SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Finding Product Market Fit — Typically has a marketing or sales leader, or you’re doing founder-led sales and product engineering and building. Why is teaming the new selling?

B2B 92

B2B GTM Objectives and Key Results X-functional 92

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Look at Model T sales or something.

E-commerce 70

E-commerce Retail Real Estate Growth 70

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. How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 60

X-functional E-commerce Growth Retail 60

Heinz Marketing

JUNE 4, 2018

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. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 55

Pipeline Sales Drivers/motivators X-functional 55

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. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

MARCH 11, 2019

There is a ton of overlap in kind of some of the use cases that many of those tools support, and I’m just seeing folks being much more diligent about I’m trying to do X and have actually three pieces of technology internally that can partially help me with that, whatever X is.

Pipeline 65

Pipeline B2B Sales X-functional 65

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? How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract.

GTM 51

GTM Price Up-sell Product 51

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 Profit margin Negotiate Contract 74

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? Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. Harry Stebbings: Totally.

Start-ups 55

Start-ups X-functional Drivers/motivators Up-sell 55

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. Do a competitor analysis.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. You might sell it on Instagram, so Facebook has buy buttons on Instagram now.

E-commerce 104

E-commerce Manufacturing X-functional Retail 104

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. What’s it like selling to general counsels? How has been the sales evolution of the go to market motion for LinkSquares? Were you surprised on the upside?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Hubspot

AUGUST 8, 2019

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

X-functional 93

X-functional Cross-sell Quota Contract 93

SaaStr

DECEMBER 17, 2019

Zach : Well, I guess in the truest sense we do sell software as a service. That allows us to have a very different go to market strategy. Ari : And who are you selling to? Zach : Yeah, we call it selling through the basement. ” Ari : So you’re distinctly not a SAS company. Zach : Sure.

Finance 58

Finance X-functional Non-Profits Launch 58

Sales Hacker

FEBRUARY 19, 2019

Jaimie is a veteran sales leader and has experience selling everything from SaaS to virtualization, storage, and networking. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. They are about buying time, educating, and selling the meeting.

Cold Call 11

Cold Call Inside sales Sales B2B 11

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

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 89

Pipeline Sales X-functional B2B 89

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

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 52

X-functional SQL Pipeline GTM 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And I think it comes out of the 80s and 90s and how we used to sell with shelfware. This is go to market fit. That’s easy.

Growth 85

Growth Cross-sell Contract X-functional 85

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. So again, we could use it for any function.

Growth 97

Growth Cross-sell Start-ups X-functional 97

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 52

X-functional Drivers/motivators Start-ups Engineering 52

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” If you feel it’s necessary, let them know you won’t be trying to sell them anything. Go into the call with a handful of broad questions. How you communicate as a function of that design is a critical problem that you should aim to solve. What go-to-market activity have we already tried?

UX 120

UX Clients Service Niche 120

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

Heinz Marketing

FEBRUARY 5, 2018

Not so that we’re functioning as a curation and we’re positioning it in a different kind of segment than it would normally be on our site. But again, we’re still going back to all our user generated data in the first place and then just reorganizing that and showcasing it in different ways. We did this thing.

Pipeline 58

Pipeline B2B Sales Pitch 58

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 46

Contract Price Commission Conversion 46

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. CR(t) —The conversion rate as a function of time to get to a single SQL. However, most B2B businesses sell in a relatively small market.

Prospecting 47

Prospecting SQL GTM X-functional 47

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. You’re more likely to close deals by x percent when you use this product.”

Pipeline 55

Pipeline Sales Presentation B2B 55

SaaStr

AUGUST 26, 2022

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. I’m going to go from 2 to 5 or 2 to 6.” ” Go read 5 Interesting Learnings from UiPath on SaaStr.

Quota 83

Quota Growth Product Closing 83

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 10

Contract Price Commission Conversion 10

SaaStr

AUGUST 20, 2019

Sameer Dhokalia: The go-to-market model was magical. It’s the culture was a big part of it, the fact that you had this great go-to-market. There was something special about the market where some of the education had been done before. There was an adjacent market. I think you touched on some of those.

Growth 52

Growth X-functional Start-ups Conversion 52

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. Often, they go for the obvious—stuff like “easy-to-use” email marketing. Can your differentiation be features?

A/B testing 162

A/B testing X-functional Price Gaming 162

SaaStr

DECEMBER 8, 2023

LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. You need a strong point of view on how your product will save x company money or solve their pains. The sales rep and sales team will have to step up with value selling. What about the GTM side?

GTM 97

GTM SQL X-functional Engineering 97

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it.

E-commerce 102

E-commerce Price Start-ups Growth 102