Martech

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference. Each one takes time for you to understand what works,” he said.

Go To Market 121

Go To Market GTM B2B Meeting 121

SaaStr

JANUARY 31, 2024

Over the years, Splunk has expanded its offerings through acquisitions and product development. Where do you start, and which data cuts should you look at to assess the health of your pipeline? Splunk is a 20-year-old Enterprise software giant that has accomplished many things — a 2012 IPO, a $28B+ Cisco acquisition in 2023, and $3.7

Pipeline 98

Pipeline Sales Up-sell Meeting 98

Cerebral Selling

JANUARY 23, 2023

Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience. In sales, customer objections are a fact of life.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

Iannarino

JULY 4, 2021

The first thing you need to do is to create value for your prospective client. Too little value means your client gains nothing of substance through the conversation. For a very long time, salespeople were taught that doing discovery means identifying a problem. But they’re not the only threat out there. Too Little Value.

Contract 335

Contract Contact Clients Conversion 335

Iannarino

JULY 12, 2021

You are not going to create a new opportunity if your prospect is not compelled to change. You are not going to create a new opportunity if your prospect is not compelled to change. No one changes when things are going well for them; they change when things are not what they need to be. One widget is as good as the next.

Cold Call 310

Cold Call Clients Follow-up Prospecting 310

SaaStr

JANUARY 24, 2024

Dini Mehta, former CRO at Lattice, Kate Ahlering, CRO at Calendly , and Mark Wayland, CRO at Box , share their stories and offer advice to founders on: How do you define and refine an ICP? Can you start and stop a PLG motion? How do you diagnose and solve churn? What should you look for in an Enterprise rep vs. a Mid-Market rep?

Growth 89

Growth GTM Up-sell Legal 89

Partners in Excellence

OCTOBER 6, 2023

Usually a couple of dozen make it through my spam filters, There are dozens in the spam buckets. I scroll through those quickly, spamming each of those. Doing some quick search, I find there are 4-5 billion email users in the world. It centered around tricks/techniques to do more, to try to standout in all the garbage.

Represent 81

Represent Technique Prospecting Service 81

Cerebral Selling

AUGUST 8, 2022

In July 2022, over 30,000 tech workers were let go. But for a lot of people (both team members and leaders alike), this might be the first economic crisis you’re living through. Leaders can choose to lead with conviction, agility, and empathy to bring their teams through to the other side stronger!

Sales 199

Sales Contract Clients Quota 199

Search Engine Land

MAY 3, 2024

I’m not sure whether you’d call it work shaming or effort shaming, but people are being called out for wanting to work more. But there is a real difference between working because you have to and working because you enjoy your work. She works for a fairly well-known SEO agency in the UK. “I

Contract 99

Contract Start-ups Drivers/motivators Meeting 99

Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. So, why do such polarized opinions persist?

Strategize 115

Strategize GTM Cross-sell Finance 115

SaaStr

SEPTEMBER 18, 2023

In Part 2 of Ask Me Anything, Lemkin will answer these questions: How do you balance being authentic as a new startup and getting customers to buy into your vision vs. appearing well put together with everything going on? How do you fix GTM? If you step back, the basic motions haven’t changed.

GTM 92

GTM Niche Account management Up-sell 92

SaaStr

OCTOBER 17, 2023

That’s the end state we’re going for. What does NRR have to do with customer success? Do my customers find value in my product and service? If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit. I’m willing to do that all over again.”

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

Martech

MARCH 28, 2024

Right now, marketers have no shortage of AI options to sort through, either as standalone apps or as functionality in their existing stack. Right now, marketers have no shortage of AI options to sort through, either as standalone apps or as functionality in their existing stack. Is your marketing team tired of hearing about AI?

CRM 128

CRM Technology Technology Campaign 128

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Some companies go really hard,” he shares. So how do you go toward PLG after you’ve already scaled the company through an SLG motion? But you shouldn’t stop doing what works.

Go To Market 71

Go To Market Growth GTM X-functional 71

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? At Harness, Eubanks leads go-to-market. It doesn’t really matter where you start because you’ll need to do both,” Eubanks said. . How do you achieve both? Evolution of Growth Motions. Sign up here to join them FOR FREE!

GTM 90

GTM Product Education Growth 90

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” ” It got me reflecting on much of what I see when working with executives and sales people. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

Manufacturing 118

Manufacturing Technology Technology Sell 118

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. So this week’s breakdown on ELG has been a longtime coming.

GTM 95

GTM Growth Cross-sell Referrals 95

Cerebral Selling

DECEMBER 10, 2021

Good salespeople know that the quality of your discovery motion is directly related to the quality of the questions you ask. Do you like to save money when you shop? That’s where they feel you’re working down your prepared list of questions and just hitting them with them one-by-one. Asking Leading Questions.

Pitch 157

Pitch Launch Drivers/motivators Up-sell 157

Partners in Excellence

MARCH 30, 2022

” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” For some, it seems to be a bit of a holding pattern until they figure out what they really want to do. They, too, tend to be going through the motions. Some are drawn by the potential compensation.

Up-sell 105

Up-sell Sell Follow-up Growth 105

Cerebral Selling

AUGUST 12, 2023

Joining startups was the thing to do back then and I was lured into one by the promise of rocket ship growth and working with super smart people. One which I helped start in 2008 was acquired Salesforce, which is how I came to work there. If you want to keep your customer engaged, start by assuming they have no idea what you do.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? I ask, “How do you feel about your job?

Assembly Line 105

Assembly Line Trust Up-sell Start-ups 105

Partners in Excellence

NOVEMBER 10, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” ” It got me reflecting on much of what I see when working with executives and sales people. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

Manufacturing 115

Manufacturing Technology Technology Sell 115

Sales Hacker

OCTOBER 17, 2023

Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner.

GTM 105

GTM B2B CRM Launch 105

Sales Hacker

MARCH 1, 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. How do you make it work for you?

GTM 72

GTM Launch B2B Growth 72

Search Engine Land

JANUARY 10, 2024

Rather than a complete overhaul, evaluating what’s working and what needs refinement will help you realign priorities. Gain clarity on business priorities for 2024 and beyond Before assessing your SEO strategy, you must understand where the business intends to go in 2024 and beyond. Still, it is good to do your research.

Strategize 138

Strategize Launch Start-ups Engineering 138

Sales Hacker

JULY 21, 2023

Subscribe for free to receive new posts and support my work. The first 13 years of Jason’s career were focused on building and scaling companies from pre-seed through series D. Strategy & Design Jason Vargas: We’re going to be talking all about outbound. Anyway, let’s get into it. So let’s dig in here.

GTM 52

GTM Pipeline Prospecting Meeting 52

Martech

MARCH 7, 2024

Here’s the key point from his presentation: If something is expected or “normal” do the opposite. Here’s the key point from his presentation: If something is expected or “normal” do the opposite. But to do that, you have to make time for it. Too many people are just going through the motions.

Entertainment 107

Entertainment Presentation Contract Pitch 107

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Subscribe for free to receive new posts and support my work. So, what is ACTUALLY working? Most times working with another company or two, sometimes alone. Thanks for reading The GTM Newsletter!

GTM 102

GTM Growth B2C Territory 102

Hubspot

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. Because it’s the right thing to do and in the 21st century — you are only as good as your public persona.

Process 84

Process Territory Sales Education 84

Partners in Excellence

MARCH 12, 2024

He will always do the right thing for the customer. I spent three long years in accounting, during which I found myself increasingly curious about improving business processes and the technology supporting our daily work. Within a couple of years, he grew to be the top performer, globally.

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Partners in Excellence

AUGUST 2, 2023

When you ask them, they can’t really explain it, they just seem knew what to do. And when it no longer seems to be working we seek to understand what’s changed and we change and adapt. Not meaning to get to philosophical, it’s being present and paying attention to what we do.

Sell 89

Sell Represent Start-ups Up-sell 89

SaaStr

DECEMBER 27, 2023

Going from nothing to $1B is a massive undertaking. Alessio Artuffo, President and COO of Docebo , shares lessons learned, misconceptions, and what he would have done if he could do it all over again. Between 2016 and 2023, you see the ACV (average contract value) going up and up. The image above is a glance at Docebo today.

Real Estate 80

Real Estate Contract Start-ups Growth 80

Search Engine Land

NOVEMBER 13, 2023

How do you determine what the best choices are? A few years ago, you’d have been laughed out of any room for even insinuating that paid social and paid search had similarities. Fast forward to the era of automation in PPC advertising, and there’s more in common between Meta and Google’s ad products than you might realize.

Campaign 115

Campaign Lead generation Conversion Growth 115

SaaStr

FEBRUARY 7, 2024

So, how do you achieve that? Automated Outbound as a Low-CAC Growth Strategy Axelle Heems, Senior Director of Growth Operations at Gorgias, started us off by walking us through how their demand gen engine is fully automated and optimized using a multi-channel approach to reach all contacts at companies within their TAM.

E-commerce 89

E-commerce Referrals Growth Quota 89

Veloxy

JUNE 23, 2021

This is what you have been working so hard to achieve, right? The only question remaining now is; who do you hire first? They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. This is what you have been working so hard to achieve, right? The trend is the same.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

JANUARY 30, 2024

How do you do digital marketing without third-party cookies? How will it impact your marketing and your marketing technology? Despite several years of warnings, half of marketing professionals don’t think their organizations are ready for deprecation, according to a study by Basis Technologies.

Education 123

Education Territory Growth Technology 123

Outreach

SEPTEMBER 13, 2021

In any environment, this lack of focus won’t work. Her advice to get everyone moving in the same motion? How do you define enablement? How have you worked with enablement in the past? How do you learn independently and develop yourself? Who do you follow on social media? Who influences you?

Sales 98

Sales Trust Education Launch 98