SaaStr

DECEMBER 8, 2023

When they set out to launch, they selected as wide a variety of design partners as they could in different industries and use cases to see how healthcare, banking, or consulting use these tools. A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data.

GTM 125

GTM SQL X-functional Engineering 125

Hubspot

JUNE 13, 2018

To win larger, consultative deals, Rackham argues salespeople must abandon traditional sales techniques. Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? How do you do X? What’s your process for X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Martech

NOVEMBER 15, 2023

Budgets are down, teams are facing layoffs and martech consultancies are struggling due to client budget cuts. Marketing was viewed as the “fluffy stuff,” particularly in engineering-driven corporations, mostly because it was difficult to quantify the impact marketing had on the business. This is particularly true in B2B companies.

X-functional 104

X-functional Objectives and Key Results Technology Technology 104

Martech

JUNE 21, 2023

I was working in engineering for a high tech company and realized that growth within that company, in an engineering role, was not going to be available to me. I didn’t have an engineering degree. Where we’ve come to is, we always ask ourselves “Is this enabled by AI and is AI critical to its function?”

X-functional 101

X-functional Technology Technology Construction 101

Heinz Marketing

NOVEMBER 16, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. You might look at the platforms below and be thinking “there’s some missing” or “why isn’t X included?”, Boost productivity across teams by helping them access the business data they need to work better cross-functionally.

B2B 122

B2B X-functional SQL UX 122

Pointclear

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Run a functional investigation. The limits of competitive analysis. At the same time, competitor analysis should be done with proper context. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

JANUARY 4, 2021

The revenue department seeks to bring all functional areas onto the same page for a complete view of an organization’s revenue stream. The heads of these siloed departments decide their priorities and goals without consulting with the other functional units. So, let’s break down what it is and why it’s so necessary.

X-functional 103

X-functional CRM Finance Growth 103

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 78

GTM X-functional Start-ups Campaign 78

Hubspot

AUGUST 17, 2020

In fact, in 2019 22% of Gen Z, 20% of millennials, and 16% of Gen X have made a purchase inspired by an influencer post on social media. She added, "Think about it like this -- influencers on Instagram are the new model examples on how products wear, work, function, and are used rather than in-store experiences.".

Niche 101

Niche X-functional Referrals Gaming 101

SaaStr

DECEMBER 6, 2023

Their co-founder, Dylan Smith, handles many functions of the business, like finance. His work frees Aaron to focus on what he loves: product and engineering. The other part of the business Aaron needs help with is the GTM operation — customer success, marketing, all of the international global operations, sales, and consulting.

X-functional 116

X-functional Non-Profits GTM Price 116

Heinz Marketing

JANUARY 18, 2021

A ccidental media mogul, Ben Shapiro, has a fascinating story of going from being a consultant and now really making his living with media properties. I left my last startup job and decided to create an independent consulting practice, helping early in growth stage companies figure out their brand strategies, their marketing strategies.

Pipeline 124

Pipeline Consult Sales Start-ups 124

Search Engine Land

APRIL 14, 2023

Dealing with the aftermath can be a nightmare for SEO teams and the external SEO consultant (who often only gets called to fix others’ mistakes). Search engine bots and users might end up on error pages or get redirected to the homepage, resulting in poor user experience and missed SEO opportunities. No redirects in place.

UX 99

UX X-functional User Experience Technology 99

Sales Hacker

SEPTEMBER 29, 2020

We’ve got two sponsors, the first is Sapper Consulting. Sapper Consulting makes it easier though, because they built Regie. I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community. It’s not that easy.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Resell arrangements are usually made with channel partners, consultants, and solution providers.

GTM 89

GTM Negotiate Profit margin Contract 89

Hubspot

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. For example, inbound salespeople may offer a free consultation or ebook about the area the buyer is researching. You can segment the people you target by role, title, function, or common behaviors.

Prospecting 98

Prospecting Sell Healthcare Sales 98

SaaStr

JULY 10, 2021

At the beginning, my vice presidents were engineering, and product, and a designer. A lot of time in their mindset they want to do copy/paste from what they did in the previous company, “That worked for me at company X, it’s going to work like that in WalkMe.” Nikos : What about functions? Build the product.

Finance 105

Finance X-functional Start-ups Trust 105

Heinz Marketing

MAY 16, 2022

So if you start loving prospects and customers, understanding their pain points and needs and really trying to help them through the process and be consultative in that way, you’re setting yourself up for a good relationship longer term, I think. I’m a big believer in cross-functional alignment. Matt : Yeah.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

SaaStr

DECEMBER 17, 2019

If engineers are doing days or weeks or even sometimes months of work to install something, it’s incredibly unlikely that they’re going to quickly rip it out and change it. So we’re trying to identify the lowest level engineer, build a fantastic experience for them. As such, we do a lot of things very differently.

Finance 85

Finance X-functional Non-Profits Launch 85

PandaDoc

OCTOBER 13, 2022

With Zoho filling the space between small businesses and larger enterprises, hiring consultants may be warranted, as they’ll help guide your team’s journey toward fully uncovering all of the capabilities and strengths the software offers. Lead generation X ? Social media integration X ? Free version X ? Free version X ?

X-functional 52

X-functional Territory CRM Lead generation 52

Sales Hacker

JUNE 20, 2019

Engineered as much automation as we could in our sales process. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. 7) The Sales Enablement function is being asked to deliver visibility into the actual impact their coaching has on the team. A Little Background.

Quota 85

Quota X-functional Strategize Start-ups 85

Heinz Marketing

JULY 13, 2020

She says, “Well, maybe afraid isn’t the right word, but it’s because I worked for a consulting firm and they did culture work and it took forever and cost millions of dollars. Creating a revenue growth engine is no small task, nor is it one that can be done overnight. I was afraid to use it for years.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

Hubspot

MARCH 10, 2016

Typically, next steps for leads at this stage are a call from a sales rep, a demo, or a free consultation -- depending on what type of business is attempting to close the lead. Websites that receive many inbound links can be more likely to rank higher in search engines. 9) Bounce Rate. It is owned by Google, after all.). 39) Hashtag.

Networking 78

Networking Engineering Non-Profits Follow-up 78

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources.

Growth 119

Growth Cross-sell Start-ups X-functional 119

Sales Hacker

JUNE 9, 2020

And what I learned from that experience was that I was more interested in working with the companies themselves than working on the financial engineering of those companies. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly. Some have caught on. Some teach marketing.

Finance 105

Finance X-functional Pipeline Territory 105

SalesHandy

MAY 1, 2020

Only 29% of people want to talk to a salesperson to learn more about a product, while 62% consult a search engine. Various search engines show multiple results and make the user land on the solution page of various websites. Subject Line: [X] Growth Hacks for [Recipient’s Product].

Prospecting 87

Prospecting Cold Call Technique Sales 87

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. I think a lot of investors really like product led, product centric CEOs these days, they used to be the engineers and technical CEOs. And I think it’s anything but, but it needs to be layered on top of a revenue marketing engine.

Growth 84

Growth Contract Pipeline B2B 84

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. These companies labor over engineering architecture, pixel perfect design and the pricing was an afterthought. If you value speed, you might up in for an Uber X.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

ConversionXL

AUGUST 31, 2017

If you work in conversion optimization – whether at an agency, in-house, or as a consultant – you almost certainly run A/B tests. Here’s a review from Sean Patterson , a Digital Analytics and Optimization Consultant at Conversion.com: Sean Patterson: “An enterprise testing tool with a wide range of capability and customisation.

A/B testing 129

A/B testing E-commerce X-functional UX 129

Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. If I look at one thing, we all think about consultative selling, about active listening. Fred Viet: That’s good. Scott Barker: Awesome.

GTM 119

GTM Sell Customers Cold Call 119

ConversionXL

NOVEMBER 11, 2015

Whether you’re a conversion optimization agency, consultant, or in-house at a startup or enterprise, investing in the right conversion optimization tool is a big decision. To navigate the list, you can filter out tools based on function as well as for which size company it works best. It’s basically only for enterprises, though.

Conversion 124

Conversion A/B testing UX Consult 124

Sales Hacker

MARCH 2, 2020

It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies. Jeffrey Gitomer. Mark Hunter.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. That doesn’t mean to say, you’re going to do away with the functions. It cannot work in the future because that isn’t how society functions. I mean, what do they do?

Retail 109

Retail Start-ups Drivers/motivators Up-sell 109

ConversionXL

APRIL 3, 2018

Ed Fry – Customer Data Operations: Unleashing your hidden growth engine. Value = (Knowledge + Process) x Skill x Attitude. There’s an Experiments Council: internal consulting to help with tricky design , setup and interpretation. Functional analysis. edfryed talks at #cxllive pic.twitter.com/dQd4N5anQd.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

ConversionXL

JANUARY 24, 2017

As Ronny Kohavi , Distinguished Engineer, General Manager, Analysis and Experimentation at Microsoft, put it: Ronny Kohavi: “Experimentation is getting more recognized as essential to guide product development, when it is applicable (not always, as you can see in Section 6 in this paper ). And that expands the skills that optimisers need.

Conversion 87

Conversion UX A/B testing SQL 87

SaaStr

MARCH 3, 2020

And so, I consult and advise for startups about 35 startups over the last three, three and a half years. QUESTION 4: Comp range in OTE as a function of your current revenue. He talked about how he’s selling a product in the engineering space or to engineering as a buyer. What was the other question? New category.

Sales 93

Sales Promote X-functional Up-sell 93

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. Let’s really triple down and mid market inbound, that’s what we know how to do, and let’s set up three cross functional experiment teams and keep them small. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am.

Growth 106

Growth Cross-sell Contract X-functional 106