Sales Hacker

AUGUST 7, 2024

CDPs can be technically complex pieces of software, with deep and lengthy sales cycles and cross functional implementations. The customer experience would also suffer, as pressure to meet growth targets will cause team members to generally prioritize pre-sales work. For example, “how do I implement X using this API?”

Go To Market 124

Go To Market X-functional Engineering Cross-sell 124

Heinz Marketing

JUNE 27, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing CLG (customer-led growth for the unaware) is another entry in the X-Led Growth trend. I will share some of our own experiences and best practices to help establish aligned incentives, and orchestrate your teams effectively to foster customer-led growth.

GTM 59

GTM Growth Customers X-functional 59

SaaStr

AUGUST 26, 2024

So To help facilitate additional networking, conversations, and community, we’ve added not one, but FOUR brand new micro-events within the event to SaaStr annual this year, PLUS new features to Braindates , The Big Party and Meet a VC. How does the CFO manage this balance across investors, peer executives, and the team?

Networking 117

Networking GTM X-functional Finance 117

SaaStr

FEBRUARY 15, 2020

So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised. Just to want a top-line number to meet and grab as many resources as possible to meet it. no guaranteed bonus for X months until you scale). That’s stressful. No draw (i.e.,

X-functional 142

X-functional Quota Teamwork Sales 142

SaaStr

FEBRUARY 11, 2020

Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. What I was going to talk about today is the playbook for reigniting or even igniting growth. Really, I’ve worked with lots of companies and really been fascinated with how do you repeat growth? Good job guys.

Growth 110

Growth Niche Hospitality X-functional 110

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 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. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Partners in Excellence

JULY 8, 2015

I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. In team meetings, management identified him as a “top performer.” They had goals to send X millions of emails a month. I reviewed the goals of a content marketing team.

X-functional 113

X-functional Quota Meeting Growth 113

Sales Hacker

SEPTEMBER 22, 2023

Beyond meeting founders and LPs all day, I’m slowly eating my way through New York City. This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade.

GTM 122

GTM X-functional Inside sales User Experience 122

Sales Hacker

MARCH 25, 2025

Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. You have 500 seats, scrap that, just use us every time you book a meeting or you do X, Y, Z.

GTM 70

GTM X-functional Start-ups Relationship building 70

A Sales Guy

AUGUST 21, 2015

You look at the United States military and how instructional design and organizational development function and you see a system that can take young men and women, with different socio and economic backgrounds from all over the country, and turn them into a single fighting force. I love growth and development. That’s impressive!

X-functional 124

X-functional Clients Growth Start-ups 124

Martech

NOVEMBER 15, 2023

To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. We’re already seeing some evidence of this as we get closer to the end of the year, and the pressure to meet revenue numbers intensifies. How marketing’s activities contribute to topline and bottom-line growth.

X-functional 106

X-functional Objectives and Key Results Technology Technology 106

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? Would X make it simpler to achieve [positive event]? How do you do X? The results?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Martech

AUGUST 28, 2023

Martech is cross-functional by definition. For martech to be successful, you need cross-functional alignment and support for the solution. From the moment you identify a capability gap in your platforms, reach out to your cross-functional partners. Do you have a forum to get support from X. IT/engineering.

X-functional 98

X-functional Angle Government Education 98

Hubspot

AUGUST 8, 2019

Year-over-year growth. Number of meetings scheduled. It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

MARCH 4, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. You kind of have to grow up a little bit and start using more, you know, sales led growth tactics, and maybe starting with your time at Asana. [00:07:00] And then along the way.

GTM 78

GTM X-functional Start-ups Campaign 78

SaaStr

FEBRUARY 14, 2021

Recently I’ve been fortunate enough to meet with a number of outstanding entrepreneurs building self-service SaaS business at the bottom of the market. The key is a combination of (x) churn and (y) value. A customer base made up of Very Small Businesses and individual business purchasers in slightly larger companies.

Service 104

Service X-functional Start-ups Up-sell 104

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Distribution of B2B deals as a function of price (a product of discount and list price). GTM Approaches as a function of Annual Contract Value. GTM models as a function of Annual Contract Value.

Go To Market 97

Go To Market GTM X-functional Territory 97

ConversionXL

SEPTEMBER 3, 2021

Define goals with continuous growth in mind. Goals to measure could be “X users completed free trial in X timeframe” or “X users completed basics course in X timeframe”. A mix of broken links, slow site speed, low-quality content, and a confusing UI can contribute to poor website growth.

UX 121

UX X-functional A/B testing Follow-up 121

Martech

APRIL 8, 2022

But, as businesses digitized their customer experiences, marketing operations became strategic advisors to not only the CMO but also key cross-functional partners in product, IT, customer service, etc. I chose to portray the X-axis as a range of skills from technology to arts orientation.

X-functional 122

X-functional Technology Technology Strategize 122

Sales Hacker

NOVEMBER 28, 2017

This simplistic model of growth worked to get the support team to about 25 people. And at least for me, I never even saw the growth storm coming. Within one week of the business “growth storm” hitting, customer support was completely overwhelmed by volume. Simple, right? Our startup hopes and dreams were coming true!

Customers 102

Customers X-functional Growth Start-ups 102

SaaStr

JULY 12, 2024

Grafana Labs co-founder and CEO Raj Dutt and Partner at Lightspeed Alex Kayyal answer the most popular questions about Grafana Labs’ rocketship growth journey at this year’s SaaStr Europa. Grafana Labs typically meet 2-3x per year, with the executive team in the same room 5-6x per year. How did it come to be? Every sale is a team sale.

GTM 116

GTM X-functional Meeting Pitch 116

SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Live events are a forcing function for your entire team, not just sales, and marketing. Are we going to set up meetings in advance?

Technique 109

Technique X-functional Launch Pitch 109

SaaStr

FEBRUARY 11, 2021

And you want to get to $2m in ARR in the next X months. The deal volume to hit your growth targets is just too high. Just to want a budget and a top-line number to meet. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out.

X-functional 145

X-functional Quota Sales Up-sell 145

The 5% Institute

FEBRUARY 13, 2020

People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. Where Does The People, Process, Product Methodology Come From? Qualifying.

Process 98

Process Product X-functional Objectives and Key Results 98

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. You go to the same board meeting three times in a row, asking yourself if anything ever changes at this company. Does it mean bringing in X% of new business to hit that number?

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

SaaStr

MAY 24, 2023

Misconception #1: Good Traction Or Growth Is Just A Couple More Features Away It rarely works like this. If Fancy Firm X emails you, it doesn’t mean they’re interested. Founders have many jobs: to build a product, get customers, stand up a marketing function, manage a team, manage your burn, fundraise, and get an office space.

X-functional 19

X-functional Legal Growth Start-ups 19

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. Given that, the contractor is only asked to prepare for board/investors meetings and help with budget planning.

Finance 133

Finance Contract X-functional Start-ups 133

Search Engine Land

MARCH 29, 2024

The good news is that a project management methodology called “Agile” can help cross-functional teams self-organize and collaborate more effectively. By understanding the agile ceremonies (meetings) and processes, you can better integrate with and influence the development cycles to ensure your SEO requirements don’t get overlooked.

X-functional 88

X-functional Objectives and Key Results Meeting Engineering 88

Heinz Marketing

JANUARY 9, 2024

If you are continuously asking yourself why it is taking so long to get X thing to market (be it a campaign, asset, or some other resource), it is very likely a process problem. Meetings are spent explaining old decisions, taking in feedback that should have been dealt with a week ago. Why are things taking so long?

X-functional 97

X-functional Government Strategize Start-ups 97

ConversionXL

JUNE 30, 2019

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. If you know your goals upfront, that knowledge will help you structure the research to meet those goals. Run a functional investigation. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

FEBRUARY 21, 2020

And because salespeople are so focused on meeting their number, it can be hard to spot burnout in your team before it’s too late. Automating as many of your salespeople’s processes as possible will ensure that they meet deadlines, follow up with every lead appropriately, and close more deals in a shorter amount of time. Meetings held.

Quota 95

Quota X-functional Objectives and Key Results Drivers/motivators 95

Hubspot

JUNE 21, 2019

Fortunately, there are tons of awesome website plugins that can quickly and easily improve the functionality of any site. Website plugins are individual services that improve a specific functionality of your site. You need to know this upfront so you can look for the plugin with the right functionality. Image Source.

A/B testing 101

A/B testing X-functional Lead generation UX 101

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Search Engine Land

OCTOBER 10, 2023

Facebook, LinkedIn, TikTok, X, Pinterest): “I want to know” searches (through acquaintances and friends). Functioning as a source of business intelligence. Demand growth rate. Annual growth trends. Geolocation platforms (e.g., Ecommerce platforms (e.g., Social platforms (e.g., Elasticity of demand.

Objectives and Key Results 101

Objectives and Key Results X-functional Intrinsic Construction 101

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. A company’s success can be measured by how well the sales team meets the sales forecasts and contributes to revenue growth. Lead Value = Sale value x Lead-to-sale conversion rate. Lead Value Formula.

Territory 96

Territory X-functional Pipeline Appointment 96

Martech

JUNE 21, 2023

I was working in engineering for a high tech company and realized that growth within that company, in an engineering role, was not going to be available to me. Q: Did you meet Sheryl Schultz, your CabinetM co-founder, president and COO, in the investment space? Q: Before founding CabinetM in 2014, you had a career as a marketer.

X-functional 102

X-functional Technology Technology Construction 102

Hubspot

OCTOBER 2, 2017

Buyer personas describe business pain, job function, and other firmographic data that sum up who a prospect is and what they care about. Rapport-building is all about meeting people on their turf and treating them how they want to be treated, so understanding your prospects’ personas is crucial. 2) Understand your prospect’s persona.

X-functional 101

X-functional Sports Prospecting Follow-up 101