Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. You then have to go and be successful at that. Fred Viet: That’s good. Scott Barker: Awesome. It’s teaching you resilience.

GTM 117

GTM Sell Customers Cold Call 117

Sales Hacker

SEPTEMBER 22, 2023

Hubspot recently released a blog on how to effectively optimize the freemium conversion rate; see link/visual below: 5 key steps in the process: 1. To improve freemium conversion rates, it’s essential to set appropriate product limitations for free accounts. Set the right product limitations for your free account.

GTM 121

GTM X-functional Inside sales User Experience 121

ConversionXL

JUNE 30, 2019

Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. In addition, competitive analysis can be a treasure trove of conversion optimization insights, yet it often gets skipped.

UX 126

UX X-functional A/B testing User Experience 126

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 100

B2B X-functional Cold Call SQL 100

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 69

GTM X-functional Start-ups Relationship building 69

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? The journey covers three stages.

B2B 114

B2B GTM Objectives and Key Results Sell 114

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. Today, they focus on two areas: Helping organizations accelerate how they go to market with AI by providing the best-of-breed technology and innovation. How do you go to market and drive new clients with AI? Open-source. This is common.

X-functional 67

X-functional Government Technology Technology 67

SaaStr

FEBRUARY 2, 2022

There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. While I initially found myself fiercely defending PLG (self-service, bottom-up, viral growth models), my beloved metrics (costs for signup, traffic conversion rate, etc.) 2018’s Lesson from Salesforce.

Growth 111

Growth Product GTM X-functional 111

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of conversations. Conversion rate by sales funnel stage (by team and by individual). Percentage of prospects who agree to a conversation. Primary Conversion Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 76

GTM X-functional Start-ups Campaign 76

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. Chime in, we’ll bring you into the conversation as well.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io Our second sponsor is Outreach , the leading sales engagement platform, Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer-centric journey. for more information. Check them out.

Contract 119

Contract X-functional Objectives and Key Results Legal 119

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” My agency wouldn’t have expanded beyond digital PR if it weren’t for early client conversations. How you communicate as a function of that design is a critical problem that you should aim to solve. But we have a lot in common, and I learned a lot from our conversation. Image source ).

UX 120

UX Clients Niche Service 120

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. You have go to market fit.

Growth 106

Growth Cross-sell Contract X-functional 106

ConversionXL

JUNE 25, 2021

We’ll also share when to transition to the growth stage in the product lifecycle so you can drive conversions and revenue off your momentum. X demos booked in introduction, X revenue in growth). Without this, your team may struggle to engage and excite leads, leading to minimal interest and suboptimal conversions.

Launch 96

Launch Product Non-Profits GTM 96

Heinz Marketing

OCTOBER 25, 2021

How even though we call it product marketing, like it’s really sort of the opposite to make the product successful and sustainable. And you know, and I have this conversation many, many times. What if it had X? The product led growth, sorry, PLG product led growth functions businesses’ strategies.

Pipeline 122

Pipeline Sales Growth X-functional 122

Heinz Marketing

MAY 16, 2022

I’ve had this conversation many times with CFOs, and I think the long term value of companies, the valuations, profitability in the long term, is far more dependent on creating and sustaining a remarkable customer experience and making your customers promoters of your brand, than the new logos that you pick up along the way.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

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. The importance of sales and marketing alignment reales on communication and measurement. Great conversation with Jessica Wilkeyson.

Contract 84

Contract CRM Consult Cross-sell 84

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Sam Jacobs: You said that sales and account management are the best functions from which to start a career. What You’ll Learn. What Managed by Q does. Building a Customer Success Strategy. Megan Bowen: Hi, Sam.

Customers 65

Customers Account management X-functional Hospitality 65

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Difficult Conversations. So what are the best sales books for helping you reach peak performance? The Motivation Myth.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be.

Pipeline 98

Pipeline Finance Commission Sales 98

Sales Hacker

JUNE 9, 2020

Go to sales.linkedin.com to try it out for yourself. Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly. Some teach marketing.

Finance 104

Finance X-functional Pipeline Territory 104

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 88

GTM Negotiate Profit margin Contract 88

SaaStr

DECEMBER 17, 2019

Fortunate to have a really great set of investors and the process was going quite well. Around the same time, kind of this conversation that we’ve been having for a long time with the Quovo team kind of reached a point where it made sense to think about joining forces. We were in the midst of doing our series C fundraise.

Finance 85

Finance X-functional Non-Profits Launch 85

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 61

Prospecting SQL GTM X-functional 61

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 94

Pipeline Sales X-functional B2B 94

SaaStr

AUGUST 20, 2019

Sameer Dhokalia: The go-to-market model was magical. It’s the culture was a big part of it, the fact that you had this great go-to-market. There was something special about the market where some of the education had been done before. There was an adjacent market. I think you touched on some of those.

Growth 60

Growth X-functional Start-ups Conversion 60

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj.

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

Highspot

MAY 20, 2022

Sales motions are defined by your larger go-to-market strategy. Cumulatively, this knowledge should guide sellers through any customer conversation, at any stage of the sales funnel. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

SEPTEMBER 13, 2020

That’s going to be the basis of the rest of this conversation. We’re going to talk you through a little bit of the learnings from these leaders and our experiences working with many of the innovators. Then we’re going to end with some predictions. Now, you’re in the execution phase.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

Heinz Marketing

MARCH 11, 2019

Talk a little bit about what you see now that you’re back in terms of everything from the consolidation of tools to especially for those listening, what are some of the skillsets and attributes that are required for modern marketers to be conversant and to be capable with the MarTech tools they need to succeed? Derek: Yeah.

Pipeline 69

Pipeline Sales B2B X-functional 69

Heinz Marketing

FEBRUARY 5, 2018

Not so that we’re functioning as a curation and we’re positioning it in a different kind of segment than it would normally be on our site. But again, we’re still going back to all our user generated data in the first place and then just reorganizing that and showcasing it in different ways. We did this thing.

Pipeline 63

Pipeline B2B Sales Pitch 63

Heinz Marketing

APRIL 2, 2018

That’s a great way of sort of entering into that conversation. I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams.

Pipeline 59

Pipeline Sales Presentation B2B 59

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 98

Quota Growth Product Closing 98

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 114

E-commerce Manufacturing X-functional Retail 114

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline Go To Market 54

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64