Outreach

JULY 16, 2021

Steven Bryerton , SVP of sales at ZoomInfo, took the Unleash 2021 audience on a deep dive of his team’s GTM strategy from a new sales perspective. Time to Build Your Own World-Class GTM strategy. It is the biggest difference between a standard GTM strategy and an extraordinary one.

GTM 88

GTM Construction Go To Market CRM 88

Sales Hacker

MARCH 17, 2021

Sam Jacobs from Revenue Collective talks to revenue leaders about what’s worked for their respective orgs, how they’re adjusting their leadership in 2021 and if their philosophy for sales has shifted. Highlights: 2021 is all about connectedness and collaboration [3:58]. The post What’s Fundamentally Different About Sales in 2021?

GTM 66

GTM Sales Networking Growth 66

SaaStr

NOVEMBER 4, 2021

” Fortunately, the always excellent KeyBanc Capital Markets (KBCM) 2021 SaaS Survey – which covers over 350 private SaaS companies across various stages and categories – provides a very rich data set to work from. Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%).

Drivers/motivators 104

Drivers/motivators Profit margin Non-Profits Inside sales 104

Sales Hacker

SEPTEMBER 13, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 Leandra brings over 30 years of experience to Apollo.io.

GTM 92

GTM Pipeline Finance Growth 92

SaaStr

DECEMBER 14, 2021

With one day left to go until SaaStr Scale 2021 on December 15th, we’re looking at an incredible speaker line-up this year. The post 4 Marketing Sessions at SaaStr Scale 2021: Reprise VPM + Reprise VPS, Tipalti CMO, Airtable CMO, Guru VPM appeared first on SaaStr. Tickets to Scale are free, so be sure to sign up to join us live.

GTM 91

GTM Growth Consult Go To Market 91

Highspot

OCTOBER 5, 2021

5, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced that its second annual global user conference, Highspot Spark 2021 , will take place on November 3–4. SEATTLE, Oct. About Highspot. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com. ###.

Customers 52

Customers Teamwork GTM Strategize 52

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 105

GTM Contract Quota CRM 105

SaaStr

SEPTEMBER 16, 2021

The overwhelming participation by both Founders and Investors at the upcoming SaaStr Annual 2021 exemplifies this. Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”. You can still buy tickets here before we sell out.

Meeting 92

Meeting GTM Legal Presentation 92

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? In general, smaller companies, the channel partners, have their ear to the ground at strategic accounts and will know who is on a budget cut, budget freeze, their corporate objectives for 2021, and how a company offering will map to it.

Cross-sell 66

Cross-sell GTM Territory Sales 66

SaaStr

APRIL 7, 2021

“SaaStr 416: The Secret Sauce for Scaling to $1B with Zendesk’s Sharon Prosser, VP Global SMB GTM and Ashta Malik, VP GTM Strategy “ A really terrific deep dive on selling and scaling to $1B in SMB ARR. #8. And how to win in a very competitive market. #7.

GTM 65

GTM Up-sell Growth Service 65

SaaStr

NOVEMBER 8, 2021

With too many examples from SaaStr Annual 2021 to call out specifically, here are 2 “Cloud talks plus decks” that I can imagine the Self-Taught Founder relying upon: David Sacks On SaaS Org Charts. This 20-20-20 data is amazingly useful to that Self-Taught Founder building out their GTM operating model.

GTM 119

GTM Price Growth Product 119

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. In 2023 alone, Sapphire saw AE sales quota attainment drop in H2 to 60% from 90% in H2 2021. No one is quarterbacking the entire GTM engine. Companies need to rethink GTM organization design.

Go To Market 86

Go To Market GTM Non-Profits Quota 86

Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! Here are the 5 biggest takeaways from the session: Falling Seed to Series A Graduation Rates During the boon 2020 and 2021, the graduation rates from Seed to Series A sat well-above historical averages. Hottest GTM job of the week: Head of Customer Success at Regrello , more details here.

GTM 94

GTM Launch Growth Networking 94

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. PST, to unveil the data behind effective scaling.

GTM 67

GTM Growth Profit margin Contract 67

Sales Hacker

MARCH 18, 2022

After analyzing 1,700+ responses from sales and marketing leaders, 73% said lack of automation was one of their top GTM challenges of 2021. What were are their other top challenges? What are their priorities for 2022?

GTM 98

GTM Sales 98

SaaStr

JUNE 27, 2024

In 2021, they grew from 50 people to 650 people in one year, and now they have over 1,100 people in 170+ countries and tens of thousands of customers. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. If someone else succeeds at some GTM strategy, you will, too, right? And it was true.

GTM 81

GTM Launch Finance Start-ups 81

SaaStr

AUGUST 29, 2023

It’s a sign you don’t have a true GTM team. In a sales-driven motion, you need a GTM team, and Sales and Marketing working together. You can’t ignore this. The passive aggressiveness, the mocking of marketing, etc. So a simple post, but an important one. At least mostly. At least partially.

GTM 79

GTM Sales Meeting Closing 79

The Bridge Group

AUGUST 26, 2021

T oday we launch our 2021 Account Executive motions, metrics, and compensation research. You likely have multiple teams/segments in your GTM motion (e.g., This is our 9th iteration of this project since 2007. This edition is more streamlined than prior years and will take ~ 5 minutes to complete.

GTM 27

GTM Launch 27

Sales Hacker

FEBRUARY 2, 2024

Super Bowl is around the corner: Gong did Super Bowl ads starting in 2021 and 2022 before it was ‘cool’ for B2B companies, setting a new record week for pipeline creation at the company. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all.

GTM 97

GTM Pipeline SQL UX 97

Sales Hacker

NOVEMBER 3, 2023

Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Hottest GTM jobs of the week: Growth Marketing Manager at Spekit – more details here. See more top GTM jobs here. Great people, great conversation, great food. Next up: London and Dublin! That’s it, that’s all.

GTM 93

GTM Represent Growth CRM 93

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 77

GTM Launch B2B Lead generation 77

SaaStr

JANUARY 12, 2024

It probably won’t go back to 2021 levels, but it will be some kind of growth. People did invest a lot in CSM, and in 2021 and 2022, the CSM population grew roughly 20%. Nick explained: “If you look at 2021 to 2022, the bubble peaks. .” That will eventually go away because that excess capacity will be gone.

Customers 97

Customers GTM Growth Clients 97

SaaStr

NOVEMBER 25, 2022

In my ecosystem, these are a combination of “nice to haves” that are struggling to get budget today and folks that didn’t really iterate their product portfolio or GTM since the start of the year. Net net, no doubt it’s tougher times for most than at the start of 2021. But not for everyone.

GTM 97

GTM Growth Product 97

SaaStr

AUGUST 22, 2021

. “Growing & Scaling SaaS Businesses from $1M to $500M in ARR with Intercom CEO Karen Peacock” Karen will be back at 2021 SaaStr Annual Sep 27-29 to update this classic talk! #5. Sign up for that here. #6. “From Hackathon to Unicorn” Talkdesk Co-Founder Tiago Paiva and SaaStr CEO Jason Lemkin.

GTM 109

GTM Pitch Customers Sales 109

SaaStr

JANUARY 30, 2024

It’s a SaaS startup that basically fell out of product-market fit after the 2021 boom … but has enough revenue and high enough NRR to keep going. It took remaking the management team, changing the GTM, and rebooting the product dramatically. It’s the “NRR Zombie”. What’s that? But they did it. They never gave up. Is that you?

GTM 88

GTM Finance Growth Gaming 88

SaaStr

JUNE 13, 2021

This week a big week for video watching on SaaStr’s YouTube, especially catch-ups from our epic SaaStr Enterprise 2021. “The Cadence: How to Turn Your SaaS Startup into an Army” With David Sacks” David will be back at 2021 SaaStr Annual and take a look at this epic session. #6 The Top 10 of the Week: #1.

GTM 86

GTM Engineering Up-sell Sell 86

SaaStr

MARCH 15, 2024

The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. This is part of the playbook. Times were good.

GTM 88

GTM Cross-sell Start-ups Growth 88

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. 2021 made no sense in terms of budgeting. The average public company today has over $300k of revenue per employee; in 2021, it was just over $100k. In 2021, many sales folks were marginally efficient. Exactly as hard as it always used to be,” Jason shares. How do you budget this?

Quota 81

Quota Price GTM Finance 81

Sales Hacker

NOVEMBER 24, 2023

More for your eardrums : Mike Vichich is the Co-Founder and CEO of Wisely , which he successfully sold to Olo for $187 million in 2021. Hottest GTM jobs of the week: Mid Market Account Executive at Vividly – more details here. See more top GTM jobs here. Tune in for this behind the scenes insight. That’s it, that’s all.

GTM 88

GTM Trust Start-ups Growth 88

SaaStr

AUGUST 29, 2022

with Confluent’s President : 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. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 96

GTM Growth B2B Territory 96

SaaStr

FEBRUARY 2, 2022

There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. 2021’s Lesson from Calendly. We have managed to thread the needle between not only scale and love from customers, but also GTM investment. 2018’s Lesson from Salesforce.

Growth 89

Growth Product GTM X-functional 89

Martech

JULY 14, 2022

A survey by the IT Sales and Marketing Association (ITSMA) found 27% of the marketing budget dedicated to ABM in 2021, with 75% of those surveyed saying they planned to increase spending on ABM in 2022.

B2B 113

B2B GTM Technology Technology 113

SaaStr

MAY 15, 2022

In 2021+, Yes. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. But New Unicorns Are Going to Go on Pause for a Bit. Is it Really ARR? As Long As Your NRR is > 100%. Top Podcasts This Week: 1. Co-Founder Lloyed Lobo.

GTM 82

GTM Up-sell Engineering Growth 82

SaaStr

JULY 11, 2024

Can Early-Stage Startups Run PLG and Enterprise GTM Motions at the Same Time? In 2021, no one really cared or looked at gross margins and mostly wanted top-line growth. They’ll talk to 20 people to figure out what’s working and what’s not. Not everyone loves meeting customers. Don’t hire those people to lead. Both were right.

GTM 82

GTM Growth Start-ups Closing 82

Sales Hacker

SEPTEMBER 1, 2022

Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows. Chris Asmar, Customer Success Manager.

GTM 87

GTM Contract CRM Meeting 87

Martech

AUGUST 29, 2023

million sessions in 2021, per Niche Pursuits) GA blog SimoAhava.com. followers) X/Twitter: @kristaseiden (21K followers) Blog: kristaseiden.com Himanshu Sharma Himanshu is founder of Optimize Smart, a UK agency offering GA4 and GTM consulting and web analytics training. LinkedIn: KristaSeiden (12.8K

GTM 95

GTM Consult Niche Follow-up 95

SaaStr

JULY 31, 2022

VC all seemed like a game in the boom times of 2021 and late 2020. 7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. It turns out, most founders don’t do a 50/50 split. A 2:1 split is most common. Much more here. The 10x Rule: What Raising $1 of Venture Capital Really Means. It’s not as fun anymore.

GTM 97

GTM Price Gaming Growth 97