Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. 9:40 – How Eric chooses the right companies to work for.

GTM 123

GTM Customers Contract Go To Market 123

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 124

GTM Growth Referrals Contract 124

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 The fear of messing up (FOMU) is a major barrier for B2B buyers to pull the trigger on a purchase, no matter how compelling.

B2B 125

B2B Customers GTM Pipeline 125

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 115

B2B GTM Cross-sell Cold Call 115

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

GTM 126

GTM Intrinsic Customers Contract 126

Martech

FEBRUARY 7, 2025

In the competitive world of B2B, youre in a race for profitability. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.

GTM 73

GTM B2B Drivers/motivators Manufacturing 73

Highspot

FEBRUARY 20, 2025

77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). GTM Approaches as a function of Annual Contract Value.

Go To Market 97

Go To Market GTM X-functional Territory 97

Sales Hacker

FEBRUARY 16, 2024

Wiza is the only B2B contact database that sources and verifies contact data in real-time, the moment it’s requested, using LinkedIn as its source of truth. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Document Crunch is the construction industry’s leading contract intelligence platform.

GTM 125

GTM Quota Contact Construction 125

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 122

GTM Contract Quota CRM 122

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Oktopost Oktopost specializes in managing social media for B2B companies. Originality.ai A tool like Originality.ai

GTM 123

GTM Drivers/motivators B2B Campaign 123

SaaStr

SEPTEMBER 26, 2023

For B2B Generative AI Apps, Is Less More? In the B2B world, the biggest question is, what will the next couple of years look like? That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. GTM execution.

Contract 125

Contract GTM B2B Negotiate 125

Sales Hacker

FEBRUARY 7, 2018

Growth rate depicted from traditional B2B sales teams vs. SaaS Sales teams. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 101

Growth GTM SQL Strategic partnership 101

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 111

GTM Contract Clients Consult 111

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. AB Testing. Account-Based Everything / Revenue.

B2B 105

B2B E-commerce Cold Call Represent 105

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 110

Go To Market GTM Strategize Growth 110

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation.

GTM 85

GTM Education Sales Contract 85

ConversionXL

APRIL 7, 2021

If you’re selling B2B, you know it’s a wide and competitive market. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.)

CRM 98

CRM Cross-sell GTM Cold Call 98

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. Here are four other B2B startups that reached the Billion dollar status. It’s no longer just an idea.

Sell 108

Sell Minimum Viable Product Objectives and Key Results Cross-sell 108

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Achieve higher annual contract value (ACV). But they aren’t easy to come by.

Sell 62

Sell Cold Call Contract Up-sell 62

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Heinz Marketing

MARCH 15, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. Today is absolutely no different.

Pipeline 120

Pipeline Sales Technology Technology 120

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. There are many different ways to approach B2B SaaS sales, which is why it’s important to choose the best one for your company. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked.

GTM 52

GTM Price Contract Sales 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. Thank you for rocking with me. We are in 2025.

GTM 109

GTM Growth B2B Pipeline 109

SaaStr

MARCH 13, 2025

” It was the gold standard for B2B software companies scaling from $1M to $100M ARR. Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts? But here’s the thing – AI startups are breaking this model entirely. Take Haen and Harvey. 5 Actionable Strategies for AI Startup Growth 1.

Growth 110

Growth Strategic partnership Contract GTM 110

Veloxy

FEBRUARY 15, 2024

Key Takeaways Sales podcasts offer valuable insights for sales professionals of all levels, featuring content ranging from beginner-friendly tips to expert interviews and advanced strategies for B2B sales, sales engagement, and various industry-specific sales topics.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 91

GTM Up-sell Price Start-ups 91

SaaStr

DECEMBER 21, 2023

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We are laser-focused on supporting our companies with GTM services and expertise. We had a great one last week with Mary D’Onofrio, Partner at Bessemer Venture Partners.

Gambling 117

Gambling GTM Legal Contract 117

Sales Hacker

SEPTEMBER 20, 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. The traditional GTM approach focuses narrowly on the buyer journey, but it’s fundamentally flawed. The report dives into the Evidence Gap and offers actionable steps to fix it.

GTM 76

GTM Launch Electricity Sales 76

Sales Hacker

AUGUST 24, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Martech

MARCH 29, 2022

B2B marketers should also plant seeds for lasting relationships. The strategy for building lasting relationships for consumer products and services also extends to B2B marketing in this digitally transformed environment. “We Building compassion into consumer relationships. “We Image: Third Door Media.

Launch 98

Launch E-commerce GTM B2B 98

Salesforce

MAY 2, 2022

Why you should follow Anita: She’s a sales performance consultant, author, trainer, and coach with over 20 years of trench experience in B2B (business to business) sales. She’s also committed to elevating women in B2B sales. Head of GTM, GTM Buddy, Atlanta, Georgia. Follow her on LinkedIn. Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. What is a Go-to-Market Strategy? Now, let’s get started. Identify the buying center and personas.

Go To Market 69

Go To Market Process GTM Launch 69

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. The combination of AI particularly causal AI key judicial rulings and more litigious shareholders is forcing GTM teams to elevate their decision-making. AI is making these practices impossible to hide.

GTM 100

GTM Contract Government Legal 100

SaaStr

JUNE 28, 2024

They’re a very customer-hypothesis-driven organization, so they see how customers use the product and have built tools to parse their contracts. You have to understand your overall value prop and core sales motions before verticalization because vertical isn’t just a GTM strategy. It’s also a product strategy.

Growth 105

Growth Customers GTM Sales 105