Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

Price 111

Price E-commerce Cross-sell Profit margin 111

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 76

Territory Drivers/motivators Quota Pipeline 76

Hubspot

JULY 20, 2020

Millions of marketers have quickly signed up to automation software to help them move their entire marketing strategy online. And brick-and-mortar retailers have hastily acquired website management systems to enable them to spin up ecommerce sites. and unknowns. Outside Selling ? Inside Selling.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

Sales Hacker

JANUARY 8, 2021

If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.

Territory 114

Territory Pipeline Launch Technical Sales 114

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. Consider new territory rules that reflect changes in the market (and your business). There is an art and science to defining how you slice and dice the market.

Territory 120

Territory Quota Strategic planning Sales 120

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. It also helps jump-start lead qualification since your users are already interested in your product or service.

Product 86

Product Territory Sales Price 86

Sales Hacker

APRIL 1, 2021

As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely.

E-commerce 90

E-commerce Territory Transportation B2C 90

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. So while we’d like to sit here and tell you an exact date to start building out the RevOps function within your company, we can’t.

GTM 98

GTM Territory Finance E-commerce 98

InsightSquared

MARCH 6, 2018

Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. When you’re starting out, you may have only one or two folks manning sales operations, juggling all the tasks outlined above. Go-to-market strategy. Time to start recruiting! For the Future.

Contract 119

Contract CRM Territory Sales 119

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Nancy Nardin. Jeb Blount. Meghan Forgione. Jeff Grice. John Barrows.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Here’s a basic framework for our case study format that you can start with. This is why pods or squad selling are becoming so critical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Hubspot

JANUARY 25, 2019

Businesses with a small burn rate often don't require much funding to get started because they're cash efficient. grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. An example of a process change that accelerates hiring and reduces mistakes is to flip that around and put that role playing at the start. It can’t change overnight.

Territory 72

Territory Healthcare Sales Retail 72

A Sales Guy

OCTOBER 13, 2016

We all want to grow up and be the big girls or boys on the block, right? I’m not sure how many parts it’s going to be, but I do know that it wasn’t worth it to squeeze it all into one post. I’m gonna start in a place you’re probably not expecting. Not all products go to market the same.

Education 126

Education Growth Sales Territory 126

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Throughout the past few decades, we have witnessed different eras of SaaS: Era 1, SaaS 1.0 : Starting in the early 2000s, SaaS 1.0 was pretty simplified, mostly made up of annual or monthly subscriptions. Set them up for success. . Era 2, SaaS 2.0:

Finance 98

Finance GTM Government Territory 98

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. What is partner enablement? Partners also dont needor wantconstant updates. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

SaaStr

APRIL 25, 2023

While many of the companies on SaaStr are based in North America and then expand to Europe and APAC, we’re seeing more and more expansion going the other way. Celonis started 12 years ago in Germany and recently began its move into the U.S. He also started a public sector business, which did not previously exist.

Engineering 97

Engineering GTM Territory Management Consulting 97

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. New initiatives focusing on the fastest start possible. Have your win rates changed–up or down? Have you changed or shifted your go-to-market strategies? For a fast start on the New Year, ask how we can help!). New plans and programs.

Process 116

Process Territory Sales Quota 116

Hubspot

NOVEMBER 19, 2020

A market development strategy can focus on how a business might grow revenue by embracing one or both of the following initiatives: Developing a new product line to increase revenue by selling to new customers, or up-selling to existing ones. How to Create a Market Development Strategy. Step 3: Create Your Marketing Plan.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Gong.io

OCTOBER 6, 2021

He’s everywhere: on our website, in our advertising, gracing the covers of countless marketing materials, e-books, landing pages and social posts. We have pictures of Bruno in golf attire, a shot of Bruno with Santa, versions of him wearing headphones or suiting up to hit the waves. But we never mention these roots in our marketing.

Angle 153

Angle Represent Drivers/motivators Territory 153

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 119

Growth Launch Territory Legal 119

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.

Territory 89

Territory Hospitality Consult Engineering 89

Sales Hacker

JANUARY 21, 2021

If you’re just starting out with LinkedIn Sales Navigator, or maybe you’re trying to decide if you’re ready to pay for a subscription, this guide will help you find the right plan for you, walk you through the basics of setting up your Sales Navigator account, and allow you to read real reviews from current Sales Navigator users.

Territory 122

Territory Networking Sales Contact 122

Sales Hacker

JULY 16, 2020

In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. I would know.

Pipeline 124

Pipeline E-commerce Cross-sell Referrals 124

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 122

B2B GTM Customers Cross-sell 122

Sales Hacker

JULY 28, 2021

Before you start diving into product demos and trials, create a team of stakeholders to take part in the evaluation. Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. How do I evaluate sales forecasting tools?

CRM 131

CRM Pipeline Territory Sales 131

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Start small, then grow your library of cadences. Set up lead-scoring criteria. Once these process areas are developed, a Sales Engagement platform will be easier to successfully set up. Not all Sales Engagement platforms are created equal.

Sales 105

Sales Territory Technology Technology 105

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 129

GTM B2C Growth Territory 129

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). First off, a script is a starting point.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. And you can start very small. You have to start formal sales training by rep #3. You Have to Train Sales Reps 3–10. They Won’t Train Themselves. Or they fail. Hire Early.

Price 115

Price Contract Territory Quota 115

Hubspot

JUNE 8, 2021

How do you get started in sales? Is the sales job market strong enough to support a career? So let's get started! An SDR role is right for you if you're looking to start your sales career and don't have much experience. Regional Sales Manager. This guide will answer all of those questions and more. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Unified data problems.

Finance 117

Finance Cross-sell GTM SQL 117

criteria for success

DECEMBER 1, 2021

We often see that companies start to grow by getting whatever business they can. Depending on how far they go, this isn’t always a big deal. In fact, sometimes it can help companies identify opportunities to develop solutions the market needs. Is there a specific area in the market that’s currently underserved?

Clients 98

Clients Territory Drivers/motivators Contact 98

Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. The overall mission of each of these teams is to set up customers for long-term success.

CRM 105

CRM Sales Territory B2B 105

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. How the numbers add up. The sales leader starts hiring new people… and with that, the downward spiral continues. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. One was at Thomson Reuters, where he ended up running their enterprise sales team.

Pharmaceutical 80

Pharmaceutical Territory Cold Call Networking 80

Gong.io

MARCH 30, 2020

Why is it important to create balanced sales territories? Well-designed territories help create an equal footing for your reps. Designing an effective coaching program starts with defining success, and then holding yourself accountable. So if you’re a new rep and you start at HubSpot, everyone around you wants to help you.

Territory 62

Territory Sales Appointment Entertainment 62