SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? The first step in being acquired by a PE house is “making the book”, what goes into “making the book”? What are the clear differences between a good book and a bad book? What are they? How long do they last?

Strategize 58

Strategize Quota Non-Profits Price 58

Heinz Marketing

NOVEMBER 11, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 67

Pipeline Sales Campaign Start-ups 67

SaaStr

JANUARY 10, 2020

As an entrepreneur, Bob has previously said, “No one is coming to save you.” What did he mean by this? What were the core mistakes that he made with RJ Metrics? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? What are the drivers of its death? Why is this?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Heinz Marketing

DECEMBER 16, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 42

Pipeline CRM Contact Sales 42

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. If you missed episode 122, check it out here: Tips for Building a Diverse Team of High-Quality Salespeople with Wesley Ulysse. Subscribe to the Sales Hacker Podcast. Who is Brandon Meyers and what is ADARA [2:25]. We’re on iTunes.

Start-ups 106

Start-ups Consult Campaign Conversion 106

SaaStr

AUGUST 24, 2023

Why You Should Never Have a Reduction in Force (RIF) A great SaaS with high NRR should have a RIF because they have predictable, recurring revenue. It happens but it should be embarrassing for a B2B CEO to need one unless it’s a quiet talent reorg. If you can’t triple and double in growth now, it’s over for B2B founders.

Pitch 89

Pitch Growth B2B Start-ups 89

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. The expectation is that we can “do it all.” Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Note: these speakers are just in alphabetical order.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Miller Heiman Group

AUGUST 25, 2020

The vast majority (84%) of sales leaders weren’t convinced that the talent they have is enough to generate future success in our 2018 Sales Talent Study. What do these statistics have in common? Both share a skeptical view of sales talent. The Phases of Sales Talent Development.

Growth 75

Growth Territory Quota Sales 75

Heinz Marketing

OCTOBER 22, 2018

About 3 years ago we started a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Thanks very much, everyone, for joining us on Sales Pipeline Radio.

Pipeline 61

Pipeline Campaign Sales Contract 61

SaaStr

MAY 14, 2019

The rise of the public cloud is driving a massive replatforming of the tech stack and customer experiences for every company. What’s next? Thank you for taking time to listen to us this morning. So Mikkel, it’s been an amazing quarter for you. Ophelia : Hate to break it to you. FULL TRANSCRIPT BELOW.

User Experience 79

User Experience Technology Technology Start-ups 79

Sales Hacker

JANUARY 13, 2020

This week on the Sales Hacker podcast, we speak with Jay McGrath , the Area Vice President for UiPath. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. What You’ll Learn. Why you should offer value first when selling.

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. What You’ll Learn. Why use sales presentations? Steps you can take to improve today. When to use one?

Presentation 73

Presentation Entertainment Sales Pitch 73

Hubspot

OCTOBER 2, 2019

In 2019, the number has exploded to more than 7,000. I'd argue that marketers are more in-tune with their tech stack than anyone else at a company. I'd argue that marketers are more in-tune with their tech stack than anyone else at a company. Why You Need to Leverage Your CRM for Experience-Driven Marketing.

CRM 76

CRM Education Growth Referrals 76

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. Who is AJ Bruno and what is Trendkite? [2:00]. How to know when you’re ready to be an entrepreneur [9:26]. What’s broken with compensation plans? [26:28]. This episode is brought to you by Loopio. So, what else can I tell you? We’re on iTunes.

Growth 74

Growth Finance Start-ups Drivers/motivators 74

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

SaaStr

JULY 2, 2019

Join Kevin Egan, Slack’s VP of North American Sales and Dannie Herzberg, Slack’s Director of Sales as they walk you through Slack’s Freemium to Enterprise strategies. Kevin Egan, VP of North American Sales @ Slack. Dannie Herzberg, Head of Mid-Market Sales @ Slack. Join us at SaaStr Annual 2020.

Follow-up 60

Follow-up Go To Market Technology Technology 60

SaaStr

JUNE 28, 2019

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space.

Price 47

Price Cross-sell Up-sell Start-ups 47

SBI

DECEMBER 30, 2019

Top 10 Blog Posts & SalesTech Acquisitions of 2019. TOP 5 BLOG POSTS OF 2019. The importance of Marketing & Sales Alignment is obvious when it comes to tradeshows. Read “Sales Tools to Increase Tradeshow ROI” if you not only want to have better insight on event ROI but also want to ensure a higher ROI.

Tradeshows 32

Tradeshows Technology Technology Quota 32

Outreach

MARCH 9, 2021

As technology evolves, drastically accelerating the globalization of sales, we find ourselves in a market brimming with opportunities like never before. The art of the sale has become a complex and intricate matter that requires unique strategies for success—and the art of the B2B sale, specifically, demands even more distinct techniques.

B2B 64

B2B Profit margin B2C Sales 64

Search Engine Land

DECEMBER 26, 2022

We asked and you answered. The gradual loss of control, as well as forcing automation and broad targeting on marketers, doesn’t give us that warm and fuzzy feeling after all. But automation and economic uncertainty aside, search advertising is thriving and spending in 2023 could hit $112 billion (nearly double the spend in 2019).

Launch 102

Launch Campaign Promote Government 102

Martech

FEBRUARY 25, 2022

Below you will find a list of 16 notable marketing automation vendors that we profiled in recent MarTech Intelligence Reports on B2B marketing automation platforms. With martech budgets under greater scrutiny in the current environment, marketing leaders are expected to be able to demonstrate ROI for any new technology investment.

E-commerce 117

E-commerce B2C Manufacturing CRM 117

SaaStr

OCTOBER 25, 2019

276: Liat Bycel is VP of Customer Engagement @ Airtable, the startup that works like a spreadsheet but gives you the power to organise anything. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. What were Liat’s biggest lessons from Twitter on how to hire successfully?

E-commerce 45

E-commerce Start-ups Product Price 45

SaaStr

JULY 19, 2019

250: Peter Yared is the Founder & CEO @ InCountry, the startup that allows you to operate globally with data residency as a service meaning they store your mission-critical data in it’s country of origin, without compliance. What is that founding moment? * Do they really mean anything? Do they really mean anything?

Cross-sell 55

Cross-sell Up-sell Start-ups Engineering 55