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 126

B2B Contract GTM CRM 126

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.

GTM 70

GTM X-functional Start-ups Relationship building 70

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 84

GTM Cross-sell X-functional Pipeline 84

Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there.

GTM 124

GTM Cross-sell Go To Market Sell 124

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

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 127

B2B Cross-sell Customers GTM 127

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

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% Create margin growth.

GTM 114

GTM E-commerce B2B Profit margin 114

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. Review, refresh and optimize your GTM strategy continuously.

B2B 120

B2B GTM Customers Cross-sell 120

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

SaaStr

JUNE 19, 2024

How Sales & CS 4x-ed Glean’s ARR and Top Tips for GTM Cross-Collaboration Strategies with Glean’s VP of Sales and Head of CS. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. How are the success and cross-selling motions different here? #7. ” #6.

GTM 121

GTM Cross-sell Finance Price 121

SaaStr

JULY 22, 2021

But then it will add $200m in 2 years to cross $700m ARR shortly. 1000 partners are key to their GTM strategy. And “950 of the partners, Avalara has no competition” Like HubSpot and other leaders that sell sophisticated, $10k+ solutions to SMEs, partners are key to implementation. market cap.

Cross-sell 133

Cross-sell GTM Commission Up-sell 133

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 110

Go To Market GTM Cross-sell Growth 110

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. The Logistics of Going Multi-Product GTM only exists on the back of a product that real customers need. Who is going to do the selling? What are those incentives?

Product 114

Product GTM Cross-sell Commission 114

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. Others are “strategic partners” involved in long-term initiatives like co-selling and co-marketing. This is no longer news to go-to-market leaders.

GTM 114

GTM Strategize Launch Pipeline 114

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 104

Growth GTM Product Cross-sell 104

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software? If you have data scientists or ML teams, you can correlate the probability of upsells and cross-sells if someone has used that aha feature.

Cross-sell 121

Cross-sell Customers Pitch Drivers/motivators 121

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global. A consumption model is about removing friction.

Growth 104

Growth Cross-sell GTM Up-sell 104

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. 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. SV SaaS companies sell to other SV SaaS companies.

GTM 118

GTM Niche Cross-sell Contract 118

SaaStr

MARCH 15, 2024

They sell a lot into internal video, which is employee engagement. The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? How much synergy is there between the long tail and the PLG piece?

GTM 110

GTM Cross-sell Start-ups Growth 110

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 114

B2B GTM Cross-sell Cold Call 114

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. It ensures go-to-market (GTM) teams work toward shared company goals with efficient processes and reliable data.

Growth 52

Growth GTM Objectives and Key Results CRM 52

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

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here. Leverage those who are already trusted sources to create movement in a stuck deal.

Pipeline 125

Pipeline GTM Cross-sell Sports 125

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. link] Every Wednesday at 10 a.m.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

MARCH 9, 2022

For example, you could either verticalize the GTM or consider a broader horizontal play. Find another SaaS company whose brand or product works together well with yours that sells to the same persona. Evidence of Crossing the Chasm. Dive Deeper or Go Broader. Extend Your Reach Through Efficient Channels.

Cross-sell 105

Cross-sell GTM Price Growth 105

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 101

Growth GTM SQL Strategic partnership 101

Salesforce

OCTOBER 4, 2024

A revenue operations – or RevOps – team unites all data, communication, tools, systems, and people across your GTM team and ensures they’re joined in lockstep towards the same set of clearly defined revenue goals. This can cause a domino effect of confusion across the entire GTM team. This is the secret sauce that fuels rapid growth.

GTM 98

GTM Territory Finance E-commerce 98

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. They should be highly cross-functional and know how to navigate your sales motion. As we know today, a strong product-led motion starts with a strong product.

Territory 124

Territory GTM Price Cross-sell 124

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Asia Corbett ).

Finance 117

Finance Cross-sell GTM SQL 117

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

APRIL 9, 2025

With one unified platform for GTM enablement , your team gets instant access to current and approved materials. No more edits or deletions that accidentally cross the line. With Highspot, coaching becomes part of the selling process. Rely on training and manual audits. Centralize and govern your content.

Government 52

Government Relationship Management GTM Clients 52

Highspot

NOVEMBER 24, 2024

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. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Sales Technique Cross-sell 52

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 96

B2B GTM Cross-sell Trust 96

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. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 124

GTM Cross-sell Territory Retail 124

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 97

Cross-sell GTM Sales Territory 97

Highspot

OCTOBER 14, 2024

If they spend more time on administrative tasks than selling, it’s a sign that responsibilities, technology, and processes may need a closer look. You might also notice that reps spend a lot of time on manual data entry, transferring information between systems rather than focusing on selling.

Teamwork 52

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