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) Feeling that AI FOMO? Youre not alone.

GTM 102

GTM Engineering Electricity X-functional 102

Sales Hacker

JANUARY 7, 2025

That’s going to work because your market is not so big. As soon as you move to the US, you need to think, okay, you can start being scrappy, but very, very soon in your progress, you need to think about system and process that helps you to really scale and I would say maximize the reach you’ve got on the market.

GTM 117

GTM Sell Customers Cold Call 117

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 69

GTM X-functional Start-ups Relationship building 69

Martech

AUGUST 9, 2023

Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. Prior to Snowflake, Hillary worked at NetApp and Fortinet, and provided go-to-market advice via VC’s and startup advisory boards. LinkedIn: Pam Didner (12K followers) X (Twitter): @PamDidner (14.2K

X-functional 98

X-functional GTM B2B Technology 98

Sales Hacker

MARCH 22, 2018

Sales outsourcing gives parts of your own sales process to others (individuals or agencies). 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). State-of-the-art processes. Some functions (e.g.

B2B 100

B2B X-functional Cold Call SQL 100

Sales Hacker

SEPTEMBER 22, 2023

Turning a free sign-up into an enterprise logo involves a multi-step process that requires careful planning, design, and execution. Hubspot recently released a blog on how to effectively optimize the freemium conversion rate; see link/visual below: 5 key steps in the process: 1. Set the right product limitations for your free account.

GTM 121

GTM X-functional Inside sales User Experience 121

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. check-out process). is probably random.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

FEBRUARY 2, 2022

As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 111

Growth Product GTM X-functional 111

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. Today, they focus on two areas: Helping organizations accelerate how they go to market with AI by providing the best-of-breed technology and innovation. What ways do you market your company? Open-source. That’s reality now.

X-functional 67

X-functional Government Technology Technology 67

SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Moving From SMB To Enterprise — A combination of pre-sales like solution or sales engineering, customer success, and a more robust revenue ops function. Why is teaming the new selling?

B2B 114

B2B GTM Objectives and Key Results Sell 114

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. Your go to market motion has to be driven by the product.

GTM 76

GTM X-functional Start-ups Campaign 76

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. They help you understand what’s working and what’s not regarding your holistic sales process. Ramp-up = amount of time spent in training + average sales cycle length + X. Pipeline Sales Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 111

Pipeline B2B Go To Market Sales 111

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. That’s easy. Growth and milk.

Growth 106

Growth Cross-sell Contract X-functional 106

Heinz Marketing

MAY 16, 2022

But it seems to me that prospect experience and customer experience should be one continual process. ” Alan : You’re turning a lot off in the process. I’m a big believer in cross-functional alignment. And so, thankfully, I hear more companies talk less about lead management and more about prospect experience.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

SEPTEMBER 29, 2020

Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. We’re on iTunes.

Contract 119

Contract X-functional Objectives and Key Results Legal 119

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” Because we wanted to document every aspect of the process before partnering with new freelance writers. How you communicate as a function of that design is a critical problem that you should aim to solve. What go-to-market activity have we already tried?

UX 120

UX Clients Niche Service 120

Sales Hacker

MARCH 2, 2020

Strategy and Process. 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. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. Strategy and Process.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

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, Jessica helps companies find ways they can optimize their current business processes. Her name is Jessica Wilkeyson.

Contract 84

Contract CRM Consult Cross-sell 84

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process.

Launch 96

Launch Product Non-Profits GTM 96

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be. Jamie : Yeah.

Pipeline 98

Pipeline Finance Commission Sales 98

Heinz Marketing

OCTOBER 25, 2021

So it is a combination of almost a role of building and telling the story, but also translating the process between things you build and things that people want. What if it had X? How do you balance feedback from customers individually, which are valid, with making sure you’re staying focused on a core addressable market?

Pipeline 122

Pipeline Sales Growth X-functional 122

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Sam Jacobs: You said that sales and account management are the best functions from which to start a career. What You’ll Learn. What Managed by Q does. Building a Customer Success Strategy. Megan Bowen: Hi, Sam.

Customers 65

Customers Account management X-functional Hospitality 65

SaaStr

DECEMBER 17, 2019

So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. So if you’ve ever had to start a new job and walk in with a voided check and then they take that voided check and they figure out how to process your payroll. That’s pre-Plaid. Zach : Apparently.

Finance 85

Finance X-functional Non-Profits Launch 85

Sales Hacker

JUNE 9, 2020

This was the first time that I was really focused on the SMB market and had a great experience there. And as a part of that process, we moved to the West Coast, but phenomenal opportunity that I couldn’t pass up to be Chief Revenue Officer for a public company and a very interesting company like TriNet. Some teach marketing.

Finance 104

Finance X-functional Pipeline Territory 104

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. Permanently, meaning measured in three to 10 year doses, aware of the idea that you can just travel almost anywhere in the globe on a whim is not going to happen. Countries are going to take their borders very seriously.

E-commerce 91

E-commerce Retail Real Estate X-functional 91

Highspot

MAY 20, 2022

Each of these terms refers to a method of guiding sales reps through the sales process. Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. CR(t) —The conversion rate as a function of time to get to a single SQL. The person on top of the hierarchy is responsible for following the process, NOT making the decision. Four Prospecting Approaches.

Prospecting 61

Prospecting SQL GTM X-functional 61

Heinz Marketing

JUNE 4, 2018

He’ll also talk about how good sellers can actually be still at the forefront of the buying process, at the top of the buying process to provide that value. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Today is no different. So doing some great stuff there.

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

SaaStr

JULY 15, 2020

You had to talk more people, how people will slowly flake out of a process, how it’s harder to build relationships over Zoom. It’s hard to know what’s going on especially from folks Twitter feed and what they say. But that’s more the exception than the role of the go to market for many companies.

X-functional 78

X-functional E-commerce Retail Growth 78

Heinz Marketing

MARCH 11, 2019

So as we looked at our brand and we as we looked at what we were trying to do and as I looked at the talent we had and also just talking to some folks out in the market, I spent some time with Ryan Bonnici , who’s at G2. I think that’s one of the underlying principles of account-based marketing.

Pipeline 69

Pipeline Sales B2B X-functional 69

Heinz Marketing

FEBRUARY 5, 2018

Incredibly passionate, self-directed and confident senior executive leader with fortified marketing, management and organizational skills evidenced by ongoing customer, partner and team success. ? Insert company name X did Y. That makes the go to market a little bit more difficult. We did this thing. I don’t know.

Pipeline 62

Pipeline B2B Sales Pitch 62

SaaStr

AUGUST 26, 2022

I’m pretty sure all those deals were in process before the crash. I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year.

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

APRIL 2, 2018

So the way that Stick works is we’re trying to give you a jump start on that creative process. Now that’s what I’ve been focused on turning that process, that visualization and visual design process into a tool with Stick so that anyone can do it. Alli: It’s been such a fun process. Paul: Okay.

Pipeline 59

Pipeline Sales Presentation B2B 59

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 114

E-commerce Manufacturing X-functional Retail 114