Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. In 2020, US consumers spent nearly $710 billion on e-commerce , a year-over-year increase of 18%.

E-commerce 88

E-commerce Territory Transportation B2C 88

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 78

X-functional E-commerce Growth Retail 78

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. Step two: Adjust your go-to-market approach. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening. How Enablement Teams Win.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. That’s when I felt really bad selling people that, even though they were signing up for it themselves. A lot of really big fashion brands and jewelers and watch brands, that was a lot of relationship selling, which I like, but it’s not my favorite. Sam’s Corner [31:24].

Referrals 66

Referrals Contract Cross-sell Sales 66

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Salesforce

AUGUST 24, 2021

Research suggests that even as customer expectations, market dynamics, and technologies have rapidly evolved, the way companies use CRM systems is not keeping up with the times. With enhanced workforce resiliency, executives can more easily adapt go-to-market strategies to pivot during times of change or uncertainty.

CRM 98

CRM Finance Customer Relationship Management Technology 98

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. But that’s more the exception than the rull of the go to market for many companies. People are buying and selling houses. Look at Model T sales or something.

E-commerce 91

E-commerce Retail Real Estate Growth 91

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. And your marketing spends accordingly will probably have to come down. That was it.

Cross-sell 93

Cross-sell Technology Technology Pitch 93

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. That’s a great example.

Growth 114

Growth Cross-sell Start-ups X-functional 114

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong!

GTM 53

GTM Contract Cross-sell Account management 53

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Personalize messaging and content in omni-channel marketing.

Customers 49

Customers Cross-sell B2B Strategize 49

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals.

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? It’s the easiest … not easiest, but the fastest go-to-market and cheapest go-to-market a startup can get.

Launch 108

Launch Technology Technology Up-sell 108

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 105

Finance Government Price Contract 105

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. So today what I actually want to talk about is how do you cross the chasm?

Cross-sell 68

Cross-sell Sales Support Growth Up-sell 68

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm.

Territory 56

Territory Cross-sell Sales Cold Call 56

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 66

Pipeline Sales Up-sell Cross-sell 66

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 43

Cold Call Trust Go To Market B2C 43

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Join us at SaaStr Annual 2020. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. FULL TRANSCRIPT BELOW.

Growth 73

Growth Territory Government Engineering 73

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. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. And it’s crazy.

Price 107

Price Product Start-ups Niche 107

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. FULL TRANSCRIPT BELOW.

Engineering 49

Engineering Launch Contract Start-ups 49

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. My focus is SaaS and my job is to create a defensible go-to market moat, right? It’s not going to stop, right? Your CAC is going up.

Growth 64

Growth Engineering Launch Commission 64

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. At first, you may be taken aback. Shaking the Partner Money Tree.

Pipeline 124

Pipeline E-commerce Cross-sell Referrals 124

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 91

Cross-sell Contract Start-ups Up-sell 91

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 108

Sales Cross-sell Up-sell Pipeline 108

SaaStr

FEBRUARY 7, 2020

And it requires an immediate shift in approach from testing and iterating and learning how to sell and build out processes and teams, to suddenly being expected to scale very rapidly and with a faster cadence, navigating pricing models, entering new markets. That might be a good time to continue to AB test your go to market approaches.

Strategize 83

Strategize Pitch Growth Networking 83

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. What are you doing to empower that long tail in 2020? Even though you’re both dev tools in a sense, are you aligned from a go to market perspective? We’re not aligned, we don’t have co-selling agreements or anything like that. These orgs, they need it.

Start-ups 88

Start-ups Engineering Product Networking 88

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? Not at the scale of what we’re experiencing this year in 2020.

Sales 96

Sales Cross-sell Start-ups Growth 96

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 105

Sales Price Quota Start-ups 105

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 113

GTM Construction Up-sell Cross-sell 113

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. I like that.

GTM 80

GTM Growth X-functional Referrals 80