Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. And there’s still a quota to hit. What does it mean to be product-led? Avoid this at all costs.

Product 118

Product SQL Contract Sales 118

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 126

Engineering Objectives and Key Results Drivers/motivators Teamwork 126

SaaStr

SEPTEMBER 12, 2023

10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out Read this post if you aren’t sure if your VP of Sales is doing to make it. “Jason lists 10 warning signs that a VP of Sales may not work out at a startup. Long-Term Contracts 8. No Contract At All Some good ones! Structured Data 4. Integrations 6.

Price 113

Price Contract Territory Quota 113

Veloxy

FEBRUARY 15, 2024

Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation. Interviews with tech executives and venture capitalists on ‘The GTM Podcast’ provide firsthand accounts of successful go-to-market strategies.

Gaming 233

Gaming Sell GTM Technique 233

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 84

GTM Education Sales Contract 84

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

JANUARY 19, 2024

The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas. Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. For instance, measuring annual contract value by sales rep can reveal insights into team performance.

Strategize 64

Strategize Growth Quota Sports 64

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. Quota Attainment. Average Deal Size.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 106

Growth Cross-sell Contract X-functional 106

Hubspot

SEPTEMBER 12, 2018

If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If your forecast shows you’re on-track to make 150% of your quota, on the other hand, you’d want to scale back your efforts for this month and start laying the groundwork for an equally successful next month.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Sales Hacker

APRIL 29, 2021

This is often the biggest thorn in their shoes, even above unrealistic quotas. This likely isn’t due to a power struggle or a culture war within their organizations, but it’s instead because sales content is fundamentally different from marketing content. Content Lifecycle.

A/B testing 116

A/B testing Sales Quota GTM 116

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

MAY 23, 2018

It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. Understanding the AE quotas.

Pipeline 61

Pipeline Quota Contract Healthcare 61

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations.

Customers 94

Customers B2B Sales Pipeline 94

Hubspot

NOVEMBER 29, 2022

The ability to switch between four different types of forecasts, each with its quota and adjustment data. Custom quota metrics. Freshsales allows users to set custom quota metrics based on specific sales goals. To accomplish these tasks, Gong pulls all interactions with a lead (phone calls, emails, contracts, etc.)

Pipeline 87

Pipeline Price CRM Quota 87

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 62

Territory Contract Cross-sell Drivers/motivators 62

Sales Hacker

SEPTEMBER 20, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Apollo. This isn’t about adding more touches or automating the same old tactics.

GTM 74

GTM Launch Electricity Sales 74

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Top performance metrics include: Sales Quota Achievement Rate: The percentage of sellers who have completely hit their quota during a set time period. Contract lifecycle management. Sales process optimization and lead management. Business intelligence services.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples. Oh, what did we agree to last time?

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Boosting annual contract values? Targeting new markets? How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. This spreadsheet is critical, but for each technology you’ve listed, there are multiple potential points of failure and soft costs across every team in your organization. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

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 55

Strategize Contract Strategic planning Drivers/motivators 55

Sales Hacker

JUNE 2, 2020

With chorus.ai, get your reps to hit quota consistently, ramp your new hires faster and replicate your unicorns through coaching initiatives, all while together or fully remote. Go to Chorus.ai/saleshacker Record, share, review, and coach your team based on the voice of your customer. saleshacker to try it for yourself.

Pharmaceutical 79

Pharmaceutical Territory Cold Call Networking 79

Sales Hacker

DECEMBER 30, 2019

It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Cross-sell 53

Cross-sell Contract Pharmaceutical Quota 53

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. Get two AEs that hit quota. If you have two hitting quota and the VP of sales is good, even if they’re new, even if they’re a stretch VP, they’ll figure out what the two are good at and hire 3 through 30.

Quota 98

Quota Growth Product Closing 98

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 84

GTM Pipeline Healthcare Sales 84

SaaStr

AUGUST 13, 2019

This is important because if you don’t increase the total addressable market and the opportunities, and if you don’t increase the win rate, and you don’t increase the ASP but you add more AEs, what happens is that you’re taking the same number of opportunities and giving it to more and more AEs. Myth number three.

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

SBI

FEBRUARY 9, 2021

Enter Customer References You may have noticed one exclusion from the sales and marketing activities listed above. When references aren’t a serious component of a company’s go-to-market strategy it is both comical and tragic. Customer references. This fact should cause leadership to take notice.

Customers 46

Customers B2B Contract Quota 46

SalesLoft

JUNE 20, 2019

It was sales, but it really wasn’t hardcore sales because there was no quota. So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. ’ And I’d leave. .’

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 67

Follow-up Go To Market Meeting Start-ups 67

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. What can you do to be sure that the candidate is a good fit?

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

JANUARY 28, 2020

You have to put something in to get something out of it, and I think that obviously sounds biased coming from a marketer, but that is just the case. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Growth 97

Growth Promote Engineering Up-sell 97

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. more likely to hit quota. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

NOVEMBER 2, 2021

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. Appy Choudhary: 12 months on the lowest end and 18 months is the max, depending on what market you’re selling in.

Drivers/motivators 106

Drivers/motivators Engineering Promote Up-sell 106

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. So I think for us, we at Figma still review sales quotas each quarter. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 67

Contract Price Commission Conversion 67