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 119

GTM Pipeline Finance Growth 119

Martech

NOVEMBER 9, 2023

These improvements include: Newer knowledge cutoff: GPT-4 Turbo will have access to information up to April 2023, rather than September 2021. This single, unified platform helps revenue teams to prospect more efficiently, win more deals, improve results, and leverage AI-driven intelligence to streamline their go-to-market.

Campaign 103

Campaign Price B2B Represent 103

Highspot

NOVEMBER 2, 2022

Over the last year, Highspot connected more than 12 million salespeople, channel partners, services reps and customers in digital sales experiences, representing a 50 percent increase in platform usage from the previous year. SEATTLE, Nov. Companies are under pressure to not only protect the bottom line, but to achieve more with less.

Growth 98

Growth Product Customers Healthcare 98

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 108

GTM Customers Sales Growth 108

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 122

GTM Pipeline SQL UX 122

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 111

Cross-sell Account management Clients Growth 111

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 111

GTM Launch Education Account management 111

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 101

A/B testing Niche User Experience Represent 101

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 115

Education Pipeline Clients Follow-up 115

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

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 132

Pipeline Sales Contact Prospecting 132

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 98

Growth Gaming Price Closing 98

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 93

GTM Launch B2B Lead generation 93

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 106

Technology Technology Growth Government 106

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

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

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 137

Sales Up-sell Start-ups Cross-sell 137

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 98

Quota Growth Product Closing 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 124

GTM Quota Contact Construction 124

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. But as the construction industry proved resilient, Levelset was able to re-accelerate hiring in 2021, refining its sales processes and scaling its upsell motion even further. Instead, the company slammed the brakes. The result?

GTM 73

GTM Construction Launch Quota 73

SaaStr

MARCH 18, 2025

Determining Demand and Budgets When entering an existing category, understand go-to-market strategies and adoption signals. For new categories, thorough market research is essential. This represents an under-recognized opportunity for B2B AI startups focusing on compliance, risk management, and administrative controls.

Growth 77

Growth Government Customers Healthcare 77

SaaStr

MARCH 18, 2025

Colin joined Wiz in February 2021 when the company was near zero revenue. A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO.

GTM 76

GTM Pipeline Trust Price 76

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

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 113

GTM Customers Non-Profits Growth 113

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 108

GTM Customers Non-Profits Growth 108