Smarter With Gartner

JULY 6, 2021

Yet even as enterprises embrace the many benefits of the cloud, managing the cost of cloud computing is an ongoing challenge. The best move may be to rewrite and re-release an application in a cloud-native way, or even to replace it entirely with a SaaS-based alternative. Mistake No. 1: The wrong team. Mistake No. Mistake No.

Networking 128

Networking Price Process Product 128

SaaStr

OCTOBER 25, 2021

“[You] have to get some sort of dollar commitment for pilots in Mid Market and Enterprise deals. ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months.

Price 114

Price Contract Referrals B2B 114

Gong.io

JANUARY 27, 2022

Software as a service (SaaS) companies, which represent more than a third of all unicorns , lead the trend. Why are we seeing so many more unicorns — and why are so many of them SaaS companies? With lower capital barriers, many more people can make forays into the SaaS space. Verticalization — easy access to niche markets.

Territory 62

Territory Real Estate Niche Electricity 62

SaaStr

JANUARY 7, 2021

Whether it was our interview with Podium’s Eric Rea on how he scaled with a team outside the Bay Area before it was really considered an option, or TripAction’s Megan Eisenberg on how to prioritize trade-offs in marketing without sacrificing pipeline, we’ve covered the gambit of relevant topics throughout the year. .

Non-Profits 97

Non-Profits E-commerce Drivers/motivators Growth 97

Veloxy

SEPTEMBER 30, 2021

You’ll need to constantly adopt new call strategies that are relevant for your target market and ideal customer while refining your technique. While it’s hard to stand out in a decision-maker’s flooded inbox, their phone is often left underutilized. This is the golden key to cold calling! They’ll thank you for it.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. In many cases, just initiating the first contact doesn’t deliver any business growth.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

ConversionXL

JULY 31, 2019

Probably something like this: [A SaaS vendor] pulled a massive price increase on us (over 300%!) I got that from a user who junked her paid account after a vendor jacked up their price by 300%. Stories like this might terrify you if you’re thinking about increasing prices for your SaaS product. What was your reaction?

Price 132

Price Start-ups Product Conversion 132

Salesforce

JANUARY 8, 2024

Salespeople have a reputation for overpromising in their pitch. You’ve heard the adage about salespeople telling a customer “Of course we can do that!” ” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?”

Contract 110

Contract Process Legal Real Estate 110

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

In this article, we’re going to learn all about contractor management software (CMS). Contractor management software is a tool that helps organizations streamline and automate the processes related to hiring, onboarding, monitoring, and evaluating external contractors and vendors. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

Salesforce

FEBRUARY 7, 2024

Figuring out the right way to price your products can be tricky. There are a lot of ways to go about it, but if you’re looking for simplicity, cost-plus pricing might be a good bet. Below, we’ll talk about what cost pricing is, how to use it effectively, and some of the biggest advantages — and potential drawbacks.

Price 52

Price Profit margin Manufacturing Retail 52

Sales Hacker

DECEMBER 18, 2019

I’ve interacted with more than 250+ sales technology vendors over the past 2 years, and I’ve noticed 6 sales tech trends you should be aware of going into 2020. 6 Sales Tech Trends. Sales Technology has EXPLODED over the last few years. It’s almost an exact replica of what played out in Martech just a few years ago.

Technology 52

Technology Technology CRM Account management 52

Sales Hacker

SEPTEMBER 26, 2022

Still, there’s no denying that there comes a time in every SaaS business’s life that inbound PQLs isn’t enough. Those larger enterprise deals and new target markets can all seem out of reach without an SDR team in place. I’m with you. And a part of me agrees. That’s when many PLG businesses turn to outbound. So it’s not an outlier.

Growth 84

Growth Product Pitch Strategize 84

Hubspot

JUNE 28, 2019

If those applications run on different platforms and can't communicate effectively, you're going to run into issues with data loss, duplication of efforts, and bottlenecks that slow your team down. In this article, we'll go over some of the best iPaaS vendors, so you can discover one that fits your company's unique needs and budget.

Price 77

Price Contact Start-ups Service 77

CloserIQ

APRIL 23, 2019

There’s an estimated 830-plus vendors (see landscape graphic below) offering solutions and it’s a growing list. Photo source: The 6 biggest sales-tech trends to watch in 2016. You need it to track performance, provide support and make accurate forecasts. Sellers are a company’s most valuable asset. 1) Find a champion.

Sales Support 88

Sales Support Negotiate A/B testing Technology 88

Xant

MAY 20, 2021

The way we use data, though, is reshaping our experiences in a big way. They don’t bring vendors in until the very end. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales is going through a transformation. They do their own research.

Sell 77

Sell Objectives and Key Results CRM Territory 77

ConversionXL

DECEMBER 3, 2018

The “classic” idea of content marketing—cranking out SEO-focused articles, ranking for hundreds of keywords, generating visitors, leads, and paying customers—doesn’t work in all industries. Their typical buyers—facilities managers, architects, and commercial designers—rarely used social media.

Niche 133

Niche B2B Manufacturing Education 133

Partners in Excellence

NOVEMBER 27, 2018

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.

Sell 92

Sell Objection handling Assembly Line Territory 92

Sales Hacker

DECEMBER 18, 2019

There’s no better way to learn than from the people building the playbooks at companies similar to yours. The way I look at it, professional communities all differentiate themselves with one of a few things: Location – ie., It’ll be fun to watch as vendors try to build their own communities too. #2: Chicago, Salt Lake, etc.

Sales 59

Sales Consult Technology Technology 59

Xant

MAY 20, 2021

The way we use data, though, is reshaping our experiences in a big way. They don’t bring vendors in until the very end. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales is going through a transformation. They do their own research.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Lead Fuze

DECEMBER 31, 2021

Its based on the way that you believe customer psychology works and offers guidance about what approach reps should take with clients, as well as what they say. There is no one right way to motivate salespeople. The best motivation for your team will depend on the market you serve and what kind of company culture you have.

Sell 52

Sell Consult Technique Sales 52

Sales Hacker

APRIL 27, 2020

That means you need to align both up and down — understanding the problems of people at every level and finding ways to help them all reach their goals. Mark Eckstein , Revenue Enablement Manager at Bizzabo, explains it like this: You need to understand the challenge or problem that management wants you to solve.

Strategize 88

Strategize Government Objectives and Key Results Sales 88

Sales Pop!

SEPTEMBER 2, 2022

SaaS vendor management is the need of the hour – don’t let people tell you otherwise! Confused about the plethora of apps available for SaaS vendor management? This calls for comprehensive vendor management conducted entirely inside a SaaS record system. Reduce Security Concerns.

Government 52

Government E-commerce Contract Negotiate 52

SaaStr

FEBRUARY 2, 2024

“I really think we are in a new world as managers and as leaders,” Jason said to kick things off. “I really think we are in a new world as managers and as leaders,” Jason said to kick things off. Recently at Pavilion’s CEO Summit, SaaStr CEO and Founder Jason Lemkin, took the stage to do something.

Growth 114

Growth Start-ups Product Customers 114

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out.

GTM 101

GTM Contract Quota CRM 101

Sales Hacker

FEBRUARY 19, 2019

Lauren Alt – Marketing Campaigns Manager at Outreach. Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. Lauren Bailey’s award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs.

Cold Call 12

Cold Call Inside sales Sales B2B 12

Sales Hacker

APRIL 10, 2023

And I see those same teams wrongly claiming, in deal reviews, that these are the things that killed their deals: Product functionality gaps The winning vendor’s solution included critical functionality that we don’t have. We were weak on some key functionality areas where the winning vendor was strong. Price gap We were too expensive.

Process 92

Process Sales Price Drivers/motivators 92

Martech

NOVEMBER 5, 2021

The first part of this two part article considered reasons a business might move from decentralized, rapid response marketing to a more mature centralized (or hybrid) model. Unfortunately, many marketing execs stumble here, insisting on having all the positive benefits of a model with none of the downsides. People: Deep vs broad.

Process 109

Process Government Growth Niche 109

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. John Fernandez , SVP of Marketing @ Gila Sometimes you can produce a bunch of leads upmarket, but if your product is not ready…it can lead to a lot of distraction.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. This way, if something doesn’t work as planned you can focus on the thing that went wrong, not you as a failure. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

FEBRUARY 3, 2020

B2BSMX (Sales Marketing Exchange). Here, you’ll find the biggest names in sales, ops, marketing, and technology — gathered together for 3 days of transformational training and content. It’s perfect for members of any sales organization looking for the secrets to unlock efficiency, productivity, and effectiveness. We’ll wait!

Networking 92

Networking Sales B2B Growth 92

Martech

NOVEMBER 15, 2021

With marketers facing increasing pressure to demonstrate the value of the budget they’re allocated for programs, marketing attribution and predictive analytics solutions are tailor-made for proving how tactics and media channels contribute to the bottom line. Target customers. Key customers include Integrate, TripActions and Okta.

Strategic partnership 109

Strategic partnership Strategize Retail Hospitality 109

PandaDoc

FEBRUARY 13, 2023

For example, a project might rely on sales, marketing, and IT to be completed successfully. The work resulting from these collaborations should be attributed to everyone involved, rather than being listed as something like “a marketing project with some input from finance”. For example, you must make sure you’re avoiding silos.

E-commerce 91

E-commerce Legal Promote Trust 91

Lead Fuze

JANUARY 1, 2022

There are more problems with ramp time than ever before, and it’s taking new sales reps 5 or 6 months on average to get up to speed at SaaS companies. Who currently have job openings for marketing help. With the role of HR Manager. They’re either poorly trained or just not cut out for this line of work.

Quota 52

Quota Objectives and Key Results CRM Sales 52

Sales Hacker

JANUARY 23, 2018

We sold out a 1000 person event in 3 months and had over 45 vendors there exhibiting. In 2017, we worked with over 100 vendors in the sales and marketing space. New SaaS Sales & Education Partner Directory: A Platform for Unbiased Sales Thought Leadership. How It All Began: The Story of Sales Hacker.

Growth 93

Growth Sales Education Networking 93

SaaStr

NOVEMBER 22, 2019

Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. Before Optimizely, Travis spent 6 years at Salesforce in a number of sales roles including building the first Platform Sales team. Why does it suggest misalignment between customer and vendor from Day 1?

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

AUGUST 15, 2020

This dynamic trio of SaaS experts share how to stay customer-centric and set yourself apart in today’s rapidly changing environment. Nick Mehta: On a boat in Rhode Island and then our second guest Jay Snyder, who just recently took over as Chief Customer Officer of New Relic, publicly traded SaaS company. Bernadette Nixon.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78