SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 106

Go To Market Growth GTM Product 106

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Today, many SaaS companies still divide up sales accounts in territories by city, country, or region, or round-robin them by rep.

Go To Market 85

Go To Market Territory Technique A/B testing 85

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points.

Go To Market 72

Go To Market GTM Objectives and Key Results Price 72

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

SaaStr

MAY 25, 2023

Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin  (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer. No one is going to want to buy your pre-revenue SaaS start-up, unless you have a truly epic, proven team.

Sell 144

Sell Price Up-sell Start-ups 144

Highspot

APRIL 30, 2024

As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights. We’d love to hear from you.

Government 52

Government Sell Sales Go To Market 52

SaaStr

FEBRUARY 21, 2023

A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less? Instead, you should create a dedicated team to drive change in parallel with your existing sales-led Go-To-Market strategy.

Go To Market 71

Go To Market Growth GTM X-functional 71

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 73

Go To Market GTM X-functional Territory 73

Hubspot

JUNE 11, 2019

Even when you put great amounts of effort, time, money, and resources into developing a new product or service, a poorly-planned go-to-market strategy could cause your project to flop. Some of the biggest brands have even experienced go-to-market failures. Go-To-Market Plan Template. Take Apple, for example.

Go To Market 77

Go To Market Lead generation Launch Service 77

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

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. That’s important because where we start is data, and data flows downstream Salesforce. powered by Sounder.

Sell 103

Sell CRM Appointment Up-sell 103

Sales Hacker

OCTOBER 6, 2022

And with the majority of startups failing due to no PMF (Product-market fit) or cash flow, it’s crucial to get your GTM (go-to-market) strategy right early on. . Where is the best place to start? How do you sell as a founder? How do you set up your sales team for success? When is it time to hire talent?

GTM 81

GTM Sell Up-sell Start-ups 81

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

JULY 27, 2022

But your sales needs when selling to small and medium-sized businesses differ from an enterprise-level market. At PayFit, they prioritize hiring junior talent hoping to grow their sales skills and ambitious to move up at the company. Before you start international expansion, get your internal tools and processes organized.

Go To Market 74

Go To Market GTM B2C Price 74

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 95

GTM Growth Cross-sell Referrals 95

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership.

Strategize 115

Strategize GTM Cross-sell Finance 115

Heinz Marketing

JUNE 21, 2021

Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. Like we talk a lot about big demand programs and sales and marketing teams working together.

Pipeline 84

Pipeline Start-ups Go To Market Education 84

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 116

Pipeline Go To Market Cross-sell Sales 116

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Start early! No sign-up needed; it was simply an easy scan. Keep it simple. “Do

Launch 101

Launch Product GTM Technology 101

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. Design Big But Start Small You go to the mountain and rethink your business in a post-AI world.

GTM 104

GTM Technology Technology Up-sell 104

SaaStr

JANUARY 24, 2024

Can you start and stop a PLG motion? What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn?

Growth 91

Growth GTM Up-sell Legal 91

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 92

GTM Growth Referrals Contract 92

Gong.io

MARCH 17, 2020

To start, we wanted to see how winning and losing deals compare in terms of numbers of buyers involved in the deal (i.e., It’s like a kiss of death for deals: You can see that most deals start the same way, with one point of contact. Truth #2 – Sales TEAMS sell more. Team selling is exactly what it sounds like.

Sell 79

Sell Objectives and Key Results Sports Technique 79

SaaStr

OCTOBER 20, 2023

How Did We Get Here — OpenAI OpenAI started as a research lab in 2015. From there, the pace picked up rapidly. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. years, going public, and even ringing the bell at NASDAQ.

Growth 96

Growth Launch Territory Legal 96

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Where we focus our efforts is really in the area of virtual selling.

Sell 81

Sell Territory Quota Up-sell 81

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

SaaStr

JUNE 22, 2023

Dear SaaStr: What do startup founders typically get wrong when starting a business? More here: If You’re Going to Do a SaaS Start-Up … You Have to Give it 24 Months – SaaStr Picking cofounders that aren’t as committed. Yes, we all start with a hack. Not having a true, viable go to market plan.

B2C 92

B2C B2B Up-sell Start-ups 92

Hubspot

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) And don’t consider everyone who does sign up a hot lead!) This has probably come as a bit of a shock to any sellers who started their careers in the late 2010s.

Cross-sell 61

Cross-sell CRM Referrals Up-sell 61

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. The reality is that the way we sell now should be focused on the buyer. Let’s start at the beginning — with the customer.

GTM 99

GTM CRM Pipeline Referrals 99

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

Martech

MAY 2, 2024

This GTM (go-to-market) platform allows you to create your own “ideal buying group,” a set of demographic characteristics similar to an ICP (ideal customer profile), to identify people by persona, job function and seniority who appear to be researching in your product category from the anonymous web.

B2B 117

B2B Drivers/motivators CRM GTM 117

Sales Hacker

AUGUST 15, 2023

Anna Baird started her career in Accounting helping with IPOs of companies like Google. 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. She became a CFO and then a COO and finally a CRO.

GTM 85

GTM Strategize Promote Start-ups 85

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

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

Sales Hacker

MARCH 31, 2023

Let us know: marketing [at] saleshacker [dot] com. Generative AI is all the craze, mostly because of OpenAI’s ChatGPT and their freemium go-to-market motion, which made them go viral for being the fastest ever application to reach 100 million users. Don’t see your favorite tool?

Sales 90

Sales Launch Consult Follow-up 90

Heinz Marketing

MARCH 30, 2020

I ask Ray, what’s the advice you’re giving to your client around how to adapt their selling strategy right now? You can sign up directly at salespipelineradio.com as well. And today, like every Thursday, at 11:30 Pacific, 2:30 Eastern, we’re featuring some of the best and brightest minds in B2B sales and marketing.

Pipeline 79

Pipeline Sell Sales Up-sell 79

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Many organizations start with simple rules and definitions – geography-based territories (east, central, west) or account-based territories. Account profiles.

Territory 99

Territory Quota Strategic planning Sales 99