Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Inbound requests for larger contracts and enterprise agreements.

Growth 79

Growth GTM Product Government 79

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 128

GTM Market share Growth Technology 128

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. 51:42 Why agentic AI makes customer relationships and long-term value even more critical. 51:42 Why agentic AI makes customer relationships and long-term value even more critical.

GTM 69

GTM X-functional Start-ups Relationship building 69

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 125

GTM Intrinsic Customers Contract 125

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. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 122

GTM Growth Referrals Contract 122

Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 7 CRO tips for smarter annual planning 1. ” 6.

GTM 67

GTM Objectives and Key Results Quota Real Estate 67

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. Each and every month, until the customer churns. I generally don’t recommend this. And maybe add clawbacks.

Commission 116

Commission Customers GTM Contract 116

SaaStr

OCTOBER 16, 2020

Most customers just want to pick the app they’ve used and heard of. Exporting your Customer records from Salesforce is a huge task. Third parties want to specialize on helping customers deploy just a handful of leading apps. This is a big part of Hubspot’s GTM, and of many in the Shopify ecosystem.

Contract 145

Contract GTM Trust Customers 145

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue. why change now) and then focus on customer indecision (i.e.,

B2B 122

B2B Customers GTM Pipeline 122

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. They chose to hone in on their highest-likelihood customer with the biggest potential payoff. Owner removed 40% of inbound volume, declining these customers to allow Account Executives to spend more time with higher-value customers. How are they doing it?

GTM 121

GTM Contract Represent CRM 121

SaaStr

JULY 20, 2024

It’s essential to take a step back, slow down in terms of consecutive hiring, and ensure you’re working with third-party providers to find the right talent, especially on the GTM and technical side. Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. What does this mean?

GTM 118

GTM X-functional Engineering Referrals 118

SaaStr

MAY 12, 2022

That’s when a customer moves to a paid account to access more services and advanced features from the platform. This model worked early on because every customer purchased the ?same This model worked early on because every customer purchased the ?same Big customer asks. The transition to a usage-based model.

GTM 104

GTM Product Price Contract 104

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Choose people from diverse backgrounds who have worked in sales, marketing, customer service, operations, and training. Training platforms.

GTM 121

GTM Contract Quota CRM 121

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

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. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. 1) Freemium.

Go To Market 96

Go To Market GTM X-functional Territory 96

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. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well.

GTM 116

GTM Niche Cross-sell Contract 116

ConversionXL

AUGUST 27, 2019

In a marketing technology stack, a taxonomy includes the names of the actions people take and the naming structure for the values you store about your customers. These customer values are recorded as dimensions and metrics (as you can see in our tracking plan example below). Confusing GTM and Segment. Stay focused.

GTM 124

GTM X-functional CRM Technology 124

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. And all this at record high costs.

Go To Market 108

Go To Market GTM Strategize Growth 108

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 68

GTM B2B Drivers/motivators Manufacturing 68

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

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. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Document Crunch is the construction industry’s leading contract intelligence platform.

GTM 124

GTM Quota Contact Construction 124

Gong.io

SEPTEMBER 9, 2021

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. They care about the customer relationship and solving pain points. . Depends on the scenario. . They’re experts.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

SEPTEMBER 1, 2022

They make major decisions for the tech stack — they own the budget and can sign contracts. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows.

GTM 107

GTM Contract CRM Meeting 107

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 119

Go To Market GTM X-functional Objectives and Key Results 119

SaaStr

SEPTEMBER 23, 2022

To illustrate the turbulence, consider the following metrics: The BVP NASDAQ Emerging Cloud Index (the public benchmark of software performance) has contracted by more than 40%. These cloud businesses have product-market fit, scalable GTM, and a growing customer base. . Key Takeaway Strategies For Becoming a Centaur.

GTM 120

GTM Contract Growth Follow-up 120

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. In their first year, they had their first paying customer. There is no substitute for the voice of the customer.

Territory 121

Territory GTM Price Cross-sell 121

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 100

Growth GTM SQL Strategic partnership 100

SaaStr

APRIL 3, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Dear SaaStr: When Should a SaaS Company allow Month-to-Month Contracts vs Requiring 12-month Commitments? 4 Simple Things You Can Do To Not Lose Your Top Customers. The Top 10 Pieces of Advice I’d Give to My Younger CEO Self.

GTM 97

GTM Contract Engineering Product 97

SaaStr

SEPTEMBER 26, 2023

That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. We care about: Speed Cost Quality If you’re talking to customers, you want any communications to be highly accurate. GTM execution.

Contract 123

Contract GTM B2B Negotiate 123

Martech

MAY 28, 2024

HubSpot HubSpot integrates marketing automation, customer service, sales and operations software into a single solution. Why it’s valuable HubSpot centralizes customer interactions and data, providing a single source of marketing truth that enables stronger and more personalized marketing at scale. Marketing automation and CRM 1.

GTM 120

GTM Drivers/motivators B2B Campaign 120

SaaStr

MARCH 22, 2023

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. The commercial market you choose to build and offer your customers defines you, yes. Does this market need disruption?

Growth 102

Growth Cross-sell GTM Up-sell 102

Hubspot

MARCH 26, 2025

Sales teams need the right tools, content, and data to talk to customers and close deals faster. Automating follow-ups and keeping track of customers in one system. Revenue enablement aligns sales, marketing, and customer success teams to optimize the entire revenue cycle. Automated follow-ups based on customer behavior.

Price 53

Price CRM Sales GTM 53

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 88

GTM Negotiate Profit margin Contract 88

SaaStr

NOVEMBER 15, 2022

Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. Cohorts by Customer Type: Different customer sets behave differently, and averaging metrics like retention across all segments can be misleading. This is important for unit efficiency.

Drivers/motivators 108

Drivers/motivators GTM Contract Growth 108

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 84

GTM Education Sales Contract 84

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. They really go into churn and customer success a great deal.

GTM 82

GTM Pipeline Healthcare Sales 82