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. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. tool selection.

GTM 69

GTM X-functional Start-ups Relationship building 69

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

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! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 90

GTM Up-sell Price Start-ups 90

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization.

GTM 125

GTM Intrinsic Customers Contract 125

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. (38:00)

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. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

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? Not exactly.

GTM 121

GTM Contract Quota 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. How do you do that?

GTM 118

GTM X-functional Engineering Launch 118

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. Selling a $5/month Chrome plugin to a Pro-user?

Go To Market 96

Go To Market GTM X-functional Territory 96

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”. African proverb .

Closing 162

Closing Sports GTM Legal 162

Martech

FEBRUARY 7, 2025

Your technology might give you a temporary edge, but competitors will catch up. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.

GTM 71

GTM B2B Drivers/motivators Manufacturing 71

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. 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

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 113

B2B GTM Cross-sell Cold Call 113

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. 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. To meet the growth potential a Go To Market (GTM) plan is imperative. What is required is a more modern GTM model that has layers of revenue.

Growth 100

Growth GTM SQL Strategic partnership 100

Hubspot

MARCH 26, 2025

Ive worked with businesses that spend thousands on software that sales teams end up barely using. Automating follow-ups and keeping track of customers in one system. Its a game-changer for boosting productivity and upping sales. Automated follow-ups based on customer behavior. Thats where sales enablement platforms help.

Price 53

Price CRM Sales GTM 53

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” Instead of selling products, they were selling aspirational concepts and business value. It’s warmed up, prepared, and ready to go. This changed the conversations with customers.

Growth 102

Growth Cross-sell GTM Up-sell 102

Sales Hacker

JANUARY 13, 2021

It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas. Enterprise software companies rarely resell agreements because they are focused on selling their software.

GTM 88

GTM Negotiate Profit margin Contract 88

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 115

Objectives and Key Results Pitch GTM Cold Call 115

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. It’s gone up slightly but nothing significant.

GTM 97

GTM Negotiate Pipeline Contract 97

SaaStr

NOVEMBER 15, 2022

Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. SaaS Subscriptions as Annuities: It’s common to consider subscription contracts as annuities with an upfront cost. Sign up HERE ! This is important for unit efficiency. Every Wednesday at 10 a.m.

Drivers/motivators 108

Drivers/motivators GTM Contract Growth 108

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. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 105

GTM Cross-sell Government Legal 105

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. Matt Garratt: So if you look at the results themselves, if you look at Q1, not too surprising.

GTM 83

GTM Pipeline Healthcare Sales 83

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.

Finance 116

Finance Cross-sell GTM SQL 116

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.”. The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. Sell it to your market for half the price.

GTM 102

GTM Price Promote Commission 102

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. 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.

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

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 106

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

Gong.io

JUNE 11, 2021

Here at Gong, we define sales enablement as a function that helps the sales team sell better from the time each sales rep is brought on board, to the time they decide to leave the company. Reading from a script is NOT your answer to selling more. . Plus they can use these to follow up with more technical buyers.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. If you’re selling B2B, you know it’s a wide and competitive market.

CRM 98

CRM Cross-sell GTM Cold Call 98

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The reality is these are separate and distinct. It’s much easier to justify!”

Service 48

Service GTM Contract Up-sell 48

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Average Contract Value.

B2B 105

B2B E-commerce Cold Call Represent 105

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

SaaStr

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. As an API-first company, WorkOS focuses on selling primarily to developers. What’s Different About Selling to Developers. So why sell to these developers? Bottom-up sales. Developers act, think, and behave differently than your average customer.

Growth 83

Growth Price Contract GTM 83

Sales Hacker

MAY 12, 2021

Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting. Sales leaders know that selling is all about having conversations. Sales enablement leaders like Amy Looper , Founder of Relativity Sells, recommend creating talk tracks collaboratively. What’s next?

Objectives and Key Results 105

Objectives and Key Results A/B testing Sales GTM 105

Sales Hacker

APRIL 29, 2021

Knowing this, some teams err too far on the side of rep-generated content, ending up with a motley assortment of content that looks something like the miscellaneous aisle of Aldi. The world may never know how blenders and beach balls are related, but darn it if they don’t end up next to each other. Content Enablement.

A/B testing 116

A/B testing Sales Quota Promote 116

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Get more new customers.

Cross-sell 69

Cross-sell Customers GTM A/B testing 69