SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. Founders are still leading sales and are very good at it.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

Martech

NOVEMBER 7, 2024

ABM platforms enabled marketers to peer into the crystal ball of intent data, identifying which accounts were in-market for solutions. They unlocked digital marketing superpowers at the company level, helping marketers communicate more effectively with executive leaders and colleagues in sales.

B2B 129

B2B Contract GTM CRM 129

Hubspot

NOVEMBER 21, 2018

Pick a sales strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

APRIL 13, 2025

” Cross-selling generates $5M+ in new monthly revenue – Rippling’s cross-sell motion alone drives over $5 million in net new ARR each month before counting any new customer acquisitions. His rationale: Training capacity : Sales teams can only absorb so much product knowledge.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself. This gives them the autonomy to be as cross-functional and experimental as possible.

Go To Market 97

Go To Market Growth GTM X-functional 97

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. Sandler Sales. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Does that inspire trust? Probably not. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Pitch 52

Pitch Sales Technique Cross-sell 52

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? This is where the sales team steps in, providing insightful demos and addressing specific needs. It’s certainly not an ideal B2B customer experience.

B2B 127

B2B Cross-sell Customers GTM 127

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) Youre not alone. Why HG Insights?

GTM 103

GTM Engineering Electricity X-functional 103

SaaStr

FEBRUARY 7, 2025

In the latest episode of SaaStr’s CRO Confidential Series, our host Sam Blond sits down with Ron Gabrisko, CRO of Databricks , to unpack the journey from $1M in ARR to crossing $3B ARR at the end of January 2025. His view is your sales team teaches your customers how to get value out of your product.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM 125

GTM Engineering Growth Cross-sell 125

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker.

GTM 124

GTM Cross-sell Go To Market Sell 124

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

Quota 164

Quota Sales Strategize Cross-sell 164

SalesLoft

AUGUST 23, 2019

Have you ever wondered what top sales leaders are reading? Have you ever wondered what their #1 sales book recommendation for success is? What is your favorite sales book of all time and why? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time.

Cross-sell 96

Cross-sell Niche Sales Quota 96

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 124

GTM Growth Referrals Cross-sell 124

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 122

B2C Pipeline SQL Strategize 122

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? No, that’s not the setup for some obscure go-to-market joke. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Heinz Marketing

JUNE 21, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Understanding and aligning with the sales team also.

Pipeline 105

Pipeline Start-ups Go To Market Education 105

Martech

MAY 5, 2022

Here are some actionable steps Naves recommends marketers take to enhance their personalization by connecting customer data. “Some people say, ‘I’ve got my [buyer] persona, I’m ready to go. We want to go to market,'” said Naves. Implement personalized cross-sell campaigns.

Customers 123

Customers Cross-sell Gaming Up-sell 123

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. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Henrique Moniz de Aragao , VP of Sales at Ultimate.ai.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Highspot

MAY 9, 2023

How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. Amidst a backdrop of hybrid work, economic uncertainty, reduced budgets, and boards that are asking companies to do more with less, leaders are dialed in on increasing sales productivity.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? We asked Brooke Treseder, SVP, Revenue Operations at Checkout.com , Ellen Kindley, Chief Transformation Officer at Keyfactor , and Gordana Vuckovic at Contentstack to share their best tips to increase sales. Key Considerations from 2020: Look at the data.

Cross-sell 96

Cross-sell GTM Sales Territory 96

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. The market segments you prioritize.

B2B 124

B2B GTM Customers Cross-sell 124

Sales Hacker

JULY 16, 2020

Smart companies, and sales professionals, are leveraging their integration ecosystems to create more sales deals and attract higher valuations. And while Giphy is a timely B2C example, the good news for SaaS sales professionals is that all these effects are amplified even more in a B2B context. Shaking the Partner Money Tree.

Pipeline 127

Pipeline E-commerce Cross-sell Referrals 127

Martech

OCTOBER 5, 2023

This edition highlights enhancements in personalization, data optimization and the evolution of the Marketing Cloud. Boosts to content management Salesforce continues improving content management and customizable dashboards, along with enhancements in sales capabilities, personalization and online payment methods.

Cross-sell 124

Cross-sell B2B User Experience Represent 124

Highspot

OCTOBER 14, 2024

Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue. Change management: Many processes will go through a change management flow. What is a Revenue Operations Strategy?

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. Instead of selling products, they were selling aspirational concepts and business value.

Growth 103

Growth Cross-sell GTM Up-sell 103

ConversionXL

OCTOBER 7, 2022

For example, if your customer acquisition costs are high for PPC ads , you can move budget to a marketing strategy with a lower CAC. This is due to factors such as maturity, sales cycle, product value, purchase frequency, and customer lifespan. 7,000) Total marketing spend + total sales spend / (500) new customers = $14 per customer.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22