InsightSquared

MARCH 6, 2018

Define Processes and Reporting. Once you’ve established a dedicated owner of your CRM, sales ops will need to define processes and communicate them to the team. Your sales reps will inevitably need help with quoting, proposal generation, and getting orders processed. Go-to-market strategy. Renewals management.

Contract 119

Contract CRM Territory Sales 119

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. “It complicates the process, involves too many people and makes customers think too hard.”

GTM 67

GTM B2B Drivers/motivators Manufacturing 67

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

SaaStr

SEPTEMBER 5, 2022

If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers. Many product-led companies do not go to market with the right pricing. Think of a team of five to ten recruitment representatives who need to send out contracts for signature.

Contract 113

Contract Price Growth User Experience 113

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. An annual plan is a living document An annual plan is a hypothesis, not a rigid contract. The best CROs adapt based on market feedback, internal insights, and evolving priorities. 7 CRO tips for smarter annual planning 1.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

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. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Subscribe to the Sales Hacker Podcast.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Partners in Excellence

JANUARY 19, 2018

Recently, I’ve seen a renewed interest or discussions on Buying Process, Selling Process, Sales Methodology. Part is driven by an old article of mine, Sales Process or Sales Methodology. Customer Buying Process: It’s fashionable to say, “We need to align/follow the customer buying process.”

Process 54

Process Sell Drivers/motivators Sales 54

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

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. This guy has been to more president’s clubs than Alaska Airlines, but I couldn’t help but wonder… is team selling really that important? Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service.

Closing 162

Closing Sports GTM Legal 162

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc. Get great at list building.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Operations Process. Contract Lifecycle Management. Process and Performance. Contract Management. Performance.

Territory 107

Territory Non-Profits Contract Quota 107

Sales Hacker

JUNE 16, 2021

We’ve created this guide to explain the nuts and bolts of the process, what questions to ask, and which vendors to check out. 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.

GTM 122

GTM Contract Quota CRM 122

Heinz Marketing

SEPTEMBER 20, 2021

And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful. We’re helping customer success keep those customers, especially if it’s a B2B or a multi-year contract. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze defines value as the deal size or amount of the contract. Enter your email below for the latest SaaStr updates.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . It’s another instance of trusting the process.

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 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. The result?

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

Sales Hacker

JANUARY 11, 2021

Establish a Process. 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. Establish a process. Understand the Buyer Journey. Optimize Approval Workflow. Align Strategy.

Legal 91

Legal Contract Price Negotiate 91

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. The use cases and needs for a solution were often fueled by overheated trends or uncertainty in the market.

GTM 129

GTM Market share Growth Technology 129

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. Go big or go home. Improvements for a sales team and process are a ‘no finish line’ business. We put a lot of focus on driving larger deals and big accounts.

Growth 120

Growth Contract Up-sell Product 120

Martech

MAY 28, 2024

It’s invaluable for managing and nurturing leads, streamlining general marketing processes and delivering a clearer picture of your business’s state with polished dashboards, reports and integrations with almost every prominent product out there. With the rise of AI-generated content across all markets, Originality.ai

GTM 120

GTM Drivers/motivators B2B Campaign 120

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. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 113

B2B GTM Cross-sell Cold Call 113

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

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.). Average contract value (ACV). Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

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

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. Account-Based Selling / Sales Development.

B2B 105

B2B E-commerce Cold Call Represent 105

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. It may take days before the rep can actually send a contract for signature. Alisa Goldschmidt ).

Finance 117

Finance Cross-sell GTM SQL 117

Salesforce

OCTOBER 12, 2021

A CRO leads the revenue-generating processes across your entire organization. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Will heads of sales go the way of switchboard operators and become extinct? Sign up now. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

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

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

InsightSquared

JULY 1, 2021

RevOps for Processes: Without a revenue operations process, sales organizations typically function as follows: Marketing has a process to bring in leads, who they then pass to sales. Sales has its own process that turns prospects to customers, who they then pass to Customer Success. Average Annual Contract Value.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. Today, Jessica helps companies find ways they can optimize their current business processes. Her name is Jessica Wilkeyson.

Contract 85

Contract CRM Consult Cross-sell 85

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. This means you can guide them on the process of buying a new tool.

Sell 107

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

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, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). Foundations for moving up-market. SaaS companies need to have the right foundation to move up-market. The march up-market takes a company wide commitment.

Cross-sell 104

Cross-sell Legal Contract Price 104

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. Pre-salespeople are the quarterback of the evaluation process. Guided trial.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. What is Product Training? Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52