Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. Value is at the core of Jason’s approach.

GTM 96

GTM Product Cross-sell Profit margin 96

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Finance 115

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

SaaStr

FEBRUARY 21, 2023

PST for those of you who want to connect with SaaS experts — Growth Advisor at FastSpring and Director of Growth at Planday, Frederic “Fred” Linfjard shares his insights on how to evolve from a sales-led to product-led GTM strategy constructively. Keep optimizing your current GTM. A dedicated growth team is suited to this change.

Go To Market 69

Go To Market Growth GTM X-functional 69

Heinz Marketing

MAY 20, 2024

The ideal outcome extends into the advocacy stage, where satisfied customers become brand champions, spreading positive word-of-mouth and potentially leading to upsell or cross-sell opportunities. Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process.

B2B 120

B2B Cross-sell Customers GTM 120

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. The market segments you prioritize.

B2B 113

B2B GTM Customers Cross-sell 113

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 99

Go To Market Process GTM Education 99

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . To get to the root cause of the “capture” mindset, we would need a cross between an anthropologist and a therapist. Oxford Dictionary.

B2B 120

B2B GTM Cross-sell Quota 120

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. ” The Age of Connected Work B2B market dynamics are also a driving factor: B2B buyer expectations have changed. So, why PLG now?

Growth 98

Growth GTM Product Cross-sell 98

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 97

GTM Pipeline SQL UX 97

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. There’s also a huge gap when it comes to penetrating new business units or in cross-selling/upselling. Even though revenue derived from existing customers account for 70.1%

GTM 84

GTM E-commerce B2B Profit margin 84

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. It’s warmed up, prepared, and ready to go.

Growth 75

Growth Cross-sell GTM Up-sell 75

Martech

NOVEMBER 7, 2024

Cross-department ownership and confusion A major issue with ABM platforms is that using them effectively requires buy-in and cooperation from multiple departments, like sales and IT. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 113

B2B Contract GTM CRM 113

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 103

B2B GTM Cross-sell Cold Call 103

Highspot

SEPTEMBER 10, 2024

Alright, consider this – the best lever Marketing can pull to align with Sales and consistently generate quality pipeline isn’t using LinkedIn posts to drive leads (good to do, though) or preparing for a cookieless future (still, you should think about it), but enabling your Sales team.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? We are a human-first business that not only sells to humans but is run by humans.

B2B 79

B2B GTM Cross-sell Trust 79

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

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. Learnings on GTM.

GTM 85

GTM Niche Cross-sell Contract 85

Highspot

MAY 3, 2024

It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell Technology Technology GTM 93

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 106

B2B Cross-sell Hospitality GTM 106

Highspot

OCTOBER 14, 2024

Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue. This could mean regular cross-departmental meetings where teams discuss progress and challenges.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 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

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Mistake #1: Premature GTM acceleration. Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. How can founders and executive leaders avoid falling victim to the pitfalls of premature go-to-market acceleration?

Cross-sell 74

Cross-sell GTM Finance Growth 74

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it. If so, ask to see the go-to-market strategy. Work only with people you enjoy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. That didn’t go so well at all! Unified data problems.

Finance 104

Finance GTM Cross-sell SQL 104

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 91

Growth GTM SQL Strategic partnership 91

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Highspot

OCTOBER 23, 2023

By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow. Ensure Communication Across Departments A product launch necessitates seamless communication across various departments, from product development to marketing.

Launch 59

Launch Negotiate Product GTM 59

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. An equally coordinated approach across the seller’s go-to-market teams.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

Highspot

MAY 30, 2024

Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. Ensure your goals are SMART (Specific, Measurable, Achievable, Relevant, Time-Bound). This ensures all team members are confident and competent.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 79

Objection handling GTM Cross-sell Sales 79

ConversionXL

APRIL 7, 2021

Account-Based Marketing has in fact been around since the 1940s. 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.

GTM 98

GTM CRM Cross-sell Cold Call 98

SalesLoft

OCTOBER 21, 2016

Cross-functional orchestration. Alignment across Marketing, Sales, Sales Development, etc — outbound sales development is today’s most effective account-based tactic. 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

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 83

Sell Minimum Viable Product Objectives and Key Results Cross-sell 83