Martech

AUGUST 9, 2023

Account-based marketing (ABM) is a powerful strategy helping B2B marketers target and engage with high-value accounts, deliver personalized experiences and drive revenue growth. Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. That’s plenty, but far from all.

X-functional 98

X-functional GTM B2B Technology 98

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. x in this case, you would already be at break even. Over the past 5-7 years, Sapphire has seen in its data the base composition of GTM teams at best-in-class companies changed dramatically.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

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). The SMB segment—going upstream vs. downstream.

Go To Market 96

Go To Market GTM X-functional Territory 96

ConversionXL

AUGUST 27, 2019

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. Further, Segment works on the client-side and server-side , while GTM works only on the client-side.

GTM 124

GTM X-functional CRM Technology 124

ConversionXL

MARCH 24, 2016

For instance, just change ‘content added’ to ‘content consumed’ if you’re a B2B or eCommerce site. It was a way to look at historical data and find patterns like “everyone who became a customer in the last 12 months did X, Y, and Z before they converted.” Generally, though, he says they usually fit into these three categories.

Conversion 77

Conversion A/B testing X-functional Technique 77

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. CR(t) —The conversion rate as a function of time to get to a single SQL. However, most B2B businesses sell in a relatively small market. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 61

Prospecting SQL GTM X-functional 61

ConversionXL

MAY 13, 2020

Do more and more people use Feature X? This is a challenge for most B2B sites. If you’re savvy enough, you can also create your own endpoint using cloud functions or log analysis. I recommend two articles to inspire you: How to build a GTM monitor by Simo Ahava. For regular use, aggregated data is usually enough.

Gaming 85

Gaming Sports SQL X-functional 85

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. A regular speaker and columnist on the topic of SaaS sales leadership, Matt partners with venture firms to build world-class B2B sales leadership within portfolios. It’s not fun.

Cold Call 14

Cold Call Inside sales Sales B2B 14

Martech

DECEMBER 17, 2024

Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. And what great GTM impact they’d be losing if they bet the money on something else. Thats because most marketers have never invested in knowing.

GTM 102

GTM B2B X-functional Up-sell 102

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. Discussed in this Episode: Why B2B marketers should embrace the CPG tactic of “concept testing.”

GTM 105

GTM Gambling B2B E-commerce 105

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 102

GTM X-functional Price Pipeline 102

Sales Hacker

JANUARY 21, 2025

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Discussed in this Episode: Why B2B marketers should embrace the CPG tactic of “concept testing.” Highlights: 06:07 – 3 lessons from B2C to that B2B marketing needs to learn.

GTM 52

GTM X-functional B2C B2B 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 81

GTM Growth X-functional Referrals 81

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication.

GTM 87

GTM Finance Cross-sell X-functional 87

Sales Hacker

FEBRUARY 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Katrina Wong is the CMO of New Relic and a top marketing leader. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. It’s one of my faves.

GTM 83

GTM X-functional Objectives and Key Results Start-ups 83