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. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Go To Market 102

Go To Market GTM X-functional Objectives and Key Results 102

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

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 99

GTM Growth Referrals Contract 99

Sales Hacker

OCTOBER 11, 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. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.

GTM 98

GTM X-functional Pipeline Construction 98

Martech

NOVEMBER 7, 2024

The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 120

B2B Contract GTM CRM 120

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

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. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 106

GTM Contract Clients Consult 106

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 97

GTM Contract Represent CRM 97

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 92

GTM Product Price Contract 92

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 . As long as you do it efficiently , you can go deeper with customers, using team-selling as your differentiator. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

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. Marketing automation tools. Your GTM teams are made up of people, and people are resistant to change how they learn and sell.

GTM 108

GTM Contract Quota CRM 108

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. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 107

B2B GTM Cross-sell Cold Call 107

Sales Hacker

AUGUST 24, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

Links and Resources Eli’s Linkedin: [link] MatterMade’s Website: [link] NoBoringDesign Website: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 93

Growth GTM SQL Strategic partnership 93

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 70

GTM Growth Profit margin Contract 70

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. Marketing is more than just demand gen!

GTM 87

GTM Niche Cross-sell Contract 87

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. They’ll also review and champion ROI internally.

GTM 89

GTM Contract CRM Meeting 89

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. 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. Target Addressable Market (TAM). Is ABSD for you? Infographic).

GTM 73

GTM Education Sales Contract 73

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 83

GTM Negotiate Profit margin Contract 83

SaaStr

DECEMBER 21, 2023

By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. Series B is where the go-to-market expertise is essential – you have to know how to truly understand who your target customers are and set up an experimental channel strategy.

Gambling 91

Gambling GTM Legal Contract 91

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 91

Objectives and Key Results Pitch GTM Cold Call 91

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in.

GTM 79

GTM Negotiate Pipeline Contract 79

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. That didn’t go so well at all!

Finance 107

Finance Cross-sell GTM SQL 107

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. But it also defines your GTM efforts. This changed the conversations with customers.

Growth 76

Growth Cross-sell GTM Up-sell 76

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

APRIL 5, 2024

In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. Do you need to discount to match competitors or buy them out of contracts to compete in this space? No, you don’t. Instead, they’re pricing based on the value they provide.

Sell 76

Sell GTM Price Up-sell 76

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 52

GTM Contract Cross-sell Account management 52

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

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. It also ensures that GTM teams cover all the crucial details needed for a successful sale.

GTM 52

GTM Retail Contract Drivers/motivators 52

ConversionXL

APRIL 7, 2021

This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.)

GTM 98

GTM CRM Cross-sell Cold Call 98

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team. Content Lifecycle.

A/B testing 109

A/B testing Sales Quota GTM 109

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 104

B2B E-commerce Cold Call Represent 104

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM). Is ABSD for developers like you?

GTM 52

GTM Price Contract Sales 52

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. Conduct an RFP process and negotiate contract terms among the front-runners. The company is past the MVP (minimum viable product) and is showing initial signs of success.

Sell 86

Sell Minimum Viable Product Objectives and Key Results Cross-sell 86