Sales Hacker

NOVEMBER 22, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Defining sales enablement in 2025 Sales enablement remains a somewhat ambiguous concept. This mindset is necessary for the changing landscape as we move towards 2025.

GTM 107

GTM Sales Represent Government 107

Martech

AUGUST 14, 2024

Holiday email campaigns will soon be up against a tidal wave of last-minute election emails. But even if you don’t rely on Q4 to hit your numbers, you’re likely getting ready to assemble your budget and strategic plan for 2025. Some of this apprehension could be not knowing how to sell the budget increase to their bosses.

Strategic planning 126

Strategic planning Strategize Campaign Up-sell 126

SaaStr

NOVEMBER 14, 2024

So Salesforce is hiring 1,000 more salespeople to sell AI software … that is supposed to reduce the need for humans and replace them with agents pic.twitter.com/hsjlrz3mqS — Jason ✨????SaaStr Push them up the value stack? So will AI replace humans, make them more effective, or create a need for even more knowledge works?

Up-sell 113

Up-sell Sales Sell Product 113

SaaStr

MARCH 30, 2025

34% of All Startup Acquisitions Are By Other Start-Ups. The 10-Point Checklist For When You Sell Your Company With Founder Collective’s Dave Frankel #3. The Top 10 Customer Success Metrics Investors Care About in 2025 with Gainsight CEO Nick Mehta #4. A New Record. Top Pods: #1.

Start-ups 65

Start-ups Up-sell Sell Quota 65

SaaStr

DECEMBER 9, 2024

It’s not 2021 again, but so much has changed as the year ends: Many top SaaS and Cloud stocks are up +40%-60% or more in the back half of the yea r. Many SaaS leaders are now benefitting from selling AI. Not everyone has benefitted from selling AI to their base. Now not everyone is up. Not all of them, but so many.

Growth 120

Growth Up-sell Pipeline Start-ups 120

SaaStr

DECEMBER 18, 2024

and >accelerating< – 80% Gross Margins – 500 $1m+ customers 20x ARR doesnt seem >that< high pic.twitter.com/5qW7jeReQc — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) December 17, 2024 So SaaS is back. And it will be cash-flow positive in 2025. It will be cash-flow positive in 2025. #4.

Cross-sell 113

Cross-sell Drivers/motivators Up-sell Growth 113

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. When you change the apps at the center of the stack, you end up making changes throughout the stack.

Cross-sell 112

Cross-sell Growth CRM Up-sell 112

Martech

JANUARY 7, 2025

billion online between November 1 and December 31 of this, up 8.7% billion in ecommerce sales, up 8.4% Dig deeper: 2024 holiday sales live up to record-breaking projections Inflation. Dig deeper: Will AI agents conduct the martech orchestra in 2025? billion, up 8.8% billion, up 9.9% billion, up 6.8%

Retail 108

Retail Price Up-sell Sell 108

Sales Gravy

MARCH 30, 2025

On Track If you hit your quota in Q1 and ended up right where you should be, nice job! With so much volatility in the market place in the moment I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University. Youve kept your promise.

Quota 104

Quota Pipeline Sales Up-sell 104

Sales Hacker

JANUARY 14, 2025

You’ll walk away from this episode with some great ideas from top operators on how to increase revenue, align your teams, and make a huge impact for your company in 2025. New year, time to take back control – 2025 is the year of inbox zero. We are in 2025. And 2025 is the year of inbox zero for me.

GTM 108

GTM Growth B2B Pipeline 108

SaaStr

JANUARY 25, 2025

Sales cycles are up 50%, discounts are hitting 20% to close deals, and monthly churn has tripled from 1.1% But here’s what’s working now for top SaaS companies maximizing revenue in 2025: 1. billion in capital funding and worked with 5,000 customers across North America and Europe The SaaS world has changed dramatically.

Contract 93

Contract Growth Pipeline CRM 93

Sales Hacker

MARCH 30, 2025

But one unassuming topic that kept coming up? Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling. Use a multi-touch approach by following up cold calls with personalized emails. Cold calling. Tips for sales reps 1.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Hubspot

MARCH 26, 2025

Ive worked with businesses that spend thousands on software that sales teams end up barely using. If you want to make your sales process easier, this guide will introduce you to five of the best sales enablement platforms in 2025. Automating follow-ups and keeping track of customers in one system. Other tools?

Price 53

Price CRM Sales GTM 53

Martech

DECEMBER 20, 2024

Use headings, bullet points and concise sentences to break up the text. Example A webinar about Cybersecurity Trends of 2025 should aim to educate, not sell. Takeaway Be clear about what your audience will get (education, tools or strategies) and save the hard sell for when theyre ready. Aim for clarity, not complexity.

Education 113

Education Manufacturing B2B Trust 113

SaaStr

FEBRUARY 1, 2025

Its just hard to fly in sales selling something much harder to sell than your last role. But sell something even a smidge easier to sell than the last one? Even if its still really had to sell. So long as its just a smidge easier to sell than the last one. And they just start making things up.

Sales 74

Sales Up-sell Sell Start-ups 74

Sales Hacker

JANUARY 7, 2025

New year, time to take back control – 2025 is the year of inbox zero. One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm.

GTM 117

GTM Sell Customers Cold Call 117

SaaStr

JANUARY 18, 2023

Once you’ve been selling for even a little while, you’ll start to assemble a list of the common “objections” to buying your app. So if a BigCo just paid $10m a year for Salesforce — there is another $2m in ACV for attached apps up for grabs. “Thanks for the discussion, but we’ve have 4 years more on our contract with your competitor.

Contract 124

Contract Strategize Prospecting Up-sell 124

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. Email: Business email address Sign me up! I knew he had it. But what about the rest?

GTM 104

GTM Drivers/motivators Legal Finance 104

Search Engine Land

JULY 22, 2024

The previous election was during the pandemic, so shopping habits and promotions are not comparable The shorter shopping period means the last shipping day deadline is earlier, there’s less time to clear inventory for 2025 and fewe ad space and promotions available will increase costs. Line those up sooner in the season. Processing.

Niche 98

Niche Retail Promote Follow-up 98

Sales Hacker

FEBRUARY 14, 2025

The news was picked up by TechCrunch , BetaKit , and many others. Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales. Another way to think of this is that we were moving from selling to SMBs to selling into the Enterprise.

GTM 79

GTM Sell Pipeline Networking 79

SaaStr

MARCH 2, 2025

And see everyone for 200+ more sessions, workshops, 1-on-1s and more like this at 2025 SaaStrAnnual.com! Showing up at someone’s office? As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. May 13-15 in SF Bay!! Email is easy. Cold calling is harder.

Growth 77

Growth Cold Call Cross-sell Account management 77

SaaStr

FEBRUARY 26, 2025

pic.twitter.com/RhXYJqZuMg — Marc Benioff (@Benioff) February 26, 2025 Let’s dig in more 5 Interesting Learnings: #1. Salesforce May Be Hiring 1,000+ Reps To Sell AI, But Overall Sales & Marketing Spend is down From 32% of revenue a year ago to 30% today. Salesforce Growth: FY26 $40.9B (guidance) FY25 $37.9B

Growth 80

Growth CRM Up-sell Service 80

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. Email: Business email address Sign me up! I knew he had it. But what about the rest?

GTM 95

GTM Drivers/motivators Legal Finance 95

SaaStr

MARCH 6, 2025

All the questions still hold today, but I wanted to update them for 2025. You’ll learn if they can sell in competitive environments for real or not. This will ferret out if he/she can play at an early-stage SaaS start-up successfully and if they know how to scale once you scale. Listen here, also. Really listen.

Quota 73

Quota Sales Up-sell Lead generation 73

SaaStr

FEBRUARY 2, 2025

Top Posts: #1: Its 2025 And Even Salesforces Sales Team is Kind of Phoning It In (At Least Some Of It) #2: The #1 Reason SaaS Companies Stall Out at $15m-$20m ARR #3: AI is the Best Thing to Ever Happen to SaaS. Its Unlocking Even More Budget #4: Whats Really Going in Venture Today: Deals Are Down, But Big AI Dollars Are Up.

B2B 62

B2B Up-sell Sell Sales 62

Martech

JUNE 3, 2024

Buy, sell, or share PI of 100,000+ consumers or households. Gets 50%+ of annual revenues from selling or sharing consumers’ PI.

Contract 134

Contract Up-sell Service Price 134

Martech

MARCH 5, 2025

But this thinking misses a key point brick-and-mortar is not just about selling. Email: Business email address Sign me up! Netflix is preparing to open physical stores by 2025. This might seem out of step with its digital-first model, but it isnt opening stores just to sell more subscriptions. Processing.

Retail 80

Retail Drivers/motivators Launch Up-sell 80

Martech

FEBRUARY 7, 2025

Example: A software company selling to Fortune 500 technology firms can target users searching for software-related keywords who also: Work at large companies (10,000+ employees). Dig deeper: 2025 predictions for top B2B paid media channels 2. Email: Business email address Sign me up! Company size. Processing.

B2B 81

B2B CTR Lead generation Sports 81

SaaStr

MARCH 12, 2025

And see everyone at 2025 SaaStr Annual, May 13-15 in SF Bay for 300+ more sessions, workshops, and braindates like this! This wasn’t what you signed up for when founding a “product company,” was it? This funnel can only be analyzed through market researchit won’t show up in your CRM.

Pipeline 80

Pipeline B2B Territory Quota 80

SaaStr

SEPTEMBER 16, 2024

And the parts that sell “classic” B2B2B into tech are often struggling the most. But here’s the thing, at a macro level, there is no big downturn: SaaS and Cloud spending are still up a massive 20% this year Folks taping into the trends where spending is up are on a tear. And maybe it will be. But for a reason.

Growth 131

Growth Up-sell Closing Sell 131

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. They set up meetings with Fortune 500 CIOs. Leveraging Investors for Growth Another underutilized growth channel?

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Adaptive Business Services

JANUARY 1, 2025

What will 2025 look like? 2025 will be all about personal development. If it doesnt, 2025 may be my last ride. However, I made up for that with additional support for existing clients. I excel at these for the signage industry as I can also impart product knowledge along with selling skills. Full disclosure.

Referrals 62

Referrals CRM Non-Profits Contract 62

Martech

FEBRUARY 24, 2025

Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures. It might be able to set up a basic version of AI-driven marketing, but will it produce breathtaking results out of the gate? Processing.

Objectives and Key Results 98

Objectives and Key Results Government Technology Technology 98

Highspot

FEBRUARY 28, 2025

Instead of building relationships and closing deals, they’re bogged down by administrative tasks, searching for content, and struggling to stay on top of follow-ups. Increase selling time Time-consuming admin work is one of sales biggest challenges. After one or two more attempts, they give up and move on.

Follow-up 52

Follow-up Government Sales Up-sell 52

ClickFunnels

AUGUST 11, 2021

Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. For example: If you focus solely on the number of email subscribers, you might end up sacrificing lead quality for lead quantity in an attempt to “improve” this metric. And what is that context? Your sales funnel.

Lead generation 246

Lead generation Niche Price Promote 246

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Waking up to a request for a meeting in his office felt surreal. Now, another year has gone by and I am currently the Junior Account Manager for the UTD Sales program with plans to graduate early in the Spring of 2025. Marketing, sure. Not a chance.

Sell 139

Sell Pitch Up-sell Account management 139

ClickFunnels

JULY 28, 2021

Now, this seems obvious when you think about your own online shopping behavior, but it’s easy to forget when you are the one doing the selling. Our co-founder, Russel Brunson, has come up with a better way to sell online. Once your sales funnel is all set up, you need to test it to see if works. So don’t do it!

Niche 246

Niche Promote Pitch Follow-up 246