Iannarino

APRIL 1, 2023

As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue teams. These teams comprise sales, marketing, sales operations, sales enablement, and customer success (once called customer service). The resulting sales process is often more complicated B2B.

B2B 263

B2B GTM Sales Clients 263

SaaStr

MARCH 2, 2025

Matt shared the three core growth tactics that transformed Rippling from cold calls in Parker Conrad’s basement to 1,500+ revenue professionals driving massive scale. Growth Tactic #1: Double Down on High-Touch Outbound (Even When It Seems Counterintuitive) When everyone zigged toward automation, Rippling zagged toward humans.

Growth 80

Growth Cold Call Cross-sell Account management 80

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. PLG and SLG arent competitors, theyre partners in growth.

Growth 79

Growth GTM Product Government 79

Heinz Marketing

OCTOBER 21, 2022

By Brittany Lieu , Marketing Consultant at Heinz Marketing. Your go-to-market strategy is NOT a one and done strategy or project. It’s not something that can be “cracked” at an executive offsite or “just how you do sales or how you do marketing.” Myth #1: GTM Belongs to Marketing or Sales.

Go To Market 122

Go To Market GTM Education B2B 122

Martech

APRIL 1, 2024

Events play a crucial role in fostering connections and driving growth in B2B marketing. Enter event-led growth (ELG) — a transformative strategy focused on win rates rather than mere attendance. This article tackles the limitations of traditional event metrics and how ELG is revolutionizing B2B marketing events.

Growth 109

Growth B2B Pipeline Presentation 109

Martech

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference. Dig deeper: More pressure on B2B marketers to prove ROI 2.

Go To Market 120

Go To Market GTM B2B Meeting 120

ConversionXL

SEPTEMBER 20, 2018

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. To put your SaaS in the best position to win, you need to pick a go-to-market strategy that will place your SaaS on high ground. Put Your SaaS Go-to-Market Strategy on High Ground.

Go To Market 289

Go To Market GTM Profit margin Education 289

Martech

MARCH 6, 2025

In B2B, the account-based strategies that delivered results just a few years ago are now table stakes. Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. What we can determine is whether the person we are marketing will actually respond.

GTM 101

GTM B2B Contact Campaign 101

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Without proper product-market fit as part of your go-to-market (GTM) teams strategy, even the best ideas struggle to make an impactor money. The good news?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

AUGUST 7, 2024

Paul Mander currently leads all of go-to-market for B2B at Optery. Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams.

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM 96

GTM Territory Pipeline Growth 96

Sales Hacker

OCTOBER 11, 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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 115

GTM X-functional Pipeline Construction 115

Martech

JUNE 3, 2024

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. In 2024, under the banner of “efficient growth,” vertical software is gaining prominence.

Growth 130

Growth Pharmaceutical B2C Construction 130

Sales Hacker

AUGUST 13, 2024

Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company’s remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. The importance of post-sale marketing and customer lifecycle management.

GTM 122

GTM Growth B2C B2B 122

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? It’s certainly not an ideal B2B customer experience. Below, we’ll cover four steps to crafting your ideal B2B customer experience.

B2B 127

B2B Cross-sell Customers GTM 127

Heinz Marketing

NOVEMBER 23, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction In today’s business landscape, digital transformation has become a crucial element for success, especially in the B2B sector. Personalization and Customer Engagement : In the digital age, personalization is key, especially in B2B marketing.

GTM 128

GTM B2B Technology Technology 128

Martech

JANUARY 4, 2023

B2B marketing is as direct and personalized as it gets. Fortunately, you don’t have to go it alone. Here’s our list of the top B2B marketers to follow. Great tagline: “Because no one goes to school for B2B Marketing.”) You’ve got to know what your customers do, how they do it, their needs and goals.

B2B 120

B2B GTM Pipeline Consult 120

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . Sustainable Marketing . Redefined Marketing “Work” and Impact . User-Led Growth . In Summary: . Change Management .

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” The category creation aspiration failure Popularized by evangelists from high-growth point solutions, this advice to create a new category was both the least achievable and most costly.

Go To Market 109

Go To Market GTM Strategize Growth 109

Heinz Marketing

MAY 8, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. Seven Principles For Achieving Transformational Growth. Growth is at the top of the agenda for almost every business. Ease is the enemy of meaningful contribution.

B2B 124

B2B A/B testing Sell Inside sales 124

Force Management

JANUARY 11, 2022

Product-led growth (PLG) is leading many B2B companies to drive rapid revenue success. If your company is aiming to scale revenue, your cross-functional team may already be considering shifts to go-to-market (GTM) distribution efforts and strategies.

Growth 119

Growth Product GTM Sales 119

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.

GTM 126

GTM B2B Conversion Objectives and Key Results 126

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream.

Go To Market 96

Go To Market GTM X-functional Territory 96

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Why Ecosystem-Led Growth for GTM? Let’s get into it.

GTM 122

GTM Growth Referrals Cross-sell 122

Highspot

FEBRUARY 22, 2021

The round included all existing investors: ICONIQ Growth, Madrona Venture Group, OpenView, Salesforce Ventures, Sapphire Ventures and Shasta Ventures. Highspot’s hyper-growth has been driven by the critical role sales enablement plays in a company’s ability to improve the performance of their sales teams. SEATTLE, Feb.

Growth 129

Growth Strategize Sales Contact 129

G2

APRIL 29, 2024

G2 CEO Godard Abel recaps the latest meeting with the company’s Executive Advisory Board (EAB), highlighting the opportunity for AI to drive customer retention, growth, and go-to-market strategies.

Growth 98

Growth B2B Go To Market Meeting 98

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 100

Growth GTM SQL Strategic partnership 100

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

Martech

MAY 13, 2024

What got your company here won’t necessarily help you in your next stage of growth. Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Product-market fit.

Go To Market 54

Go To Market Growth GTM Strategize 54

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information.

E-commerce 107

E-commerce Growth Cross-sell Objectives and Key Results 107

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 114

B2B GTM Cross-sell Cold Call 114

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. What they think about us is what matters.

GTM 102

GTM Drivers/motivators Legal Finance 102

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. 44:07) One thing that is working for Elizabeth in go-to-market right now.

GTM 123

GTM Engineering Growth Cross-sell 123

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 26:54) The existential dread of being a startup founder. (37:56)

GTM 102

GTM Engineering Electricity X-functional 102

Salesforce

MAY 25, 2023

You can help your marketing team by getting your die-hard customers to spread the word about your offerings — sparking product-led growth. What is product-led growth? Customers don’t rely on marketing campaigns and salespeople to tell them what the product will do for them – they experience it for themselves.

Growth 98

Growth Product Customers B2B 98

Sales Hacker

NOVEMBER 14, 2023

Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 122

GTM Growth Referrals Contract 122