Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The GTM Podcast Features conversations with well-known tech executive, VC, and founders – the expert operators in the trenches who have been there, done that’ to build some of the fastest-growing software companies.

GTM 125

GTM Engineering Growth Cross-sell 125

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. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. Ray, welcome to the podcast, man.

GTM 70

GTM X-functional Start-ups Relationship building 70

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. From corner office strategy sessions to product development sprint huddles, business and tech leaders are exploring how to build, transform and add a PLG strategy to their business.

Growth 106

Growth GTM Product Cross-sell 106

SaaStr

SEPTEMBER 29, 2023

One of the open secrets behind a lot of great SaaS companies is going multi-product. Jack Altman, CEO and co-founder of Lattice, firmly believes that many more companies should be multi-product, and many should go multi-product earlier than they think. Think of the user journey and the people who are using your products.

Product 113

Product GTM Cross-sell Commission 113

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.

GTM 83

GTM Cross-sell X-functional Pipeline 83

Heinz Marketing

MAY 20, 2024

Every interaction a customer has with your brand – from initial awareness to post-purchase interactions – defines how your customers experience your product. Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process. One valuable tool for visualizing the customer journey is the bow-tie funnel.

B2B 127

B2B Cross-sell Customers GTM 127

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. Lost productivity is estimated to cost U.S.

B2B 124

B2B GTM Customers Cross-sell 124

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. They used ABM to get conversations with a healthcare products firm that serves long-term care (LTC), skilled nursing, assisted living, hospice, and VA facilities.

GTM 114

GTM E-commerce B2B Profit margin 114

SaaStr

JUNE 19, 2024

Pricing AI Service-as-Software with Ununsual VC Sandhya Hegde, General Partner @ Unusual VC “Enterprise adoption of generative AI has hit an inflection point in 2024 with many successful tools productizing parts of professional services. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. ” #4.

GTM 120

GTM Cross-sell Finance Price 120

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. Some companies go really hard,” he shares.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. Without it, you don’t have a business.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

MAY 30, 2024

It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. Because the end user starts using the product, often through a self-serve motion. It’s a growth model and GTM strategy. 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

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. Product : Apollo. 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

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Org Building Ideas for Cross-Border Companies. Learnings on GTM.

GTM 117

GTM Niche Cross-sell Contract 117

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. The country maturity model is critical.

Growth 103

Growth Cross-sell GTM Up-sell 103

SaaStr

MARCH 15, 2024

Last week, they launched a product called Vimeo Central, a complete suite for using video in collaboration and employee engagement. Vimeo has millions of people interacting with their product every month, and what’s the one thing so many founders struggle with? Vimeo has new and Enterprise products so that probably means many ICPs.

GTM 109

GTM Cross-sell Start-ups Growth 109

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. As we know today, a strong product-led motion starts with a strong product. This is where product-led sales comes in.

Territory 122

Territory GTM Price Cross-sell 122

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 117

B2B GTM Cross-sell Cold Call 117

SaaStr

MARCH 9, 2022

Some ideas Clayton shared included playing around with your pricing tiers and subscriptions, offering premium services, expanding into adjacent products, trying out transaction-based pricing, monetizing multiple sides of the market, and offering a white-label option for your product. Evidence of Crossing the Chasm.

Cross-sell 104

Cross-sell GTM Price Growth 104

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. In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Meaning, revenue is a team sport.

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

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. The program covers everything from onboarding and product knowledge to sales techniques and workflows. 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

Sales Hacker

FEBRUARY 7, 2018

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. FIND PRODUCT MARKET FIT. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

Highspot

APRIL 9, 2025

Instead of focusing on clients, your team is stuck digging through folders, email threads, or outdated systems to find the right rate sheet or product overview. 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.

Government 52

Government Relationship Management GTM Clients 52

SaaStr

NOVEMBER 4, 2022

In pre-product and early product days, the burn multiple—the ratio of net capital burn to net new revenue—is a flawed metric to look at a company. David Sacks’ burn multiple charts work best for the next stage—when you’ve got the product and are finding PMF. .” — Kristina Shen. Industry-wise. Geography-based.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Your product is in their buyer’s journey — and they expect a seamless experience at every touchpoint. Guess what? You’re not alone.

GTM 98

GTM Territory Finance E-commerce 98

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. The popularity of the cloud subscription model has changed the way customers purchase products. Unified data problems.

Finance 117

Finance Cross-sell GTM SQL 117

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 123

GTM Cross-sell Territory Retail 123

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

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

SaaStr

JANUARY 25, 2021

Tie your deal to a corporate objective such as a digital transformation, or a cloud-first initiative, or a new product line. 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. Make your reps accountable.

Cross-sell 96

Cross-sell GTM Sales Territory 96

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. Natural credibility when leading sales as a founder — particularly if it’s a more technical product with technical buyers. How do you do it?

GTM 111

GTM Cross-sell Price Sales 111

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. 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.

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

JULY 20, 2022

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).

Cross-sell 103

Cross-sell GTM Finance Growth 103

Highspot

MAY 3, 2024

The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. The current selling environment for new business and within your existing customer base is more complex, and intense, than any time in the past decade. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell Technology Technology GTM 93

Martech

DECEMBER 26, 2023

Each has its own target audience expertise and product preferences. 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.

B2B 112

B2B Cross-sell Hospitality Healthcare 112