SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Sales Hacker

APRIL 21, 2021

Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. The marketing team ran a super successful campaign and generated hot leads. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership.

Finance 107

Finance Cross-sell GTM SQL 107

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

MARCH 2, 2021

I had been waiting tables at a restaurant in the Boston area called Legal Seafoods, and I realized if I didn’t leave that pretty soon, I’d become a lifer. That’s when I felt really bad selling people that, even though they were signing up for it themselves. No one really knew how it was going to work out.

Referrals 65

Referrals Contract Cross-sell Sales 65

Sales Hacker

SEPTEMBER 10, 2018

As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. For instance, a company with a product that practically sells itself already might pay low salaries while a company entering an uncertain new market might opt for higher salaries to attract game-changing talent.

Quota 86

Quota Represent Cross-sell Drivers/motivators 86

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. This is our go-to-market strategy and about 99% of our deals are close to the marketplace.

Cross-sell 82

Cross-sell Objectives and Key Results Pitch Start-ups 82

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. The answer depends on your product, prospect base, and marketing resources. How to Build a Sales Pipeline. Average sales cycle length.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 59

Territory Cross-sell Sales Cold Call 59

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. The first one.

Cross-sell 65

Cross-sell Sales Support Growth Up-sell 65

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. So legally we’re still a Belgium company. Felix : Yeah.

Growth 77

Growth Territory Government Engineering 77

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy. Product really is trying to sell.

Cold Call 45

Cold Call Trust Go To Market B2C 45

SalesLoft

JUNE 25, 2019

In general, how does social selling work in the UK? What advice does James have for a US company seeking to go to market in the UK? It relates to selling in the UK, but what was the first thing you ever remember selling? James: It is still legal and it’s very much effective to send business sales emails.

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage.

Quota 79

Quota Growth Product Closing 79

SaaStr

MARCH 8, 2019

The thing that fascinates me the most about them is they’re all effectively selling the same exact product as their predecessor that they disrupted. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy. Product really is trying to sell.

Cold Call 18

Cold Call Trust Go To Market B2C 18

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 136

Sales Start-ups Up-sell Cross-sell 136

SaaStr

JULY 30, 2018

They’re trying to cross?sell sell products. What they’re finding is it’s prohibitively difficult to use these newer technologies like UiPath without being able to connect all these different systems together in a way that the software on top can actually bring together a different picture of what’s going on.

Cross-sell 67

Cross-sell Up-sell Sales Start-ups 67

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 83

Sales Price Quota Start-ups 83

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM 96

GTM Territory Finance E-commerce 96