Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Today I’m excited to have my friend and New York Revenue Collective member Jessica Wilkeyson on the show.

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Contract CRM Consult Cross-sell 79

SalesLoft

FEBRUARY 21, 2020

By Spencer Wixom, VP of Marketing at Challenger. The following headline ran in The New York Times on December 18 , 1903: “Senators Demand Facts On Panama.” What was said in The Times that day is not particularly interesting. What is far more interesting is what was not said. .

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Territory Drivers/motivators Up-sell Consult 59

SaaStr

NOVEMBER 28, 2019

Felix will share insights on how he founded Collibra in Belgium, successfully relocated the company headquarters to New York City, and raised $233 million total in venture capital to become a unicorn company. We had interest in technology, a lot of background that of research, like what problem did we really want to solve?

Growth 78

Growth Territory Government Engineering 78

Outreach

OCTOBER 20, 2020

Leaders who oversee go-to-market teams understand that better than anyone. Instead, your reps have to rely on technology to make those connections. Leaders who saw the early signs that they needed to pivot their go-to-market strategies were set up for success in ways they never could have imagined. Sound familiar?

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Launch Territory Inside sales Relationship building 59

Heinz Marketing

SEPTEMBER 6, 2021

I want to get into what you’ve done in Newsela, but I mean, let’s talk about public versus private sector marketing and go-to-market in general. How big of a shift was it to go from commercial to public sector? What were some of the biggest pivots you saw in differences in your go-to-market strategy?

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Pipeline Sales Up-sell Government 97

Sales Hacker

MARCH 16, 2020

There’s frankly a tremendous opportunity for people to take their experience doing B2B SaaS sales and go to market leadership and translate that everywhere. So likewise has been done for customer engagement only marketing and sales technologies, now it’s time of the employee customer journey.

Up-sell 86

Up-sell Price B2B Start-ups 86

Heinz Marketing

SEPTEMBER 19, 2022

But as strategists, if we want to plan a smart go-to market, we should be thinking differently. And the real first way to do that is to recognize that your target market has characteristics. For example, CAT happens to be an early adopter of new technology. Things like how technology decisions are made.

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Pipeline Healthcare B2B Sales 94

Hubspot

OCTOBER 23, 2019

Customers have more voice, and technology has enabled companies such as G2 and TrustRadius to give these customers a medium by which to validate categories and brand leadership. We decided we weren't going to talk about Gainsight in the early days of Pulse. Image Source. No shame (as displayed in the hip-hop song)!

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Heinz Marketing

MARCH 1, 2021

I think that there may be a little bit of a generational dimension here where you’ve got a group of people that are very comfortable, younger people, comfortable on technology, comfortable sharing pretty personal things and broadcasting those out. And then someone at the New York office talking to that person. Matt: Yeah.

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Pipeline Sales Up-sell Start-ups 115

Sales Hacker

DECEMBER 3, 2018

She’s a well known startup advisor in addition to being a really respected sales and marketing leader here in the New York community. Sam Jacobs: We know that MongoDB is a public company, we know that it’s a big New York success story, but a lot of people don’t know what MongoDB does.

Product 67

Product Angle Objectives and Key Results Sales 67

Heinz Marketing

MAY 13, 2019

Well, I know that you are not frequently in the Bay Area given your travel schedule with the Ops-Stars tour that was in New York last month, and we’re going to be out in Boston in a couple of weeks. So I think I’ve been in the marketing space a long time and always had my partner in crime sales right alongside.

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Pipeline Objectives and Key Results Sales B2B 53

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. I’m your host, Sam Jacobs, founder of the New York Revenue Collective. He started as an individual contributor, spent three years as a frontline manager and then two years building out the go to market strategy in Hong Kong. Have they invested in technology?

Product 52

Product Territory Sales Negotiate 52

Sales Hacker

JULY 24, 2018

He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. He’s someone I consider a mentor — a founding member of the New York Revenue Collective. What You’ll Learn.

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Negotiate Strategize Sales Pipeline 41

Sales Hacker

NOVEMBER 19, 2018

Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks. Rob is leading all of their new customer acquisition go-to market efforts. So, Rob, welcome to the show.

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Finance Growth Start-ups CRM 66

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What You’ll Learn. What Managed by Q does. Welcome back to the Sales Hacker podcast.

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Customers Account management X-functional Hospitality 59

Sales Hacker

MARCH 2, 2020

Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies. This comprehensive resource goes in-depth into the human aspects of sales, as well, because there is a point where you have to let go of technology and rely on your ability to sell.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader here in New York City, but also comes from a sales engineering and product background. So I think his insights are going to be really interesting and helpful. was you have your account executives that are going in and looking at the problem that the customer’s trying to solve.

Engineering 56

Engineering Negotiate Technology Technology 56

SaaStr

DECEMBER 26, 2019

There is no shortage of options when it comes to building your marketing technology stack. So data analytics, marketing customer analytics, and technology and acquisition. OpenClassrooms is an around 200 employees and we have offices in Paris, HQ, London and New York. They don’t go to marketing yet.

B2C 69

B2C CRM Product Engineering 69

SaaStr

JULY 17, 2020

I mean, many companies are not really serving the target market of the SMBs that are most affected, think like traditional retail, traditional coffee shops, comfort food, gyms, fitness, et cetera. But that’s more the exception than the rull of the go to market for many companies.

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E-commerce Retail Real Estate Growth 85

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.

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GTM Engineering Electricity X-functional 57

SBI

JANUARY 12, 2022

“Faced with an increasingly virtual selling environment, chief sales officers are investing in technology to improve seller and customer conversations,” according to the report. The company is based in Tel Aviv and New York. For more information, please visit www.secondnature.ai. Media Contact.

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Launch Pipeline Sales High impact 31

Sales Hacker

APRIL 16, 2018

I’m your host Sam Jacobs, founder of The New York Revenue Collective. Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . I’m the founder of the New York Revenue Collective. Sales Hacker Podcast—Sponsored by Node.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Heinz Marketing

NOVEMBER 15, 2021

I was in sales a long time and I worked as an actor and took a few years off to do that in New York. And I realized that all these people going on camera, and they have never had the benefit of understanding how to adapt to speaking on the camera, because it is a highly unnatural act as everyone has found out.

Pipeline 64

Pipeline Sales Presentation Up-sell 64

Heinz Marketing

AUGUST 20, 2018

We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.

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Gate keeper Pipeline Non-Profits Sales 40

Sales Hacker

OCTOBER 22, 2019

And she’s got deep experience in marketing technology, specifically how to better leverage technology to scale revenue teams. Catie Ivey: Demandbase is a leading B2B marketing platform, really started in the account-based marketing space. Sam Jacobs: So what is Demandbase?

Territory 41

Territory Pipeline Cold Call Up-sell 41

SalesLoft

JUNE 20, 2019

So I’m actually delivering a solution to them, where they don’t have to go to the mall and what have you. Then, of course, the first technology thing that I sold was at TalentBin, my recruiting software company. Jeremey: You just reminded me of the school fundraisers and going door-to-door selling to all my neighbors.

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

MARCH 1, 2019

And something of insight so we are New York based, global venture and equity investor. 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.

Growth 45

Growth Finance Negotiate Start-ups 45

SaaStr

JULY 15, 2020

I mean, many companies are not really serving the target market of the SMBs that are most affected, think like traditional retail, traditional coffee shops, comfort food, gyms, fitness, et cetera. But that’s more the exception than the role of the go to market for many companies. You’re investing time today.

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X-functional E-commerce Growth Retail 72

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. In terms of product, I don’t mean technology. Then we deploy the capital to build.

B2C 66

B2C B2B Start-ups Growth 66

Heinz Marketing

FEBRUARY 5, 2018

I think if you’re not familiar, definitely go check out G2crowd.com. It is an online review marketplace for technology. But again, we’re still going back to all our user generated data in the first place and then just reorganizing that and showcasing it in different ways. It’s quite fun. Matt: Yeah.

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Pipeline B2B Sales Pitch 51

Heinz Marketing

JUNE 24, 2019

And you’ve got to be really good at them because if you’re average, you’re not going to get any of the mind share. Started up out of New York and when I joined there was probably 500 competitors in that space. I mean every startup by definition is still figuring out how they’re going to market.

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Pipeline Sports Sales Real Estate 64

SaaStr

FEBRUARY 26, 2019

What are we going to do that they missed?” ” Ryan Smith: And sure enough, we’ve had two of our competitors sunset all of their technology and move everything over to Qualtrics, which if you would’ve told me three years ago-. ” And it was like, “I bring the ability to go to market globally.”

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Up-sell Product Follow-up Start-ups 59

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. “An entrepreneurial leader and advisor from a technology background. What would you tell a woman just starting a career in sales? Hang Black.

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Sales Start-ups Up-sell Cross-sell 136

SaaStr

MAY 8, 2020

Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow. What is the technology, what is a unique opportunity, and what is the ROI that I can bring to my customer? Loving our podcast content?

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Cross-sell Contract Start-ups Up-sell 85

Sales Hacker

JULY 13, 2021

I think with all these new technologies like AI and cloud and robotic process automation, it’s really picking up steam quite a bit in the past couple of years. Number of people Mike oversees: When you include not only our sales and go-to-market folks but also the delivery organization, it’s over 10,000 people.

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Objectives and Key Results Electricity Start-ups Service 96

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 70

GTM Customers Non-Profits Growth 70

SBI

NOVEMBER 7, 2019

Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels. San Diego, CA and New York, NY (November 5, 2019) –. Industry News. Industry News.

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