SaaStr

NOVEMBER 17, 2023

The premise is that big companies ride the iterative disruptive wave and get so big that they have to sell big products for big profits. But if you come up with a big vision and figure out a true displacement business model for ten years from now, the market won’t be ready for it. But he didn’t start out selling everything.

GTM 105

GTM Technology Technology Up-sell 105

SaaStr

NOVEMBER 28, 2022

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. The secret to aligning GTM & finance teams. Success requires a healthy balance between finance and GTM teams.” Era 2, SaaS 2.0:

Finance 82

Finance GTM Government Territory 82

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 95

Go To Market GTM Cross-sell Growth 95

Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Thanks for reading The GTM Newsletter! More for your eyeballs : Enough hunch-based selling.

GTM 108

GTM Education Sales B2B 108

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. In short: to sell the way you buy. Let’s get into it. It doesn’t stop – at all.

Sell 93

Sell GTM Sales Up-sell 93

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 82

GTM E-commerce B2B Profit margin 82

Sales Hacker

NOVEMBER 10, 2023

Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. At Demandbase, data wins every time.

GTM 96

GTM Intrinsic Customers Contract 96

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. Start-ups to watch: Closinglock: Announced their $12M Series A round.

GTM 67

GTM Real Estate Launch B2B 67

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

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. So how did they do it?

GTM 91

GTM Strategize Engineering Go To Market 91

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

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 95

Product GTM Cross-sell Commission 95

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. Amelia Taylor – Strategic Sales & Lead Evangelist at regie.ai. Hannah Ajikawo – Practice Lead, GTM Strategy, EMEA at Skaled. What happens when you sell with emotion.

Quota 80

Quota GTM Strategize Up-sell 80

SaaStr

NOVEMBER 12, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. in 2024, to Over $1 Trillion For The First Time No, Most “Pretty Good” Sales Reps Can’t Just Sell Any SaaS Product Dear SaaStr: What does a US-Based SaaS company Need to Know Before Expanding into Europe?

GTM 65

GTM Pitch Growth Strategize 65

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 100

GTM Growth B2B Territory 100

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. They prioritize direct selling and relationships over allowing customers to go and buy directly. Whichever you choose will be a strategic decision. What PLG Signals Can Sales Use to Sell Software? Why is it end user-focused? They get value, make a decision, and buy.

Cross-sell 98

Cross-sell Customers Pitch Drivers/motivators 98

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM.

GTM 88

GTM Cross-sell Niche Strategize 88

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 77

GTM Cross-sell Government Legal 77

Sales Hacker

OCTOBER 27, 2023

Are there other executives to reach out to who could have strategic impact? Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them. See more top GTM jobs here.

Pipeline 94

Pipeline GTM Cross-sell Sports 94

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

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

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey. From better coaching to setting clear goals to even hiring the right people.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

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 65

Cross-sell Customers GTM A/B testing 65

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. Brand marketing provides a strategic approach to building relationships between your brand and your customers. The marketing platform has a specific and unique selling position : “The only marketing platform built for creators, by creators.”.

Product 110

Product GTM Construction Launch 110

SaaStr

MAY 24, 2021

We’re super excited to be gearing up for 2021 SaaStr Enterprise this week! How Customer Service Became Strategic Overnight with Salesforce’s CEO of Service Cloud. Flywheelin’ : 10 Learnings from Atlassian’s Unique GTM Model. Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO.

GTM 63

GTM Strategize Up-sell Growth 63

SaaStr

MAY 16, 2022

Result: Low engagement with Salesforce’s GTM teams. Their original approach — to court and sell directly to customer service representatives — didn’t quite translate to Salesforce’s approach. But I know I’m talking to an experienced founder when they are talking about how they are going to sell this product.” — Jonathan Weston.

GTM 87

GTM Pipeline Strategize Represent 87

Sales Hacker

JULY 21, 2023

Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s kick this off with an intro to Jason Vargas. Now, as co-founder of RevShoppe , he’s focused on designing GTM strategies, creating those strategies as workflows and levering them into a system of action. Are you selling a product to marketing people?

GTM 52

GTM Pipeline Prospecting Meeting 52

SaaStr

JUNE 6, 2021

“Flywheelin’: 10 Learnings from Atlassian’s Unique GTM Model” A terrific new session with Atlassian’s CRO. “Bottom Up vs. . “Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” Ok this one is also a must watch. Bottoms up or Top Down selling?

GTM 71

GTM Strategize Up-sell Service 71

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. For topics that can’t be covered in the allotted time, schedule a follow-up meeting. Make sure to also end the meeting on time.

Meeting 99

Meeting GTM Strategize Follow-up 99

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. While digital buying is also on the rise, making up a quarter of initial purchases, it’s clear that a mix of personal and digital engagement strategies works best. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

SaaStr

NOVEMBER 24, 2021

The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. Sell it to your market for half the price. This is where you can get strategic and creative. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.

GTM 78

GTM Price Promote Commission 78

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

AUGUST 7, 2020

Social Centered Selling. Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Strategic Team Lead. Strategic Account Executive. Emma Galler.

Territory 121

Territory Presentation Strategic partnership Strategize 121

Sales Hacker

JULY 14, 2021

This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology. Revenue Ops is lifted up and made better by each of the other ops functions.”. Strategic collaboration is the main tenet of RevOps. This is akin to a table.

Territory 88

Territory GTM Sales Consult 88

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. Maybe the strategic priority is to get new logos instead of just cold-hard revenue. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60