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. Drive the shift from push to pull marketing.

B2B 113

B2B GTM Cross-sell Cold Call 113

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Let’s look at them: Value.

Objectives and Key Results 114

Objectives and Key Results Pitch GTM Cold Call 114

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver. It may take days before the rep can actually send a contract for signature.

Finance 114

Finance Cross-sell GTM SQL 114

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. 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. Customer contract life cycle management.

Territory 106

Territory Non-Profits Contract Quota 106

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. Product training techniques like gamification keep teams motivated. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 117

Product SQL Contract Sales 117

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

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. The whole idea about finding ways to motivate your team–for everyone, it’s different. Before we go, we want to thank our sponsors. Is it money? Sam’s Corner.

Contract 82

Contract Drivers/motivators Sales Price 82

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 87

GTM Negotiate Profit margin Contract 87

InsightSquared

JULY 1, 2021

And there’s no better driver of great decisions than information and education. . 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). . Go-To-Market Strategy.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Heinz Marketing

MARCH 6, 2019

ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement. The vast majority of companies will continue to have an inbound or demand model and an account based model, with account based efforts shifting the customer mix and becoming a driver of incremental growth.

B2C 74

B2C Drivers/motivators Account management B2B 74

Partners in Excellence

DECEMBER 30, 2014

It could be the business/markets have changed, yet we haven’t changed how we go to market. They do want to work differently than previous generations, they need to be led, motivated, and managed differently (but isn’t this true about each individual?). The root of this problem is with management, as well.

Growth 132

Growth Contract Up-sell Start-ups 132

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Why don’t we actually go down the line?

Territory 60

Territory Cross-sell Contract Drivers/motivators 60

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

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. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 105

B2B E-commerce Cold Call Represent 105

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. What’s my organization, what’s my go to market model? The Flip Between Sales and Marketing.

Product 78

Product Objectives and Key Results Up-sell Contract 78

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 103

Cross-sell Legal Contract Price 103

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

Highspot

DECEMBER 12, 2023

By highlighting examples of how reps have leveraged the tool to improve their performance, you can motivate adoption. Highspot’s heavy adopters [within our organization] become the above-average performers for pipeline generation and conversion,” said Alessandro Canzian, head of group go-to-market at Vodafone Business.

Contract 59

Contract Pipeline Drivers/motivators Technology 59

Sales Hacker

DECEMBER 2, 2019

Motivations of an individual contributor vs. a manager. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. What You’ll Learn.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Gong.io

AUGUST 10, 2020

The account management function is a critical driver of long-term retention. At the end of that contract, you’ve got to sell it again. Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market. Key Points to Remember.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SalesHandy

MAY 4, 2020

It could be to plan sales for next quarter, Go-To-Market for a new product, etc., You might have leads in the pipeline who’re waiting to buy but are on the fence regarding current market conditions and uncertainties related to it. Subject line: Extending the Contract closure towards next Quarter. Stay Safe and Healthy!

Pipeline 81

Pipeline Campaign Price Up-sell 81

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Contract lifecycle management. Motivate the team to increase efficiency. The more you can support and motivate your team to deliver on high-priority initiatives, the more you can help your company succeed overall. Integrate with marketing. Communication tools.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Their motive is limited to finding out if a customer is interested in their product. Asking for sale is not like asking to sign a contract.

B2B 71

B2B Cross-sell Negotiate Up-sell 71

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract!

GTM 53

GTM Contract Cross-sell Account management 53

Spiro Technologies

MAY 26, 2023

The contract is signed, and you’ve received the payment. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business. Closed Won: Congratulations! These definitions and stages are just suggestions.

Pipeline 52

Pipeline CRM Represent Contract 52

criteria for success

APRIL 1, 2020

You need to know what you’re going to market with and why people should want to buy it. In some cases, now might be a good time to invest in new systems like an eSign platform so people don’t need to print and sign contracts. 5 Marketing Ideas to Encourage Sales & Marketing Collaboration. Download Now.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. What’s the go to market motion look like?

Account management 98

Account management Engineering Launch Start-ups 98

Lead Fuze

JANUARY 1, 2022

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. One OEM contract can give thousands or tens of thousands access to licensors software. Using an OEM go-to-market strategy. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract Price 52

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 61

Product Pipeline Engineering Cross-sell 61

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 65

Follow-up Go To Market Meeting Start-ups 65

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

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. When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. Is it Possible to Outsource Sales?

Commission 52

Commission Territory Sales Objectives and Key Results 52

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. The purpose of this exercise is to understand your best customers’ motivations behind selecting your product as their desired choice.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JANUARY 28, 2020

They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. But I think there is certainly a motivating factor for the folks on our team that we do sort of take the bet on, and that’s powerful. Aaron : And they just have to do it. Jason : All right.

Growth 96

Growth Promote Engineering Up-sell 96

SaaStr

AUGUST 8, 2019

How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Agnes Bazin: So, we have anything you can think of, we train people on so that after two weeks all of the Doctolib Academy first they are highly motivated. Andrei B.:

Appointment 49

Appointment Hospitality Sales Inside sales 49

SaaStr

AUGUST 8, 2019

How you decide on this model and go-to market strategy? What I told you that a success factor for sales for us is not just signing the contract. Agnes Bazin: So, we have anything you can think of, we train people on so that after two weeks all of the Doctolib Academy first they are highly motivated. Andrei B.:

Appointment 43

Appointment Sales Hospitality Inside sales 43