Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Success requires a data-driven approach, a customer-first mindset, and a willingness to embrace change. Growth isnt a choice, your customers decide it You dont decide to make the shift from PLG to SLG, your customers do.”

Growth 81

Growth GTM Product Government 81

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 106

Customers Account management Real Estate Contract 106

Sales Hacker

FEBRUARY 13, 2020

In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. Customer and channel partnerships.

Go To Market 89

Go To Market Up-sell Sales Strategize 89

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Field sales are great for: Companies with large enterprise or government customers.

Inside sales 132

Inside sales Cold Call Contract Price 132

Martech

FEBRUARY 7, 2025

Your customer base is the single greatest determinant of your future success. What truly sets you apart is your ideal customer profile (ICP). Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. In the competitive world of B2B, youre in a race for profitability.

GTM 66

GTM B2B Drivers/motivators Manufacturing 66

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.) Conclusion.

Contract 119

Contract CRM Territory Sales 119

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

The post How To Win Your Best Customers With Outbound Sales appeared first on Capterra. Win the best customers for your small business with these outbound sales tactics. Before diving deeper into how outbound sales can help you close more deals, let’s first understand who makes the best customer for your business.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 61

Go To Market Electricity Healthcare Education 61

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 122

GTM Contract Represent CRM 122

SaaStr

SEPTEMBER 5, 2022

If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers. Customers are impatient, and the time from product download to demonstrated value may take too long. . Many product-led companies do not go to market with the right pricing.

Contract 113

Contract Price Growth User Experience 113

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

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 123

GTM Growth Referrals Contract 123

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GitHub runs a virtual Partner Kickoff, leveraging content from their Revenue Kickoff, so partners show up to customers fully aligned and prepared to add value. 7 CRO tips for smarter annual planning 1.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Salesforce

SEPTEMBER 27, 2021

What she did get, though, was her customer. How did it all go down? Coinbase is a startup dedicated to building the crypto-economy, and the company was also an existing Slack customer. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 111

GTM Represent Growth Contract 111

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . The right person to do that might be you, but it might be a sales engineer or someone from customer success. Depends on the scenario. . They’re experts.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. 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. Customizing sales tools.

GTM 122

GTM Contract Quota CRM 122

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Clearly understand how your customer buys. Make sure you know how your customers buy and tailor your go to market strategy and messaging to that.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

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. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 111

GTM Contract Clients Consult 111

Sales Hacker

DECEMBER 21, 2023

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team.

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). There was a smaller increase in preference for value-added resellers. A lack of trust. In your inbox.

Contract 98

Contract B2B Technology Technology 98

Heinz Marketing

SEPTEMBER 20, 2021

And what that really means is that, that collaboration, that alignment with the go-to-market strategy with the overall corporate goals, but more significantly with all of the other organizations and people within that organization. So, we talk a lot about sales and product and customer success. Christina: Sure.

Pipeline 117

Pipeline Go To Market Sales Technology 117

SaaStr

SEPTEMBER 12, 2023

I think this is some pretty helpful reading here, a good slice of some of the most tactical insights: Got 100 Customers? Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Your Customer Success Team. Hire Early.

Price 113

Price Contract Territory Quota 113

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Customer Relationship Management (CRM) Platform. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning.

Territory 107

Territory Non-Profits Contract Quota 107

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. At Box, we’ve found a lot of success in getting customers to adopt new features within Content Cloud. Go big or go home.

Growth 120

Growth Contract Up-sell Product 120

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives.

GTM 125

GTM Quota Contact Construction 125

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Chris Asmar, Customer Success Manager.

GTM 109

GTM Contract CRM Meeting 109

SaaStr

NOVEMBER 1, 2022

They help open doors to potential customers and provide advice. Proximity to customers helps too. Having a leg in SV could help build a global team and work closely with customers. Marketing is more than just demand gen! For application, it’s more demand gen followed by brand marketing. Learnings on GTM.

GTM 117

GTM Niche Cross-sell Contract 117

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Let’s look at them: Value.

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. He will also provide insights on the differences between commercial and enterprise customers and the key metrics to keep an eye on as you grow your business.

Gaming 81

Gaming Customers Construction Contract 81

Sales Hacker

JANUARY 13, 2021

The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer. The end-customer is the beneficiary of a new and improved solution – everybody wins. These companies resell the solution and bundle services around the solution to add value to the customer.

GTM 89

GTM Negotiate Profit margin Contract 89

SaaStr

MARCH 22, 2023

Is there a big Total Addressable Market? Does this market need disruption? Customers’ data architectures today are an incredible mess with massive amounts of legacy. Customers were going to virtualize data centers, and you want to position yourself in that kind of inevitability. It was inevitable.

Growth 103

Growth Cross-sell GTM Up-sell 103

Gong.io

AUGUST 10, 2020

How can you increase long-term customer retention? You and the customer need to have a mutual understanding of their goals and expectations. To maximize retention, strive to have at least three different customer contacts at three different levels within the organization. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 128

GTM Market share Growth Technology 128

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. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 112

B2B GTM Cross-sell Cold Call 112