SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Until you have product-market fit, any time spent doing anything that is not talking to users or building something they want is wasted. Get great at list building.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. Reach out to us for a free 30 min consultation! payal@heinzmarketing.com.

GTM 111

GTM Contract Clients Consult 111

SaaStr

JUNE 22, 2023

At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world. Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC.

Contract 97

Contract Engineering Trust Technique 97

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What is sales enablement?

GTM 122

GTM Contract Quota CRM 122

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic). What factors determine ABSD success? Sales Cycle Length.

GTM 85

GTM Education Sales Contract 85

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 86

Contract CRM Consult Cross-sell 86

Martech

SEPTEMBER 14, 2023

Part of my task was auditing and evaluating GTM and marketing support as well as value-added performance by agencies, consultancies, and other advisors — including analyst firms. Margins bottom out in the absence of critical marketing levers like brand differentiation, ecosystem engagement and positioning.

GTM 129

GTM Market share Growth Technology 129

Sales Hacker

JANUARY 13, 2021

Resell arrangements are usually made with channel partners, consultants, and solution providers. OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. Licensing OEM software.

GTM 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

APRIL 29, 2021

In other cases, a marketing or sales enablement team will take on this task. No matter who ultimately writes the copy, the most important thing to consider when writing sales content is that sales reps need to be consulted. Content Lifecycle. When determining your sales content needs, consider the heart of your strategy.

A/B testing 117

A/B testing Sales Quota GTM 117

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 68

Product Contract Cross-sell Account management 68

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Application of this evaluation is typically applied to more transaction-oriented sales.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

Gong.io

DECEMBER 14, 2022

One that sees your reps become trusted consultants. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). Go-to-market outreach. You need a strategy that trades quantity for quality.

Sell 62

Sell Cold Call Contract Up-sell 62

SaaStr

APRIL 5, 2024

Apollo tries to be a trusted advisor with a consultative mindset. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Instead of hiring from a competitor, she’s more focused on hiring salespeople and go-to-market leaders who know “the motion” vs. the product.

Sell 95

Sell GTM Price Up-sell 95

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy Choudhary: I started off as an engineer and then slowly got into sales engineering, supporting and consulting techy clients.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. Product usage. Revenue number. This is your bread and butter customer.

Cross-sell 104

Cross-sell Legal Contract Price 104

PandaDoc

FEBRUARY 28, 2025

Align on goals : Collaborating on go-to-market strategies, engagement efforts, and shared KPIs can help departments work more effectively towards the common objective of driving revenue growth. Invest in effective automation tools : These help with anything from lead nurturing and pipeline tracking to contract management.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

Heinz Marketing

MARCH 15, 2021

Very excited to have with us Cuspera founder and CEO Subbu Vempati who is joining us, as well as Judy Ash , who is a long time CMO, a demand gen expert, and has been serving as a go to market advisor for the Cuspera team as well. Every marketer on the planet is experiencing this. Judy Ash: Thank you. Subbu Vempati: Matt.

Pipeline 120

Pipeline Sales Technology Technology 120

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? Their reputation is built on providing comprehensive coverage and advice of the entire market, not just on those that are paying them. Sales referrals?

Referrals 53

Referrals Negotiate Contract High impact 53

SalesHandy

MAY 4, 2020

It could be to plan sales for next quarter, Go-To-Market for a new product, etc., We’ve been consulting with our customers about switching up their outreach for the current situation. Subject line: Extending the Contract closure towards next Quarter. or simply, connecting them with someone who could help. Best, XYZ.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. They could be upcoming contract expirations, budget cycles, or regulatory changes.

GTM 52

GTM Retail Drivers/motivators Contract 52

PandaDoc

MARCH 17, 2025

You might see marketing operations reporting to demand gen, and then you might have a sales or business operations function supporting the sales strategy and process. The concept of RevOps is to ensure revenue efficiency and business processes are unified across all your go-to-market functions. What is FinOps ?

Legal 52

Legal Finance Strategize Growth 52

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. She’s now a consultant helping VPs of Sales scale and build their sales teams. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? They are like Kleiner Perkins, Google Ventures.

Gaming 81

Gaming Customers Construction Contract 81

Sales Hacker

DECEMBER 30, 2019

He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there.

Cross-sell 53

Cross-sell Contract Pharmaceutical Quota 53

Hubspot

NOVEMBER 29, 2022

Real-time insights that can be consulted throughout the forecast period. To accomplish these tasks, Gong pulls all interactions with a lead (phone calls, emails, contracts, etc.) The dashboards let me customize the views for key stakeholders across my go-to-market team. into your forecast in real time. User Review.

Pipeline 87

Pipeline Price CRM Quota 87

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. But, Let’s go to the beginning: How’d you get into sales? What You’ll Learn.

Product 63

Product Pipeline Engineering Cross-sell 63

SBI

FEBRUARY 25, 2020

Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. Your company: is launching a new product/service offering. you are right!

Customers 49

Customers Cross-sell B2B Strategize 49

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. And it was essentially providing consulting services for people in my local town and surrounding area. A gentleman called Mike Rognlien, he runs Multiple Hats Consulting.

Sales 117

Sales E-commerce Technology Technology 117

Lead Fuze

JANUARY 1, 2022

These companies usually sell to channel partners or consultants who then provide services around that product for an added value. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Using an OEM go-to-market strategy.

Negotiate 52

Negotiate Profit margin Contract Price 52

Partners in Excellence

JANUARY 19, 2018

Also, while, I’m at this stage of the discussion, too many think confuse the contracting process with the buying process. For instance, right now, I’m involved in the contracting stage of what’s been a very long complex buying process. Diving in a little more deeply. That process is unique to the company.

Process 54

Process Sell Drivers/motivators Sales 54

SBI

FEBRUARY 9, 2021

Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. When references aren’t a serious component of a company’s go-to-market strategy it is both comical and tragic. Customer references. This fact should cause leadership to take notice.

Customers 46

Customers B2B Contract Quota 46

SalesLoft

JUNE 20, 2019

So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. I remember walking into my boss’ office, dropping three huge contracts on this table, and saying, ‘See?

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. Because it is viral, but is viral like Dropbox as you noted, it is viral like DocuSign and Adobe Sign were when we built it in the early days, when by signing a contract, someone else inherently saw the product.

Price 111

Price Product Start-ups Niche 111

Lead Fuze

JANUARY 1, 2022

As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. This could cause you to take an us vs them approach.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. My focus is only revenue.

Growth 64

Growth Engineering Launch Commission 64

SBI

NOVEMBER 7, 2019

“Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels.”. And it all starts with understanding your customers and what needs to. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20