Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 99

GTM Pipeline SQL UX 99

Sales Hacker

SEPTEMBER 13, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Brought to you by Apollo. Leandra brings over 30 years of experience to Apollo.io.

GTM 94

GTM Pipeline Finance Growth 94

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. Tackle.io’s 2021 state of cloud marketplaces report highlighted a similarly dramatic shift.

Go To Market 73

Go To Market Follow-up Trust Up-sell 73

Martech

JULY 19, 2022

Digital experience platform Sitecore has announced the availability of Experience Management Cloud (XM Cloud) representing the transition of its core CMS solution, as well as associated capabilities like personalization, to a modern cloud architecture. O’Flanagan was co-founder and CEO at Boxever, the CDP acquired by Sitecore in 2021.

A/B testing 96

A/B testing Niche User Experience Represent 96

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 88

Cross-sell Account management Clients Growth 88

Sales Hacker

DECEMBER 13, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. A $1B Acquisition with a Singular Leader for Both Sales and Customer Success Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021.

GTM 70

GTM Customers Growth Sales 70

Highspot

DECEMBER 15, 2021

Below, we’ll walk you through each of the sales performance stumbles and outline ways you can fix them, with insights from Scott Edinger, sales expert and speaker at the Highspot 2021 SPARK conference. Stumble #1: Shifting training and coaching to Human Resources (HR). HR is an absolutely critical team at just about every company worldwide.

Sales 97

Sales Up-sell Represent Sales Experience 97

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. We saw a 10% increase in pipeline velocity in Q3 of 2021, followed by our best ever Q4. What we learned came as a big surprise. I was taking forever to follow up after meetings ( 4.2

Education 95

Education Pipeline Follow-up Clients 95

Heinz Marketing

OCTOBER 5, 2020

And for those that don’t know what PFL does, maybe explain sort of what the business model is, what your focus is as a go-to market service and then sort of how that was uniquely challenged at the beginning of this pandemic as well. Nick Runyon: So PFL is a marketing technology company. That’s probably backwards.

Pipeline 123

Pipeline Sales Contact Prospecting 123

Martech

OCTOBER 31, 2022

That growth is in a market representing hardware, data centers and semiconductors that reached $1.4T in 2021. . Now couple this technology growth with the ever-changing face of marketing where technology is having a profound impact. More marketing tasks are being automated requiring fewer people.

Technology 105

Technology Technology Growth Government 105

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 80

GTM Launch B2B Lead generation 80

Hubspot

JUNE 8, 2021

In 2021, the average base salary for an account manager. The average base salary for an account executive in 2021 is $57,000 , and commission can range from $4,000 to $51,000. Experience in marketing and customer satisfaction is key to this role since you can be asked to come up with new marketing tactics to attract customers.

Commission 94

Commission Territory Finance Inside sales 94

Hubspot

DECEMBER 13, 2022

A 2021 Gartner report revealed that 44% of millennials prefer interactions online with no sales representative in B2B purchase settings (and 100% of authors of this post). The Case for Taking Your Business (& Sales Transactions) Online. The last question becomes how to start selling online.

B2C 78

B2C Price B2B Sales 78

SaaStr

JULY 24, 2023

This stat isn’t just a case study of Go To Market. Most of MongoDB’s top hundred customers, which typically represent a third of their revenue and are fairly concentrated, have been customers for 5+ years. In 2019, 2020, 2021, no one really cared if you were efficient, but boy, has that changed. You can grow into them.

Growth 73

Growth Gaming Price Closing 73

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Defining your brand’s building blocks with product marketing. Once identified, it will ensure these functions are represented in everything the company does.

Product 110

Product GTM Construction Launch 110

SaaStr

AUGUST 26, 2022

Jason Lemkin: Crossover funds can go where it’s greener. For a long time, until this boom, until the 2019-2021 boom, crossover funds would be very careful. Go get your badge scanned because they paid half your ticket. I was going to talk about it at the inclusion brunch, but we ran out of time. Jason Lemkin: It is.

Quota 76

Quota Growth Product Closing 76

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Bridget Gleason.

Sales 136

Sales Start-ups Up-sell Cross-sell 136

Sales Hacker

OCTOBER 4, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Hosted their inaugural CMO Summit last September, with $106B of market cap represented in the room.

GTM 86

GTM Launch Education Account management 86

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 95

GTM Customers Non-Profits Growth 95

Sales Hacker

NOVEMBER 29, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 95

GTM Real Estate Represent Territory 95

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. You need to understand how your prospects buyers are buying, what their market looks like, what their competitors are doing, and how to help them find success. Belal Batrawy. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Let’s get into it.

GTM 100

GTM Quota Construction Contact 100

Sales Hacker

DECEMBER 6, 2024

Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams. The green bar represents net job arrivals, while the red bars represent net job departures. Why is this?

GTM 89

GTM Customers Non-Profits Growth 89