 82

Growth Cross-sell Contract X-functional 82

ConversionXL

NOVEMBER 5, 2020

Knapp talks about focusing on only the essential activities for shipping new products and testing new ideas. Using my existing skills and resources (including an old domain name), I tested a productized digital PR offer. You’ll end up pivoting not only your service offering but the people you serve and your value proposition.

UX 120

UX Clients Service Niche 120

SaaStr

DECEMBER 17, 2019

Or if you’ve ever gotten a 2 cent and a 4 cent deposit into your account as you’re trying to set up direct deposit or payments transfers, that’s a pre-Plaid world. We have a product strategy and a company strategy and it happens that this acquisition was a fantastic fit there. It ended up doing just fine.

Finance 57

Finance X-functional Non-Profits Launch 57

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Sam Jacobs: You said that sales and account management are the best functions from which to start a career. What You’ll Learn. What Managed by Q does. Building a Customer Success Strategy. About Managed by Q.

Customers 53

Customers Account management X-functional Hospitality 53

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. As a tiny startup who might be commercializing its first product, are there any general guidelines that you can stick to that would prevent the massive companies out there from crushing the baby? Jason Lemkin: Hey everybody.

Growth 91

Growth Cross-sell Start-ups X-functional 91

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Reps working from home need to be willing to converse without selling. Data integrity is more important than you thought.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year.

Quota 79

Quota Growth Product Closing 79

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 51

X-functional SQL Pipeline GTM 51

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? * You’re selling capital and I think it was a really transformative experience for me. ” I thought this was a particularly interesting one to kind of pick up on.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. If you’re selling car tires, anyone with a car is a fit. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

NOVEMBER 2, 2019

What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? How does Krish think about purely serving the SMB market? Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * Does one have to move to enterprise?

GTM 49

GTM Price Up-sell Product 49

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 96

E-commerce Price Start-ups Growth 96

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. What time frame from SAL to closed lead suggests product market fit? So a huge thank you for putting up with these dulcet British tones once again. It is so awesome to have you back.

Contract 45

Contract Price Commission Conversion 45

Heinz Marketing

MARCH 11, 2019

Derek contends tB2B marketing is no longer a red balloon versus a blue balloon’s discussion just about lead generation; today it’s about the partnerships between sales, marketing and the CFO with the focus on revenue. So I had to get my CMO muscles tuned back up. Grab your board. Derek: Yeah.

Pipeline 62

Pipeline B2B Sales X-functional 62

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 51

X-functional Drivers/motivators Start-ups Engineering 51

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

JUNE 21, 2019

Where does Sara see so many people go wrong? What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Ended up at a company that wasn’t as well known at the time called SalesForce.com and things just went from there.

Start-ups 53

Start-ups X-functional Drivers/motivators Up-sell 53

SaaStr

AUGUST 20, 2019

We were split up into groups. Isaac Saldana, in particular, took me up to the front of the room on my day one and introduced me to the company and said, “We’re one team and we, the board, Isaac was on the board, we believe that Sameer can really contribute here, so please give him your support.”

Growth 51

Growth X-functional Start-ups Conversion 51

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. And I ended up going far to the other end of the spectrum. Some teach marketing.

Finance 78

Finance X-functional Pipeline Territory 78

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by product or product line. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.).

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

JANUARY 3, 2020

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. What time frame from SAL to closed lead suggests product market fit? So a huge thank you for putting up with these dulcet British tones once again. Loving our podcast content?

Contract 10

Contract Price Commission Conversion 10

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 86

Pipeline Sales X-functional B2B 86

Sales Hacker

FEBRUARY 19, 2019

Think of this as a sneak-peek of what’s coming up at Unleash ‘19! Lauren Alt – Marketing Campaigns Manager at Outreach. Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. Note: these speakers are just in alphabetical order.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Heinz Marketing

FEBRUARY 5, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. It’s been written up. You’ve got suppliers. Ryan Bonnici: Yeah.

Pipeline 50

Pipeline B2B Sales Pitch 50

Heinz Marketing

APRIL 2, 2018

She’s spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, “Well, what the hell, I’ll just go back to the valley and I’ll create a start up.” The full transcript is below: Sales Presentations That Don’t Suck (& How Marketing Can Help).

Pipeline 48

Pipeline Sales Presentation B2B 48