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. Fred Viet: Yeah.

GTM 114

GTM Sell Customers Cold Call 114

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. Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. You can’t change what’s already happened.

GTM 113

GTM X-functional Pipeline Construction 113

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Wes Yee (Head of Growth at Flex ) provides examples: If they mention a recent trip to NYC – send them Levain cookies. Growth Engineer at Coast – more details here.

GTM 122

GTM Intrinsic Customers Contract 122

SaaStr

OCTOBER 16, 2020

This is a big part of Hubspot’s GTM, and of many in the Shopify ecosystem. No one ever got fired here for deploying a market leader … Long-Term Contracts. But getting customers to sign 3+ year contracts does work. You can buy out these contracts, and break them. But 3-year contracts are a partial moat.

Contract 145

Contract GTM Trust Customers 145

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 101

Growth Cross-sell GTM Up-sell 101

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 88

GTM Up-sell Price Start-ups 88

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. How are they doing it? Is it their vertical? with great economics.

GTM 118

GTM Contract Represent CRM 118

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. How do you do that?

GTM 115

GTM X-functional Engineering Launch 115

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 125

B2B Contract GTM CRM 125

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 109

Go To Market GTM Strategize Growth 109

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 113

B2B GTM Cross-sell Cold Call 113

Sales Hacker

APRIL 10, 2018

This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. GTM models as a function of Annual Contract Value.

Go To Market 95

Go To Market GTM X-functional Territory 95

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. 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. What is sales enablement? Training platforms.

GTM 120

GTM Contract Quota CRM 120

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 66

GTM Growth Profit margin Contract 66

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. 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. That’s too tactical.

GTM 113

GTM Niche Cross-sell Contract 113

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%. Historically, cloud businesses were all about growth, but now the focus is on profitability and efficiency. . Activate your product-led growth levers.

GTM 117

GTM Contract Growth Follow-up 117

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. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 116

Go To Market GTM X-functional Objectives and Key Results 116

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. The contract size grows.

Growth 82

Growth Price Contract GTM 82

SaaStr

NOVEMBER 4, 2021

In simple terms, the “Rule of 40” states a healthy SaaS company’s a) revenue growth rate plus b) profit margin should exceed 40%. . In equation form, Revenue Growth % + Profit Margin % > 40%. ” Simultaneously, valuations for the highest growth SaaS platforms have grown disproportionately.

Drivers/motivators 123

Drivers/motivators Profit margin Non-Profits Inside sales 123

SaaStr

NOVEMBER 15, 2022

For many, it’s proven to be a year of growth and resiliency. However, it’s growing more apparent in recent years that this monolith does not accurately measure every company’s growth and efficiency. Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases.

Drivers/motivators 106

Drivers/motivators GTM Contract Growth 106

Sales Hacker

AUGUST 24, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 52

GTM Start-ups Up-sell Sell 52

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. It’s complex.

GTM 97

GTM Negotiate Pipeline Contract 97

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. Boosting annual contract values? Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? The lesson learned?

GTM 103

GTM Cross-sell Government Legal 103

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.”. Once you find your product-market fit, you figure out your GTM fit, and you are ready to ramp up growth and begin to scale.

GTM 101

GTM Price Promote Commission 101

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 83

GTM Education Sales Contract 83

SaaStr

APRIL 5, 2024

For Apollo, Leandra’s sales model is built around a Product-Led Growth (PLG) motion. 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. What they did for marketers, Apollo is trying to do for sales. How do you do that?

Sell 91

Sell GTM Price Up-sell 91

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Do you have a Go-to Market (GTM) for different market opportunities? Waze has four core pillars that help them grow, scale, and optimize its sales.

Objectives and Key Results 112

Objectives and Key Results Pitch GTM Cold Call 112

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. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 114

Finance Cross-sell GTM SQL 114

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 112

Gambling GTM Legal Contract 112

Sales Hacker

SEPTEMBER 11, 2020

While there are various metrics and KPIs they will be tracking, there’s one underlying theme — growth. “ The only essential thing is growth. Everything else we associate with startups follows from growth.”. Each round of funding is typically designed for a specific growth cycle. Funding rounds.

Sell 103

Sell Minimum Viable Product Objectives and Key Results Cross-sell 103

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

Gong.io

JUNE 11, 2021

Data to uncover pockets of growth. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . That’s just the nature of sales — and organization growth.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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

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.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Partners in Excellence

MAY 10, 2024

Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies. It’s much easier to justify!”

Service 48

Service GTM Contract Up-sell 48