Sales Hacker

SEPTEMBER 8, 2023

This week the team flew down to San Mateo for SaaStr – tons of great networking and sessions. Here are the 5 biggest takeaways from the session: Falling Seed to Series A Graduation Rates During the boon 2020 and 2021, the graduation rates from Seed to Series A sat well-above historical averages.

GTM 120

GTM Launch Growth Networking 120

SaaStr

JUNE 2, 2023

In 2020-2021, many SaaS startups faced a unique challenge. Don’t be afraid to tap into your network and the VC community to facilitate some introductions. The team has great visionary, product, and execution capabilities and a solid go-to-market strategy. Where do you find the right person? Put the customer first, always.

Trust 104

Trust Networking Growth Customers 104

SalesLoft

NOVEMBER 17, 2020

Originally designed to help sales development functions manage high call and email volumes, companies in this segment can now deliver sizable productivity gains to entire revenue teams… — Laura Ramos and Mary Shea, Forrester Research, Now Tech: Sales Enablement Automation Q2 2020 , May 2020.

Sales 105

Sales Territory Technology Technology 105

Martech

AUGUST 6, 2021

Because vendors are likely to supply their most satisfied customers, don’t be reticent about reaching out to your own network too. Halligan, one of the best-known executives in marketing technology, was injured in a snowmobile accident in March this year, and took some time away from the company, with Rangan taking over daily operations.

Technology 109

Technology Technology Networking Engineering 109

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 85

GTM Pitch Up-sell Start-ups 85

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Professional colleagues/network. Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. Go-to-market Partners released a report using G2 data.

Go To Market 98

Go To Market Follow-up Trust Up-sell 98

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive.

X-functional 80

X-functional E-commerce Growth Retail 80

Salesforce

OCTOBER 12, 2021

Short answer: 2020 happened. Silos evaporated as sales, marketing, and customer success had to come together as one to make decisions that would ensure survival. “We’re Will heads of sales go the way of switchboard operators and become extinct? It’s a big job with plenty of responsibility. CRO in the organizational chart.

Gaming 98

Gaming Cross-sell Sales Finance 98

Heinz Marketing

OCTOBER 5, 2020

If you’re joining us live on the Funnel Media Radio network, thanks so much for joining us. But I guess that just kind of is on brand for 2020. Nick Runyon: So PFL is a marketing technology company. One of the things that we’re looking at just as a starting point is, what were we able to do in 2020?

Pipeline 132

Pipeline Sales Contact Prospecting 132

criteria for success

APRIL 1, 2020

Upcoming Dates: Wednesday, April 1 2020 at 3 PM EST. Thursday, April 2 2020 at 3 PM EST. Wednesday, April 8 2020 at 10 AM EST and 3 PM EST. Click Here to Register. You need to know what you’re going to market with and why people should want to buy it. We want to hear how COVID-19 is affecting you and your business.

Sell 97

Sell Prospecting Up-sell Territory 97

Heinz Marketing

OCTOBER 12, 2020

How Prospecting has Changed in 2020” and our guest is Eric Quanstrom , CMO at CIENCE Technologies. Very quickly, if you’re listening live on the Funnel Media Radio network, thanks so much for joining us in the middle of your workday. Outbound is very key and very core to how we go to market as a brand.

Pipeline 135

Pipeline Cold Call Sales Clients 135

Highspot

SEPTEMBER 15, 2020

“Enablement has been a vital go-to-market element for us,” said Don Matejko, President and Chief Revenue Officer at Shift. Following a thorough review process, across the go-to-market leadership team, we unanimously selected Highspot due to its user interface, personalization capabilities, and ease of use.

Technology 52

Technology Technology Product Sales 52

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Heinz Marketing

NOVEMBER 8, 2019

I found these to be the most applicable to the work I do at Heinz Marketing and ones I could use/implement. Session: Account-Based Marketing: New Insights and Best Practices for 2020. Amplify content through extended networks such as SMEs, fans, contributors, etc. Strategist of Revenate Marketing.

B2B 67

B2B Contact Education Consult 67

Cience

OCTOBER 6, 2020

As buyers, industries, and the greater world shift (2020 has taken this to the extreme), it’s critical to update as your business and your buyers evolve. To this point, Company X has relied on network and referral sales, with its CEO taking many of the initial meetings. It’s likely you’ve already constructed both the ICP and BP.

B2B 105

B2B Lead generation Contact CRM 105

Heinz Marketing

SEPTEMBER 21, 2020

If you’re listening to us live on the Funnel Media Radio Network, thank you so much for joining us and making us part of your work from home workday, hybrid workday. I saw that I think JP Morgan is requiring all employees to go back to work in a couple of weeks. We’re going to talk more about 2020 changes and pivots.

Pipeline 114

Pipeline Sales Start-ups Clients 114

SaaStr

JUNE 11, 2019

Join us at SaaStr Annual 2020. And one thing a good BC can do is have a network that may have some of these people sitting within it. Keith : So typically when people start companies, depends on how old and how experienced someone is when they start a company, but typically they have a network that looks a lot like themselves.

Engineering 109

Engineering Growth Promote B2B 109

Sales Hacker

OCTOBER 7, 2021

Founded Why Sales Network, a global sales training company to provide valuable content to develop the next generation of leaders. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Heinz Marketing

NOVEMBER 30, 2020

This week’s show is called “ The Lost Art of Note Taking ” and our guest is Saro Zargarian , Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. My focus has been in operations, go-to-market, sales coaching, sales management. Saro: Thanks again.

Pipeline 126

Pipeline Objectives and Key Results Sales Negotiate 126

SaaStr

JUNE 23, 2019

Join us at SaaStr Annual 2020. And one thing a good BC can do is have a network that may have some of these people sitting within it. Keith : So typically when people start companies, depends on how old and how experienced someone is when they start a company, but typically they have a network that looks a lot like themselves.

Engineering 89

Engineering Growth Promote B2B 89

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 69

GTM X-functional Start-ups Relationship building 69

SaaStr

SEPTEMBER 13, 2020

Transcript of Episode 373: Byron Deeter: I’m going to dive in here with a little bit of an overview. To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements. Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. You can view the full video here.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And so, I think that really also changes how we assess vendors can go to market.

Trust 101

Trust Technology Technology Government 101

SBI

SEPTEMBER 10, 2020

TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements. NEWTON, MA – SEPTEMBER 9, 2020. Entry Point topics are user-defined within the platform and fully customized based on your go-to-market strategy and historical sales wins. TechTarget, Inc.

Technology 39

Technology Technology Launch Prospecting 39

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. And of course, people should come in with a network not only of other talent that you can go on higher but also of customers and partners that are going to be relevant to taking your products and solutions into the enterprise. Want to see more content like this? FULL TRANSCRIPT BELOW.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Heinz Marketing

JANUARY 20, 2020

This is our first episode of 2020. If you’re joining us live on the funnel media radio network, thanks so much as always for joining us and making us a part of your workday. He’s the former cohost of the Marketing Cranks podcast. That’s just not going to do it.” Thanks for joining us.

Pipeline 68

Pipeline Sales Up-sell Start-ups 68

Heinz Marketing

JANUARY 15, 2018

We were thrilled this last time to be able to talk to Jen Spencer , Vice President, Sales & Marketing for SmartBug Media. In this episode we talked about: How to enable your entire go-to-market team: Best practices and advice to increase conversion rates and sales success. Some Highlights: Intelligent Inbound.

Pipeline 65

Pipeline Non-Profits Sales B2B 65

Heinz Marketing

JUNE 1, 2020

So we’re out here in the middle of nowhere, but hey, let’s get going. More and more people listening live on the Funnel Media Radio Network. I’m literally right now staring at my somewhat irrelevant 2020 plan that I created in late Q4 of last year. Thank you for making us part of your work from home, work day.

Pipeline 75

Pipeline Sales Up-sell Cross-sell 75

SaaStr

APRIL 4, 2019

Join us for SaaStr Annual 2020. But they are actually accompanying us in the sales cycle and it’s certainly something that’s accelerated our time-to-market but also our success as well. So I’ll give you a flip perspective from a sales and marketing standpoint. Want to see more content like this session?

Engineering 69

Engineering Strategize Technology Technology 69

Heinz Marketing

JUNE 24, 2019

If you’re joining us live on the funnel media radio network thanks for joining us in the middle of your work day. It’s exciting to be able to share with you some of the best and brightest minds of B2B sales marketing every week. I mean every startup by definition is still figuring out how they’re going to market.

Pipeline 82

Pipeline Sports Sales Real Estate 82

SaaStr

DECEMBER 17, 2019

Join us at SaaStr Annual 2020. That allows us to have a very different go to market strategy. ” So it really is this kind of network-driven acquisition model that starts with activation of developers. And so now he leads all of our product and engineering side and I lead the go-to-market side.

Finance 85

Finance X-functional Non-Profits Launch 85

Sales Hacker

AUGUST 4, 2020

It’s literally post COVID 2020 and the rules have changed. So those have been some of our lessons, but I think overall, Sam, the most important takeaway for me has been, as a manager, you’re not managing in a normal environment, so you need to adjust and you need to get out of that mindset. It’s not 2015.

Objectives and Key Results 121

Objectives and Key Results Finance Start-ups Prospecting 121

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. Gaetan Gachet: And now we’re entering a phase where we’re literally looking for people who have networks because we have built a structure now that can allow for these people to be successful. FULL TRANSCRIPT BELOW.

Territory 58

Territory Cross-sell Sales Cold Call 58

Heinz Marketing

JUNE 3, 2019

For those of you that are listening alive on the Funnel Radio Network, thanks so much for joining us in the middle of your work day, the last Thursday of May. So, if you’re looking for what I consider one of the better, if not the best B2B sales and marketing conference, pounds of pounds, quantity and quality in the conference circuit.

Pipeline 65

Pipeline Sales Objectives and Key Results B2B 65

SaaStr

SEPTEMBER 12, 2019

Join us at SaaStr Europa 2020. After that I went and led go-to-market at Parse. It’s this concept I’ve kind of been describing where your community or your network drives the growth of your product. Facilitate sharing and creating a network effect. Want to see more content like this? I’m Ashley.

Growth 45

Growth Product Price Up-sell 45

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. The number of sports fans social networks or partying apps.

B2C 71

B2C B2B Start-ups Growth 71