Sales Hacker

AUGUST 15, 2023

She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. Anna Baird started her career in Accounting helping with IPOs of companies like Google. She became a CFO and then a COO and finally a CRO.

GTM 84

GTM Strategize Promote Start-ups 84

Highspot

MAY 3, 2024

It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell GTM Technology Technology 93

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

SalesLoft

JANUARY 16, 2024

After weekends, holidays, and vacations, that’s how many selling hours there are left in a year. But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. Selling is where you live. You guessed it: administrative work. But it doesn’t have to be that way.

Trust 52

Trust Up-sell Contract Technology 52

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 87

B2B Process Manufacturing Customers 87

Salesforce

MAY 25, 2023

The product’s benefits, capabilities, and performance do much of the selling and persuading. Customers don’t rely on marketing campaigns and salespeople to tell them what the product will do for them – they experience it for themselves. Ready, set, go-to-market!

Growth 98

Growth Product Customers B2B 98

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Martech

JULY 14, 2022

A great number of ABM vendors provide everything from all-in-one platforms to enable ABM strategies, to adjacent services like data enrichment, identity resolution, analytics, and interaction management/orchestration to B2B marketers ramping up their programs. Account-based marketing: A snapshot. More M&A. What it is.

B2B 122

B2B GTM Technology Technology 122

Sales Hacker

DECEMBER 9, 2022

Don’t just evaluate market potential for territory definition. Consider the selling skills, roles, and tenures of the sellers you will deploy in the territory. Has remote selling adjusted that need? What is the chance that Bob’s going to deliver (given close rates , average deal size, selling style, and time spent selling)?

Territory 99

Territory Quota Strategic planning Sales 99

Salesforce

APRIL 7, 2022

You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. The best way to improve your numbers is not to spend all your time focusing on the majority of leads that aren’t going to come through — but on the leads that most likely will. sign up now.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? The go-to-market playbook. The friction between sales and marketing.

Quota 75

Quota Pipeline Go To Market Up-sell 75

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. At Zoom, we sell to individuals, small businesses, large enterprises, 50% of the Fortune 500 and also, the Global 10. But we don’t do it with the same sales processes, representatives, or go-to-market tactics.

Networking 95

Networking Represent Sales Quota 95

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.

Up-sell 51

Up-sell Closing Sell X-functional 51

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. 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.

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

Capterra Sales & Marketing Software

SEPTEMBER 30, 2021

If you don’t have a digital marketing strategy in place or haven’t updated your strategy in a while, it’s time to look into the four most common channels of digital marketing to promote your brand online and drive more traffic. Email marketing. Social media marketing. Run promotional campaigns.

Campaign 82

Campaign Promote Engineering Customer Relationship Management 82

ClickFunnels

AUGUST 8, 2021

Instead, they focus on just one element of it, e.g. landing pages, pop-ups, etc. Our co-founders, Russel Brunson and Todd Dickerson, each had over a decade of experience selling online via sales funnels. The reason we are bringing this up is that all that extensive funnel building experience went into our software.

Lead generation 246

Lead generation A/B testing X-functional Price 246

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. which encourages people to sign up to its list for early access perks: Image source. This adds scarcity , which helps put gentle pressure on users to sign up. . Here’s an example from App Manager 5.0, Rapid skimming.

Product 142

Product Minimum Viable Product Price Launch 142

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Because of this it’s essential to have an Account-based marketing (ABM) strategy. Inbound marketing is about building value and trust, NOT about selling.?. ?Content

E-commerce 107

E-commerce Growth Cross-sell Objectives and Key Results 107

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. In fact, most of the team is relatively new because we’ve been promoting hiring. I myself got promoted thrice.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

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

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper.

Customers 97

Customers Account management Real Estate Contract 97

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. As people pick up new responsibilities, the lines between roles can get blurry, making it harder to know who to turn to for the information you need. And that’s the key.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SaaStr

AUGUST 16, 2022

They’ll all sell each other on your app. You can mix each week’s agenda up. Promote them wherever you can. They will do the selling for you. You really need someone that knows field marketing and events to run this playbook for you. Partner Marketing. It’s always worth it. More here. #2.

Niche 108

Niche Prospecting Start-ups Up-sell 108

ConversionXL

FEBRUARY 6, 2019

The introductory stage is rarely profitable : profits are negative or low because of the low sales and high distribution and promotion expenses [.] Promotion spending is relatively high to inform consumers of the new product and get them to try it. Questions marketing needs to answer. What is your go-to-market strategy?

Product 124

Product Price Growth Campaign 124

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. You may inadvertently put your brand’s reputation at risk if you associate with a partner who doesn’t live up to your standards. Increased Complexity. Value-added Resellers. Distributors.

Sales 129

Sales Networking Drivers/motivators Up-sell 129

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

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. Get right into it.

Growth 86

Growth Cross-sell Contract X-functional 86

Sales Hacker

APRIL 29, 2021

Knowing this, some teams err too far on the side of rep-generated content, ending up with a motley assortment of content that looks something like the miscellaneous aisle of Aldi. The world may never know how blenders and beach balls are related, but darn it if they don’t end up next to each other. Content Enablement.

A/B testing 103

A/B testing Sales Quota GTM 103

SaaStr

FEBRUARY 9, 2021

Ryan Bonnici: “I think it depends on what you’re selling, right? If you’re selling a product that sells online, a product that grows as a business, it’s freemium, then you’re hiring product first and then people to help promote the product online, so more so marketing.

Territory 62

Territory Launch Up-sell Meeting 62

Outreach

MARCH 5, 2019

With more presentations, more breakout sessions, and more panel discussions than ever before, THE sales engagement conference is going to be lit!*. lit /lit/ (adj): to be “turned up” or “popping” (Urban Dictionary). Unleash session: Ramp It Up: Simple Strategies to Accelerate Onboarding and Achieve Productivity Faster , Tuesday @ 10am.

A/B testing 69

A/B testing Inside sales Represent Promote 69

Gong.io

DECEMBER 30, 2019

How can you use data to build and iterate your go-to-market strategy? We did that quite early at HackerOne, so that from the beginning, the voice of the customer and the prospect is the core of our framework and the way we go to market. We’re transitioning towards account-based marketing and selling.

Pipeline 62

Pipeline Go To Market Up-sell Inside sales 62

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

DECEMBER 28, 2018

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. That means you can’t afford to slip up during sales conversations. by Chris Orlob. Your buyers won’t have it.

Cold Call 97

Cold Call Sales B2B Pipeline 97