Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Inside Sales.

Inside sales 131

Inside sales Cold Call Contract Price 131

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”.

Closing 162

Closing Sports GTM Legal 162

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 120

GTM Customers Contract Go To Market 120

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 121

GTM Growth Referrals Contract 121

Martech

FEBRUARY 7, 2025

Your technology might give you a temporary edge, but competitors will catch up. 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. Absolutely.

GTM 67

GTM B2B Drivers/motivators Manufacturing 67

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 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. 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. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 59

Go To Market Electricity Healthcare Education 59

Sales Hacker

JUNE 16, 2021

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. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 120

GTM Contract Quota CRM 120

Sales Hacker

AUGUST 24, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. 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. Reimagine the selling experience.

Closing 98

Closing Contract Legal Cross-sell 98

SaaStr

APRIL 16, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. 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?

Education 96

Education Contract Go To Market Up-sell 96

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. But perhaps more than anything else, sales operations brings a system to selling. Contract Lifecycle Management. Contract Management.

Territory 106

Territory Non-Profits Contract Quota 106

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). Dig deeper: Why B2B buyers are coming to hate traditional B2B selling. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. Be willing to iterate and push the envelope on pricing, and make sure your pricing lines up with your sales process.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 114

Objectives and Key Results Pitch GTM Cold Call 114

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. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 117

Product SQL Contract Sales 117

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. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Go big or go home.

Growth 117

Growth Contract Up-sell Product 117

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

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 125

Engineering Objectives and Key Results Drivers/motivators Teamwork 125

Heinz Marketing

SEPTEMBER 20, 2021

Check out Sendoso, you can go to sendoso.com. Go to sendoso.com/connected actually and check out their connected event coming up on October 13th, 2021. But for marketers in particular, I feel like they need to have GRIT. And so, to me, you have to have that GRIT to keep going. They need to have moxy.

Pipeline 113

Pipeline Go To Market Sales Technology 113

Hubspot

AUGUST 8, 2019

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

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. It was all about getting the contract.

Growth 106

Growth Cross-sell Contract X-functional 106

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. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. Stepping up to customer love.

Customers 107

Customers Account management Real Estate Contract 107

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 87

GTM Negotiate Profit margin Contract 87

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value.

Growth 102

Growth Cross-sell GTM Up-sell 102

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Represent 105

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

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. PP could be a strategic enabler of GTM scale up if done well. That’s too tactical. We’d like to do more.

GTM 114

GTM Niche Cross-sell Contract 114

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Screenshot from this Future of Selling video (1:13). Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. Foundations for moving up-market.

Cross-sell 103

Cross-sell Legal Contract Price 103

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? What they did for marketers, Apollo is trying to do for sales. To sell against the competition, you have to differentiate yourself. So, how do you do this without being perceived as selling too aggressively? No, you don’t.

Sell 92

Sell GTM Price Up-sell 92

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. We’re taking traditional communications up into the cloud. You’re selling yourself, your ideas.

Product 78

Product Objectives and Key Results Up-sell Contract 78

InsightSquared

JULY 1, 2021

Guided Selling. 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). . A sales leader’s persona is going to be very different from a CRO’s, for example. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Partners in Excellence

DECEMBER 30, 2014

Some time ago, I wrote, A Frightening Look At The “Cost Of Selling.” However, I think we treat the issue of attrition far to lightly — as mentioned in the article, the impact is millions and up. It could be the business/markets have changed, yet we haven’t changed how we go to market.

Growth 132

Growth Contract Up-sell Start-ups 132