SaaStr

FEBRUARY 21, 2023

Becoming less reliant on human touch takes time and planning, so take a good look in the mirror, determine how much and how fast you can do it, and then form a cross-functional plan that meets your current business goals while also working towards future ones. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?

Go To Market 97

Go To Market Growth GTM X-functional 97

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 70

GTM X-functional Start-ups Relationship building 70

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. Happy to be here. Jessica Gilmartin: As everyone does.

GTM 77

GTM X-functional Start-ups Campaign 77

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. Freemium to premium is one thing but how do we turn a sign-up into a wall-wall, big enterprise logo? I’ll take all the Big Apple food recommendations that you have! Anyway, let’s get into it.

GTM 122

GTM X-functional Inside sales User Experience 122

SaaStr

FEBRUARY 2, 2022

But no industry can stay static, lest they get passed up by the next big thing. 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. 2016’s Lesson from Quip.

Growth 113

Growth Product GTM X-functional 113

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. Competitor X is doing Y.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

DECEMBER 8, 2023

The Enterprises at the forefront are starting to adopt techniques around fine-tuning their models to personalize them for every single user and customer, where data doesn’t leak between customers, so it’s highly personalized for any kind of complexity and use cases. There’s a merger of two personas that historically have been separate.

GTM 123

GTM SQL X-functional Engineering 123

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours). Percentage of marketing collateral used by salespeople. Sales Ramp.

X-functional 101

X-functional Quota Cross-sell Contract 101

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. Check them out.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

ConversionXL

NOVEMBER 5, 2020

Here, I’ll show you the journey we took to finding our place in the market by testing, pivoting, and re-pivoting our serving offerings and value propositions so you can grow your agency faster, without fewer wrong turns. These days, many agencies start as a lean operation. When clients ask, “Do you do X?,”

UX 120

UX Clients Niche Service 120

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? Alan : It starts with a prospect experience and goes into the wholesale customer experience. So that experience really starts then. But when you become customers, is when everything starts. You recommended we cover customer service, customer success today. Customer experience.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Heinz Marketing

OCTOBER 25, 2021

So if you want to check out all of the content from connected all for free, go to sendoso.com/connected-2021. Some great content up there, that’ll help you really think about this hybrid world and hybrid in person online, off line. You were joking before we got started about what are the things. What if it had X?

Pipeline 122

Pipeline Sales Growth X-functional 122

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 89

GTM Negotiate Profit margin Contract 89

SaaStr

DECEMBER 17, 2019

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. So, the image that I have as a vapid tech reporter is sort of everything is up into the right for that period of time in order to reach that … is that true?

Finance 85

Finance X-functional Non-Profits Launch 85

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. She’s the founder of Alternate Route, a go-to market strategy and revenue operations consultancy based here in New York.

Contract 85

Contract CRM Consult Cross-sell 85

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. The Benefit of Starting Out in Account Management. Starting Out in Sales in Account Management [25:49]. Starting Out in Sales and Account Management. What You’ll Learn. What Managed by Q does.

Customers 66

Customers Account management X-functional Hospitality 66

ConversionXL

JUNE 25, 2021

The typical product lifecycle can be broken down into four stages: Introduction: Your product may still be in development and your marketing goals focus on generating awareness and motivating users to sign up and purchase. You’re adding new product features and looking to capture more market share from your competitors.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. Jason Lemkin: Well, let’s break it up. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. They think they can hire these agencies to prove out sales and marketing, they can’t.

Growth 117

Growth Cross-sell Start-ups X-functional 117

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 93

Pipeline Sales X-functional B2B 93

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 94

E-commerce Retail Real Estate Growth 94

SaaStr

SEPTEMBER 13, 2020

We’re going to start with some dates that predated COVID and really go to prior SaaStrs. If you look at the March volatility, the major indices fell 30% pretty much across the board as the health crisis started to take hold, and the economic crisis was starting to be previewed.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Sales Hacker

JUNE 9, 2020

He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. And I ended up going far to the other end of the spectrum. Some teach marketing. But it made me stronger.

Finance 105

Finance X-functional Pipeline Territory 105

Highspot

MAY 20, 2022

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. Renewal/Cross-Sell/Up-Sell: Supports post-sale motions, with updated messaging for existing customers. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

AUGUST 20, 2019

We were split up into groups. That’s all great but I’m going to start with a tougher question which is you were brought in four years ago to SendGrid, and you weren’t a founder. How did you start that? Sameer Dhokalia: The go-to-market model was magical. There was an adjacent market.

Growth 62

Growth X-functional Start-ups Conversion 62

Heinz Marketing

MARCH 11, 2019

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I didn’t want to start off on negativity.

Pipeline 69

Pipeline Sales B2B X-functional 69

Sales Hacker

JANUARY 7, 2025

But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. I dont know how I didnt start on Superhuman sooner. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? So I think I’m going to start with what is the same.

GTM 118

GTM Sell Customers Cold Call 118

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. What is going to be the distinctive features of Web3?

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. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. SaaStr, good morning.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. 80/20 Sales and Marketing. The Go-Giver. Start with Why. Here they are… The 97 Best Sales Books in 2020.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

MAY 9, 2022

Listen, I was a humble CMO once that used to lap up your content. So maybe just, let’s start with a little bit about you, little bit about Xactly, and then why that relationship you think is so important? Jamie : Let me start with Xactly. You are looking at your market, maybe through the lens. Matt : What?

Pipeline 98

Pipeline Finance Commission Sales 98

SaaStr

NOVEMBER 21, 2020

I do want to start it a little bit on you. But I had wanted to start a company for a long time before that. But it took a lot of thinking up until that point before we ended up pulling the trigger. Or should I start my own company? Or should I start my own company?” Harry Stebbings: Not at all.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. Attendee 1: Is there anything you don’t know?

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

FEBRUARY 5, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. It’s been written up. We did this thing.

Pipeline 62

Pipeline B2B Sales Pitch 62

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 80

X-functional E-commerce Growth Retail 80

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. I think your customer base grows by two X it seems like every month these days. Today is no different.

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

Heinz Marketing

APRIL 2, 2018

She’s spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, “Well, what the hell, I’ll just go back to the valley and I’ll create a start up.” Paul, not just sales and marketing, but let me set this up a little bit.

Pipeline 59

Pipeline Sales Presentation B2B 59

Sales Hacker

FEBRUARY 19, 2019

Think of this as a sneak-peek of what’s coming up at Unleash ‘19! Lauren Alt – Marketing Campaigns Manager at Outreach. Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. Note: these speakers are just in alphabetical order. Thanks for that one, Chad!

Cold Call 14

Cold Call Inside sales Sales B2B 14