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 119

GTM Pipeline Finance Growth 119

Sales Hacker

FEBRUARY 2, 2024

Imagine someone offers you a choice: ‘I can double your MQLs’ or ‘I can double your pipeline.’ Driving pipeline for sales (SLG). However, there’s often a misalignment when MQLs increase without impacting actual opportunities and pipeline, which can lead to false signals. who am I kidding?

GTM 122

GTM Pipeline SQL UX 122

Sales Hacker

OCTOBER 4, 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. By the time his product launched, Adam already had thousands of interested prospects in his pipeline, ready to buy. “We We didn’t build the product first; we built the audience.

GTM 111

GTM Launch Education Account management 111

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 111

Go To Market GTM Non-Profits Quota 111

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. fell away in favor of Salesforce’s overriding preference to focus on its pipeline. 2021’s Lesson from Calendly. PLG, for all its virtues, doesn’t mean that you can skip GTM functions.

Growth 115

Growth Product GTM X-functional 115

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 105

GTM Launch Finance Start-ups 105

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It Source: Auseh Britt.

Pipeline 115

Pipeline GTM B2B Campaign 115

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. So Clari/Boostup have a unique spot where they are the place where teams/execs can go to monitor pipeline/sales. That makes perfect sense.

GTM 97

GTM Negotiate Pipeline Contract 97

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 72

GTM Growth Profit margin Contract 72

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 93

GTM Launch B2B Lead generation 93

SaaStr

MARCH 20, 2024

For folks in SaaS, what got confusing in 2021 is that growth blew up so much in SaaS that the venture bar got lower. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. Another performance metric could be pipeline activity with actual outputs. Performance — this is objective.

Quota 122

Quota Finance Drivers/motivators Growth 122

SaaStr

SEPTEMBER 25, 2024

You also need a clear path to 100% NDR, a credible plan to achieve your goals, and realistic expectations that valuations aren’t what they were in 2020 and 2021. #2: 4: Sales and Pipeline Metrics Investors will ask how you’re doing sales, what the pipeline looks like, and how it’s evolved.

Pitch 75

Pitch Pipeline SQL GTM 75

Outreach

DECEMBER 17, 2020

To help you continue to adapt your GTM strategy in 2021, we’ve rounded up some of our best sales blog posts from 2020. It empowers sellers in all roles to predictably and efficiently build pipeline and engage prospects and customers at scale. Surprisingly, these kids may have been onto something with that lyrical advice.

GTM 52

GTM Sales B2B Clients 52

Gong.io

APRIL 15, 2022

Maximize your open pipeline and protect your customer base from churn. Revenue Intelligence means getting real-time feedback to inform fundamental changes in product direction and Go-To-Market (GTM) strategy. As of 2021, there are 1,078 enterprise sales products on the market. Your organization lives (and dies) with deals.

CRM 62

CRM Pitch Up-sell GTM 62

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. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. Women in sales often have a polarizing experience. Anything less is failure. Amy Slater.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Outreach

JUNE 3, 2021

Unleash 2021 continues to ripple across the sales community, as revenue teams put learnings into practice. Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. Keep a close watch on your KPIs : win rates, average deal cycles, and pipeline coverage, for example. Keep a close watch on your KPIs: win rates, average deal cycles, and pipeline coverage, for example. CMO of 6sense & GTM advisor.

GTM 112

GTM Sales Pipeline Inside sales 112

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 is mission control for your pipeline. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Let’s get into it.

GTM 124

GTM Quota Contact Construction 124

Sales Hacker

DECEMBER 10, 2024

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. Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. 35:30) Optimal team structures for SMB sales organizations. (52:25)

GTM 114

GTM Construction Up-sell Cross-sell 114

Heinz Marketing

FEBRUARY 5, 2025

Metrics like pipeline velocity , marketing-influenced revenue, and sales cycle efficiency are taking precedence over vanity metrics like MQLs and social media reach. Build a Predictable Pipeline Predictability is at the heart of efficient growth. This was reflected in spending patterns. of total company revenue in 2022, up from 6.4%

Growth 73

Growth B2B GTM Pipeline 73

Sales Hacker

MARCH 10, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. I used to think you just hire good people and let them do their thing.

GTM 73

GTM Construction Launch Quota 73

SaaStr

MARCH 18, 2025

Colin joined Wiz in February 2021 when the company was near zero revenue. Distributed Teams Were a Feature, Not a Bug, Even on GTM Team The pandemic forced a distributed model with teams spread across Denver, Colorado, and Tel Aviv. It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz.

GTM 76

GTM Pipeline Trust Price 76

Highspot

JANUARY 31, 2025

A 2023 survey revealed that only 20% of American consumers trust financial institutions , down from 28% in 2021. With data-driven insights, you can identify new pipelines, expand AUM, or uncover new ways to cross-sell. Build expertise to win client trust Trust is a major challenge in wealth and asset management.

Clients 52

Clients GTM Quota Cross-sell 52

Sales Hacker

DECEMBER 6, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. This can be seen from hiring trends and also industry prominence.

GTM 108

GTM Customers Non-Profits Growth 108