Salesforce

OCTOBER 11, 2022

“Our selling motions may never be the same.” ” Those are among a handful of common refrains I hear from sales leaders these days — many of whom are on the hook for promoting efficient growth, even as we face an economic recession. .” Simplify your sales tech stack. The solution?

Promote 98

Promote Growth Objectives and Key Results Up-sell 98

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. The result was a more powerful, human, and high-conviction way of selling. That’s the problem.

Cross-sell 130

Cross-sell Sales Referrals Launch 130

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

ConversionXL

FEBRUARY 27, 2019

For product launches, long-term success relies on cornerstones of marketing research and execution, like a strong value proposition and full-funnel campaign. Articles on product launches often lay out a start-to-finish strategy that applies tactics along a linear path to success. Lies, damned lies, and product launch statistics.

Launch 110

Launch Product Campaign Cold Call 110

SaaStr

FEBRUARY 24, 2023

Over the last ten years, ICONIQ Growth has partnered with over 90 companies, seeing them grow through critical phases. Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. Post $100M, they maintain a meaningful double-digit growth ($50M+ net new ARR).

Growth 81

Growth GTM Launch Go To Market 81

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B It’s not only rare(r) to see such explosive growth by a SaaS company, but to also watch Jonathan’s exciting career growth at the more senior levels within a hyper-growth company.

Growth 76

Growth Territory Referrals Customers 76

SaaStr

MAY 30, 2024

With a PLG-heavy background, first working at Microsoft Azure and again with Atlassian, the PLG pioneers, he gives insights into leveraging PLG for the growth of your organization. It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. It’s a growth model and GTM strategy.

Cross-sell 93

Cross-sell Customers Pitch Drivers/motivators 93

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. Yet in expansionary periods, successful leaders spent significantly less on [selling, general, and administrative costs] than did their former peers. It’s made up mostly of wealthy consumers. Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

SaaStr

MARCH 31, 2020

Founder Guillaume Cabane provides information on when and how to run a growth team and provides multiple examples of growth models. Use these tools to determine how to run growth experiments at your organization. Guillaume Cabane | Founder @ Growth Ex Machina. Want to see more content like this? FULL TRANSCRIPT BELOW.

Growth 52

Growth Engineering Launch Commission 52

SaaStr

SEPTEMBER 8, 2020

Jason identifies product/market fit (PMF) as the stage where a startup that has struggled to get customers suddenly sees growth but they don’t know why. It could be, for example, because a feature they launched was far more important than they thought it would be, etc. On finding product-market fit in the early stages.

Growth 91

Growth Hospitality Cross-sell Territory 91

Martech

MAY 7, 2024

Strictly speaking, of course, each new solution might indeed represent a new vendor; someone, after all, is presumably selling it. All I’m saying is that the staggering 9,295% growth in the martech space over 13 years can largely be explained by how easy it became to launch a “specialist app.” You can’t.

Hospitality 94

Hospitality Manufacturing Retail Technology 94

SaaStr

MAY 19, 2021

Pretty incredible for a product that just launched in 2014. This is a super-helpful breakdown for anyone selling to customers both smaller and larger. So those seem like good yardsticks to shoot for if you sell to SMBs of all shapes and sizes and are somewhat like Monday. But bigger customers fueling the most growth.

Legal 144

Legal Cross-sell Government Launch 144

SaaStr

OCTOBER 8, 2020

We caught up with one of the SaaStr community’s favorite speakers, Dharmesh Shah CTO and co-founder of Hubspot on lessons learnings launching a second product. Hubspot launched Sales CRM as a Free product, which might have been a partial mistake. Outside of B2C, you probably need one. And minimize the costs of training.

Launch 96

Launch Product CRM Cross-sell 96

Sales Hacker

MARCH 19, 2020

If your company is struggling to sell into one industry but is closing at a massive clip in another industry, you can bet that trend will continue. Unfortunately, in many cases, these trends are hard — if not impossible — for a human to spot and keep up with. . It drives long-term growth and prosperity. It’s the Digital Age.

Growth 76

Growth Customers Referrals B2B 76

Veloxy

APRIL 19, 2021

Heck, why not find out what keeps them up at night while you’re at it? Keep in mind that you will have multiple buyer personas depending on the products you sell and their appeal. Now that your outbound team knows their target buyer personas and your value proposition by heart, it’s time to build an actual list and start selling.

Teamwork 245

Teamwork Outside Sales Cold Call Lead generation 245

ClickFunnels

DECEMBER 14, 2021

Six of those ten reasons are related to the customer’s buying experience : The site wanted me to create an account (24%) Too long/complicated checkout process (18%) I didn’t trust the site… (17%) I couldn’t see/calculate the total order cost up-front (17%) Website had errors / crashed (12%) There weren’t enough payment methods (7%).

Launch 278

Launch Sales Price Start-ups 278

Hubspot

MAY 27, 2024

Among those who opened for business in 2023, the home services category saw the highest growth, with 278k new openings. Alternatively, productize that by selling an ebook on home improvement finances, or building an AI tool to do all the math in a visual, actionable way. Source: Bloomberg It’s not hard to see why.

Construction 57

Construction Niche Finance Gaming 57

Sales Hacker

MARCH 1, 2024

This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Because they’ve already established their brand, audience, and distribution , launching a product to their supporters garners immediate sales.

GTM 72

GTM Launch B2B Growth 72

Search Engine Land

JUNE 4, 2024

Many advertisers work under the assumption that they should focus their advertising on the products they sell the most. Our internal research determines cross-sell rates to most commonly sit at ~70%. By forcing Google to show the product you want to sell instead of the product they want to show, CPCs often rise, while CTRs decrease.

Non-Profits 91

Non-Profits Campaign Cross-sell Retail 91

SaaStr

SEPTEMBER 29, 2023

Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today. For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. Who is going to do the selling?

Product 90

Product GTM Cross-sell Commission 90

Sales Hacker

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

Hubspot

MAY 11, 2018

Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best. Since their launch in 2009, the company has helped 15 million people pledge $3.7 The former, their rewards program, is recommended for consumer-facing companies aiming to raise up to $50,000. That’s a big step. Best Crowdfunding Sites. Kickstarter.

Launch 88

Launch Product Price Legal 88

Search Engine Land

OCTOBER 9, 2023

The official complaints against Google’s anticompetitive conduct include: Acquiring competitors: Engaging in a pattern of acquisitions to obtain control over key digital advertising tools used by website publishers to sell advertising space. Three antitrust suits have been launched against Google since 2020.

Legal 123

Legal Engineering Price Launch 123

SaaStr

OCTOBER 18, 2023

Founder Josh James had one of the earliest $1B+ exits in SaaS when Adobe bought his first start-up, Omniture, for $1.8 It launched in a much more competitive environment but still grew quickly and IPO’d back in 2018. So in 2023, Josh came back as CEO again to return the company to growth. Billion way back in 2008.

Contract 94

Contract Price Growth Launch 94

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 85

Product Sell Quota Launch 85

Highspot

FEBRUARY 29, 2024

Go to market launches are critical for most companies. By putting together an all-star go-to-market team, you can ensure that you are set up for success. Structure this team correctly and you’ll be able to feed your sales reps qualified leads both before and after the launch. At the same time, almost 95% of them tend to fail.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

A Sales Guy

DECEMBER 7, 2020

We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is.

Sell 126

Sell Entertainment Consult Launch 126

SaaStr

JANUARY 18, 2023

SentinelOne’s customer count is up 55% overall to 9,250, but $100k+ customers are up 99%. Growth coming down a bit, but still above 100% annually. But growth still remains on a tear, even if down from the 120%+ in many prior quarters. #4. Very few if any products really sell themselves, especially at scale :).

GTM 92

GTM Growth Launch Up-sell 92

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? This creates a multiple effect because you cross-sell to their customer base.

Cross-sell 81

Cross-sell Strategize Campaign Education 81

Hubspot

APRIL 22, 2016

The use of Growth-Driven Design (GDD) is an effective, dynamic marketing approach. Implementing Growth-Driven Design processes is an effective way to ensure that this always happens. You’ll know where you’re at, who you are selling to, and where to focus your efforts in the future. Always start by setting S.M.A.R.T

Growth 77

Growth Retail Launch Start-ups 77

SBI

SEPTEMBER 15, 2021

Mediafly Launches Unique Revenue Intelligence Solution to Drive Deal Confidence. Sales enablement leader launches Revenue360, becomes the first provider to combine content engagement & sales activity insights for a comprehensive view of pipeline health. CHICAGO – Sept 15, 2020. Gartner Inc.

Launch 30

Launch Healthcare Pipeline Technology 30

SaaStr

DECEMBER 29, 2022

Venture Capital has dried up. And sell hard there. Shopify is seeing higher e-commerce growth at the end of 2022 than earlier, Healthcare has seen no real downturn or impacts. Don’t settle less growth that Your NRR + 20%. Launch a truly great second product. Launch a more valuable, new higher-end edition.

E-commerce 91

E-commerce Healthcare Launch Promote 91

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Set them up for success. .

Finance 79

Finance GTM Government Territory 79

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. In channel sales, companies (here we’ll call them vendors) sell through intermediaries.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Search Engine Land

OCTOBER 3, 2023

Up to 60% of audiences agree that they are open to watching content from creators that use AI to generate their content, according to the YouTube Culture and Trends Report 2023. In other words, the number of creators worldwide has gone up and down over the past decade, but the number of videos they’re uploading to YouTube is now 4.6

Launch 126

Launch Follow-up Networking Technique 126

SaaStr

MAY 4, 2022

All things being equal, the larger the deal size, the more enterprise you are, the longer you can wait — up to a point. As you approach 10,000 customers, you start to need to sell them a second product to keep the engine going. Their new customer count often doesn’t keep up with the ARR growth.

Product 98

Product Growth Up-sell Represent 98

Martech

MARCH 20, 2024

A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. I know B2B sales and marketing are more complex, but “clarity sells,” according to Donald Miller, author of “Building a StoryBrand” and “Marketing Made Simple.” However, the ROI can be enormous.

Strategize 102

Strategize B2B Legal Launch 102