This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 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. Feeling that AI FOMO?
As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. Dig deeper: A scoring model your GTM team will fall in love with 3. Conversely, lower points should be given to leads outside your service area.
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. Insight from a $1.3B acquisition by Adobe. Product signals (e.g.
This process involves using machine learning models to analyze thousands of data points, which help marketers predict which accounts are showing buying signals and are ready to be targeted. This process is far from simple. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.
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. AI capabilities that we will delegate tasks to, it will run processes in the background.
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.
Product training is a structured learning process that helps team members understand, communicate, and sell a product. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success. What is Product Training?
Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support. 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.
For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1%
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.
This session explores how advancement in gen AI, fintech & middleware is creating opportunities to reshape almost every industry and how modern platforms are redefining SaaS in the process.” How Sales & CS 4x-ed Glean’s ARR and Top Tips for GTMCross-Collaboration Strategies with Glean’s VP of Sales and Head of CS.
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.
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 builds processes that expand with you, whether you’re adding team members or entering new markets.
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?
Marketers play a large, proactive role in the buying-sellingprocess to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.
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.
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.
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?
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.
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. New hires may bring in their own preferred tools and teams are unlikely to coordinate without a formalized process in place.
In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. An emerging need to support multiple GTM plans across segments and regions. Unified data problems.
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?
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. References become part of the decision-making process. Dive Deeper or Go Broader.
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. It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer.
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 sellingprocess. Rely on training and manual audits. Centralize and govern your content.
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. If even one part of the process falters, their entire experience is compromised. Every step should flow seamlessly.
Growth hacking is a process of taking shortcuts. 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. Each layer may need a different GTM strategy.
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.
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.
This past year has taught companies to be more agile, and more observant of the process as they move into the next fiscal year by looking at the data from last year, and current trends. For those selling into the enterprise, channel strategies are very important. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.
But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers.
You’ve identified a persona to sell to and a problem you solve for buyers. Mistake #1: Premature GTM acceleration. profile/background, hiring criteria, onboarding) and then apply a standard process (tools and ongoing training, sales process and methodology) that leads to a standard output (productivity and attainment).
And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Who do you sell to?
So John Murphy, partner development manager at HubSpot, looks to remove barriers to cooperation between the vendor’s direct sales reps and the channel partner, for example, consulting with partners on lead generation and educating them on successful co-selling methods. Business email address Subscribe Processing. Get MarTech!
Founder-led Sales Cons: It can make it difficult to sell to larger clients. At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers. It’s not a repeatable process, and it doesn’t scale. More often than not, sales and GTM are the limiting factors for growth.
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.
Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Next, test the key flow/the check-out process. Give the participants a scenario where they have to use the website to solve a problem and/or go through the checkout process. Image Source. What aspects of the experience could be improved?
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.
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.
Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. New logos are important, but pay particular attention to the renewal process because that’s where product market fit gets locked in. Your selling team will 3x, and sales will become codified.
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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. trillion worth of funding.
Stop selling the way you want to sell, sell the way people want to buy. Product Page (Option to buy, product information, cross-selling). Think about your process. 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 also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. While a GTM strategy can overlap with a traditional marketing strategy in the latter stages of the plan, it tends to be substantially more thorough.
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
102 
Let's personalize your content