Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. Fred Viet: And I would say back to the safe plan is, you need to understand that we are in tech and product is important part and you need to make sure you’ve got a strong alignment between the product and the go-to market.

GTM 118

GTM Sell Customers Cold Call 118

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.

GTM 120

GTM Territory Price Growth 120

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model. Era 3, SaaS 3.0:

Finance 98

Finance GTM Government Territory 98

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It may come at a price, but that price if often worth it in the long run. Full breakdown of Price’s Law here.

GTM 125

GTM Sales Growth Represent 125

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Hubspot

OCTOBER 2, 2019

Sales territory optimization - The ability to support strategic territory mapping and efficiency. Price: Contact Xactly. Price: Contact Anaplan. About: Anaplan’s sales performance management software allows sales organizations to develop robust go-to-market strategies, using their team’s performance to drive planning.

Territory 99

Territory Quota Commission Sales 99

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. But Not Lower Prices, Usually. SaaS prices are not usually lower due to competition from developing countries. Competition In SaaS Leads to A Lot of Things.

Price 111

Price Contract Territory Quota 111

Hubspot

JANUARY 25, 2019

If you're looking to validate a market, prove out a pricing model, or put together the right team, you'll need resources. grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results.

CRM 131

CRM Pipeline Territory Sales 131

Sales Hacker

JANUARY 21, 2021

LinkedIn Sales Navigator offers three subscription options at different prices, giving you the power to choose the plan that best fits your business. Custom lists and territory preferences. Head over the to the LinkedIn Sales Navigator pricing page for the full details. How much does LinkedIn Sales Navigator cost?

Territory 122

Territory Networking Sales Contact 122

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. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 86

GTM Pitch Up-sell Start-ups 86

Hubspot

MAY 8, 2020

Are you going to be doing a lot of ad targeting? Let's go over some choices. Price: Available for Marketing Hub Professional ($800/mo.) You can also use Marketing Hub tools, such as ads, web pages, and social media posts, to market to your customers and make your campaign successful. Image Source.

GTM 101

GTM Price Contact Campaign 101

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When it came to raising from larger institutional investors, we were navigating unfamiliar territory. You cannot openly market or solicit the fact that you are raising a fund. Well, lets go and help them.

GTM 80

GTM Sell Pipeline Networking 80

Hubspot

JULY 2, 2020

One of the first things you're taught in your Introduction to Marketing class is that marketing can be best explained using the marketing mix — also known as the four P's. When you stray too far away from the four P's, it can be easy to lose focus on your purpose as a marketer. Marketing Mix Elements.

Retail 101

Retail Promote Price Profit margin 101

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

FEBRUARY 7, 2018

There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. Pursue new accounts for example from SMB to Mid Market to Enterprise.

Growth 101

Growth GTM SQL Strategic partnership 101

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. Buyers are in control of the modern sales industry—they are increasingly gaining power and they care about consistent, value-adding experiences.

CRM 105

CRM Sales Territory B2B 105

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Go-to-Market Strategy. Pricing/Price. Account Development Representative. Account Executive. Accounts Payable. Accounts Receivable. Base Salary.

B2B 105

B2B E-commerce Cold Call Represent 105

Highspot

AUGUST 31, 2021

Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. Think about your product, pricing, and current competitive landscape. Will you beat them on value or on price? Types of Sales Models.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Hubspot

JULY 6, 2021

A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. For example, you may have a VP of Sales for each region your business is present in. For example, you may have a VP of Sales for each region your business is present in.

Strategize 88

Strategize Commission Territory Campaign 88

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Geographic reach : Which geographic regions your competitor is targeting. Go-to-market information. Competitive sales tactics. Win/loss insights.

Objection handling 91

Objection handling GTM Cross-sell Sales 91

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Pricing/Packaging (PP) is a key component of GTM. The spending slowdown is real but there is no log jam. Most companies expect to miss 2022 targets but it is far from a doomsday. . Proximity to customers helps too. Learnings on GTM.

GTM 114

GTM Niche Cross-sell Contract 114

The Lost Book of Sales

AUGUST 15, 2021

Ask about the pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. If so, ask to see the go-to-market strategy. For you, there is now more perceived risk  => Ask for a better agreement (e.g.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 5) Sales process, hiring, and territory management in enterprise sales [9:27]. 8) Pricing as an objection [25:30]. 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.

Product 60

Product Territory Sales Negotiate 60

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. And why are gas prices going up right now? Enter your email below for the latest SaaStr updates. Subscribe Please do not fill in this field.

Pitch 111

Pitch Conversion Sales Territory 111

Heinz Marketing

JULY 10, 2018

Real estate services tell us what average home prices are nationally and in various markets. Market – regulated, SMB, enterprise, government, regional, international. Early to market, emerging, established market, commodity. Pricing models. Go to market strategy. Marketing content.

B2B 54

B2B Real Estate Government Healthcare 54

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. I’ve been doing this since 2008 so I would sell directly to resellers, directly to end users and basically street prices MSRP.

Pipeline 74

Pipeline Territory Sales Healthcare 74

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes. Both are strategic and both are parallel.

GTM 66

GTM Sales Education Territory 66

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

Gong.io

NOVEMBER 25, 2019

Somebody’s got a bigger patch, and somebody’s got a smaller territory. . If I want to get somebody to do something differently—say I want them to sell solutions not boxes, or I want them to sell value not on price. But others, it’s just like, “You should go sell this next.” Or, “You should charge this price.” podcasts.

Price 71

Price Strategize Up-sell Cold Call 71

Gong.io

APRIL 6, 2020

If we’re thinking about price changes, we’re getting all the data on how every different segment interacts in the price points that they’re buying at, and the types of products they’re buying. The second piece would be: do your very best to give clarity—who’s working what and why. . Listen now at gong.io/podcasts.

Closing 62

Closing Objectives and Key Results Territory Contact 62

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. This is an example just of the oil market compared just from April 2019 to April 2020. This is going to happen for many assets that are over produced now in markets where demand isn’t as strong. Let’s wait 30 days.

Finance 105

Finance Government Price Contract 105

Heinz Marketing

DECEMBER 9, 2021

Orchestration: Kickstart your go-to-market activities across the technologies and channels you know and love. Trigger actions based on key business changes at companies within your entire total addressable market. Deliver campaigns to tailor-made audiences through Demand-Side Platforms or ZoomInfo’s network.

B2B 78

B2B Objectives and Key Results Contact Sales 78

Sales Hacker

NOVEMBER 13, 2019

If your US team is forecasting on a quarterly basis with only managers submitting and your EMEA region is forecasting weekly and includes reps, then your sales ops team is probably spending hours and days trying to make sense of it all. ASP : The average sales price of all your closed-won deals. And who can blame them?

Pipeline 88

Pipeline Sports Sales Quota 88

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. But one of the most interesting changes that Algolia did, was remove these pricing tiers. We’re pre-seed, so pretty early on, just cracking into the 5k MRR territory. That can work.

Price 107

Price Product Start-ups Niche 107