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 76

GTM X-functional Start-ups Campaign 76

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. Example impact questions are: Are these challenges impacting your revenue or market share?

GTM 52

GTM Retail Drivers/motivators Contract 52

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 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

MARCH 2, 2020

Growth requires taking market share from your competitors, while they try to do the same to you. Author Mike Weinberg has a lot of experience as a sales management consultant. Like it or not, sales is often a zero-sum game: Your win is someone else’s loss. Coaching Salespeople into Sales Champions. Sales Management.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. Had built a lot of software and both ended up at this consulting company, Bain, somehow. And so now he leads all of our product and engineering side and I lead the go-to-market side. And by the way, we’d like to go make these platform decisions.

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. In other words, is it make sense to just try to grab market share and go free and then try to cash in revenue later? Now they subsidized it with consulting and other businesses.

Price 109

Price Product Start-ups Niche 109

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. Alli: Absolutely. I’ve seen that play out.

Pipeline 59

Pipeline Sales Presentation B2B 59

Lead Fuze

JANUARY 1, 2022

These companies usually sell to channel partners or consultants who then provide services around that product for an added value. A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option.

Negotiate 52

Negotiate Profit margin Contract Price 52

The Lost Book of Sales

JULY 12, 2021

The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” Marketing professionals insist on market segmentation because they know that no meaningful marketing program can be implemented across a set of customers who do not reference each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52