SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible.

Cross-sell 88

Cross-sell GTM Territory Sales 88

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 117

GTM Niche Cross-sell Contract 117

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

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 104

Cross-sell Finance Strategize Technology 104

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

FEBRUARY 7, 2018

EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. For example: Added regional teams to increase coverage a nd decrease dependence on your local market. Add new products/services to uplift the price, and create upsell/cross-sell opportunities.

Growth 94

Growth GTM SQL Strategic partnership 94

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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 territory. Revenue by market. Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 82

Objection handling GTM Cross-sell Sales 82

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. But also what is my go to market motion?

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

Heinz Marketing

MARCH 25, 2020

Sales and marketing leaders seeking to improve revenue generation typically start by examining their channel mixes, tool sets, dashboards, and strategies, but what’s often lost is arguably the most important part of any go-to-market plan: the customer experience. A severe lack of cross-functional coordination.

Growth 65

Growth Cross-sell Territory Engineering 65

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential. Are we overlooking up-selling and cross-selling to this high-value customer?

Contract 62

Contract Territory Cross-sell Pipeline 62

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Or is ad-hoc the way to go?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm.

Territory 60

Territory Cross-sell Sales Cold Call 60

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. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Sales 52

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. It can order subscription. Felix : Yeah, exactly. Financial services.

Growth 78

Growth Territory Government Engineering 78

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process. SKOs are all about: Camaraderie. Collaboration. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

JUNE 27, 2019

Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. So we’ve gone through a pretty massive transformation as we’ve taken on the enterprise market. That was it.

Cross-sell 92

Cross-sell Technology Technology Pitch 92

SalesLoft

DECEMBER 19, 2023

And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer. Territories change. Technologies come and go. A sale is not a one-time — or even a one-team — thing.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 67

Cross-sell Sales Support Growth Up-sell 67

Highspot

OCTOBER 23, 2023

By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow. Ensure Communication Across Departments A product launch necessitates seamless communication across various departments, from product development to marketing.

Launch 59

Launch Negotiate Product GTM 59

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. It is a tailwind pulling you up.

Price 110

Price Product Start-ups Niche 110

SaaStr

MAY 27, 2020

If you have an amazing product that truly is differentiated IP, that solves real problems, it’s much harder for all the posers to raise their poser money and go to market and make it harder for you to charge for your product or service. As one of my mentors used to say, in a strong market, even turkeys can fly.

Finance 98

Finance Government Price Contract 98

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 72

X-functional E-commerce Growth Retail 72

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

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Shaking the Partner Money Tree.

Pipeline 104

Pipeline E-commerce Cross-sell Referrals 104

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 16, 2020

I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? That to me, is where product marketing really comes into play. And then scaling a go to market organization, right?

Pipeline 109

Pipeline Territory Price Cross-sell 109

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? It was really an incredible experience.

Contract 85

Contract Sports Cross-sell Start-ups 85