Heinz Marketing

MAY 16, 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! Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Heinz Marketing

FEBRUARY 21, 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! Matt : Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 105

Pipeline B2B Inside sales Sales 105

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 69

GTM Engineering Customers Cross-sell 69

Heinz Marketing

JANUARY 25, 2021

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! I ask Jason why is this function so interesting? ROI is a two-way street.

Pipeline 93

Pipeline Sales X-functional B2B 93

Heinz Marketing

JULY 13, 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! Over 115,000 of you are downloading and listening to Sales Pipeline Radio.

Pipeline 91

Pipeline Referrals Cold Call Sales 91

Salesforce

APRIL 30, 2025

Last year, we introduced xLAM Salesforces family of Large Action Models built for function calling, reasoning, and planning. xLAM: Salesforce AI Researchs family of large action models [The Berkeley Function Calling Leaderboard as of April 30, 2025] At Salesforce AI Research, weve made key upgrades to xLAM to meet these real-world demands.

X-functional 94

X-functional Pipeline CRM Follow-up 94

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Martech

AUGUST 9, 2023

Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. LinkedIn: Pam Didner (12K followers) X (Twitter): @PamDidner (14.2K LinkedIn: Jon Miller (17K followers) X (Twitter): @jonmiller (21.5K LinkedIn: Mark Ogne (7K followers) X (Twitter): @markogne (20.6K

X-functional 98

X-functional GTM B2B Technology 98

SalesPop

MARCH 12, 2021

At Pipeliner, we have certainly taken Shumpeter’s words to heart, and have always made accomplishment the primary goal of innovation. If we left Pipeliner alone and didn’t change it for 55 years, people would have long ago stopped using it. Innovation at Pipeliner. No other CRM offers this kind of functionality today.

Account management 98

Account management X-functional Pipeline CRM 98

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. The SDR Setup.

Pipeline 121

Pipeline X-functional Commission Clients 121

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 69

Pipeline Sales B2B X-functional 69

Hubspot

AUGUST 8, 2019

Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual). Frequency/volume of new opportunities added to the pipeline. Number of opportunities in partner pipeline. Months to recover CAC = CAC divided by (ARPA x GM).

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

FEBRUARY 15, 2020

I.e., guarantee me my full bonus for 6+ months until I’ve built up a big enough pipeline to close enough revenue to hit my number. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. Sounds fair — on the surface. It’s tough.

X-functional 142

X-functional Quota Teamwork Sales 142

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! I know what a sales pipeline is. By Matt Heinz, President of Heinz Marketing.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

SaaStr

FEBRUARY 2, 2022

fell away in favor of Salesforce’s overriding preference to focus on its pipeline. PLG, for all its virtues, doesn’t mean that you can skip GTM functions. Virality, as much as it remains the X factor, won’t be enough in the long-term. 2021’s Lesson from Calendly. Sales and IT aren’t the enemy, but instead maximizers of growth.

Growth 113

Growth Product GTM X-functional 113

Sales Hacker

JULY 21, 2021

Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 134

X-functional Sales Strategize Cold Call 134

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Lead-to-sales conversion rate refers to the percentage of leads that pass through the entire sales pipeline and convert into paying customers. Lead Value = Sale value x Lead-to-sale conversion rate.

Territory 96

Territory X-functional Pipeline Appointment 96

Heinz Marketing

NOVEMBER 16, 2021

You might look at the platforms below and be thinking “there’s some missing” or “why isn’t X included?”, Features/functionality: Enable data agility and extract more value from your data with Domo’s flexible, scalable architecture. ”, because I had the same thought. Google Data Studio.

B2B 122

B2B X-functional SQL UX 122

SaaStr

FEBRUARY 11, 2021

And you want to get to $2m in ARR in the next X months. From them, you’ll be able to determine: (x) if this candidate is for real, or not, (y) if this candidate can really be a true VP, a leader, a manager — or not — and take you to the next level — or not, and (z) if the candidate is a good fit for your company and space in particular.

X-functional 145

X-functional Quota Sales Up-sell 145

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Every client uses you a little differently.

X-functional 131

X-functional Clients Growth Start-ups 131

Sales Hacker

JULY 18, 2019

How about pipeline reviews? For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Step 2: weighted pipeline of uncommitted ARR. Step 3: forecast sales (with a future pipeline calculator). Heart start to race a few beats?

X-functional 73

X-functional Pipeline Contract Quota 73

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

Highspot

MAY 16, 2019

CRMs and Pipeline Management Tools. That said, they’ve now evolved to the point where they are effective pipeline management tools; as such, you can use them to chart the flow of your sales process and see how you might advance buyers from one stage of your pipeline to the next.

Product 81

Product X-functional Lead generation Sales 81

Sales Hacker

JANUARY 4, 2021

The revenue department seeks to bring all functional areas onto the same page for a complete view of an organization’s revenue stream. The heads of these siloed departments decide their priorities and goals without consulting with the other functional units. So, let’s break down what it is and why it’s so necessary.

X-functional 100

X-functional CRM Finance Growth 100

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 75

GTM X-functional Start-ups Campaign 75

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. Does it mean closing all deals in the pipeline this quarter? Does it mean bringing in X% of new business to hit that number? 2: Misleading. Problematically, $4.5M

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

Hubspot

OCTOBER 1, 2021

Marketers can use CRMs to best understand the contacts in their pipeline and monitor how CTAs convert. About a quarter of buyers want monitoring of the sales pipeline and funnel. 28% of millennials think CRM applications are “extremely critical” to their success, compared to 18% of Generation X and 9% of Baby Boomers.

CRM 95

CRM Objectives and Key Results X-functional Pipeline 95

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 69

GTM X-functional Start-ups Relationship building 69

ConversionXL

AUGUST 27, 2019

They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. Having siloed data instead of data pipelines. I recommend thinking about it this way: “Tool X is collecting the data. Recycle data by using data pipelines.

GTM 124

GTM X-functional CRM Technology 124

SalesHandy

JUNE 29, 2021

B2B(Short for Business to Business) sales is a function of B2B product sales(i.e. Your sales function requires a certain volume of B2B Sales leads to pursue periodically, so a fraction of them can convert and buy from you towards the end. What is B2B Sales? selling products to other businesses). B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Heinz Marketing

DECEMBER 30, 2019

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! Another episode of Sales Pipeline Radio. This is Sales Pipeline Radio.

Pipeline 59

Pipeline Sales Objectives and Key Results Start-ups 59

SaaStr

FEBRUARY 27, 2024

x in this case, you would already be at break even. So in theory most founders spent budget against more specialization across the go-to-market team to help sellers focus on closing deals, which should’ve driven up productivity, led to more pipeline generation, and helped hit targets. What does this mean?

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Search Engine Land

MARCH 15, 2023

Est. revenue impact / risk Use the formula Traffic x CRO x AOV to estimate sales; the return on investment. Unless you have a dedicated engineering team, it's more likely the case that the SEO work will be assigned to a cross-functional team responsible for backend or front-end work. relevancy) and prioritize accordingly.

Product 78

Product X-functional Objectives and Key Results Engineering 78

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Once you have your scoring system in place you can calculate the estimated value of each opportunity in your pipeline. Average Lead Value.

Price 100

Price X-functional Sales CRM 100

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

SaaStr

JULY 5, 2024

The best demand-gen marketers are machines who generate pipeline and brag about what they did. They only focus on limited digital stuff with instant ROI, but you can’t build pipeline that way. Building pipeline takes time. It’s one thing to launch a new addition with different functionality and integrations and raise the prices.

GTM 83

GTM Cross-sell X-functional Pipeline 83

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. About Hakim Myers & Nextdoor [2:00].

Negotiate 107

Negotiate X-functional Legal Finance 107