Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM 66

GTM Engineering Customers Cross-sell 66

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Pipe generation — Attracting your target market with active buying intent into your pipeline. The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. Let’s assume 2 SDRs would fill up 1 AEs pipeline completely, and the AE hits their goal.

Pipeline 116

Pipeline X-functional Commission Clients 116

Heinz Marketing

MARCH 11, 2019

Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m. Listen in or read the transcript below for the Sales Pipeline Radio Podcast: Paul: Welcome back for another episode of Sales Pipeline. Thanks very much for joining us today on Sales Pipeline Radio, our last episode of February. Matt: Yeah.

Pipeline 68

Pipeline Sales B2B X-functional 68

Heinz Marketing

FEBRUARY 24, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! For those of you joining us live on the Funnel Media Radio Network. Sales enablement.

Pipeline 70

Pipeline Sales Cross-sell Up-sell 70

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The math only works when there’s the proper pipeline to make those reps successful. Now, they have over 22 BDRs.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Sales Hacker

APRIL 22, 2025

33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. The future of GTM is here. it’s for very user.

GTM 88

GTM Campaign Pipeline Launch 88

Sales Hacker

JUNE 3, 2025

How do we forecast, how are we looking at the pipeline? And then we ended up taking on in my group, , the whole ad network business for the company, which was putting third party ads inside other people’s apps. whether you were directly part of my team or a cross function, you all felt like you were part of something bigger.

GTM 83

GTM Territory Gaming Sales 83

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. So like, if I go back.

GTM 65

GTM X-functional Start-ups Relationship building 65

ConversionXL

OCTOBER 22, 2018

To get marketing a seat at the table and prove that it can drive revenue and pipeline, we’ve become borderline obsessed with numbers. Otherwise, you’re just looking at top-of-funnel traffic and conversions—not how those channels intersect to generate pipeline and revenue. What is attribution? Parent and Child Campaigns.

B2B 131

B2B Process Campaign Contact 131

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. He recruits for people, finance, and legal functions, and he’s been in startup land since 2013. powered by Sounder. Head to Outreach.io/onOutreach

Negotiate 102

Negotiate X-functional Legal Finance 102

Search Engine Land

APRIL 14, 2023

Googlebot signals the indexing pipeline that the content doesn’t exist. Once, my website broke because the latest PHP version deprecated some built-in functions and interpreted others differently. Ideally, you check your site redesign as a website running beyond your local network. How to fix it? A test server.

UX 99

UX X-functional User Experience Technology 99

ConversionXL

NOVEMBER 5, 2020

If your network has expressed an interest in additional services, pivoting is a no-brainer. When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. For us, that priority was the sales pipeline. Beautiful UI is no longer enough. Image source ).

UX 120

UX Clients Service Niche 120

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

SalesHandy

MAY 1, 2020

This guide will help you gain the most productive skills and make smooth transitions is the sales pipeline. In this busy schedule, they usually forget to prospect new leads and keep the pipeline full. In the future, there will be no new leads in the pipeline, which will pause the company’s revenue for some duration.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Lead Fuze

JULY 4, 2023

Moreover, we shed light on utilizing webinars as an engagement platform and automating pipelines to streamline processes. Sales pipeline visibility: With a CRM, you can see exactly where every prospect stands in the buying journey. It’s like having x-ray vision for your sales pipeline. No more guessing games.

Process 52

Process Lead generation CRM Pipeline 52

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. We also have people in maybe 10 states right now, including a contingent that we’ve been building here in North Carolina around my network. Marketing was about demand generation, marketing was about building a pipeline.

Growth 76

Growth Contract Pipeline B2B 76

SaaStr

FEBRUARY 25, 2020

If you can get your customers to do that lead gen and pipeline generation for you, that’s goodness. Because it’s not so much focused around X, Y, Z NPS score. And with all of the social networking tools available today and the way they plug into the CRM systems, it’s really easy to actually do that.

Prospecting 92

Prospecting Customers Promote X-functional 92

SaaStr

AUGUST 7, 2020

You have to plug in the computers, you have to set up the network, you have to figure out how to pay people, you have to find office space, all that stuff. You can see it right behind you going across the bridge but can you see 10 X? You need X number of engineers and everyone can buy it but what does this all mean?

Price 77

Price Retail X-functional Healthcare 77

SaaStr

SEPTEMBER 13, 2020

Then in HashiCorp’s case, one of the most exciting cloud infrastructure software companies that we found, they’ve expanded their second act with Terraform in the provisioning space, and then Consul in the networking space. . And so I deserve 40 X ARR because I know, I know, I know, but it’s not fair, Henry.

Non-Profits 86

Non-Profits Strategize Trust Growth 86

SaaStr

JULY 8, 2020

Aileen Lee: Yeah, and they’ve got referenceable customers, they’ve got pipeline, they’ve got funnels. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. It’s too much of a forcing function. Jason Lemkin: Yes.

Pitch 76

Pitch Start-ups Up-sell Referrals 76

Heinz Marketing

APRIL 11, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio. My name is Matt Heinz.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Sales Pop!

FEBRUARY 6, 2023

First, such vendors make claims for these platforms that could never be kept, such as “Get more qualified leads” and “increase sales by x%.” The Engine Pipeliner does not promise to take the platform approach. Instead, Pipeliner CRM is solely and only the company’s engine, and that’s what we’re experts in. It is a dead-end.

CRM 130

CRM Engineering Manufacturing X-functional 130

SaaStr

JUNE 12, 2025

From App-Centric to Conversation-Centric The traditional B2B model assumes you want to “use” individual applications: Log into Salesforce or HubSpot to check pipeline Switch to Monday or Asana for project updates Jump to Slack for team communication Open Amplitude or Tableau for analytics ChatGPT is now flipping this entirely.

B2B 73

B2B Service UX CRM 73

Sales Hacker

JUNE 10, 2025

How venture networks and backchanneling drive most executive hiring decisions. What GTM functions (e.g. The Focus Statement Template ” → A Google Doc-style worksheet to help executives define their ideal role, company stage, function, sector, and target company list. “ RevOps, Demand Gen) are most in-demand right now.

GTM 65

GTM Networking Growth Go To Market 65

Heinz Marketing

JANUARY 29, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. Matt: Thank you again everyone for joining us here on Sales Pipeline Radio. I am extremely excited to welcome Lauren Patrick to Sale Pipeline Radio. He’s creating his own network.

Pipeline 77

Pipeline Sales B2B X-functional 77

Sales Hacker

MAY 27, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Sean Whiteley is a three-time founder and the current CEO of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Sean is the founder of Qualified and AI pipeline automation platform for B2B companies.

GTM 65

GTM X-functional Start-ups Go To Market 65

Veloxy

SEPTEMBER 28, 2021

Cold emails are useful for other things too , including recruiting and networking. However, the most vital function is to build trust and create a long lasting business relationship. Any strong opinions about X in your team? What are the top proprieties regarding X for this quarter? What are you doing for Thanksgiving?

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Sales Hacker

MARCH 2, 2020

It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board. The Little Red Book of Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Search Engine Land

DECEMBER 5, 2023

” We also learned about something called Instant Glue, described in 2021 as a “realtime pipeline aggregating the same fractions of user-interaction signals as Glue, but only from the last 24 hours of logs, with a latency of ~10 minutes.” More recently, it is one of the critical signals in Tetris.”

Objectives and Key Results 145

Objectives and Key Results X-functional Launch Presentation 145

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. ” It’s difficult to keep all the little pieces of your revenue pipeline exactly perfectly in sync, right? How do you think about what leads you’re using, what quality to determine how your pipeline is growing?

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. Jason Lemkin : That’s the reason there’s a thousand marketing applications, because every CMO needs to generate pipeline, awareness, leads, and they will test anything that works and shoot what doesn’t and keep trying things.

Quota 98

Quota Growth Product Closing 98

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

Sales Hacker

APRIL 15, 2025

Whether you’re accelerating pipeline, boosting close rates, or transforming your revenue team, this is your chance to gain the insights you need to stay ahead. There’s nothing to create a pipeline around. Don’t be afraid to look internally at other functions and then also look externally at untraditional areas.

GTM 62

GTM B2B Follow-up Campaign 62

Sales Hacker

FEBRUARY 19, 2019

Jaimie is a veteran sales leader and has experience selling everything from SaaS to virtualization, storage, and networking. Listen to Lori on a Sales Hacker webinar as she decodes the X factor that makes women more effective in sales. What’s the ROI on my sales development team as a function?

Cold Call 13

Cold Call Inside sales Sales B2B 13

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? How does Ryan build candidate pipeline? I care about how much marketing sourced pipeline is my team sourcing for sales. Because marketing is the revenue function. How did it change his mindset?

Start-ups 56

Start-ups B2B A/B testing Pipeline 56

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise?

Price 59

Price GTM Up-sell Product 59