Sales Hacker

SEPTEMBER 11, 2018

A Good VP of Sales Can Be Measured By Uniform Quota Attainment [29:06]. The Tension Between Sales And Marketing Needs To Exist [33:38]. I became an account manager for some of the large social networks. A Good VP of Sales Can Be Measured By Uniform Quota Attainment. About Tomasz Tunguz: An Introduction [3:07].

Quota 48

Quota Construction Drivers/motivators Growth 48

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

SaaStr

AUGUST 27, 2019

But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels. What does that look like? So yeah, ICR.

Territory 62

Territory Contract Cross-sell Drivers/motivators 62

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. But if you have Salesloft, everything changes.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 84

GTM Pipeline Healthcare Sales 84

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. What was really important is joining a company whose product already serves the needs of the market. requires many times a whole new sales cycle. .

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

MARCH 2, 2025

But with each new product, the go-to-market motion became increasingly complex. ” The most surprising insight: Matt believes it’s easier to teach revenue-generating salespeople to have empathy than to teach customer success managers to generate revenue. “It’s a cultural thing that humans can learn.

Growth 77

Growth Cold Call Cross-sell Account management 77

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. The latest figures show that the majority of SDRs are missing quota , struggling. Get rid of quotas and get rid of commissions. Nelson, welcome to the show. What’s the premise behind the book?

Commission 104

Commission Quota Assembly Line Sales 104

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. more likely to hit quota.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

OCTOBER 7, 2021

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. I managed a team of senior sales people and carried an individual quota. What is one a-ha moment you’ve had in your sales career?

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. The role of the “Account Manager” (psst…it’s a salesperson) is to help get other teams within that organization to use Slack. And there’s still a quota to hit. What does it mean to be product-led?

Product 120

Product SQL Contract Sales 120

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. Your quotas are now combined.

Sell 112

Sell Territory Quota Up-sell 112

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

Cold Call 22

Cold Call Trust Go To Market B2C 22

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things. So I think for us, we at Figma still review sales quotas each quarter.

Sales 108

Sales Price Quota Start-ups 108

Heinz Marketing

JANUARY 21, 2019

How are you trying to go to market? I’ve noticed more CMOs and more marketing leaders think beyond just the sales funnel now and really think, especially B2B, think about the entire customer lifecycle. How are you trying to grow?

Pipeline 75

Pipeline Growth Sales Technology 75

SaaStr

JANUARY 28, 2020

You have to put something in to get something out of it, and I think that obviously sounds biased coming from a marketer, but that is just the case. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Growth 97

Growth Promote Engineering Up-sell 97

SaaStr

APRIL 3, 2019

As for Ben, he spearheads global sales and go to market teams. Harry Stebbings: As for Ben, he spearheads global sales and the go to market teams at Flexport and prior to Flexport, Ben helped drive two high growth companies to successful acquisitions. We even call them operations managers. To date, they have $1.35

Customers 40

Customers Quota Start-ups Up-sell 40

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

Cold Call 44

Cold Call Trust Go To Market B2C 44

SaaStr

MARCH 1, 2019

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? There’s two questions, I think.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? There’s two questions, I think.

Contract 12

Contract Price Commission Conversion 12

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99

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.

GTM 82

GTM Growth X-functional Referrals 82

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. There was no structured playbook, no hiring blueprint, and certainly no quota capacity planning. Prior to that, she led marketing teams at an impressive array of companies, including Asana, Honor, Google, and Microsoft.

GTM 74

GTM Construction Launch Quota 74

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 116

GTM Construction Up-sell Cross-sell 116