Sales Hacker

AUGUST 4, 2020

Matt Rizzetta : There’s a lot of nuances I think that go into that question. I would say generally speaking, and certainly not a sales pitch by any means, but our whole model at N6A is really built to align PR with business outcomes. We had 10 pitches over the past month. We won six of them. Let’s slice it by budget.

Objectives and Key Results 123

Objectives and Key Results Finance Start-ups Prospecting 123

Gong.io

JANUARY 12, 2021

Jared is diligent, disciplined, enjoys coaching, and is a self-proclaimed Personal Finance Ninja (cool title). Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. Go To Market (GTM) and enablement.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

JUNE 9, 2020

The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company.

Finance 105

Finance X-functional Pipeline Territory 105

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 78

GTM X-functional Start-ups Campaign 78

SaaStr

JUNE 11, 2019

But they pitched me the idea, and I actually didn’t really love the idea. I’m not sure I’m at product market fit yet. Anyone I pitch to tells me, “well, show me more traction.” And then you identity I’m missing someone on the go-to-market or growth side. I have an idea.

Engineering 109

Engineering Growth Promote B2B 109

Sales Hacker

APRIL 30, 2018

Unlike well-established departments such as Finance and Human Resources, the team structure of sales enablement dramatically varies across organizations. . Optimize sales pitches using sophisticated data analytics software. The percentage of deals that includes a go to market strategy with a Partner. 8) Attach Rate.

Non-Profits 102

Non-Profits Profit margin Quota Sales 102

SaaStr

JUNE 19, 2020

And I think it’s something that you should address proactively as part of your pitch. I fit seven to eight pitches a day whilst spending seven hours with our two-year-old,” and so on. Christoph Janz: My first tip is that you should have a very clear COVID-19 assessment. There are a lot of questions that you need to answer.

Pitch 75

Pitch Trust Meeting Follow-up 75

SaaStr

JUNE 23, 2019

But they pitched me the idea, and I actually didn’t really love the idea. I’m not sure I’m at product market fit yet. Anyone I pitch to tells me, “well, show me more traction.” And then you identity I’m missing someone on the go-to-market or growth side. I have an idea.

Engineering 89

Engineering Growth Promote B2B 89

Sales Hacker

APRIL 22, 2019

Nick Worswick : I got my career started in finance, and I learned that I didn’t really want to be in finance. I can be helpful in go to market. I have some interesting ideas around how we can prospect within this particular market because I’ve spent some time talking to the first 25, 35, 45 customers.”

Territory 67

Territory Finance Growth Conversion 67

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Global Business Unit.

B2B 105

B2B E-commerce Cold Call Represent 105

SaaStr

JULY 25, 2021

What’s the right way to pitch to the VC’s? I mean, and I may at the risk of stating at times of blinding lava, they’re very … They’re really care a lot about what is the market opportunity you’re going after, right? I don’t have to go to pitch to 20 VCs to get an offer.

Up-sell 105

Up-sell SQL Product Start-ups 105

Sales Hacker

DECEMBER 2, 2019

Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. Most recently she worked at Crayon, which is an early-stage market intelligence platform. I understand accounting and finance. I can place accounting and finance professionals.” About Mary Rogul and Crayon.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Sales Hacker

DECEMBER 17, 2019

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada. It’s been a really fantastic journey to learn all about modern go to market and then learn about it and then start being one of the forward voices in the community. What You’ll Learn.

Cross-sell 53

Cross-sell Contract Sales Up-sell 53

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. When you are new to the federal government market, it is a challenge to gain relationships with agencies and departments.

Negotiate 52

Negotiate Profit margin Contract Price 52

SaaStr

DECEMBER 5, 2019

And that for you means truly understanding why are they investing you, how are you going to help them? So as much you spend time in the diligence process with the big company or the VC trying to figure out how they’re going to help you and how you’re going to pitch to you.

Strategize 59

Strategize Strategic partnership Start-ups Up-sell 59

SaaStr

MAY 27, 2020

Why is financing hard right now? It’s very difficult to get financed. So the market hates uncertainty. And then one day the whole market resets to the seven times. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen.

Finance 109

Finance Government Price Contract 109

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. And to always keep in mind it is about the client, not the product you are pitching. you’re going to lose them.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then with the new growth fund, we could lead the 100 million, $200 million financing on it. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive. Jasom Lemkin: I got it.

X-functional 81

X-functional E-commerce Growth Retail 81

SaaStr

MARCH 1, 2019

So let’s say you realized that you know you’re on a good track but let’s say through competitive pressure or whatever reasons you really want to have a broader suite that you go to market with. So you know the session is called VC’s Pitch Founders, so of course I have to tell you about how inside can help here.

Growth 45

Growth Finance Negotiate Start-ups 45

SaaStr

DECEMBER 13, 2019

And you’re able to basically lean on them to be able to not just advocate for you but also be able to give you advice before you go to market. That will help you evolve as a company both operationally and then also as you go to market in terms of your messaging. Going to market is really hard.

Up-sell 91

Up-sell Represent Finance Technology 91

SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. What are the biggest green lights for CIOs when startups are pitching them? What are the biggest red flags CIOs see when startups are pitching them? Does that work for you, Yousuf?

Pitch 69

Pitch Contract Objectives and Key Results Negotiate 69

SaaStr

FEBRUARY 7, 2020

Which was my first exposure to pitching and seeing how the venture community took on entrepreneurs and their thinking and the questions that they asked and the way in which the opportunities were evaluated and considered. But you said, “Invest in people, not pitches.” Karen Page: Yeah, the pitch is just one of it.

Strategize 87

Strategize Pitch Growth Networking 87

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 109

Sales Price Quota Start-ups 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. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 84

Contract Sports Cross-sell Start-ups 84

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. If you’re in finance, you’re going to work with vendors. And it’s becoming more and more prominent as part of people’s campaigns. Ryan Carlson: I think that can work.

Pipeline 89

Pipeline Cross-sell Launch Start-ups 89

SaaStr

OCTOBER 21, 2019

” They were pitching me or they were trying to tell about their business. Where are you going to go?” Why did you wait so long to raise financing and what was the thinking behind that for you? And you have a lot of offers in terms of financing. We had a couple hundred people show up. It was quite good.

Start-ups 45

Start-ups Finance Growth Meeting 45

The Lost Book of Sales

JULY 12, 2021

This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch. The problem goes beyond pitches and positioning, though. " You are not likely to get financing from anybody with experience.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 28, 2025

Orbee’s technology aims to transform repetitive tasks across finance and accounting, enabling businesses to dramatically improve efficiency and reduce critical errors. Bella Liu of Orbee leads a company focused on generative process automation, creating AI solutions that understand and automate complex enterprise workflows.

Finance 97

Finance Pitch Technology Technology 97

SaaStr

AUGUST 15, 2019

And you know, it’s struck me that I spoke to a lot of Dutch founders and I was like… You know, they were pitching me, or like they were trying to tell about their business. You know, where are you going to go? Why did you wait so long to raise financing it and what was the thinking behind that for you?

Growth 45

Growth Finance Start-ups Meeting 45

SaaStr

AUGUST 15, 2019

And you know, it’s struck me that I spoke to a lot of Dutch founders and I was like… You know, they were pitching me, or like they were trying to tell about their business. You know, where are you going to go? Why did you wait so long to raise financing it and what was the thinking behind that for you?

Growth 45

Growth Finance Start-ups Meeting 45

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 83

GTM Growth X-functional Referrals 83

Sales Hacker

MARCH 18, 2025

And so I started to go-to-market at VMware.And the thing that was exciting for me in retrospect is that. And I really got to understand go-to-market. And most of us have to do that scaled high throughput, process in go-to-market. I got to work right away with the enterprise sales team.

GTM 66

GTM Sales Pipeline Technology 66

Sales Hacker

APRIL 15, 2025

Speaker: A quick pause because it can be so hard to stay abreast of the newest AI developments around go to market with how quickly things are changing. They’re gathering thousands of revenue leaders to explore how high performing teams and individuals are leveraging go to market intelligence and AI to crush revenue goals.

GTM 64

GTM B2B Follow-up Campaign 64

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. His last role was the CFO of Landing, where he oversaw the companys Finance, Legal and People operations.

GTM 89

GTM Finance Cross-sell X-functional 89

SaaStr

JULY 19, 2019

But you look at what’s going on in enterprise now, if some person, a manger of a department, brings in a SaaS vendor without an InfoSec check, they’re going to be fired. My first VC pitch of my career was in 1996, I think I was 25, 26 years old. And I go in there and I’m like “Oh you want to see a demo?”

Cross-sell 63

Cross-sell Up-sell Start-ups Engineering 63