Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 97

B2B Process Manufacturing Customers 97

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Companies are increasingly relying on AEs for both lead qualification and direct selling, while SDR roles are declining.

GTM 81

GTM Sales Growth Represent 81

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. We’ve also created guided selling and engagement. Our expertise in email, calendar synchronization has led us to the guided selling and engagement space.

Sell 102

Sell CRM Appointment Up-sell 102

SaaStr

JULY 3, 2024

The Long-Term Vision What will be possible with this technology in 10 years? Going from “Wow, this is a cool tool” to actually getting rid of all hardware is a process, and Victor believed we would be there within ten years of the company’s conception. They were selling a vitamin, not a painkiller. No, they didn’t. Around 4 a.m.

Angle 92

Angle Technology Technology Strategize 92

SaaStr

NOVEMBER 17, 2023

We’re on the brink of one of the biggest technological advancements of our lifetime — AI. At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race.

GTM 99

GTM Technology Technology Up-sell 99

SaaStr

JULY 15, 2024

Is it: Customers Technology Go to market For example, some companies start in healthcare to build an EHR. You enter the market and discover nobody is looking to buy a new EHR. Pick what you are changing: technology, customers, or GTM. As engineers, you’re entirely focused on the thing you built.

GTM 70

GTM SQL Hospitality Healthcare 70

SaaStr

JANUARY 11, 2024

Between the initial COVID economic shutdown to the tech V-shape recovery to the rise and fall of the public and private valuation landscape with inflation and interest rates to now the advent of a massive technology breakthrough with AI, these are crazy, fast-moving, and exciting times. in Mechanical Engineering from Lehigh University.

Mechanical Engineering 106

Mechanical Engineering GTM B2B Technology 106

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. Go through a variety of filters to zero in on the leads you want to reach.

Sell 52

Sell Account management Contract Price 52

Martech

JULY 14, 2022

B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual. Help for the sales team.

B2B 126

B2B GTM Technology Technology 126

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 110

Pipeline Go To Market Cross-sell Sales 110

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind.

B2B 120

B2B Drivers/motivators CRM GTM 120

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. Singular focus on sales. Their peers.

B2C 93

B2C Pipeline SQL Strategize 93

SaaStr

JUNE 6, 2022

What we’ve actually seen is a sea change in the way that banks think about FinTech and technology in general. The Plaid API allows engineers to build their own financial solutions, which is the core of how Plaid operates. Their typical target is developers, and they sell up through the organization.

Account management 93

Account management Engineering Technology Technology 93

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.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Highspot

SEPTEMBER 10, 2024

Of course, Marketing isn’t closing deals, either. Marketing is about pipeline generation for both new business, and renewal or expansion. Take time to optimize content for search engines (SEO) and use paid search (SEM) to drive traffic to landing pages and capture leads.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Highspot

AUGUST 31, 2021

A sales model refers to a business’ overall approach to selling. Common models include inbound sales, outbound sales, account-based selling, or a combination of multiple models. Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Highspot

SEPTEMBER 28, 2021

Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Nimbly adapts to shifts in market.

Sales 52

Sales Cross-sell Technique Growth 52

Sales Hacker

SEPTEMBER 13, 2022

We sell pretty much to any company out there who is selling their product or services to other businesses. But it has also enabled us to push the market from a competitive perspective in the way that allows us to dictate how people consume go-to-market technology. Do you have your core people sell?

Growth 77

Growth Up-sell Sell Engineering 77

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I I want salespeople to be client-facing, focused on selling solutions. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Lead Fuze

JANUARY 1, 2022

The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. ERP systems can use graph database technology to store and analyze relationships between various data sets.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

FEBRUARY 9, 2024

If it does, a little alarm bell should go off in your head because it means you may no longer be doing customer discovery – you’re actually selling. In this episode, you’ll get insight on how to leverage AI with tactical use case examples, a three-step framework for leveraging AI in go-to-market, and career growth advice.

GTM 67

GTM Real Estate Launch B2B 67

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

Commission 80

Commission Territory Finance Inside sales 80

Heinz Marketing

MAY 20, 2021

Segmented from one another, marketing would work the top of the funnel and sales would work the bottom. Once a lead was ready for sales, it would be handed off and in many cases, never hear from marketing again. What Does Sales Do For Marketing? Alignment is key to reignite the go-to-market engine when buyers aren’t biting.

Campaign 105

Campaign Cold Call Sales Education 105

SaaStr

APRIL 4, 2019

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. Eyal Manor – VP, Engineering @ Google Cloud. So let’s build on that a little bit more and talk a little bit more specifically about technology.

Engineering 64

Engineering Strategize Technology Technology 64

Highspot

SEPTEMBER 20, 2021

SEPs can also offer open APIs to integrate with offerings from complementary vendors with selling relationships and prebuilt integration for bidirectional data sharing and synchronization for seamless access by end users between applications. Go Unified or Go Home. What does this mean for buyers?

Sales 52

Sales Technology Technology Education 52

Gong.io

AUGUST 12, 2022

Conversation Intelligence is like having a search engine for salespeople – except it’s specifically tailored towards finding information on what was talked about during each phone call. There is no need to go back to what was said or try re-listening again. What is conversation intelligence?

Conversion 62

Conversion Prospecting Pipeline Strategize 62

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. We hear what makes a great entry point for sales and sales engineering and why having deep authentic technical product knowledge actually works in sales. What You’ll Learn. We’re on iTunes.

Engineering 50

Engineering Negotiate Technology Technology 50

A Sales Guy

APRIL 2, 2012

Sell the way your customers buy. Soup up your sales engine (sales operations). Sell the Way Your Customers Want to Buy. Too often we assume our go to market approach and that can be costly. Soup Up Your Sales Engine. Leverage technology to give your sales team an advantage. Make selling easier.

Sales 115

Sales Growth Represent Up-sell 115

SalesLoft

JULY 11, 2019

She is the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google where she learned about value engineering. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

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. . For example, we’re exploring technologies that would allow us to celebrate accomplishments in real time.

Product 82

Product Negotiate Quota Cross-sell 82

Highspot

NOVEMBER 27, 2019

If you’re selling an unreliable product, or have an endless list of unhappy customers, chances are you’re not going to be skipping to the office every morning. Meet Director of Services & Sales Engineering Danny Clarke and Strategic Accounts Director Jess Turner, who joined our Highspot team earlier this year.

Service 52

Service Negotiate Sales Up-sell 52

Highspot

NOVEMBER 1, 2022

This means empowering reps with content, training, and guidance — but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Refresh your sales strategy. Make decisions with sales performance metrics.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SaaStr

JULY 25, 2021

I still remember the very first time I met Dev back in 2011 and I was this engineer turn first-time founder, CEO running the business. The reason I contemplated doing it because I really want to be involved in cutting edge technology and work with smart people. Obviously little later stage market is much more well known.

Up-sell 98

Up-sell SQL Product Start-ups 98

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 116

Pipeline Sales Up-sell Cross-sell 116

SaaStr

MAY 27, 2023

Next up was Jason Cohen, founder of $100m+ WP Engine. Let’s talk about implementation and past challenges when deploying technology. Another one related to our maniacal building habits — we had to learn when to stop, so we could focus on go-to-market and scaling. Let’s get to market. Let’s sell. Let’s scale.

Gaming 73

Gaming Trust Cross-sell Closing 73

Highspot

MARCH 30, 2021

This means empowering reps with content, training, and guidance – but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Refresh your sales strategy. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69