Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

GTM 126

GTM Intrinsic Customers Contract 126

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. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 110

Go To Market GTM Strategize Growth 110

SaaStr

MAY 12, 2022

The customer knows that what they need will get done, while you spend valuable and limited engineering resources to ensure the most important features are bulletproof and available. . A $1 million contract with a customer doesn’t automatically translate as revenue. Responsibility for success. Commitment and usage.

GTM 105

GTM Product Price Contract 105

SaaStr

NOVEMBER 1, 2022

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. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. That’s too tactical. Bundling is real.

GTM 119

GTM Niche Cross-sell Contract 119

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. But your engineers? Each of those groups can easily include five or more people. Depends on the scenario. .

Closing 162

Closing Sports GTM Legal 162

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? Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose.

GTM 97

GTM Contract Engineering Product 97

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 122

Go To Market GTM X-functional Objectives and Key Results 122

SaaStr

MARCH 7, 2023

Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years. To build resilience in GTM, many companies are cutting the least experienced people, typically the newest ones, particularly salespeople who aren’t ramped and haven’t reached attainment yet.

GTM 72

GTM Growth Profit margin Contract 72

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 89

GTM Negotiate Profit margin Contract 89

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve.

Finance 117

Finance Cross-sell GTM SQL 117

SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. Consider the scenario: There are a handful of skilled engineers in Silicon Valley. Roberge suggests trying the “Sustainable Moat Test.”

GTM 104

GTM Price Promote Commission 104

SaaStr

NOVEMBER 4, 2021

Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%). Rule of 40: Average Contract Value (ACV). Perhaps the “Rule of 40” Qualifiers just have better product management and more “10x” engineers? ACV – Qualifier: $53k.

Drivers/motivators 128

Drivers/motivators Profit margin Non-Profits Inside sales 128

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. Contract modifications were still so decentralized. We learned from that early on.

GTM 86

GTM Pipeline Healthcare Sales 86

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 53

GTM Contract Cross-sell Account management 53

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. – Robert Conrad, Head of Engineering, Crunchbase. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea. And so on.”.

Sell 108

Sell Minimum Viable Product Objectives and Key Results Cross-sell 108

SaaStr

OCTOBER 24, 2022

They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. It might even be months later that a VP of Engineering or a CTO or CFO realizes that they’re built on a new platform. The contract size grows.

Growth 85

Growth Price Contract GTM 85

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Balance Long-Term Risk with Short-Term Gain : Every business arrangement or contract balances risk and reward, both for the present and future. And it often comes down to a misalignment in goals. Remember the hierarchy of needs!

Legal 69

Legal Closing GTM Finance 69

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. If you hire too late, you’ve got a whole sales engine running, and when new customers come in, no one’s there to greet them. They sign the contract, onboard, and the motion is done. Capacity comes back.

Cross-sell 72

Cross-sell Customers GTM A/B testing 72

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

SaaStr

JANUARY 6, 2023

” When a lot of companies talk about innovation today, they often immediately jump to what that means for engineering and product. There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel.

Legal 52

Legal Prospecting Customers Contract 52

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. This week’s show is called “ The Perfect MarTech Stack? The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with.

Pipeline 120

Pipeline Sales Technology Technology 120

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. Thank you for rocking with me. We are in 2025.

GTM 109

GTM Growth B2B Pipeline 109

SaaStr

MARCH 13, 2025

Build Multiple Growth Engines Don’t wait to layer in enterprise sales on top of PLG, or partnerships on top of direct. Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts? Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts?

Growth 111

Growth Strategic partnership Contract GTM 111

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 119

GTM Sell Customers Cold Call 119

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 91

GTM Up-sell Price Start-ups 91

Sales Hacker

SEPTEMBER 20, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. The traditional GTM approach focuses narrowly on the buyer journey, but it’s fundamentally flawed. The report dives into the Evidence Gap and offers actionable steps to fix it.

GTM 76

GTM Launch Electricity Sales 76

SaaStr

DECEMBER 21, 2023

We are laser-focused on supporting our companies with GTM services and expertise. That set him and team up so that when they came out of the sandbox with GPT-4 with their CoCounsel product, they were able to command contracts with an extra zero.

Gambling 118

Gambling GTM Legal Contract 118

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. To ensure you’re hitting on the right training topics as an economic recession approaches, identify sticking points in your sales engine. Automate tasks to maximize efficiency.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. A lead gets here by clicking on an ad, social media post, or a search engine result.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Krish Subramanian: We are software engineers by training. A classic example is a Shopify selling to, let’s say, contract. Does it have to be in person? What questions reveal the most?

Price 65

Price GTM Up-sell Product 65

SaaStr

JUNE 28, 2024

Can you build something in production for your support, sales, or engineering team faster? They’re a very customer-hypothesis-driven organization, so they see how customers use the product and have built tools to parse their contracts. How does AI fit into your story? How can you prototype it? It’s a lot easier said than done.

Growth 105

Growth Customers GTM Sales 105

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. Scott Barker: Hello and welcome back to the GTM podcast. Make it simple to, um, upgrade your contract.

GTM 106

GTM Gambling B2B E-commerce 106

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 64

GTM Up-sell Start-ups Growth 64