SaaStr

APRIL 1, 2023

Did you know that 80% of customers say that the experience a company provides is as important as the products and services that it offers? As a growing company, building strong partnerships with strategic customers can quickly become one of your biggest assets. You understood where I was coming from. And it’s working.

Strategize 75

Strategize Customers Trust Clients 75

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? Customer and channel partnerships. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Sales Hacker

MARCH 12, 2024

Discussed in this Episode: Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers. 12:26) Learning from the past: Market cycles and founder experiences. (17:15)

GTM 97

GTM Growth Strategic partnership Pipeline 97

Heinz Marketing

JANUARY 28, 2023

ByCollin Stewart Reaching product-market fit is the first ‘only thing that matters’ goal for a startup, but once you find it, go-to-market quickly becomes the next ‘only thing that matters.’ Read to learn how you know when to invest in a go-to-market motion. Read on for some solutions.

B2B 104

B2B Customers Strategize Contact 104

Martech

AUGUST 28, 2023

of their marketing budget on technology, says Gartner. Not only is [utilization] low, but it’s declining year over year while people are buying more,” said Domenic Colosante, CEO of 2X, a B2B marketing-as-a-service agency. “It’s of them are heads of sales that are now running marketing,” he said.

Government 96

Government Technology Technology Strategize 96

Highspot

NOVEMBER 2, 2022

Over the last year, Highspot connected more than 12 million salespeople, channel partners, services reps and customers in digital sales experiences, representing a 50 percent increase in platform usage from the previous year. Germany and northern Europe; opened offices in France and the Australia and New Zealand markets. SEATTLE, Nov.

Growth 98

Growth Product Customers Healthcare 98

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. And don’t just go with your gut. As Fritz Shoemaker puts it, strategy is circular, not linear.

Product 127

Product E-commerce Strategize B2B 127

Lead Fuze

JULY 24, 2023

Whether you’re a startup founder, a product manager, or an investor, understanding how to find total addressable market is crucial for your strategic planning. According to industry experts, the ability to accurately calculate your Total Addressable Market (TAM) can significantly influence your business’s growth trajectory.

Strategize 52

Strategize Strategic planning Niche Growth 52

Highspot

NOVEMBER 27, 2019

For sales and services people in particular, several unique factors play into job satisfaction. If you’re selling an unreliable product, or have an endless list of unhappy customers, chances are you’re not going to be skipping to the office every morning. And those are just the foundational pieces.

Service 52

Service Negotiate Sales Up-sell 52

SaaStr

JUNE 17, 2023

This was achieved through strategic cost-cutting measures without compromising their growth trajectory. Known for its inbound marketing software products, it has consistently reinvested profits back into the business to fuel sustainable growth. It wasn’t luck – it was strategic planning and execution.

Growth 90

Growth E-commerce Profit margin Strategize 90

Martech

APRIL 19, 2023

Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. We also call this market intelligence which provides businesses with current industry trends and makes sense of consumer behavior to navigate a future course of action. Next, DI reduces risk and uncertainty.

Strategize 118

Strategize GTM Healthcare Strategic planning 118

Salesforce

NOVEMBER 9, 2021

For a proper, thorough assessment, ask yourself about how you currently go to market. Keep in mind that only 15% of B2B buyers want to speak to a salesperson when repurchasing the same product or service. This will indicate whether (and how much) automating the process can help you strategically cut sales-related costs.

B2B 97

B2B Strategize Legal Represent 97

Martech

DECEMBER 21, 2022

Marketing management is a process that helps you plan, develop and implement promotional strategies and campaigns with the right team members and teams. With the best people executing the right marketing plans, you can promote your company’s services and products, adjust pricing, and increase your profits while reducing costs.

Objectives and Key Results 100

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 100

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Your enterprise must grow, and profitably. Achieving alignment .

Growth 95

Growth Drivers/motivators Go To Market Sales 95

Martech

OCTOBER 14, 2022

They blend technology with traditional marketing capabilities while thriving in a chaotic, ever-changing environment and masters of creating demand. Once separate from other executives, CMOs are now part of the C-suite and can help you achieve strategic goals. Marketing consultants have their place but are quite different than CMOs.

Non-Profits 116

Non-Profits E-commerce Strategize Consult 116

Tibor Shanto

SEPTEMBER 23, 2021

Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. Big Messages .

GTM 167

GTM Sales Consult Quota 167

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And if you also look at the platform as a service category, that’s also an additional $50 billion of spend, and that’s typically with those same vendors.

Cross-sell 84

Cross-sell Finance Strategize Technology 84

Martech

JUNE 29, 2022

“The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” Dreamdata is a B2B go-to-market platform. The Benchmarks findings.

B2B 105

B2B Customers B2C Inside sales 105

Highspot

NOVEMBER 23, 2021

The integration gives go-to-market teams the ability to scale best practices across their sales teams and drive more revenue. Once available, to install the integration, joint customers can reach out to their Highspot services team members to enable it for their domain. SEATTLE, Nov. The integration will be live by early 2022.

Pitch 98

Pitch Sales Strategize Go To Market 98

Highspot

FEBRUARY 2, 2024

We on the Highspot Professional Services team have the pleasure of working hands-on with many of our customers to accelerate value realization and drive solution adoption. Outline what you sell—products, solutions, services—and their value propositions What skills or behaviors will drive outcomes? Define how you sell.

Objectives and Key Results 52

Objectives and Key Results User Experience Government Sales 52

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? New service offerings. One strategy for growth is launching new product lines and expanding the prospects who need your services. While enabling your go-to-market teams, you must be mindful of the future state of scaling.

Finance 85

Finance GTM Government Territory 85

Sales Pop!

AUGUST 2, 2023

Let’s examine some main reasons companies choose outsourced SDR services (Sales Development Representatives): Reducing costs Gain access to international resources Reduce internal-resource usage Improve company focus Accelerate company growth How Does Sales Outsourcing Work? Not all sales agencies provide equally good services.

Represent 97

Represent Lead generation Commission Sales 97

Martech

AUGUST 22, 2023

How an industrial chemical pumps manufacturer modernized its go-to-market strategy Finish Thompson is a family-owned manufacturer of pumps for moving fluids — usually chemicals — founded in 1951 and based in Eerie, Pennsylvania. Finish Thompson has plenty of room for future growth.

B2B 77

B2B Process Manufacturing Customers 77

Heinz Marketing

APRIL 21, 2022

Finding such a full-time key strategic resource takes a significant investment of resources and time. Can they ensure that operational infrastructure is in place, so the new CMO can concentrate on large strategic issues rather than tactical concerns? What about losing valuable time and momentum during gaps of employment?

Strategize 98

Strategize Networking Growth B2B 98

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. Their original approach — to court and sell directly to customer service representatives — didn’t quite translate to Salesforce’s approach. Determine what it is your market really needs.

GTM 89

GTM Pipeline Strategize Represent 89

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success. Such podcasts are hosted by seasoned sales coaches such as Jeffrey Gitomer of ‘Sell or Die’, Brian G.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MARCH 16, 2022

They are a perfect example of implementing a growth model, mastering it, and then expanding horizons into other growth strategies with strategic testing and experimenting. How are you going to sell your service? Choosing between a product-led or service-led growth strategy is a decision that is based on multiple factors: .

Growth 86

Growth Product Niche Launch 86

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 80

GTM E-commerce B2B Profit margin 80

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. And with nearly 70% of global revenue for ISVs currently derived from third-party channel sales , no other approach to distribution ensures the exposure and revenue of the channel.

Profit margin 111

Profit margin Strategize Networking Follow-up 111

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 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Well-strategized, thoroughly researched and carefully tailored GTM efforts provided greater operational advantages. Of course marketing budgets will fluctuate.

Go To Market 103

Go To Market GTM Strategize Growth 103

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. A quick Google search on “how to improve sales performance” will give you an exhausting list of things to try.

Cross-sell 52

Cross-sell GTM Technology Technology 52

Sales Hacker

JANUARY 27, 2024

Product: These are your end-users who want to know how your product or service can help them achieve specific goals. As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. Category: These are your decision-makers.

GTM 89

GTM Niche CRM Account management 89

APACSMA

DECEMBER 4, 2023

What challenges do they face, and how can your product or service offer solutions? Distinguish your product or service from the competition. This holistic approach positions your business strategically and aids in the development of a winning strategy aligned with your customer’s objectives. Who are they?

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

JUNE 8, 2022

They’re forced to choose between continuing to use inefficient email clients or customer service software built to replace the human touch instead of amplifying it. . Markets are always changing with more competitors entering and new needs emerging. . Figure out your strategic objectives. That’s the problem we solve at Front.

Campaign 104

Campaign B2B B2C Click Through Rate 104

Hubspot

JULY 6, 2021

This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth. As revenue generation is dependent on the customer, a CRO also maintains a customer-first mindset and makes strategic decisions based on their needs. CRO Service Responsibilities.

Strategize 86

Strategize Commission Territory Campaign 86