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

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

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 107

Territory Non-Profits Contract Quota 107

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. We opened our NYC office 11 months ago because we were flying teams there every week to meet with customers and prospects. Get great at list building. At some point it became obvious we had to send a team out.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

SaaStr

SEPTEMBER 12, 2023

Jason discusses two successful cold emails that he received and then funded – one from Mapistry that summarized the opportunity, customers, and growth profile, and one from Talkdesk that highlighted metrics, case studies, and go-to-market strategy when they were at $1M in ARR. Long-Term Contracts 8. Structured Data 4.

Price 113

Price Contract Territory Quota 113

Sales Hacker

SEPTEMBER 1, 2022

Meet your executive sponsor, aka “the head honcho.” The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement.

GTM 109

GTM Contract CRM Meeting 109

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 meetings scheduled. Number of meetings set.

X-functional 101

X-functional Quota Cross-sell Contract 101

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. You can do that with forms or set up 1:1 meetings with representatives from each sales segment. What is sales enablement? Stakeholders.

GTM 122

GTM Contract Quota CRM 122

Sales Hacker

FEBRUARY 16, 2024

Dave Wilkins (Founder of SDR Nation of EMEA) points out that with declining email open rates, relying solely on emails as the source of meetings is ineffective. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast.

GTM 125

GTM Quota Contact Construction 125

Martech

OCTOBER 11, 2021

“We do scheduling and routing of meetings,” she clarified. “The meeting might be going through to a salesperson, account manager or a CSM. Our premise is, life is too short to spend time booking meetings.” From account management to customer success.

Customers 106

Customers Account management Real Estate Contract 106

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Most sales organizations manage their deals ad hoc, through email listservs, informal meetings, or manual document creation. Deal desks create efficiency, speed, and greater visibility across go-to-market teams.

Legal 91

Legal Contract Price Negotiate 91

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

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. For application, it’s more demand gen followed by brand marketing. PP could be a strategic enabler of GTM scale up if done well. The PP journey is unique for every company.

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. Proof of concept and proof of are seen as interchangeable terms. Duration: 30 to 45 Days.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

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. Target Addressable Market (TAM). Your TAM significantly impacts your go-to-market model because it dictates breadth vs. depth.

GTM 85

GTM Education Sales Contract 85

InsightSquared

JULY 1, 2021

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. Go-To-Market Team. Average Deal Size. Average Sales Cycle.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. So their communication needs to be immediate, transparent, and organized.

Campaign 98

Campaign Contract B2B Conversion 98

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

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 128

GTM Market share Growth Technology 128

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

Hubspot

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Appointment set: The buyer agrees to a meeting to learn more about how you can help them.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

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?” And if you do that, ensure you have a go-to-market approach specific to that commercial model.

Growth 103

Growth Cross-sell GTM Up-sell 103

Sales Hacker

NOVEMBER 2, 2021

Conga’s expertise in comprehensive solution suites for commercial operations help businesses meet customer needs while increasing agility to adapt to change. 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.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. Win Rate by Meeting Number. In-Period Bookings .

Contract 62

Contract Territory Cross-sell Pipeline 62

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

SEPTEMBER 11, 2020

The founders are responsible for laying the groundwork for their expansion plan and will need to update their investors every step of the way in the form of monthly investor updates, quarterly board meetings, and so on. These funds are typically used to grow the company to meet its new demands and begin its scalable processes.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-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

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. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Manager, Revenue Operations.

Finance 117

Finance Cross-sell GTM SQL 117

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). See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Partners in Excellence

DECEMBER 30, 2014

Before I go on, I have to offer a disclaimer. People will find great opportunities and move on, we will never be perfect in finding people that meet our performance expectations. It could be the business/markets have changed, yet we haven’t changed how we go to market.

Growth 131

Growth Contract Up-sell Start-ups 131

SaaStr

APRIL 5, 2024

They want to know how quickly they can book a meeting or generate pipeline, not waste 3 weeks onboarding to a new sales tool. Do you need to discount to match competitors or buy them out of contracts to compete in this space? No, you don’t. Instead, they’re pricing based on the value they provide. What does that mean?

Sell 94

Sell GTM Price Up-sell 94

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. Meeting your potential customers in person is effective and grows your funnel a lot, but it doesn’t mean that your business will be doomed without them.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

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. Don’t speak it on their behalf, invite them to an executive meeting, have them share an idea, give them some exposure. Before we go, we want to thank our sponsors.

Contract 84

Contract Drivers/motivators Sales Price 84

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. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 85

Contract CRM Consult Cross-sell 85