Gong.io

SEPTEMBER 9, 2021

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 . The right person to do that might be you, but it might be a sales engineer or someone from customer success. But your engineers? They’re experts.

Closing 162

Closing Sports GTM Legal 162

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]. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 111

GTM Represent Growth Contract 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

SaaStr

SEPTEMBER 12, 2023

The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. • Long-Term Contracts 8. No Contract At All Some good ones! . • The company should segment sales into Small, Medium, and Large customers as they approach $10 million in ARR. • Structured Data 4. Partners + Ecosystem 5.

Price 113

Price Contract Territory Quota 113

SaaStr

NOVEMBER 1, 2022

The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. There was a consensus among CPOs we met that product leaders need to be close to the customer vs. engineering. PP could be a strategic enabler of GTM scale up if done well.

GTM 117

GTM Niche Cross-sell Contract 117

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. My sales POC case study.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

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

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Lower the amount of improperly priced contracts that go out? Create greater alignment between go-to-market teams?

Legal 91

Legal Contract Price Negotiate 91

Sales Hacker

NOVEMBER 2, 2021

He’s a sales leader with over 14 years of experience, with an MBA and engineering background. 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 is a top performer at his company, Blend.

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

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

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

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. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Assist the CEO and sales leadership team with go-to-market planning.

Finance 117

Finance Cross-sell GTM SQL 117

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. Before we go, we want to thank our sponsors. With Conga you can simplify documents, automate contracts, and execute esignatures. This has been a great show.

Contract 84

Contract Drivers/motivators Sales Price 84

Sales Hacker

SEPTEMBER 11, 2020

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. – Robert Conrad, Head of Engineering, Crunchbase. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

PandaDoc

FEBRUARY 28, 2025

Enter RevOps, an approach that creates a cross-functional revenue engine by aligning these integral teams objectives and responsibilities. Lets dive into the foundational pillars of this approach that enable a seamless, scalable revenue engine. What does this mean for your business? says Diego Gaviola, CTO of Slingr.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

Highspot

JANUARY 19, 2024

Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Successful revenue engines require alignment across the board, where marketing and revenue operations play crucial roles in enabling sales.

Strategize 64

Strategize Growth Quota Sports 64

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. Not just in engineering and product, but in every level. And they trusted people. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

PandaDoc

MARCH 17, 2025

Its not just about making teams work better individuallyits about making them work better together to create a seamless revenue engine. 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. What is the purpose of RevOps ?

Legal 52

Legal Finance Strategize Growth 52

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. For example, you can invite product managers to host “office hours” and share the rationale behind new features or have marketers explain upcoming campaign angles to the sales team.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

MAY 23, 2018

Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. SalesLoft is there to help you define your play and help reps to drive forward to the thing that’s going to drive the most revenue for their businesses. You work for SalesLoft.

Pipeline 62

Pipeline Quota Contract Healthcare 62

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” ” When a lot of companies talk about innovation today, they often immediately jump to what that means for engineering and product. However, you should spend a similar amount of time on how you can innovate in your go-to-market team.

Legal 52

Legal Prospecting Customers Contract 52

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. The benefits of investing in a well-defined ICP includes faster sales cycles, higher conversion rates, and better customer metrics like the annual contract value and lifetime value.

Cross-sell 52

Cross-sell Sales Contract Prospecting 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

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. How experience as a sales engineer can play into your role as a sales leader. What You’ll Learn.

Product 63

Product Pipeline Engineering Cross-sell 63

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

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 62

Territory Contract Cross-sell Drivers/motivators 62

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Sell 52

Sell Account management Contract Price 52

SalesLoft

JUNE 21, 2022

As a value engineer, I am constantly talking with sales teams about the ROI of sales tech. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. If you had to guess, what percent of your sellers are actively using the sales technology you’ve purchased? .

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

DECEMBER 9, 2019

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. Anthony’s journey from sales to product to marketing. Don’t miss episode 88.

Pitch 59

Pitch B2C Contract Up-sell 59

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. Creating these roles and structuring it this way was how we continued to fuel the growth engine. Very simple.

GTM 53

GTM Contract Cross-sell Account management 53

InsightSquared

OCTOBER 30, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 9

Pipeline Contract Prospecting Process 9

InsightSquared

OCTOBER 29, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 9

Pipeline Contract Prospecting Process 9

SaaStr

JUNE 2, 2021

Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. Olof Mathé: Now, of course, designers are the ones that get most value. And that’s the meat of this.

Sales 98

Sales Up-sell Price Start-ups 98