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. ABSD is a powerful channel for educating these markets. Target Addressable Market (TAM). Is ABSD for you?

GTM 85

GTM Education Sales Contract 85

Sales Hacker

FEBRUARY 7, 2018

This misunderstanding in growth can cause many misunderstandings in a world where no one is educated in sales. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Growth rate depicted from traditional B2B sales teams vs. SaaS Sales teams.

Growth 101

Growth GTM SQL Strategic partnership 101

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

Sales Hacker

SEPTEMBER 2, 2023

Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. What are you currently experimenting with?

GTM 97

GTM Negotiate Pipeline Contract 97

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. Deep understanding of ASC 606 (the newest revenue recognition standard for companies that contract goods and services with customers). A sales rep has won over a new customer.

Finance 117

Finance Cross-sell GTM SQL 117

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. I also find customers respond exceedingly well to companies that can educate and teach them new ways of doing things. And so the initial sale to us in a SaaS situation is all about establishing that value contract.

Gaming 81

Gaming Customers Construction Contract 81

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 105

Cross-sell Finance Strategize Technology 105

Hubspot

SEPTEMBER 12, 2018

According to sales educator and expert Jeff Hoffman , a wide-brim champagne glass is a better metaphor. Proposal sent: The buyer reviews your proposal or contract. Average deal size: The mean value of a contract. A sales manager following this philosophy would ask his rep to connect with 300 buyers to close 100 deals.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. You need to invest more resources into educating buyers about your novel solution. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

SalesLoft

JANUARY 16, 2024

But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. Typically, buyers are going to do their due diligence and educate themselves about a new piece of technology before they ever engage with it. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

Hubspot

SEPTEMBER 5, 2018

We’ve made investments that systematically target our biggest points of friction: Great free software as an entry point, channels that help people connect now instead of later, a sales process that solves for prospects, and a broad range of customer education. Part 1: Mapping your go-to-market strategy.

Promote 78

Promote Growth Prospecting Education 78

Spiro Technologies

MAY 26, 2023

The contract is signed, and you’ve received the payment. Regular education and training on the stages are necessary, as they may not be retained from initial training alone. Regular education and training on the stages are necessary, as they may not be retained from initial training alone. Closed Won: Congratulations!

Pipeline 52

Pipeline CRM Represent Contract 52

ConversionXL

APRIL 7, 2021

This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.)

CRM 98

CRM Cross-sell GTM Cold Call 98

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 86

GTM Pipeline Healthcare Sales 86

Gong.io

MARCH 11, 2021

We created the Revenue Intelligence category to enable leading revenue teams to get the unfiltered truth about their customers and transform the way they go to market. A stickier, larger contract with an immensely happy customer who turns into an advocate is pretty much the best-of-the-best for any person on the CS team.

Customers 62

Customers Contract Growth Conversion 62

SaaStr

JUNE 10, 2021

In the 2000s, we turn into software licenses where we sold support contracts on top of them. You need to be able to educate them on how much it will cost depending on how much they use it so that they can make budgets. How do you hide the complexities and make the contract low friction with an enterprise B2B SaaS product?

Customers 66

Customers Price Contract Objectives and Key Results 66

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

Hubspot

JULY 25, 2023

Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI. Collecting information like CRM preferences, contract details, and account notes was difficult to gather and input into Salesforce while on a call. At the very least, you’ll stay up-to-date on trends in sales.

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

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

Sales Hacker

DECEMBER 8, 2020

And the first thing they’re doing is searching around on the internet for solutions and beginning to educate themselves, and 6sense can help you find those companies when they’re beginning to search for your solution and then get them right at the moment that they’re going to be most interested.

Sales 117

Sales E-commerce Technology Technology 117

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 68

Follow-up Go To Market Meeting Start-ups 68

SalesLoft

JUNE 20, 2019

’ I came back a week later, and they would educate me on why this tool was either better or worse, how it worked, the ergonomics of it. After I gather that information, then I would go to the Foreman and say, ‘Hey, I’ve been working with a bunch of your workers here and understanding their how they do things.

Territory 63

Territory Sales Construction Up-sell 63

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. Their demographics can include their, age, gender, hobbies, income, level of education, location, etc. Wrapping Up.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

NOVEMBER 21, 2019

The way that I see it, there’s been a great success which has been education. Education has impacted both the supply of … we’re talking about the B2B SaaS entrepreneurs and the supply of investors. Emilie : The way I see it, the bar is higher because on the … because of education, there has been a metrics war.

B2C 72

B2C B2B Start-ups Growth 72

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

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

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. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Among its differentiators are machine.

Customers 20

Customers Tradeshows Technology Technology 20

Gong.io

JANUARY 5, 2019

That means educating your buyer about a problem they either undervalue or don’t know they have. Commercial teaching works well in this environment because your buyer needs to be educated. This sales methodology also works well in highly competitive markets. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

Veloxy

FEBRUARY 15, 2024

Catering specifically to women of faith in Direct Sales and Network Marketing, podcasts like ‘Apostolic Girl Boss’, ‘Kingdom Dreamchasers’, and the ‘Crazy Big Dreams Podcast’ blend sales education with stories of faith and personal development.

Gaming 233

Gaming Sell GTM Technique 233

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Juliette Evans, learning and development business partner for Close Brothers , uses Salesforce Trailhead to support her teams’ ongoing education. “We Automate tasks to maximize efficiency.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 21, 2020

So if you are in the modern world, 2021, you are going to market, as a brand manufacturer, as a retailer, as a distributor, any of these models, in a hundred different ways. So first and foremost, you want to have control of your go-to-market, and you’ve got to have the ability to sell to your customer yourself.

E-commerce 119

E-commerce Manufacturing X-functional Retail 119

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. And that means they’re going to renegotiate prices for tools that they deem essential. I think most SaaS startups haven’t seen the full effects of what you’re going to see.

Finance 110

Finance Government Price Contract 110

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 68

Contract Price Commission Conversion 68

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

SaaStr

MAY 8, 2020

Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow. And the hardest thing, Bob said, is for founders to let go of their founding idea. Loving our podcast content? Harry Stebbings: But enough from me.

Cross-sell 96

Cross-sell Contract Start-ups Up-sell 96