Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). Account Executives focus on the conversations in meetings. SDRs focus on securing such a meeting.

B2B 100

B2B X-functional Cold Call SQL 100

Martech

JANUARY 22, 2024

Understanding this simple yet crucial factor sets apart an effective digital marketing agency. It helps you meet your clients’ specific needs in their industry and the current market, enabling you to track performance properly, collect the right first-party data and improve the revenue-generating potential of your campaigns.

Clients 109

Clients Closing Objectives and Key Results SQL 109

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. There I taught myself Python and SQL to help automate many of the analyses that took me hours to perform manually.

Finance 117

Finance Cross-sell GTM SQL 117

Hubspot

MARCH 7, 2023

But identifying individual tech solutions doesn't enable you to look at the full picture of your business processes, so instead, she urges teams to look at all business capabilities across the go-to-market lifecycle, and then try to plug-in where there are strengths and weaknesses. You've underinvested in customer experience.

SQL 85

SQL GTM Pipeline Technology 85

Sales Hacker

NOVEMBER 15, 2017

A discovery call (might be used interchangeably with a sales call) is a crucial engagement with a prospect — usually a meeting or a call — wherein the seller can start building rapport, set the tone for the relationship and gain deeper insight about the prospect’s challenges. Go-to-Market Strategy. E-Commerce.

B2B 105

B2B E-commerce Cold Call Represent 105

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting.

SQL 51

SQL Pipeline Strategize Presentation 51

Hubspot

NOVEMBER 28, 2023

Sales and marketing teams today must break away from traditional silos and forge powerful, collaborative alliances. Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution.

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. This can be through an email, a call, an in-person meeting etc. Furthermore, you learn that they are going next weekend with a snowstorm coming in, hinting at a Critical event. That turns them into an SAL.

Prospecting 62

Prospecting SQL GTM X-functional 62

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Gaming 53

Gaming Tradeshows SQL Clients 53

SaaStr

JULY 25, 2021

In fact, we met when I was just trying to figure out what I was going to do next but just meeting people like Jyoti was something I found really interesting and stimulating. Again, I’m talking about a B2B business because sales productivity is really a measure to some sense of product market fit. What’s going well?

Up-sell 104

Up-sell SQL Product Start-ups 104

Sales Hacker

FEBRUARY 24, 2020

So they’d go to board meetings, they talked to their portfolio companies, and they say, “Focus, focus, focus. You can’t be all things to all people,” and then they turn around and leave the board meeting and go operate the firm in a way that completely violates that instruction that they gave.

Growth 85

Growth Product SQL Price 85

Highspot

SEPTEMBER 10, 2024

But going to major events in your industry where your buyers – both existing and prospective customers – are present offers a very real opportunity to generate first-sale and expansion pipeline through executive meetings. Create a sale play with everything sellers need to know, say, and do to drive meetings with your attending execs.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Heinz Marketing

MAY 11, 2020

Is this really permanent, exponential change or was this an incremental change towards more Zoom meetings or whatever? I enjoy leaving my house to go to work. I enjoy having a place where we can get together and do brainstorming and do all hands meetings and do team lunches. No, that’s an old construct.

Pipeline 91

Pipeline Sales Healthcare Manufacturing 91

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. In the old days and even in some cases today, you see marketing high fiving. Today is no different.

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

NOVEMBER 22, 2019

And I had a tastic experience there for about seven years before running a marketing tech sales team at Optimizely for five years. Almost like in the meeting with the pitch meeting itself. And then, you know, even stranger to end up in venture. So I’m keen to define it and build out. ” Whatever that might be.

Start-ups 79

Start-ups Customers Objectives and Key Results Pipeline 79

SaaStr

MARCH 1, 2019

And then the second, he was going to market trying to change pricing. SQL versus the MQL. But as you see a company closing something like 30 to 40% of their leads from the MQL level or even the SQL level, that’s really attractive, particularly for combining that with a shorter sales cycle.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

And then the second, he was going to market trying to change pricing. SQL versus the MQL. But as you see a company closing something like 30 to 40% of their leads from the MQL level or even the SQL level, that’s really attractive, particularly for combining that with a shorter sales cycle.

Contract 12

Contract Price Commission Conversion 12

SaaStr

DECEMBER 8, 2023

It’s easier for someone who isn’t as sophisticated with SQL because they can ask questions of their data without the 3-6 month learning curve beforehand. LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. This is being adopted broadly in the Enterprise.

GTM 123

GTM SQL X-functional Engineering 123

SalesHandy

OCTOBER 28, 2022

For example, Leads that are ready to make a purchase i.e. Sales Qualified Lead (SQL) The survival of your business is dependent upon getting 300 leads each quarter. All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59