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 Sales 115

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. Why partnerships lead to pipeline in outbound Quick summary: It builds trust at scale: Ecosystem-led approaches are built on the principle of operationalizing trust through partnerships.

GTM 114

GTM Strategize Launch Pipeline 114

Sales Hacker

FEBRUARY 2, 2024

Imagine someone offers you a choice: ‘I can double your MQLs’ or ‘I can double your pipeline.’ Driving pipeline for sales (SLG). However, there’s often a misalignment when MQLs increase without impacting actual opportunities and pipeline, which can lead to false signals. who am I kidding?

GTM 123

GTM Pipeline SQL UX 123

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

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

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 115

B2B GTM Cross-sell Cold Call 115

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. It helps your leaders scale and creates a CXO pipeline for the company. 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 119

GTM Niche Cross-sell Contract 119

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

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. So whats your plan?

Government 52

Government Relationship Management GTM Clients 52

SaaStr

JANUARY 25, 2021

Companies need to look at the company-specific data for their company for where to focus and where not to focus, as well as to understand what’s happening in the pipeline. 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 98

Cross-sell GTM Sales Territory 98

Heinz Marketing

JANUARY 13, 2022

Moving from a volume-based approach to a pipeline-based approach is going to change people’s jobs. And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Who do you sell to? Who should you really be selling to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. The Age of Intelligence Selling is more challenging than ever. I don’t disagree with Yamini.

GTM 78

GTM Trust Cross-sell CRM 78

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

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

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?” Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. Product Page (Option to buy, product information, cross-selling). Check out the GTM Container of TNW. Mercer presented the best ways to use GTM like a top marketer: Use built-in tags as often as possible. That’s your job.

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

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

JANUARY 13, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. seller, head of sales, or commercial cofounder).

GTM 110

GTM Cross-sell Pipeline Strategize 110

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 119

GTM Sell Customers Cold Call 119

Sales Hacker

FEBRUARY 24, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. case studies from our own marketing experiments. Pain-point explainers.

B2B 84

B2B GTM Cross-sell Education 84

Martech

OCTOBER 28, 2022

Organizations demand that efforts must continue to have a direct impact on the sales pipeline and company revenue. 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. . B2B buying and selling processes are complex and dynamic.

B2B 130

B2B GTM Cross-sell Quota 130

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Highspot

SEPTEMBER 10, 2024

Marketing is about pipeline generation for both new business, and renewal or expansion. Marketing done right is a pipeline engine – agile enough to adjust as markets, buyers, channels, and trends shift, and targeted enough to unlock revenue generation opportunities at accounts throughout the sales funnel. Like, actually together.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. Also be sure this training is cross-functional. Be seen as the company that’s still there and ready to assist.”.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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. Distribution: Through what mediums will you sell the product or service?

Go To Market 69

Go To Market Process GTM Launch 69

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? What is GTM Operational Excellence?

GTM 52

GTM Cross-sell Pipeline CRM 52

Highspot

OCTOBER 23, 2024

Highspot also announced new capabilities for its generative artificial intelligence (AI) digital assistant, Highspot Copilot, which help sellers and sales managers successfully execute GTM initiatives through personalized coaching recommendations, skill and competency assessments, and learning reinforcement at every stage in the revenue lifecycle.

GTM 52

GTM Launch Cross-sell Quota 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. And what would count.

GTM 83

GTM Growth X-functional Referrals 83

Highspot

JANUARY 31, 2025

With data-driven insights, you can identify new pipelines, expand AUM, or uncover new ways to cross-sell. As the only natively built, unified platform for GTM enablement, Highspot empowers financial organizations to stay compliant, build trust, and drive sustainable growth.

Clients 52

Clients GTM Quota Cross-sell 52

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 103

GTM X-functional Price Pipeline 103

Sales Hacker

DECEMBER 10, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Episode Transcript Scott Barker: [0:00] Welcome to the GTM Podcast. Feeling that AI FOMO?

GTM 116

GTM Construction Up-sell Cross-sell 116

Sales Hacker

APRIL 15, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B 00:01:00] Sophie Bounassisi: Hello and welcome to the GTM podcast.

GTM 64

GTM B2B Follow-up Campaign 64

Sales Hacker

APRIL 11, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. The future of GTM is AI-powered. SEO wont help with that.

GTM 92

GTM E-commerce Cross-sell Referrals 92

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. GTM 132 Episode Transcript Scott Barker: Hello.

GTM 89

GTM Finance Cross-sell X-functional 89