Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps.

Go To Market 88

Go To Market Up-sell Sales Strategize 88

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

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. These early conversations helped shape Databricks product, pricing, and go-to-market strategy.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Heinz Marketing

JANUARY 10, 2022

Join us for a great conversation about speaking finance as a marketer, the importance of the sales role in retention, how you are successful as a leader first and much more. So, I want to get to that as well, even with our audience being mostly B2B sales and marketing folks. Listen in now, read below, or watch the video !

Pipeline 110

Pipeline Finance Non-Profits Sales 110

Sales Hacker

OCTOBER 19, 2022

“In a reasonably sized, mid-market company, RevOps drives it,” Mark said. Then the CFO and Finance team enter to look at it from a financial viability perspective, find loopholes, and determine if the plan is still profitable for the company. To fix this, companies must come up with compelling — and actually attainable — OTEs.

Commission 124

Commission Finance Quota Strategize 124

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. And as part of that strategy, they actively answer marketing questions on Quora to set themselves up as experts in the space. And users can sign up for a free trial. Inside Sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

SaaStr

JUNE 13, 2021

Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance. This is how Zig focuses on building the right team, simplifies organizational design, and scales from the ground up. Subscribe. #4

Growth 100

Growth Finance B2B Technology 100

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 122

GTM Pipeline SQL UX 122

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 116

Finance Cross-sell GTM SQL 116

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Come up with a list of standard inputs (i.e.,

Cross-sell 103

Cross-sell GTM Finance Growth 103

Martech

FEBRUARY 5, 2024

But many marketers are put off by what they see as a lack of transparency among aggregators and brokers. “I get 50 emails a week from folks trying to sell me lists from events, verticals, competitors, etc. and they are all super spammy feeling,” said Eric Dates, a veteran B2B marketer and a MarTech contributor.

B2B 112

B2B Healthcare Commission Campaign 112

SBI

SEPTEMBER 8, 2014

We built our technology to maintain profiles on all meaningful companies and decision makers worldwide, from basic data like revenues, employee counts and email addresses, to real-time insights on companies and people, while analyzing relationships that help our customers go to market.

Up-sell 51

Up-sell Closing Sell X-functional 51

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

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 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 121

GTM Contract Quota CRM 121

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing.

B2B 112

B2B GTM Cross-sell Cold Call 112

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

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. Happy to be here. And it was very, very successful.

GTM 76

GTM X-functional Start-ups Campaign 76

Hubspot

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Image source: PayPal.

Commission 98

Commission Territory Quota CRM 98

Hubspot

FEBRUARY 20, 2025

In a previous role selling software, I gained insight into the importance of choosing the right business model. Unfortunately, selling the product without a minimum price created a situation where a majority of customers placed substantial demands on our support team while contributing very little to revenue.

Manufacturing 36

Manufacturing Retail GTM Price 36

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. New tools and approaches seem to be popping up every minute,” he says.

B2B 115

B2B Drivers/motivators CRM Contact 115

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”. Sign up now. Create a single source of truth to empower go-to-market teams. It’s time to #ThinkOutsidetheQuota.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Screenshot from this Future of Selling video (1:13). Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

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. And so on.”.

Sell 106

Sell Minimum Viable Product Objectives and Key Results Cross-sell 106

SaaStr

FEBRUARY 14, 2023

It’s much easier to sell something to a customer you’re already working with than it is to win them again and again. To calculate your net dollar retention, take all of your existing ARR at the beginning of the period, add on any cross-sell or upsell, subtract out any churn, and then see the ending ARR. Sign up HERE !

Profit margin 104

Profit margin Drivers/motivators Cross-sell Growth 104

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. We practice (and use) what we preach (and sell). Jared is diligent, disciplined, enjoys coaching, and is a self-proclaimed Personal Finance Ninja (cool title). Manage follow-ups. Manage deals.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Salesforce

AUGUST 24, 2021

The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. Research suggests that even as customer expectations, market dynamics, and technologies have rapidly evolved, the way companies use CRM systems is not keeping up with the times.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Salesforce

JANUARY 27, 2023

Multiple studies show companies that operate in survival mode, making deep cuts and reacting defensively, tend to stagger through a downturn, are slow to recover, and never really catch up to those who continued to invest and innovate. That means whatever you’re selling must provide added value vs. flash.

Technology 98

Technology Technology Minimum Viable Product Angle 98

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Reimagine the selling experience. If you’re wondering how a seller runs a deal like this up that many flagpoles and gets a bunch of players with different needs on the same page, enter automation.

Closing 98

Closing Contract Legal Cross-sell 98

SalesLoft

APRIL 25, 2019

It’s my pleasure to share SalesLoft has finalized our Series D financing. This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. It’s why we get up every day. You inspire us to never give up in serving you relentlessly. How are We Different?

Growth 90

Growth Commission Networking Up-sell 90

Partners in Excellence

NOVEMBER 4, 2012

They are pretty much right on–and I end up buying a lot of their recommendations. Believe me, Google sees that history and can generate a great profile, and sell the lead). I also know from alerts I’ve been receiving, that the company has had market growth challenges. and overall go to market strategies.

B2C 102

B2C Prospecting Finance Presentation 102

SaaStr

DECEMBER 17, 2019

Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. Zach : Yeah.

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. FULL TRANSCRIPT BELOW.

Finance 108

Finance Government Price Contract 108

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

AUGUST 4, 2020

If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. I mean, it’s almost 11 years later now and I still wake up with, in many cases, the same fear and the same anxieties that I had when I first started the firm. Subscribe to the Sales Hacker Podcast.

Objectives and Key Results 121

Objectives and Key Results Finance Start-ups Prospecting 121