Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. Takeaway: The role of product marketing is more complex/nuanced if you are selling to enterprise.

Go To Market 89

Go To Market Up-sell Sales Strategize 89

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 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. 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 complex or custom-tailored products.

Inside sales 132

Inside sales Cold Call Contract Price 132

SaaStr

SEPTEMBER 5, 2022

Product-led growth (PLG) companies have become a major trend in the world of SaaS over the last few years. These companies are characterized by being product-led; in other words, conversion, retention, and growth are led by the product itself. Going from sales-led to PLG is doable, but it is not easy. Secret #2: Pricing.

Contract 113

Contract Price Growth User Experience 113

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. 34:33 – Aligning multiple go-to-market motions across market segments. 46:18 – One thing that is working for Eric in go-to-market right now. 9:40 – How Eric chooses the right companies to work for.

GTM 123

GTM Customers Contract Go To Market 123

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. Going Beyond the Product and the Problem [21:57]. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Go Beyond the Product and the Problem.

Go To Market 61

Go To Market Electricity Healthcare Education 61

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. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 120

Contract X-functional Objectives and Key Results Legal 120

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to focus on the “how” of your product. How to assess your go to market strategy. I’m just going to tell my company here’s what we need to do to get that order.

Product 80

Product Objectives and Key Results Up-sell Contract 80

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Are you selling a product in a well defined category with other direct competitors? Very early on it’s weighted towards product vision and sales.

Non-Profits 128

Non-Profits Price Contract Start-ups 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

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. At GitHub, primary GTM plays serve as the foundation for not just Revenue, but also Product, Marketing, Finance, and other teams – all internal and cross-functional partners. Culture is Your Second Product.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

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

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

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. 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. How do they do it? What is your timeline?

GTM 122

GTM Contract Quota CRM 122

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

APRIL 23, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: A Look Back: Slack at $30,000,000 in ARR 5 Interesting Learnings from Asana at $600,000,000 in ARR Is the Employer-Employee Social Contract in Tech … Now Broken? Want to Understand SaaS?

Contract 97

Contract Education Go To Market Product 97

Heinz Marketing

SEPTEMBER 20, 2021

And what that really means is that, that collaboration, that alignment with the go-to-market strategy with the overall corporate goals, but more significantly with all of the other organizations and people within that organization. So, we talk a lot about sales and product and customer success. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

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 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

SaaStr

APRIL 16, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Is the Employer-Employee Social Contract in Tech … Now Broken? Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round?

Education 96

Education Contract Go To Market Up-sell 96

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

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. The product roadmap aligned with this messaging, too. Make the move to multi-product. Go big or go home.

Growth 120

Growth Contract Up-sell Product 120

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. . What is your total addressable market?

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

InsightSquared

MARCH 23, 2021

There’s a lot to be excited about in our Q1 Product Updates, including: Activity-by-Day, Extended Reporting for Custom Content Types, Goals for Everything, 120 Best Practice Dashboards and Expanded Conversational Intelligence. . The post Q1 Product Updates: Inspect, Predict, Validate and Coach appeared first on InsightSquared.

Product 62

Product Retail Pipeline Contract 62

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. For marketers, the ads were even better though. The output seems impressive.

GTM 125

GTM Quota Contact Construction 125

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Contract Lifecycle Management. Contract Management.

Territory 107

Territory Non-Profits Contract Quota 107

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . 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.

GTM 117

GTM Niche Cross-sell Contract 117

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. I Was Wrong.

Price 113

Price Contract Territory Quota 113

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 111

GTM Contract Clients Consult 111

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Do you have a Go-to Market (GTM) for different market opportunities? Let’s look at them: Value.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

SaaStr

JUNE 22, 2023

At the 9th ever SaaStr Annual, ~200 of the best and hottest companies on earth will go BIG as partners/sponsors. At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world.

Contract 97

Contract Engineering Trust Technique 97

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by product or product line. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.).

X-functional 101

X-functional Quota Cross-sell Contract 101

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. From account management to customer success. She looked back at her Cision days, which concluded in 2015. Stepping up to customer love.

Customers 106

Customers Account management Real Estate Contract 106

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. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 63

Product Pipeline Engineering Cross-sell 63

Sales Hacker

JANUARY 11, 2021

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. The challenge for the deal desk is to know how your buyers go through each of these stages. What is a Deal Desk? Accounting.

Legal 91

Legal Contract Price Negotiate 91

Sales Hacker

JANUARY 13, 2021

On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. 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. Exclusivity.

GTM 89

GTM Negotiate Profit margin Contract 89