Heinz Marketing

MARCH 15, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Judy Ash: Thank you.

Pipeline 120

Pipeline Sales Technology Technology 120

InsightSquared

OCTOBER 31, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. 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.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 132

Inside sales Cold Call Contract Price 132

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. As the job market heats up, assuming all top talent will stay is risky. Without a strong talent bench and retention strategy, youre scrambling to reallocate pipeline and onboard a replacementlosing valuable momentum.”

GTM 69

GTM Objectives and Key Results Quota Real Estate 69

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 122

GTM Contract Represent CRM 122

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 . And hope has no place in your pipeline or forecast. . I’d asked him what the biggest difference is between $50k and $500k deals.

Closing 162

Closing Sports GTM Legal 162

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 112

GTM Represent Growth Go To Market 112

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

Sales Hacker

MAY 23, 2018

On this episode of the Sales Hacker podcast, we talk with Derek Grant , VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. What types of cadences to use to predictably drive pipeline development. 5) How to do effective outreach to grow your pipeline [19:56].

Pipeline 63

Pipeline Quota Contract Healthcare 63

Spiro Technologies

MAY 26, 2023

For many businesses, pipeline refers to potential future sales. Simplify Data Entry for a Healthy Pipeline Data is the lifeblood of any CRM, providing valuable insights for reports and dashboards. However, excessive data entry can lead to CRM fatigue and hinder the accuracy of your pipeline. Closed Won: Congratulations!

Pipeline 52

Pipeline CRM Represent Contract 52

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.). Pipeline Sales Metrics. Average contract value (ACV).

X-functional 101

X-functional Quota Cross-sell Contract 101

InsightSquared

OCTOBER 30, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. 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.

Pipeline 9

Pipeline Contract Prospecting Process 9

InsightSquared

OCTOBER 29, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. 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.

Pipeline 9

Pipeline Contract Prospecting Process 9

Sales Hacker

FEBRUARY 16, 2024

Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives.

GTM 125

GTM Quota Contact Construction 125

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 128

Engineering Objectives and Key Results Drivers/motivators Teamwork 128

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. 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.

GTM 97

GTM Negotiate Pipeline Contract 97

SaaStr

NOVEMBER 1, 2022

It helps your leaders scale and creates a CXO pipeline for the company. 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. That way, one could get the best of both worlds. PP could be a strategic enabler of GTM scale up if done well.

GTM 119

GTM Niche Cross-sell Contract 119

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

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing.

B2B 113

B2B GTM Cross-sell Cold Call 113

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

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 72

GTM Growth Profit margin Contract 72

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

To get new opportunities, you have to constantly fill your sales pipeline with high-quality leads. According to a recent report by Hubspot , 34% of B2B marketers say generating more leads is their top priority for 2021, while only 14% are concerned with closing more deals. Winning in business is all about winning in sales.

Customers 94

Customers B2B Sales Pipeline 94

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

Hubspot

NOVEMBER 29, 2022

Today, 57% of sales reps inaccurately forecast their pipeline, according to data from Chorus. This post shares 12 forecasting software that can help you predict, monitor, and optimize your deal pipeline. Simply put, sales forecasting software help the organization predict how much they’re going to make and when. User Review.

Pipeline 87

Pipeline Price CRM Quota 87

InsightSquared

JULY 1, 2021

For example, InsightSquared’s machine learning-driven Revenue Intelligence Platform operates across the following areas to improve an organization’s pipeline attainment, forecast predictability, and overall sales processes: Forecasting. The average dollar value of an annual contract. Average Annual Contract Value. Dashboards.

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.

Campaign 98

Campaign Contract B2B Conversion 98

InsightSquared

APRIL 14, 2021

They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. CROs, and sales leaders alike, often walk into their new role blind.

Contract 62

Contract Territory Cross-sell Pipeline 62

SalesHandy

MAY 4, 2020

Re-work the pipeline. With this situation we’re in, you’ll realize you have to take a different approach towards all the leads that are in your pipeline. Parts of your new sales playbook should also include strategies to engage all the leads in your pipeline. Subject line: Extending the Contract closure towards next Quarter.

Pipeline 81

Pipeline Campaign Price Up-sell 81

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

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

JULY 22, 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. Look at your tool stack and start optimizing around your pipeline. What’s the pipeline look like?” It’s a great interview. How does that lead flow look?

Growth 65

Growth Pipeline Contract Start-ups 65

InsightSquared

MARCH 23, 2021

When it comes to forecasting, pipeline reviews, coaching and overall opportunity management — high-level predictions and scores simply aren’t enough. It’s a must-have for any rep 1:1, forecast review or pipeline inspection meeting, providing a clear visual into the engagement level to evaluate the true health of a deal.

Product 62

Product Retail Pipeline Contract 62

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? So Apollo users can be free forever at the SMB scale and still gain value from the platform. No, you don’t.

Sell 95

Sell GTM Price Up-sell 95

Heinz Marketing

MARCH 6, 2019

How do you convince clients that this isn’t leaving pipeline on the table, but in fact is helping them increase conversion and velocity from those they do proactively target? ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement.

B2C 77

B2C Drivers/motivators Account management B2B 77

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

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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