Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Growth of roles While SDR and AE roles had similar hiring trends in 2022, their trajectories have drastically diverged since then.

GTM 123

GTM Sales Growth Represent 123

Hubspot

NOVEMBER 29, 2022

Pricing is available upon request. Prices start at $25 per user each month. The best thing about this enterprise tool is the pricing part, which is more reasonable than other CRMs in the market plus the features are amazing, no less than the overpriced tools. Prices start at $12 per user each month. Aviso Predict.

Pipeline 87

Pipeline Price CRM Quota 87

ConversionXL

NOVEMBER 23, 2022

CXL Live 2022 was a blast. Of course, we took care of the usual aspects of every offline marketing conference, and CXL Live 2022 brought together 300 returning attendees and first-timers, taking over a rooftop venue in downtown Austin. CXL live is a marketing conference that gets it. In-person events FTW!

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Martech

JUNE 3, 2024

Horizontal software, on the other hand, can generally be sold to any company, often focusing on either B2C or B2B markets. In 2021-2022, software companies could easily raise vast amounts of money and win vast numbers of customers. Review your pricing and packaging to ensure the ‘units’ you charge for make sense for this customer set.

Growth 128

Growth Pharmaceutical B2C Construction 128

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. A phenomenon called Price’s Law – let’s get into it. Brought to you by Apollo.

GTM 119

GTM Pipeline Finance Growth 119

SaaStr

MARCH 19, 2021

They identified 3 go-to-market strategies that have really helped propel companies to defy gravity. Usage-based pricing. It’s really this idea of focusing your product right on your customer, getting in their shoes, and thinking about the user as your go-to-market motion. Product-led Growth.

E-commerce 114

E-commerce Construction Price Drivers/motivators 114

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Last year, over half the companies surveyed reported intent to increase software spending in 2022.

Go To Market 98

Go To Market Follow-up Trust Up-sell 98

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. Most companies expect to miss 2022 targets but it is far from a doomsday. . Pricing/Packaging (PP) is a key component of GTM.

GTM 119

GTM Niche Cross-sell Contract 119

SaaStr

JANUARY 12, 2023

Data shows a significant shift in company valuations happened from 2021 to 2022. Go to market. As funds have become more expensive to raise, demand shortages continue to increase, resulting in inflation-related price increases now being implemented by many companies.

Consult 19

Consult Growth Profit margin Strategize 19

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

GTM 125

GTM B2B Drivers/motivators Sports 125

Sales Hacker

OCTOBER 19, 2022

Related: 2022 Sales Compensation Trends: Notes from the WorldatWork Conference. From there, you can identify which of those priorities sales compensation can reinforce – and those sales coaching, pricing, or proper training can accomplish. In a reasonably sized, mid-market company, RevOps drives it,” Mark said.

Commission 124

Commission Finance Quota Strategize 124

SaaStr

JULY 24, 2023

1 — 2022 Saw A Slowdown In Usage Growth, But 2023 Saw A Potential Bounce Back. Even with MongoDB’s epic growth, 2022 saw a big slowdown in usage growth. And when you have partial utility-based pricing like MongoDB does, you see the impact fast. This stat isn’t just a case study of Go To Market.

Growth 98

Growth Gaming Price Closing 98

Search Engine Land

AUGUST 22, 2023

If you’re a business that creates new pages annually for your Black Friday or Christmas sales (I’m looking at you /christmas-2022/), please stop. We also see trends like “in-store” searches tripling since the beginning of 2022, so we can’t ignore cross-channel impacts and their importance.

Campaign 87

Campaign Legal Retail Start-ups 87

Martech

NOVEMBER 13, 2023

The price point It’s easy to see what licensing content from Shutterstock, for example, costs. Leading with a price that’s fair increases the efficiency of the process. ” F5 started working with the agency and Catch+Release around February 2022. This seems to be a much more complex and fluid situation.

Campaign 98

Campaign Price Technology Technology 98

SaaStr

MARCH 7, 2023

A Look Back At 2022 Performance ICONIQ Growth leverages quarterly operating and financial data from 92 enterprise SaaS companies. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. It was a tough growth environment, but it feels like it’s changing in 2023.

GTM 73

GTM Growth Profit margin Contract 73

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 128

GTM Market share Growth Technology 128

Martech

MAY 10, 2022

They come to us to research categories, read in-depth reviews, run product comparisons, and learn about feature data which includes watching videos, viewing demo content, and accessing pricing intelligence.”. Are they accessing pricing data? Take the 2022 MarTech Replacement Survey today! Reviews as a gateway to buyer intent.

B2B 98

B2B Customers Pipeline Price 98

Martech

FEBRUARY 17, 2022

To confirm that our perception is well-founded, we turned to John Bruno, VP strategy at PROS, the AI-powered platform that helps major brands price, configure and sell products and services. The company started out some 30 years ago helping airlines with dynamic pricing. Get the daily newsletter digital marketers rely on.

B2B 98

B2B Customers E-commerce B2C 98

SaaStr

DECEMBER 1, 2021

Furthermore, 55% of companies plan to increase software spending in 2022. For example, there’s a striking preference for third-party purchases, as explained by Malko, “One in five buyers prefers to buy from someone other than you…This is key for thinking about how we go to market.”.

Repeat business 116

Repeat business Growth Trust Product 116

SaaStr

FEBRUARY 2, 2024

In 2022 we were all playing catch-up and in 2023 we all had to become radically efficient. But as this chart shows, we didn’t get any better at sales and marketing. We just leaned on our existing customer base and relied more on price increases and NRR. So, we’ve all actually gotten worse at sales and marketing.

Growth 127

Growth Start-ups Product Customers 127

Hubspot

APRIL 1, 2024

Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. It means sales and go-to-market motions are going to have to evolve. 20 different sales orgs.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. But one of the most interesting changes that Algolia did, was remove these pricing tiers. Two, they’re screwing around and spending too much time on pricing. That can work.

Price 111

Price Product Start-ups Niche 111

Heinz Marketing

JANUARY 10, 2022

Our very first episode of 2022. That is actually a really hard calculation to come up with because it is not just what you are doing in marketing, it is what you are doing in sales and who else is involved in getting that sales deal across the line. Listen in now, read below, or watch the video ! Matt: All right.

Pipeline 110

Pipeline Finance Non-Profits Sales 110

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. Where do you think, this is going to go in the next couple of years, especially as people start to plan for how they might incorporate this into their 2022 budgets?

Pipeline 111

Pipeline Sales Prospecting Campaign 111

SaaStr

JULY 15, 2022

Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. They think they can hire these agencies to prove out sales and marketing, they can’t. So go hire one.

Growth 119

Growth Cross-sell Start-ups X-functional 119

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 34

Conversion Legal Contact Finance 34

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below. Transcript.

Quota 98

Quota Growth Product Closing 98

Sales Hacker

JUNE 16, 2022

For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Marketing can continue to nurture earlier stage accounts while sales doubles down on getting deals across the finish line. 2021 and 2022 Salesforce Sales Leader to Follow; founder, consultant, author.

GTM 112

GTM Sales Pipeline Inside sales 112

Search Engine Land

OCTOBER 1, 2024

What publications should I use to test product positioning for a new go-to-market strategy? These questions just scratch the surface of ways to apply this analysis to strategic search marketing, new category design or general product management. .” The messaging of “quality at a low price” is consistent around the brand.

Electricity 95

Electricity Growth Strategize Launch 95

SaaStr

MARCH 18, 2025

They use AI for price discoverability and optimization, with a setup that drives annual retention. 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.

Growth 78

Growth Government Customers Healthcare 78

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 105

GTM Gambling B2B E-commerce 105

Sales Hacker

JANUARY 28, 2025

Kraig also led marketing as the CMO of Salesforce during very formative years of the company’s history. To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders.

GTM 102

GTM X-functional Price Pipeline 102