Partners in Excellence

MARCH 8, 2022

According to much research and too many pundits on social media, the future of selling is virtual–or perhaps hybrid. But we are sharpening our virtual selling skills. We revel in the future of sales as Virtual, it cuts down on travel expense and sales people can make more calls every day. Buyers are struggling more!

Sell 85

Sell Up-sell Pitch Growth 85

Partners in Excellence

NOVEMBER 22, 2022

Their training focuses on how to sell and product knowledge. We read all the time that we are supposed to be helpful to our customers. We have to help them understand the need to change, perhaps inciting them to change. We have to help them through their buying process. But, what about us–the sellers?

Customers 84

Customers Commission Promote Quota 84

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

SaaStr

OCTOBER 11, 2023

You don’t need to tell the whole story from the beginning, especially when you sell to SMBs,” shares Zinman. Monday has gone from $7m in 2017 to over $700m in revenue today, showcasing the sheer power of compounding revenue. Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market.

Growth 69

Growth Non-Profits Drivers/motivators Construction 69

SaaStr

NOVEMBER 28, 2022

Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . What is the secret to aligning go-to-market teams and finance teams? The evolution of SaaS business. Era 2, SaaS 2.0: Era 2, SaaS 2.0: Era 3, SaaS 3.0:

Finance 79

Finance GTM Government Territory 79

SaaStr

FEBRUARY 16, 2022

The market, meanwhile, continues to evolve, and founders find themselves moving their focus into areas that don’t prioritize the future of their product. Product-led companies face a long road as they attempt to manifest themselves from having abstract vision to millions in revenue. Potholes on the road to success.

Product 98

Product Growth Education Launch 98

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 107

B2B GTM Cross-sell High impact 107

SaaStr

MARCH 15, 2024

How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? Before it was called PLG, he did PLG at Dropbox and Heroku. A lot of people think PLG is kind of a magic bean. Let’s talk about Vimeo and what it’s really like to make a large public SaaS company profitable in a short amount of time. It’s a pain.

GTM 92

GTM Cross-sell Start-ups Growth 92

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Each year, tens of thousands of SaaS fans attend SaaStr Annual. Let’s jump right into the questions.

Growth 99

Growth Cross-sell Lead generation Quota 99

SaaStr

SEPTEMBER 12, 2019

Congratulations you’ve built a product that’s proven itself in the marketplace! So how can you leverage that product’s success to obtain the valuation and funding you need to scale? Ashley Smith | Venture Partner @ OpenView. FULL TRANSCRIPT BELOW. I’m Ashley. I’m am a venture partner at OpenView, based out of Boston. I commute a lot.

Growth 40

Growth Product Price Engineering 40

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. From corner office strategy sessions to product development sprint huddles, business and tech leaders are exploring how to build, transform and add a PLG strategy to their business.

GTM 98

GTM Growth Product Cross-sell 98

SaaStr

DECEMBER 21, 2022

One of the biggest challenges with the journey is finding the balance between company vision in the future and remaining executionally focused on the details needed for what we’re building now.”. “One If you run a successful, scalable business, the word “enterprise” will inevitably come up at some point—and for good reason.

GTM 77

GTM Niche Growth Product 77

Heinz Marketing

JANUARY 13, 2022

By Matt Heinz , President of Heinz Marketing. If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . In Summary: . Change Management . Account-Based Retention . Sustainable Marketing . Target Account Precision .

B2B 134

B2B Objectives and Key Results Campaign Cross-sell 134

SaaStr

JULY 7, 2023

The future of gifting will be experiential. “Retention is the new acquisition,” says Co-Founder and CEO of Insider, Hande Cilingir. Given the fact that customer acquisition costs are increasing sharply, the most efficient way to increase revenue base is getting it out of existing ones.” That’s huge! a feat Insider has achieved.

Referrals 72

Referrals Gaming Non-Profits Campaign 72

Partners in Excellence

AUGUST 16, 2023

Virtually every organization I work with has a real misunderstanding of Selling Processes and Sales Methodologies. The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. A Sales Methodology focuses on “how” we execute our Selling Process.

Process 100

Process Sell Sales B2C 100

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Jason Lemkin: Okay. Let’s get it going. Times are good. We are here to chat.

Price 88

Price Product Start-ups Niche 88

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Episode 583 of the podcast is an excerpt from the recording, and you can find the full transcript below. Jason Lemkin: Before we get there to this week, super interesting time this week. So much talk about doom and gloom. So much talk about downturn.

Niche 86

Niche Follow-up Start-ups Growth 86

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Legal 87

Legal Cross-sell Contract Price 87

SaaStr

NOVEMBER 4, 2022

It intentionally excluded R&D costs, understanding that it’s an investment for the future. Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. But why not both? . Industry-wise. Geography-based.

Growth 16

Growth GTM Non-Profits Cross-sell 16

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below. Transcript.

Quota 81

Quota Growth Product Closing 81