SaaStr

SEPTEMBER 29, 2023

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. On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Who is going to do the selling?

Product 92

Product GTM Cross-sell Commission 92

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Experimental vs. Scale.

Go To Market 103

Go To Market Growth GTM Product 103

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it.

Sell 75

Sell GTM Price Up-sell 75

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Like today’s offerings, ongoing maintenance, service, support were built into the monthly pricing the customer paid. The reality is these are separate and distinct.

Service 62

Service GTM Contract Price 62

SaaStr

JULY 21, 2022

Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. The foremost topic on every founder’s mind right now: how to weather the ups-and-downs of an unpredictable economy.

GTM 99

GTM Territory Price Growth 99

Sales Hacker

JUNE 14, 2021

That means you will get smaller deal sizes as you will face pre-defined buying needs and price pressures. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1%

GTM 81

GTM E-commerce B2B Profit margin 81

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 72

GTM Launch B2B Growth 72

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Highspot

FEBRUARY 29, 2024

By putting together an all-star go-to-market team, you can ensure that you are set up for success. In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 98

GTM Growth B2B Territory 98

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. Take a look at just some of the topics and mentors hosting Braindates: Core metrics to track for SAAS with Tarush Aggarwal, Founder & Ceo at 5X Pricing as a growth lever – How, what, why? Happy Brain-dating! See you at SaaStr APAC.

GTM 96

GTM Territory Networking B2B 96

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Secret 4: Be Transparent About Pricing and Keep It Simple. .

Go To Market 77

Go To Market GTM B2C Price 77

Salesforce

APRIL 7, 2022

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. Twenty years of research from New York University’s Gabriele Oettingen backs this up, showing a little pessimistic thinking is a better motivator than an optimistic outlook for getting things done.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. You want customers to understand the product and pricing and start using it on their own. They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software? They get value, make a decision, and buy.

Cross-sell 94

Cross-sell Customers Pitch Drivers/motivators 94

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points.

Go To Market 72

Go To Market GTM Objectives and Key Results Price 72

SaaStr

JULY 31, 2022

Each week, we round up our most popular content so you can catch up on anything you may have missed. Dear SaaStr: How Do You Split Up Founder Shares? It turns out, most founders don’t do a 50/50 split. SaaStr 574: 5 Scale-Up Mistakes for Startups with Dave Kellogg. And 3 Things Not to Worry So Much About.

GTM 98

GTM Price Gaming Growth 98

Sales Hacker

JULY 14, 2023

Real questions asked by real founders and answered by some of the sharpest GTM minds in the space. Thanks for reading The GTM Newsletter! Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked.

GTM 52

GTM Commission Quota Growth 52

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well.

GTM 85

GTM Cross-sell Niche Strategize 85

SaaStr

DECEMBER 30, 2022

Selling to SMBs. Selling to SMBs differs from selling to corporate clients and large organizations. They need to get their infrastructure up and running quickly. . SMBs usually prioritize simplicity, ease of use, transparent pricing, and support. SMBs have restricted budgets.

Niche 81

Niche GTM Customers Growth 81

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Dive Deeper or Go Broader.

Cross-sell 97

Cross-sell GTM Price Growth 97

SaaStr

AUGUST 8, 2022

Do you want to return to the office filled with ideas to vicariously convey enthusiasm or do you want to return en masse and get the whole company fired up and ready to crush Q4 and beyond? With sessions like… Optimizing GTM for PLG . Mastering the Mid-market: Lessons on Building and Selling into Scaling Enterprises.

GTM 93

GTM Launch Networking Growth 93

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Get more new customers.

Cross-sell 63

Cross-sell Customers GTM A/B testing 63

SaaStr

NOVEMBER 15, 2022

Product-led growth companies unlock lower price points, and sales & marketing expense may not be comprehensive for this type of business. . Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. Sign up HERE ! This is important for unit efficiency.

Drivers/motivators 86

Drivers/motivators GTM Contract Growth 86

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Speed up rep success. I’ve been through the ups and downs of our economy over the years. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. What’s Different About Selling to Developers. So why sell to these developers? Bottom-up sales. Developers hate opaque pricing. Why is this transition occurring now?

Growth 72

Growth Price Contract GTM 72

SaaStr

NOVEMBER 24, 2021

Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk. Sell it to your market for half the price.

GTM 76

GTM Price Promote Commission 76

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. Selling a $5/month Chrome plugin to a Pro-user?

Go To Market 73

Go To Market GTM X-functional Territory 73

ConversionXL

JANUARY 18, 2022

Muun’s more well-known competitors had more features and better pricing. During product development and before launch, product marketing responsibilities revolve around the GTM strategy, positioning, and developing messaging. Both companies suffered from a fatal lack of marketing. But success didn’t happen overnight.

Product 110

Product GTM Construction Launch 110

SaaStr

JANUARY 24, 2024

From a GTM execution standpoint, they weren’t focused. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play. The bad news is it wasn’t driving the results they wanted.

Growth 91

Growth GTM Up-sell Legal 91

ConversionXL

JULY 8, 2020

I’ll walk through the step-by-step process to set up Microsoft Ads as well as best practices for running campaigns. . How to set up your Microsoft Ads account. How to set up a Microsoft Ads campaign. Sell products from your catalog. Price extensions. How to set up conversion tracking. Phone calls.

GTM 100

GTM X-functional Appointment Campaign 100

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. Average Selling Price (ASP). The average selling price is the value of all closed deals. For recurring revenue businesses, ABSD is more cost-effective when the product or service has a higher price point. Is ABSD for developers like you? Length of the Sales Cycle.

GTM 52

GTM Price Contract Sales 52

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. Understanding OEM software Pricing Models. These companies usually sell to channel partners or consultants who then provide services around that product for an added value.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

FEBRUARY 4, 2022

For topics that can’t be covered in the allotted time, schedule a follow-up meeting. They can also be more strategic, such as a discussion on whether to consider entering into a new business, changing pricing, or adding a new GTM motion. Make sure to also end the meeting on time.

Meeting 96

Meeting GTM Strategize Follow-up 96

Search Engine Land

MAY 17, 2023

Nike sells shoes. Their website exists to sell running shoes. How do you figure out the primary entity associated with selling running shoes? It’s up to the SEO to figure out the best choices because the entire optimization process is contingent upon: The search intent. Pages don’t exist in a vacuum.

Sports 103

Sports Objectives and Key Results GTM Angle 103

Sales Hacker

JUNE 16, 2022

For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. Set up your operations to have the ability to pivot when you need to.

GTM 92

GTM Pipeline Sales A/B testing 92