Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM 125

GTM Engineering Growth Cross-sell 125

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Bad customer experiences cost U.S.

B2B 124

B2B GTM Customers Cross-sell 124

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. 51:42 Why agentic AI makes customer relationships and long-term value even more critical. 51:42 Why agentic AI makes customer relationships and long-term value even more critical.

GTM 70

GTM X-functional Start-ups Relationship building 70

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. From a PLG perspective, if you make it easy for users to start using your product, any interaction with a rep or customer service person is a bad user experience. You want customers to understand the product and pricing and start using it on their own.

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Force Management

NOVEMBER 30, 2023

Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Strategies for growth and evolution should drive alignment across all your revenue teams.

Growth 143

Growth GTM Cross-sell Drivers/motivators 143

Sales Hacker

JUNE 14, 2021

They focus on their ideal customer profile. They needed prospects to acknowledge both their gaps and the impacts to operations across the supply chain, the P&L, employees, KPIs, service performance, and customers. Distribution, service performance, customers, and ongoing revenue. But then things change.

GTM 114

GTM E-commerce B2B Profit margin 114

SaaStr

JULY 22, 2021

But then it will add $200m in 2 years to cross $700m ARR shortly. 15,580 customers, up 20% year-over-year — or $40,000 per customer per year on averag e. 1000 partners are key to their GTM strategy. 1000 partners are key to their GTM strategy. If you are selling to SMBs, you have to be very efficient.

Cross-sell 133

Cross-sell GTM Commission Up-sell 133

SaaStr

JUNE 19, 2024

How to Build a Category-Defining Gen AI Company and Scale from 0 to 100 with Cohere’s former VP of Marketing + Salesforce Ventures How top leaders like Cohere have rocketed to a $3B+ valuation — and acquired their customers. #3. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. ” #6.

GTM 120

GTM Cross-sell Finance Price 120

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

Sales Hacker

SEPTEMBER 27, 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. By integrating partners into your go-to-market strategy, you create a scalable way to build credibility with potential customers. This is no longer news to go-to-market leaders.

GTM 114

GTM Strategize Launch Pipeline 114

SaaStr

SEPTEMBER 29, 2023

The customer journey applies to every software category, and it guides your roadmap with more holistic solutions for your customers. On the demand side — Your customers might need 19 things, and each needs 14 vendors. There were more reasons to talk to customers and more touch points with people. Why share this timeline?

Product 113

Product GTM Cross-sell Commission 113

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

Growth 106

Growth GTM Product Cross-sell 106

SaaStr

MARCH 22, 2023

Customers’ data architectures today are an incredible mess with massive amounts of legacy. Customers were going to virtualize data centers, and you want to position yourself in that kind of inevitability. The commercial market you choose to build and offer your customers defines you, yes. Does this market need disruption?

Growth 103

Growth Cross-sell GTM Up-sell 103

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. Sales has limited access to prospects and customers. We know the facts.

B2B 117

B2B GTM Cross-sell Cold Call 117

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. They help open doors to potential customers and provide advice. Proximity to customers helps too. Having a leg in SV could help build a global team and work closely with customers. Learnings on GTM.

GTM 117

GTM Niche Cross-sell Contract 117

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. When these teams are in sync, deals close faster, customer relationships strengthen, and revenue becomes more predictable. But alignment doesn’t always happen on its own. The result?

Growth 52

Growth GTM Objectives and Key Results CRM 52

SaaStr

MARCH 15, 2024

If you want a place to host your videos without giving away customer information to TikTok, Google, or Meta, Vimeo is a good option. Customer acquisition. They sell a lot into internal video, which is employee engagement. The whole thing about PLG is that it is challenging because it’s highly cross-organizational.

GTM 109

GTM Cross-sell Start-ups Growth 109

Sales Hacker

FEBRUARY 2, 2024

If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all. Meaning, revenue is a team sport. Have a great weekend!

GTM 123

GTM Pipeline SQL UX 123

Sales Hacker

OCTOBER 27, 2023

These are 6 tactics to get deals moving and make your pipeline hum Let your customers do the talking Whenever someone can hear from their peers – a trusted source – over hearing it from the sales team, it carries more weight. For example: Invite them on a podcast or host a digital event with your prospects and customers mingling.

Pipeline 125

Pipeline GTM Cross-sell Sports 125

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. Keep optimizing your current GTM. Can ideate, experiment, and bring in new resources as needed.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. In their first year, they had their first paying customer. There is no substitute for the voice of the customer.

Territory 122

Territory GTM Price Cross-sell 122

SaaStr

MARCH 9, 2022

Sometimes, it takes innovative thinking to pull more revenue out of a current customer base or business model. As Clayton says, “Basically, whatever you can do capture more of the value derived and willingness to pay from different segments of customers you’re going after, the more you can maximize revenue.”. Dive Deeper or Go Broader.

Cross-sell 104

Cross-sell GTM Price Growth 104

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 101

Growth GTM SQL Strategic partnership 101

Highspot

NOVEMBER 24, 2024

54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers.

Pitch 52

Pitch Sales Technique Cross-sell 52

Salesforce

OCTOBER 4, 2024

But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. An emerging need to support multiple GTM plans across segments and regions. Customer experience becoming a critical revenue driver.

Finance 117

Finance Cross-sell GTM SQL 117

Highspot

APRIL 9, 2025

With one unified platform for GTM enablement , your team gets instant access to current and approved materials. A relationship manager supporting a high-net-worth client might customize a product sheet but use outdated language. Allow full customization. No more edits or deletions that accidentally cross the line.

Government 52

Government Relationship Management GTM Clients 52

SaaStr

NOVEMBER 4, 2022

CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Industry-wise.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Highspot

OCTOBER 14, 2024

Key Takeaways An effective revenue operations strategy streamlines every touchpoint of the customer journey and prevents disjointed experiences. It brings sales teams, marketing, and customer operations and success together to streamline end-to-end processes and ultimately deliver the seamless customer experience that today’s buyers demand.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

SaaStr

OCTOBER 17, 2023

Customer success is all about outcomes. What does NRR have to do with customer success? PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. Get more new customers.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. It was interesting because they got to interview a bunch of customers and sales executives.

GTM 123

GTM Cross-sell Territory Retail 123

SaaStr

JANUARY 25, 2021

Because your traditional or ideal customer could be a bit different post-2020, companies should apply a combination of firmographic objective data points such as mapping stock tickers to Salesforce, look at firmographic data, and also look at subjective feedback based on sales intelligence experience by industry. Optimize your touchpoints.

Cross-sell 96

Cross-sell GTM Sales Territory 96

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey.

Cross-sell 93

Cross-sell Technology Technology GTM 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

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Founder-led Sales Cons: It can make it difficult to sell to larger clients. But founder-led sales can be a double-edged sword.

GTM 111

GTM Cross-sell Price Sales 111