SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. A key takeaway here: Stay focused for longer to nail your economics. Every function gets a stack rank.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. We need to be inside the ecosystem because that’s a key model for us.

GTM 117

GTM Sell Customers Cold Call 117

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? Through customer stories.

B2B 118

B2B GTM Objectives and Key Results Sell 118

Sales Hacker

SEPTEMBER 29, 2020

Keys to success when scaling a company [10:56]. Regie uses your targeting to inform your campaign, decreases the time your team spends creating campaigns, and because the campaigns are structured on email best practices, your email, and your campaign warm-up period will strengthen results. So what do you think the keys to success are?

Contract 119

Contract X-functional Objectives and Key Results Legal 119

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Increasing your total sales results. 4 Underrated Sales Functions That Can Be Outsourced (Functions You Don’t Normally Think of).

B2B 100

B2B X-functional Cold Call SQL 100

Sales Hacker

MARCH 2, 2020

It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Sales motions are defined by your larger go-to-market strategy. Compete: Tailored to over landing competitive differentiators and overcoming objections. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52