Gong.io

APRIL 15, 2022

Revenue Intelligence means getting real-time feedback to inform fundamental changes in product direction and Go-To-Market (GTM) strategy. The good news: 2 out of every 3 sales organizations will have moved from intuition-based to data-driven decision-making by 2026 ( Gartner ). CRMs typically operate as systems of record for companies.

CRM 62

CRM Pitch Up-sell GTM 62

Highspot

MAY 30, 2024

In fact, Gartner predicts that around 60% of enablement functions will focus on empowering these teams by 2026. Follow sales training best practices: Implement regular training sessions, including role-playing scenarios, cross-sell and upsell strategies, and go-to-market (GTM) initiatives to ensure teams can handle various sales situations.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Below are four reasons GTM teams stumble. The good news is that you can fix this.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52