Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

NOVEMBER 12, 2023

How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 2. Workshop Wednesday LIVE: Rethinking Sales Compensation for a Consumption-Based GTM with MongoDB 5. SaaStr 696: The Chat GPT Growth Story: How AI is Changing the Way We Work with OpenAI’s Head of Sales, Aliisa Rosenthal  5.

GTM 65

GTM Pitch Growth Strategize 65

SaaStr

NOVEMBER 5, 2023

How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 3. Workshop Wednesday LIVE: Rethinking Sales Compensation for a Consumption-Based GTM with MongoDB 4. The Proven Customer Acquisition Strategies Behind Toast’s Record Breaking Growth with Toast’s CRO 2.

GTM 59

GTM Pitch Growth Go To Market 59

SaaStr

AUGUST 22, 2021

Fresh off Talkdesk’s $10B round, you can take a look at how the company got here and even its original VC pitch when it had 6 employees. #7 7 “Flywheelin’: 10 Learnings from Atlassian’s CRO on Its Unique GTM Model” If you missed this talk, it’s a great one on how Atlassian really does sales. #8

GTM 109

GTM Pitch Customers Sales 109

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . What is your average deal size pitched vs. closed? Most organizations make the mistake of just noticing the average value of each existing account, overlooking another crucial element: the average pitched amount. .

Objectives and Key Results 93

Objectives and Key Results Pitch GTM Cold Call 93

SaaStr

DECEMBER 5, 2023

With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect. Miro was trying to make the shift to more of a hybrid GTM. You need to segment the entire organization, not just GTM. Let’s look at Miro as an example. The lesson learned?

GTM 77

GTM Cross-sell Government Legal 77

Martech

DECEMBER 26, 2023

Whether it’s using AI to instantaneously surface the most compelling pitch deck, talk track or playbook, AI will enable sellers to show up as trusted advisors, earning buyer confidence and becoming indispensable to the customer journey,” said Hendrik Isebaert, CEO of sales enablement platform Showpad.

Customers 142

Customers Retail GTM Trust 142

Highspot

MAY 20, 2021

Practice Pitches to Improve Rep Performance and Participation. It follows that recording and evaluating reps’ practice pitches has become the real-world exercise of structured, critiqued, and perfected sales practice. With the shift to remote work, virtual selling has been catapulted years into the future. Sales Play Scorecards.

Customers 97

Customers GTM Pitch Customer Relationship Management 97

Sales Hacker

JULY 14, 2022

Founder-sales happens when the founder is the one responsible for selling his/her products to prospects, and heading the GTM motion for the company. . Hone your elevator pitch. The fastest way to win an audience is by having a clear, concise, value-packed elevator pitch outlining the problem and the solution. .

Start-ups 88

Start-ups GTM Pitch Up-sell 88

Highspot

OCTOBER 23, 2023

Pitch Your Positioning to Stakeholders Ensure that internal stakeholders understand and are aligned with your product’s positioning. Develop a Robust Product Launch Plan and GTM Strategy A well-thought-out launch plan and a go-to-market strategy (GTM) ensure you reach the right audience with the right message.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

MAY 17, 2024

The acquired company’s biggest gap was GTM skill, which Rubrik was strong in. They’re out there pitching and having conversations, and there are holes in the conversations that stop the deal. From there, they found a target where the architecture was complementary, the team was strong, and there were good bones to build off of.

Product 95

Product GTM Trust Growth 95

Hubspot

OCTOBER 31, 2022

Pitching Too Hard. So instead of pitching hard, aim to resolve people’s problems. Barker is currently a partner at GTM Fund. Before joining GTM Fund, he worked as an evangelist and director of strategic engagement at Outreach. Don’t undermine your sales networking efforts with easy-to-avoid faux pas.

Networking 69

Networking GTM Referrals Tradeshows 69

Highspot

OCTOBER 5, 2021

DocuSign VP Worldwide GTM Enablement Paul Hamilton, RingCentral VP Global Digital Learning and Enablement Sheevaun Thatcher and SailPoint Global Sales Operations and Enablement Leader Steve Caldwell will hold a roundtable to talk about how to drive change that sticks.

Customers 52

Customers Teamwork GTM Strategize 52

Highspot

MARCH 29, 2022

First up in the #CustomerSpotlight is Michaela Britt, Senior Manager, GTM Onboarding Programs at Workato. My one sentence pitch is that we help companies automate complex workflows with an easy to use platform. What does Workato do and what is your role?

GTM 52

GTM Launch Pitch Start-ups 52

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. If your pitch meets that criteria, you have a better chance of a deal. Your prospects may share that they’re pausing on projects or vendor meetings. Latané Conant. latane-conant.

GTM 94

GTM Pipeline Sales A/B testing 94

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. This is because HubSpot covers all parts of a GTM revenue org in their blog. These top 36 RevOps leaders have something (great) to say about it. HubSpot Sales. Topics: Prospecting. Sales plans. Sales strategy. John Barrows.

Cold Call 82

Cold Call Negotiate Objectives and Key Results GTM 82

Gong.io

DECEMBER 14, 2022

This will help them fill in the gaps in their ICPs, identify pain points, and discover other nuggets of information they can use to personalize their pitch. Your GTM strategy will be a clear step-by-step roadmap for launching your product. Be careful to avoid asking too many questions, though. Go-to-market outreach.

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. Immediately make that front and center in your pitch. However, the majority of software does have a significant time need.

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. With that being said, stop using your standard pitch decks. The company is past the MVP (minimum viable product) and is showing initial signs of success. It’s no longer just an idea.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

Sales Hacker

MAY 26, 2021

These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. A director job posting usually includes these skills: Oversee the GTM strategy from infrastructure and automation to sales processes and regional performance. Salespeople are relationship builders.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Lead Fuze

JANUARY 1, 2022

This would be an upsell across all of your partner’s customer base, either directly or indirectly depending on what type of GTM strategy you choose. What joint GTM strategy options will you lead with? Here is an example of how GTM can be used to answer these questions: “Salespeople are motivated by more than just pay.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

NOVEMBER 7, 2023

4 GTM is expensive and labor-intensive. There are a lot of amazing salespeople in this business, and this is a big chunk of running a great SaaS business or a great GTM motion. #4 The ability for your teams to show or articulate the value of your product will be more effortless. You have 10,000 emails, and 37 of them worked.

GTM 101

GTM UX Appointment Engineering 101

Gong.io

SEPTEMBER 14, 2022

That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. While a GTM strategy can overlap with a traditional marketing strategy in the latter stages of the plan, it tends to be substantially more thorough.

Go To Market 62

Go To Market GTM Launch Promote 62

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Even if they could, their stack isn’t integrated with other teams’ stacks to produce the insights they should.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

DECEMBER 6, 2023

The other part of the business Aaron needs help with is the GTM operation — customer success, marketing, all of the international global operations, sales, and consulting. There’s also a risk in the industry of overloading the customer with a thousand pitches. His work frees Aaron to focus on what he loves: product and engineering.

X-functional 85

X-functional Non-Profits GTM Price 85

Sales Hacker

NOVEMBER 8, 2021

Finally, most SDRs are already familiar with much of the collateral developed by marketing such as case studies, white papers, and webinars, and have used the decks the marketing team has prepared in their sales pitches. Before you make this change, ask yourself if you are passionate about content creation and advertising?

GTM 106

GTM Clients Sales Technology 106

Gong.io

JANUARY 12, 2021

Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Go To Market (GTM) and enablement. Gong’s enablement team has a folder for that in the Library. He’s on the front lines, if you will. Research and strategy. Bookmark information.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

NOVEMBER 3, 2020

He is responsible for helping scale Vendition’s GTM strategy by developing partnerships with net new businesses to help Sales Leaders recruit, hire, and train top diverse sales development talent. SalesHacker is my go-to for trends and tips in sales and to get advice and encouragement in a pitch-free forum. ”. Brian Smith Jr.

Sales 114

Sales Real Estate Non-Profits GTM 114

Sales Hacker

MAY 12, 2021

Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects. Be sure to include other GTM teams when testing out a new talk track. Hold up: What is a talk track?

Objectives and Key Results 77

Objectives and Key Results A/B testing Sales GTM 77

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. It sounds like a good pitch. It sounds like a good pitch, sounds like a good opportunity, interesting, but you can’t buy 7,000 tools.

Pipeline 115

Pipeline Technology Technology Sales 115

Gong.io

JUNE 5, 2020

We’ve found that the biggest culprits holding sales teams back include pitching features instead of value, missing business pain caused by “light” discovery, not involving enough buyers, and not getting to power (missing decision-makers), to name a few. Salespeople are competitive and hungry and never content! We hear you.

Quota 77

Quota GTM Sports Pipeline 77

Gong.io

APRIL 15, 2022

Revenue Intelligence means getting real-time feedback to inform fundamental changes in product direction and Go-To-Market (GTM) strategy. The unfiltered voice of your customer is a game-changer. . All 3 of the above “pains” slow down employee productivity and erode engagement… disjointed customer journeys and needlessly increase churn.

CRM 62

CRM Pitch Up-sell GTM 62

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales kits operate as a one-stop shop to help sales reps take action.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

MARCH 12, 2018

While most conferences are starting to become more about networking and stealthy product pitches by sponsors, Sales Hacker’s Revenue Summit 2018 was unforgettable. No longer can goals be pre-assigned, requiring reps to hit a certain number of activities per day while burning through the total addressable market.

GTM 44

GTM Territory Sales Referrals 44

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. But you said, “Invest in people, not pitches.”

Strategize 69

Strategize Pitch Growth Networking 69

Sales Hacker

OCTOBER 7, 2021

And to always keep in mind it is about the client, not the product you are pitching. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. There’s no reason your pitch deck or sales script needs to look like that, but a lot still do. No fancy tricks or pitches or lines, just be.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. In this approach, it’s paramount to understand that you cannot reach out to all three at the same time with the same “pitch” or “value proposition.”. Prospecting is about having a conversation with a client.

Prospecting 48

Prospecting SQL GTM X-functional 48