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. A note on the martech front 2023 marketing budgets grew at a 72% slower rate (from 10.4%

GTM 127

GTM Market share Growth Technology 127

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

SaaStr

APRIL 5, 2024

Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. Do you need to discount to match competitors or buy them out of contracts to compete in this space? So Apollo users can be free forever at the SMB scale and still gain value from the platform.

Sell 94

Sell GTM Price Up-sell 94

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. network) and ask them questions about the things they pay attention to. Assist the CEO and sales leadership team with go-to-market planning. Garrio Harrison ).

Finance 111

Finance Cross-sell GTM SQL 111

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 98

GTM Growth B2B Pipeline 98

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. Next-closest is using outbound to target event attendees, who need a new way to network. Who Is At Risk? Well, almost everyone.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

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. Conduct initial research online and within the contact network on that particular tool and other solutions. It’s no longer just an idea.

Sell 90

Sell Minimum Viable Product Objectives and Key Results Cross-sell 90

Cience

APRIL 27, 2020

For example, one of our clients has created a new technology to unify patient records across the nation and ultimately create a clinically integrated network, at last. We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. Okay, maybe closer to a whiplash. Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

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 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. We’re going back to the old school Rolodex days. LinkedIn is a global, everyday networking event.

Consult 72

Consult Technology Technology Networking 72

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. But if you depended on in-person meetings, networking events, or conferences, you’ll need to replace those lead sources for now. For most salespeople, you can and should continue to prospect throughout this situation. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

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 100

Pipeline Sales Technology Technology 100

Sales Hacker

DECEMBER 2, 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. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 53

Strategize Contract Strategic planning Drivers/motivators 53

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. We’re going back to the old school Rolodex days. LinkedIn is a global, everyday networking event.

Consult 55

Consult Technology Technology Networking 55

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

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. I started in a contract role at the IT help desk services for internal employees at Oracle.

Product 59

Product Pipeline Engineering Cross-sell 59

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. Designing your ICP framework is paramount to the success of your sales and marketing efforts. Wrapping Up.

Customers 59

Customers Cross-sell Represent Up-sell 59

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%. And so, I think that really also changes how we assess vendors can go to market. It’s most severe in the SMB world. So quite significantly.

Trust 93

Trust Technology Technology Government 93

SaaStr

AUGUST 26, 2022

Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back. Don’t be Mark Zuckerberg from The Social Network. Attendee 14: How much of the great stuff we’ve heard over the last couple days is applicable to network/marketplace businesses? So thank you.

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

JUNE 24, 2019

If you’re joining us live on the funnel media radio network thanks for joining us in the middle of your work day. It’s exciting to be able to share with you some of the best and brightest minds of B2B sales marketing every week. I mean every startup by definition is still figuring out how they’re going to market.

Pipeline 62

Pipeline Sports Sales Real Estate 62

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. It’s known that you can probably sell those first couple of contracts. growth fund.

B2C 67

B2C B2B Start-ups Growth 67

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Let’s go into innovation.

Growth 58

Growth Engineering Launch Commission 58

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. Maria : I would suggest everybody give that person the work back and say, “Tell me how you’re going to do this. Aaron : And they just have to do it. Put this plan together.

Growth 91

Growth Promote Engineering Up-sell 91

The Lost Book of Sales

JULY 12, 2021

These typically are very tightly networked and normally form because they have very special problems to solve. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way. The quotation marks around data are key, of course, because we are still operating in a low-data situation.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 21, 2020

And they really built a network model on top of the chat, so instead of operating within a company, they started operating across companies. 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.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 110

Sales E-commerce Technology Technology 110

SaaStr

MARCH 1, 2019

Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. Annual contracts: To what extent do annual contracts dominate today? And the first one as you said, Harry, is around annual contracts.

Contract 61

Contract Price Commission Conversion 61

SaaStr

JANUARY 3, 2020

295: Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. Annual contracts: To what extent do annual contracts dominate today? And the first one as you said, Harry, is around annual contracts.

Contract 11

Contract Price Commission Conversion 11

Sales Hacker

JUNE 2, 2020

Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. Finding a talent network in EMEA. What are the big mistakes that most companies make as they try to enter a new market, but particularly the EU? What You’ll Learn. How Germans buy.

Pharmaceutical 76

Pharmaceutical Territory Cold Call Networking 76

SaaStr

MAY 8, 2020

We’re of course taking into account COVID, that there are delays, that stakeholders may be distracted, but we’re also still hearing demand from our corporate network. And the hardest thing, Bob said, is for founders to let go of their founding idea. And I do still think big contracts can still get done at the enterprise.

Cross-sell 86

Cross-sell Contract Start-ups Up-sell 86

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals. It wasn’t just engineering, product, and design roles.

Sales 100

Sales Price Quota Start-ups 100

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 58

X-functional Start-ups Drivers/motivators Go To Market 58

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

SaaStr

NOVEMBER 22, 2019

284: Travis Bryant is Partner for Founder Experience @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. If you sign up for the product and you don’t renew that first contract. ” Travis Bryant: And it does us no good.

Start-ups 73

Start-ups Customers Objectives and Key Results Pipeline 73

SaaStr

NOVEMBER 2, 2019

A classic example is a Shopify selling to, let’s say, contract. That’s the beauty of that business. Even though, the ACV does not rapidly expand with the business. inaudible 00:05:46] commerce business out of Squarespace delivering beautiful websites to contactors, freelancers, and small businesses.

Price 59

Price GTM Up-sell Product 59

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 95

Trust Start-ups Customers Up-sell 95