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 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. In-Person Engagement: Face-to-Face Meetings: If feasible, in-person visits deepen connections, demonstrating significant commitment. See more top GTM jobs here. Big things ahead.

GTM 125

GTM Intrinsic Customers Contract 125

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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 90

GTM Up-sell Price Start-ups 90

SaaStr

MAY 12, 2022

But as customers’ usage of the platform grew, their needs got substantially more diverse, forcing CircleCI to evolve and expand its offerings to meet the dynamic needs of its users. A $1 million contract with a customer doesn’t automatically translate as revenue. same thing, and if they needed more, they could purchase more containers.

GTM 104

GTM Product Price Contract 104

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. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 96

Go To Market GTM X-functional Territory 96

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 121

GTM Contract Quota CRM 121

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.

GTM 116

GTM Niche Cross-sell Contract 116

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 100

Growth GTM SQL Strategic partnership 100

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

Sales Hacker

SEPTEMBER 1, 2022

Meet your executive sponsor, aka “the head honcho.” They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. Outreach role 1: Executive sponsor.

GTM 107

GTM Contract CRM Meeting 107

Martech

APRIL 7, 2023

To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Think therapy and organizing and breaking down information in your communications, webinars, small roundtable or meet-up you organize in the field. why change now) and then focus on customer indecision (i.e.,

B2B 123

B2B Customers GTM Pipeline 123

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 88

GTM Negotiate Profit margin Contract 88

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

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” One probably wants a proposal and face-to-face meetings, while the other likely wants a highly technical, bottom-up experience. Experiment constantly and everywhere in your global GTM organization.

Growth 102

Growth Cross-sell GTM Up-sell 102

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 83

GTM Pipeline Healthcare Sales 83

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. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. Asia Corbett ).

Finance 116

Finance Cross-sell GTM SQL 116

SaaStr

NOVEMBER 4, 2021

How Many SaaS Companies Meet The “Rule of 40”? Surprisingly, Qualifiers had a lower portion of Inside Sales GTM (22%) than Non-Qualifiers (32%). Rule of 40: Average Contract Value (ACV). What Drives The SaaS “Rule of 40”? ACV – Qualifier: $53k.

Drivers/motivators 125

Drivers/motivators Profit margin Non-Profits Inside sales 125

SaaStr

APRIL 5, 2024

They want to know how quickly they can book a meeting or generate pipeline, not waste 3 weeks onboarding to a new sales tool. 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. No, you don’t. What does that mean?

Sell 93

Sell GTM Price Up-sell 93

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

Call scripts are “templates” for how to run an effective meeting. After reviewing nearly 70,000 sales meetings from the Gong database of 5,000,000+ recorded calls AND having our team analyze them with AI, we identified which tactics best correlate with success. See the ICP section above. Say this” and “don’t say that.” Start with this.

Objectives and Key Results 103

Objectives and Key Results Price GTM 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

Sales Hacker

MAY 12, 2021

A sales talk track is an outline for sales reps to follow during meetings with prospective customers. By having a great discovery call, you are set up for a successful follow up meeting. Be sure to include other GTM teams when testing out a new talk track. If so, what’s your current conversation rate to meetings booked?

Objectives and Key Results 105

Objectives and Key Results A/B testing Sales GTM 105

Sales Hacker

SEPTEMBER 11, 2020

The founders are responsible for laying the groundwork for their expansion plan and will need to update their investors every step of the way in the form of monthly investor updates, quarterly board meetings, and so on. These funds are typically used to grow the company to meet its new demands and begin its scalable processes.

Sell 106

Sell Minimum Viable Product Objectives and Key Results Cross-sell 106

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 Drivers/motivators Contract 52

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Buhler has regular meetings to check in with the CRO, plus additional calls, messages, and meetings in between. She also schedules 1-on-1 meetings with each segment leader for every business unit on a monthly basis.

Legal 65

Legal Closing GTM Finance 65

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?” Boosting annual contract values? That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive. E-Commerce.

B2B 105

B2B E-commerce Cold Call Represent 105

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 High value accounts that meet a CLTV target based on number of employees. And that’s just the half that’s fully implemented.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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 Up-sell 62

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. Early sellers are meeting quotas. They sign the contract, onboard, and the motion is done. Customer Success supports customers and your entire GTM motion. This team: Confirms PMF.

Cross-sell 69

Cross-sell Customers GTM A/B testing 69

SaaStr

SEPTEMBER 25, 2024

On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn. Key Takeaways Have clear, high-quality data ready to share before fundraising meetings. Investors are looking for growth, efficiency, and strong signs of a scalable GTM motion.

Pitch 72

Pitch Pipeline SQL GTM 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 71

Territory Objectives and Key Results Finance Cross-sell 71

Lead Fuze

NOVEMBER 30, 2021

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. It is important to know which one works best for your company. Is ABSD for developers like you? Length of the Sales Cycle.

GTM 52

GTM Price Contract Sales 52

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

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. Renewal (Optional): Your customer renews their contract or subscription.

Go To Market 69

Go To Market Process GTM Launch 69