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? Account Executive in Enterprise Technology. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Martech

AUGUST 28, 2023

Utilization has been declining amid huge increases in spending on marketing technology: up 35% from $15.3 of their marketing budget on technology, says Gartner. CMO turnover cripples strategic thinking Whether or not the CMO adds tech, the turnover rate means the strategic view of the stack is constantly changing.

Government 95

Government Technology Technology Strategize 95

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 109

B2B Customers Strategize Contact 109

Highspot

NOVEMBER 7, 2019

41 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and energy tech companies in North America now in its 25th year. Highspot leads the sales enablement category with its technology innovation and unparalleled customer satisfaction. SEATTLE, Nov.

Technology 61

Technology Technology Legal Networking 61

Martech

APRIL 19, 2023

The focus of DI is not just on the technology but on how it augments human decision-making processes. Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. I’ve used it in developing systems and platforms for complex energy, finance, policy, and marketing decisions.

Strategize 119

Strategize GTM Healthcare Strategic planning 119

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 87

Growth E-commerce Profit margin Strategize 87

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. How well do your sales, marketing, and customer support teams collaborate? What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

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. Human performance technology. Big Messages .

GTM 167

GTM Sales Consult Quota 167

Martech

OCTOBER 14, 2022

Today, CMO positions are more than just higher-level marketing supervisors. They blend technology with traditional marketing capabilities while thriving in a chaotic, ever-changing environment and masters of creating demand. Responsibilities of a chief marketing officer. Overseeing market research. Get MarTech!

Non-Profits 117

Non-Profits E-commerce Strategize Consult 117

Highspot

NOVEMBER 7, 2019

41 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and energy tech companies in North America now in its 25th year. Highspot leads the sales enablement category with its technology innovation and unparalleled customer satisfaction. SEATTLE, Nov.

Technology 40

Technology Technology Legal Networking 40

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

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. As SaaS businesses expand, we are seeing more technology, business acquisitions, and inorganic growth. Top Takeaways.

Finance 79

Finance GTM Government Territory 79

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

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

FEBRUARY 10, 2022

“The pandemic has made customer journeys more digital than ever before,” said Tom Bianchi, VP of marketing EMEA at Acquia, in a recent webinar. “We We believe marketing technology can help improve those digital experiences – helping your brand grow and increase revenue.”. Use marketing technology to help build customer trust.

Technology 115

Technology Technology Trust Presentation 115

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

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

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. 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. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. A note on the martech front 2023 marketing budgets grew at a 72% slower rate (from 10.4%

GTM 118

GTM Market share Growth Technology 118

SalesLoft

NOVEMBER 17, 2020

Many sales teams pay a lot of money for sophisticated technology they barely use. Be ready for resistance to even the best new technology. To allay your stakeholders’ concerns, you need to think and act strategically. Lining up the right people with the right skills helps the implementation go smoothly.

Territory 105

Territory Sales Technology Technology 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

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

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 104

Strategize Networking Growth B2B 104

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. We pounded the pavement for three years building technology and we were just blinded by how little true customer demand there was.” — Vasu Prathipati . Determine what it is your market really needs.

GTM 83

GTM Pipeline Strategize Represent 83

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

Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. Product: These are your end-users who want to know how your product or service can help them achieve specific goals. Let us help you get from 0 – IPO.

GTM 90

GTM Niche CRM Account management 90

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 81

GTM E-commerce B2B Profit margin 81

Highspot

JANUARY 16, 2020

For companies who have already invested, the impact of revenue enablement is clear: it drives strategic growth; elevates customer conversations across sales, account management, and marketing; and empowers go-to-market teams to outperform in highly competitive markets. Ready to learn more?

Strategize 61

Strategize Technology Technology Account management 61

Salesforce

SEPTEMBER 19, 2023

Trait 2: Data-obsessed CROs own the go-to-market strategy. They also want the freedom to buy using revenue models ( like subscriptions ), and the flexibility to cross channels (for example, beginning in a self-service channel and closing with a sales rep). This involves more than just hitting the numbers. It’s storytelling.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

OCTOBER 7, 2020

Revenue enablement today is all about helping anyone who talks to the customer make every conversation count — whether it’s using that conversation to move a deal forward, drive a renewal, or help a customer maximize the value of a product or service. Marketing can land their go-to-market strategy.

Strategize 52

Strategize Gaming Go To Market Service 52

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 87

Strategize Commission Territory Campaign 87

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. The single North Star metric.

Go To Market 103

Go To Market GTM Strategize Growth 103

Cience

OCTOBER 6, 2020

These documents enable SDRs to not waste time targeting contacts and accounts who don’t project as great-fit customers or those who do not need your service/product. Technographic Data – Includes analysis of web-based technology and apps installed, usually those on a website. Read the case study. Define Your Target Audience.

B2B 105

B2B Lead generation Contact CRM 105

Heinz Marketing

OCTOBER 12, 2020

How Prospecting has Changed in 2020” and our guest is Eric Quanstrom , CMO at CIENCE Technologies. I think that number one, outbound works because it’s taking a very specific targeted approach to having a vendor solution provider services based company that wants to land a specific logo or specific logos going forward.

Pipeline 132

Pipeline Cold Call Sales Clients 132

Sales Hacker

NOVEMBER 21, 2019

Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. Making the most of sales technology. Marketers have been much quicker to jump on the tech-adoption bandwagon. Those that don’t — won’t. It’s as simple as that.

Technology 85

Technology Technology Sales Clients 85

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

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52