SaaStr

NOVEMBER 28, 2022

was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Are you able to take on moving to new territories? The secret to aligning GTM & finance teams. Era 2, SaaS 2.0: Era 3, SaaS 3.0:

Finance 98

Finance GTM Government Territory 98

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. Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 121

GTM Territory Price Growth 121

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Happy Brain-dating! See you at SaaStr APAC.

GTM 115

GTM Territory Networking B2B 115

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 90

GTM Up-sell Price Start-ups 90

Martech

NOVEMBER 16, 2022

The data, updated in real time and based on verified G2 reviews, is intended to help vendors stay up-to-date not only on the market in general but also on their competitors. The data can be sliced by time period, region and industry. ” Sangram Vajre, CEO and co-founder, GTM Partners (in a release). million reviews.

Launch 118

Launch GTM Territory Represent 118

Sales Hacker

SEPTEMBER 29, 2023

Thanks for reading The GTM Newsletter! For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns. Subscribe for free to receive new posts and support my work.

GTM 128

GTM Growth B2C Territory 128

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Social Centered Selling. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Regional VP Sales. Regional Sales Director | Healthcare. Territory Account Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. 1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets.

Go To Market 96

Go To Market GTM X-functional Territory 96

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Review, refresh and optimize your GTM strategy continuously.

B2B 120

B2B GTM Customers Cross-sell 120

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. 10 Lessons Learned Scaling to $1B Valuation with Drift’s Co-founders : Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory.

GTM 112

GTM Growth B2B Territory 112

SaaStr

JULY 22, 2024

They’ll be charmed by a VP of Sales talking about process (lots of process talk), team building, and talking about how they’ll level things up. I recently watched a VP of Sales show up at 10am their first day, having not even logged into email first. From 8 reps to 16 to 64, territories, etc. No chance. #3.

GTM 121

GTM Territory Start-ups Sales 121

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Many of them will get gobbled up by the large platforms. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Learnings on GTM. That’s too tactical.

GTM 116

GTM Niche Cross-sell Contract 116

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. So, how do they get customers?

Growth 105

Growth Territory Referrals Customers 105

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. To meet the growth potential a Go To Market (GTM) plan is imperative. What is required is a more modern GTM model that has layers of revenue.

Growth 100

Growth GTM SQL Strategic partnership 100

SaaStr

APRIL 25, 2023

One of the challenges they’ve faced with GTM is that they are a new technology sector, therefore, the traditional technology markets of other companies don’t necessarily always apply, so they’ve really had to draw on their experience overseas. It all goes together.

Engineering 97

Engineering GTM Territory Management Consulting 97

SaaStr

NOVEMBER 4, 2022

CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Industry-wise.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Sales Hacker

MAY 5, 2021

What better way than to round up the top RevOps professionals you need to be following, talking to and/or learning from? Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Keith Jones , Manager of GTM systems at MURAL. Want a bit more context?

GTM 121

GTM Consult Territory Real Estate 121

SaaStr

DECEMBER 14, 2023

They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Then, there are regional teams globally in North America, Latin America, Europe, the Middle East, East Africa, Japan, and Asia Pacific. So, they’re set up where you don’t have only one model to choose from.

GTM 122

GTM Cross-sell Territory Retail 122

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.

Finance 116

Finance Cross-sell GTM SQL 116

Sales Hacker

JULY 14, 2021

This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology. Revenue Ops is lifted up and made better by each of the other ops functions.”. Messaging is disjointed when GTM functions are separate.

Territory 103

Territory GTM Sales Consult 103

ConversionXL

JANUARY 21, 2020

How do you coordinate the analytics setup of a web shop that sells their products all over the world—if you have to handle 10+ languages and currencies in over 80 countries? One Account for your company; One Property for all your websites; One roll-up View for all your websites; One View for each website. Account setup: Workaround 2.

GTM 73

GTM Territory Strategic planning Appointment 73

Gong.io

JUNE 11, 2021

Here at Gong, we define sales enablement as a function that helps the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. Reading from a script is NOT your answer to selling more. . Plus they can use these to follow up with more technical buyers.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 90

Objection handling GTM Cross-sell Sales 90

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 71

Territory Objectives and Key Results Finance Cross-sell 71

SaaStr

OCTOBER 4, 2024

They initially tried to sell to other startups on the basis that Klaviyo could help you with your customer marketing. The Second Act: Why and When to Go International, Multi-Product, or Upmarket Klaviyo is coming up on a billion ARR. There’s a lot to be said about setting goals, showing up, and meeting them.

E-commerce 121

E-commerce Product Customers Niche 121

Hubspot

DECEMBER 5, 2014

However, there are still some topics that could use a little push away from boring into “interesting” territory. But FICO’s primary audience is made up of businesses, and the website discusses topics such as predictive analytics and decision management. (OK These videos feature real GTM customers rather than just “talking heads.”.

GTM 78

GTM Territory Entertainment Launch 78

Sales Hacker

MAY 12, 2021

Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting. Sales leaders know that selling is all about having conversations. Sales enablement leaders like Amy Looper , Founder of Relativity Sells, recommend creating talk tracks collaboratively.

Objectives and Key Results 105

Objectives and Key Results A/B testing Sales GTM 105

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

ConversionXL

APRIL 25, 2016

The GDN is made up of millions of websites, videos and mobile apps. In-App Purchases: You sell goods / services to users after they have downloaded and began using the app. In-App Purchases: You sell goods / services to users after they have downloaded and began using the app. AdMob : Advertise your app in other apps.

X-functional 88

X-functional UX Objectives and Key Results GTM 88

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. 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. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Represent 105

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Is your goal selling to more customers? Increasing initial deal sizes?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

MARCH 12, 2018

After a full day of listening to some of the world’s most innovative sales and marketing leaders at Revenue Summit, I walked away with mindblowing learnings to help up my sales game and prepare me for 2018. Selling is a Team Effort. Everyone from pre-sales, sales, and post-sales are paired into single territory pods.

GTM 53

GTM Territory Sales Referrals 53

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Distribution: Through what mediums will you sell the product or service?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake.

Cross-sell 103

Cross-sell Finance Strategize Technology 103