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 69

GTM X-functional Start-ups Relationship building 69

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. There is a section on sales POCs that is highly instructive. Unlock your potential.

Objectives and Key Results 103

Objectives and Key Results Technical Sales Engineering Sales 103

Sales Hacker

APRIL 29, 2021

For example, a start-up with thirty total people in the company will not be able to hire for each of these functions, but an enterprise company with a large sales team may hire (or contract out) for the majority of these functions. Content Analysis. Once content is live in your SEP, it’s important to monitor the performance.

A/B testing 116

A/B testing Sales Quota Promote 116

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

PandaDoc

FEBRUARY 28, 2025

Align on goals : Collaborating on go-to-market strategies, engagement efforts, and shared KPIs can help departments work more effectively towards the common objective of driving revenue growth. Invest in effective automation tools : These help with anything from lead nurturing and pipeline tracking to contract management.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

PandaDoc

MARCH 17, 2025

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. The concept of RevOps is to ensure revenue efficiency and business processes are unified across all your go-to-market functions. What is FinOps ?

Legal 52

Legal Finance Strategize Growth 52

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? They are like Kleiner Perkins, Google Ventures.

Gaming 80

Gaming Customers Construction Contract 80

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. One example is federal government markets which take years to develop.

Negotiate 52

Negotiate Profit margin Contract Price 52

Hubspot

SEPTEMBER 5, 2018

Part 1: Mapping your go-to-market strategy. This is by no means an exhaustive list of the changes we’ve made to re-center our focus around the customer, but they’re examples of some of the biggest shifts we’ve made in our go-to-market and services organizations. Fill out each activity corresponding to its flywheel stage.

Promote 78

Promote Growth Prospecting Education 78

SaaStr

JUNE 3, 2020

We’re also seeing that, but I think, estimated here, that churn in small ECB contracts, typically small business customers, the churn is expected to go up 15.8%. Also government, it is right now in this time, hard to know who to trust. And so, it’s very hard to trust government. So quite significantly.

Trust 99

Trust Technology Technology Government 99

Gong.io

NOVEMBER 6, 2019

But once you get to the CRO, it’s just much more of that leadership, strategic, corporate governance perspective of, “How do you align very different roles?”. If they sign a contract, what do they want to do next? And you don’t see much of that when you’re a VP of Sales, when you’re a CMO, when you’re running Customer Success.

Product 48

Product Government Strategize Contract 48

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 81

GTM Pipeline Healthcare Sales 81

SalesLoft

JUNE 20, 2019

I also sold to the government. So it wasn’t even like I could negotiate on contract, my price is my price. I remember walking into my boss’ office, dropping three huge contracts on this table, and saying, ‘See? .’ I went from Black and Decker to Xerox, where I got my formal sales education.

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

MAY 15, 2020

Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . Harry Stebbings: So with heavy enterprise, my concern is … I go, the big point here is, so far. So, I think that’s great. I mean, that surprises me a little bit, but I think that’s great. .

Trust 101

Trust Start-ups Customers Up-sell 101

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals.

GTM 100

GTM Contract Government Legal 100

PandaDoc

FEBRUARY 17, 2025

Its that unification of the different facets of go-to-market, but under a centralized org so that everyones communicating, were all on the same page, and were building unified roadmaps together. Its like a forcing function to have better cross-functional collaboration across your go-to-market teams.

Contract 52

Contract Legal CRM Strategize 52

Salesforce

FEBRUARY 12, 2025

Risk management: You should protect your business and personal assets through insurance, solid contracts, and careful planning for a rainy day and business continuity. Our research shows that nine in ten SMB marketing teams use AI to speed up customer interactions , automate internal workflows, and its making a huge difference to their ROI.

Legal 52

Legal Finance Contract CRM 52