Martech

JULY 14, 2022

Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual. Last year, Forrester Research found the average number of buying interactions occurring during the purchase process soared by 10 to 27 in 2021. Account-based marketing: A snapshot.

B2B 123

B2B GTM Technology Technology 123

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 124

Pipeline Go To Market Cross-sell Sales 124

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 can we invest strategically?

Cross-sell 52

Cross-sell Sales Technique Presentation 52

Martech

JUNE 3, 2024

Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management. Horizontal software, on the other hand, can generally be sold to any company, often focusing on either B2C or B2B markets. Dig deeper: Did martech break B2B marketing?

Growth 131

Growth Pharmaceutical B2C Construction 131

Martech

OCTOBER 18, 2022

Adidas began their metaverse journey in February of 2021. Using these ideas, Wykes-Sneyd developed a go-to-market strategy with the same foundations in consumer and category research that she uses with other product launches. How is that identification going to show up? Here are the steps Adidas has taken so far.

Gaming 141

Gaming Government Pitch Technology 141

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Buying and selling software is getting complex. Go-to-market Partners released a report using G2 data. Ease of use

Go To Market 98

Go To Market Follow-up Trust Up-sell 98

SaaStr

MAY 25, 2023

Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin  (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer. If you raise $30m on a $200m post, you’re going to want to sell for $600m+.

Sell 144

Sell Price Up-sell Start-ups 144

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. In 2021, they trained GPT3 on Github repositories, produced a model that could code, and released embedding that allowed people to vectorize language and search across it to perform recommendations. Aliisa joined OpenAI in 2021 after leaving WalkMe after 3.5

Growth 114

Growth Launch Territory Legal 114

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 123

GTM Pipeline SQL UX 123

Heinz Marketing

SEPTEMBER 20, 2021

Check out Sendoso, you can go to sendoso.com. Go to sendoso.com/connected actually and check out their connected event coming up on October 13th, 2021. But for marketers in particular, I feel like they need to have GRIT. And so, to me, you have to have that GRIT to keep going. They need to have moxy.

Pipeline 117

Pipeline Go To Market Sales Technology 117

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Come up with a list of standard inputs (i.e.,

Cross-sell 102

Cross-sell GTM Finance Growth 102

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. That means they still have 85% of the market left to tackle. and across the globe. In the U.S.

Growth 104

Growth Territory Referrals Customers 104

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. In 2021, Plaid raised $425 million in Series D funding that boosted the company to decacorn status at a $13.4 Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy.

Account management 111

Account management Engineering Technology Technology 111

Outreach

JANUARY 3, 2022

What we do know is that go-to-market teams are more innovative and driven than ever, and we will continue to be there every step of the way to help you – our customers – succeed. Let’s take a look at what you helped us achieve in 2021. In 2021, Outreach…. Hosted Unleash 2021 Virtual Summit Series. The Highlights.

CRM 40

CRM Pipeline Referrals Meeting 40

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Digitalization of the buying and selling process. The status quo approach of going to market and old-school selling methods will not be sufficient.” Up until 2015, CRM ruled king in sales.

B2B 98

B2B Growth GTM CRM 98

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 107

Cross-sell Account management Clients Growth 107

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. Sam Jacobs: I’d be remiss not to tell you about Unleash 2021 on May 11th – 13th. powered by Sounder.

Sell 113

Sell CRM Appointment Up-sell 113

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). Where sales intelligence tools go wrong.

Education 116

Education Pipeline Clients Follow-up 116

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Sell time on your calendar.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

Hubspot

DECEMBER 8, 2020

Now that 2020's global pandemic has taught most of the world how to live and work completely from home, marketers planning their 2021 strategy are asking one big question: “Will this uncertain time change the way people spend money?”. Over 60% of global consumers have changed shopping behavior, many of them for convenience and value.

Entertainment 101

Entertainment Gambling Price Campaign 101

Highspot

DECEMBER 15, 2021

Ignore a rattling sound coming from under the hood for long enough, and it’s likely just a matter of time before you end up broken down. In fact, many sales leaders and frontline managers will approach solving these critical problems in ways that are not scalable or that wind up creating more problems in the future.

Sales 97

Sales Up-sell Represent Sales Experience 97

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. Reimagine the selling experience. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Heinz Marketing

MAY 10, 2021

Join us, as Bobby shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market. I was a banker, and I was selling a commodity. But I found the more I knew about a business or industry, the better the meeting would go.

Pipeline 109

Pipeline Sales Up-sell Growth 109

Heinz Marketing

MARCH 29, 2021

Can’t believe it, almost 25% of 2021 already in the books. And you mentioned it being 25% of the way through 2021. A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 94

GTM Launch B2B Lead generation 94

Hubspot

DECEMBER 13, 2022

Over the past two years, we’ve talked a lot about how the pandemic has sped up the rate of digital transformation, particularly in the shift to selling online. A 2021 Gartner report revealed that 44% of millennials prefer interactions online with no sales representative in B2B purchase settings (and 100% of authors of this post).

B2C 78

B2C Price B2B Sales 78

Hubspot

MARCH 25, 2024

If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Ramp grew 400% in a year because they could sell longer-term deals and collect more cash upfront. Can I Afford To Be Patient? Amazon bought PillPack for $1B in 2018.

Niche 77

Niche Price Contract B2B 77

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. Now that we’re in 2021, you’ve got data from at least three quarters of the COVID era.

E-commerce 92

E-commerce Territory Transportation B2C 92

Heinz Marketing

FEBRUARY 8, 2021

I think, fundamentally the fact that with traditional ABM, we would identify the accounts that we really wanted to go after, and we’d go after them, regardless of whether they were interested in hearing from us or if it was the right time. It’s got a hold on the market team. Is there some way to merge these concepts?

Pipeline 119

Pipeline B2B Sales Objectives and Key Results 119

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Anita Nielsen is a best-selling author and sales performance coach. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. ConvertKit is a prime example of product marketing propelling a brand to $29 million ARR and $80 million LTV. But success didn’t happen overnight.

Product 110

Product GTM Construction Launch 110

Highspot

JUNE 25, 2021

Like many other rapidly growing companies, StackAdapt had to quickly establish and scale their sales enablement efforts – pivoting from reps building their own sales materials in silos, to a collaborative, centralized strategy that equips them with up-to-date, marketing-approved content that they can customize, share, and measure. .

GTM 59

GTM Drivers/motivators Launch Quota 59

SaaStr

JULY 28, 2021

In the run-up to 2021 SaaStr Annual, we’re looking back at some of the top all-time sessions. One of the most popular sessions at SaaStr Annual, Busting the Myths About Startup Success with BlackLine CEO and Founder Therese Tucker is up at the top of our must-watch list. Then, they would call up and go, “Guess what?

Start-ups 111

Start-ups Gaming Up-sell Contract 111

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 117

Finance Cross-sell GTM SQL 117

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

According to a recent report by Hubspot , 34% of B2B marketers say generating more leads is their top priority for 2021, while only 14% are concerned with closing more deals. So, make yourself a New Year’s resolution to start filling up your sales funnel with high-quality leads immediately using outbound. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis.

GTM 97

GTM Negotiate Pipeline Contract 97