Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Singular focus on sales.

B2C 122

B2C Pipeline SQL Strategize 122

Martech

JUNE 3, 2024

Most websites have a menu option like “Industries We Serve,” listing sectors such as retail, software, financial services, consulting, agencies and higher education. These sections include industry-specific case studies and language but lack the depth of vertical marketers.

Growth 129

Growth Pharmaceutical B2C Construction 129

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

SaaStr

DECEMBER 14, 2021

Product-led Growth: How to Execute Across the Full Funnel (and Mistakes We Made) with Reprise’s VP of Marketing Jenn Steele and VP of Sales Grace Tyson. Go-to-market people – wouldn’t it be cool if your sales and marketing teams actually used your product for sales and marketing?

GTM 111

GTM Growth Consult Go To Market 111

SaaStr

JUNE 22, 2023

At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! Trustero aims to be the trust clearing house for SaaS businesses, replacing the need for a traditional approach to compliance through 3rd party consultancy.

Contract 97

Contract Engineering Trust Technique 97

SaaStr

DECEMBER 8, 2023

When they set out to launch, they selected as wide a variety of design partners as they could in different industries and use cases to see how healthcare, banking, or consulting use these tools. A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data.

GTM 125

GTM SQL X-functional Engineering 125

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Determining if, how and when to act. Rallying the right resources. Delivering on client requirements.

GTM 129

GTM B2B Sales Pipeline 129

Martech

MAY 30, 2023

Prior to that she served as HP’s global head of virtual reality for go-to-market and content partnerships, executive vice president of media and marketing at Singularity University and vice president of marketing for NBCUniversal Media.

Entertainment 115

Entertainment Sports Gaming Technology 115

Sales Hacker

FEBRUARY 20, 2023

These leaders are looking for the right person to own the implementation and management of their company’s go-to-market tech stack. This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Related: Is a Revenue Operations Career Right for You?

Strategize 97

Strategize Consult Growth CRM 97

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Application of this evaluation is typically applied to more transaction-oriented sales.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 78

GTM X-functional Start-ups Campaign 78

Heinz Marketing

AUGUST 5, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. My goal with the Quick Start Guide series is to provide you a quick synopsis of a martech solution category.

B2B 124

B2B Objectives and Key Results Campaign CRM 124

Sales Hacker

NOVEMBER 2, 2021

He’s a sales leader with over 14 years of experience, with an MBA and engineering background. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy is a top performer at his company, Blend.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

Hubspot

JANUARY 7, 2020

We've learned a lot along the way -- so we gathered six insights from HubSpot's resident ops experts to ask what they wish they would have known when growing HubSpot's own marketing tech stack. The #1 driver of complex business systems is complex business rules," says HubSpot Marketing Operations Manager Mark Metcoff. "If

Drivers/motivators 101

Drivers/motivators Technology Technology Engineering 101

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. I’m going to take four years out and just see what I can do.” Matt is a New Zealander by birth, an Australian by accent, and adopted American.

Territory 90

Territory Hospitality Consult Engineering 90

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B Contact 27

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Many consulting companies and vendors have created and popularized specific sales methodologies, but a sales methodology can also be homegrown. Consultative Selling. Enter sales methodologies.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Hubspot

JUNE 8, 2021

Sales Engineer. Sales engineers have a unique combination of technical engineer skills and business acumen. They're responsible for increasing sales and profit by understanding what customers need and working with the product, engineering, and sales teams to develop a solution. Engineering (for sales engineers).

Commission 94

Commission Territory Finance Inside sales 94

Partners in Excellence

APRIL 16, 2021

Alliances and partners may be important as part of our go to market strategies. As a result, tight/structured alliances with services organizations may be important–consulting companies, systems integration companies, and others may be critical to helping us help our customers with this process. So what does this mean?

Process 138

Process Sales Sell Sales Support 138

Sales Hacker

SEPTEMBER 29, 2020

We’ve got two sponsors, the first is Sapper Consulting. Sapper Consulting makes it easier though, because they built Regie. I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community. It’s not that easy.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Karl Gilis , a web usability consultant, is a big fan of comparative user testing: Karl Gilis: For me, it’s incredibly interesting to see what the users like and dislike about the sites of my client’s competitors.

UX 126

UX X-functional A/B testing User Experience 126

Salesforce

AUGUST 24, 2021

Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. Not by a long shot, according to The State of CRM, research conducted by Forrester Consulting on behalf of Salesforce. Security and work-from-anywhere connectivity are paramount.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader. What You’ll Learn.

Product 63

Product Pipeline Engineering Cross-sell 63

InsightSquared

JUNE 5, 2019

InsightSquared solutions deliver the sales, marketing, and customer success analytics you need to align your full go-to-market team around a uniform view of your business. Lynn Herman , Senior Customer Enablement Consultant, and Andy McCarthy , Director of Customer Enablement at InsightSquared, are the trainers.

Education 10

Education Pipeline Strategize Consult 10

Sales Hacker

FEBRUARY 9, 2024

Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. Currently, he operates his own consultancy helping leaders with marketing strategy and AI in GTM. View the launch live demo on demand.

GTM 78

GTM Real Estate Launch Contact 78

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We must deeply understand our prospects’ challenges and give them a holistic, consultative process to consider a Highspot investment.

GTM 59

GTM Appointment Sales Strategize 59

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. Another real-world example: back in the mid-90s, Oracle coined the phrase ‘packaged-based re-engineering.’

Product 68

Product Contract Cross-sell Account management 68

Heinz Marketing

MARCH 15, 2021

Very excited to have with us Cuspera founder and CEO Subbu Vempati who is joining us, as well as Judy Ash , who is a long time CMO, a demand gen expert, and has been serving as a go to market advisor for the Cuspera team as well. Every marketer on the planet is experiencing this. Judy Ash: Thank you. Subbu Vempati: Matt.

Pipeline 120

Pipeline Sales Technology Technology 120

Sales Hacker

JANUARY 13, 2021

Resell arrangements are usually made with channel partners, consultants, and solution providers. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. Implementing an OEM go-to-market (GTM) strategy.

GTM 89

GTM Negotiate Profit margin Contract 89

PandaDoc

MARCH 17, 2025

Its not just about making teams work better individuallyits about making them work better together to create a seamless revenue engine. You might see marketing operations reporting to demand gen, and then you might have a sales or business operations function supporting the sales strategy and process. What is the purpose of RevOps ?

Legal 52

Legal Finance Strategize Growth 52

ConversionXL

FEBRUARY 27, 2019

Nichole Elizabeth DeMeré , a B2B SaaS consultant, lamented that. startups want to launch their products without at least trying to language-market fit. Most products are built by engineers and product people, and they are often uncomfortable cold calling customers to get meetings for early feedback.

Launch 110

Launch Product Campaign Cold Call 110

Hubspot

FEBRUARY 6, 2019

And we unveiled a new Workflow Extensions model that lets partners create branded, native-like actions for customers within workflows across our Marketing Hub, Sales Hub, and Service Hub products. For instance, our global network of thousands of agencies and consultants helps businesses leverage our software to grow better.

Launch 78

Launch Sports Clients Pipeline 78

SaaStr

JUNE 27, 2019

As we talk about that journey, the enterprise has been the growth engine for the last several years. We also have our engineering headquarters in Portland, Oregon. So we had to get comfortable getting to know multiple personas in an account, developers, IT operations, personnel, site reliability engineers, CTOs.

Cross-sell 96

Cross-sell Technology Technology Pitch 96

SalesLoft

JULY 11, 2019

She is the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google where she learned about value engineering. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

PandaDoc

FEBRUARY 28, 2025

Enter RevOps, an approach that creates a cross-functional revenue engine by aligning these integral teams objectives and responsibilities. Lets dive into the foundational pillars of this approach that enable a seamless, scalable revenue engine. What does this mean for your business?

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Easy, after product market fit.

Growth 64

Growth Engineering Launch Commission 64

SaaStr

DECEMBER 17, 2019

If engineers are doing days or weeks or even sometimes months of work to install something, it’s incredibly unlikely that they’re going to quickly rip it out and change it. That allows us to have a very different go to market strategy. As such, we do a lot of things very differently. We just built a product.”

Finance 85

Finance X-functional Non-Profits Launch 85