Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve bets help us anticipate market saturation or operational bottlenecks before they happen. If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 123

GTM Growth Referrals Contract 123

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic.

Go To Market 61

Go To Market Electricity Healthcare Education 61

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

SaaStr

SEPTEMBER 5, 2022

These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Many product-led companies do not go to market with the right pricing. Think of a team of five to ten recruitment representatives who need to send out contracts for signature.

Contract 113

Contract Price Growth User Experience 113

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Fresh data in the mix will make all the difference in keeping the ICP sharp and actionable.

GTM 66

GTM B2B Drivers/motivators Manufacturing 66

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . What is your total addressable market?

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

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. Conversational intelligence software. Is it worth signing up for an annual contract or choosing a month-to-month contract?

GTM 122

GTM Contract Quota CRM 122

Gong.io

SEPTEMBER 9, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . It’s about stakeholders.

Closing 162

Closing Sports GTM Legal 162

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Martech

MAY 28, 2024

Why it’s valuable Think of ChatGPT as a brainstorming mechanism that can take conversational-type input and organize your thoughts, sometimes better than you can. With the rise of AI-generated content across all markets, Originality.ai Originality.ai A tool like Originality.ai Creative content development 8.

GTM 119

GTM Drivers/motivators B2B Campaign 119

Heinz Marketing

SEPTEMBER 20, 2021

And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful. We’re helping customer success keep those customers, especially if it’s a B2B or a multi-year contract. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Conversion Rates. Contract Management. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Sales Activities.

Territory 107

Territory Non-Profits Contract Quota 107

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. When entering upsell conversations, we’ll look at the user base for different product behaviors to determine who has a higher propensity to buy our new product offerings.

Growth 120

Growth Contract Up-sell Product 120

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of conversations. Primary Conversion Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesforce

AUGUST 12, 2021

As part of a three-member demand gen marketing team for Salesforce Marketing Cloud , Galit Heimlich and her colleagues are responsible for influencing 40% of the product’s marketing pipeline and annual contract value. Use channels to organize marketing workflows and engage project teams.

Campaign 98

Campaign Contract B2B Conversion 98

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. Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth. Is ABSD for you?

GTM 85

GTM Education Sales Contract 85

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. They asked themselves, “what if we moved to some motion of licensing contracts?” This changed the conversations with customers. This changed the conversations with customers.

Growth 103

Growth Cross-sell GTM Up-sell 103

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 112

B2B GTM Cross-sell Cold Call 112

InsightSquared

JULY 1, 2021

Conversational Intelligence . The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . Funnel Conversion Rate. Go-To-Market Strategy. Dashboards.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. The importance of sales and marketing alignment reales on communication and measurement. Great conversation with Jessica Wilkeyson.

Contract 85

Contract CRM Consult Cross-sell 85

Sales Hacker

JANUARY 13, 2021

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. For example, you can measure visitor traffic or conversion rate on two different web pages having similar content and purpose. Conversion. Annual Recurring Revenue.

B2B 105

B2B E-commerce Cold Call Represent 105

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. You’ll also likely have brand recognition with the target company, which can result in more relevancy and greater opportunity conversion, especially if company objectives are similar. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

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.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

NOVEMBER 2, 2021

Join us for an authentic conversation about applying sales leadership to building SDR teams — and the role of personalization in generating opportunities. Now let’s listen to my conversation with Appy Choudhary. Appy Choudhary: 12 months on the lowest end and 18 months is the max, depending on what market you’re selling in.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 70

GTM X-functional Start-ups Relationship building 70

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. I try to get their buy-in, even before I come on board, that I’m going to be asking for their commitment and their buy-in on some non-traditional things. ?? Sam Jacobs:?

Contract 84

Contract Drivers/motivators Sales Price 84

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 104

GTM Product Price Contract 104

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Funnel Conversion Rate. Conversion rates have long been considered the holy grail of sales metrics. Is the quality of my data resulting in my low funnel conversion rate? Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. The question is whether you’re part of those conversations or not. Events are meant to start sales conversations between its’ attendees. Who Is At Risk?

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

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

SaaStr

APRIL 5, 2024

If you ask how they want the conversation to go, and they want to hear about the differences, you’re not being too aggressive. Do you need to discount to match competitors or buy them out of contracts to compete in this space? Would you like me to highlight those differences to compare and contrast?” No, you don’t.

Sell 94

Sell GTM Price Up-sell 94

Sales Hacker

SEPTEMBER 2, 2023

Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum). Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Kyle Norton – SVP My main RevTech stack isn’t too complex.

GTM 97

GTM Negotiate Pipeline Contract 97

Gong.io

DECEMBER 14, 2022

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). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract Up-sell 62

Hubspot

SEPTEMBER 12, 2018

Proposal sent: The buyer reviews your proposal or contract. It’s also critical to establish yield probability (or conversion rate) per stage. 256 conversations per day ÷ 100 reps = 3 calls per day. However, keep in mind every rep’s conversion rates will vary by stage. Average deal size: The mean value of a contract.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101