Martech

OCTOBER 22, 2024

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. A well-designed lead scoring model enables sales teams to focus on leads most likely to convert, enhancing efficiency and revenue potential.

Cross-sell 116

Cross-sell Lead generation GTM Territory 116

Martech

NOVEMBER 7, 2024

They unlocked digital marketing superpowers at the company level, helping marketers communicate more effectively with executive leaders and colleagues in sales. The result is supposed to be a finely tuned list of accounts, giving sales and marketing teams clarity on where to focus their time and resources.

B2B 124

B2B Contract GTM CRM 124

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base. Brought to you by Orum.

GTM 123

GTM Engineering Growth Cross-sell 123

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. 31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy.

GTM 69

GTM X-functional Start-ups Relationship building 69

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. 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

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

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 82

GTM Cross-sell X-functional Pipeline 82

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? This is where the sales team steps in, providing insightful demos and addressing specific needs. It’s certainly not an ideal B2B customer experience.

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. Start with a buyer-focused messaging framework that’s proven to help revenue teams align behind company goals and support front-line sales success.

Growth 143

Growth GTM Cross-sell Drivers/motivators 143

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They start worrying about how many touchpoints are sales and marketing hitting. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth.

GTM 112

GTM E-commerce B2B Profit margin 112

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. Lack of executive ownership. That’s complexity.

B2B 119

B2B GTM Customers Cross-sell 119

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 127

B2B GTM Cross-sell Quota 127

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 118

GTM Cross-sell Finance Price 118

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. Sales-Led vs. Product-Led vs. Product-Led vs. Hybrid What are the pros and cons of different motions? Let’s start with a sales-led motion, which is traditionally how B2B software has been sold. They prioritize direct selling and relationships over allowing customers to go and buy directly.

Cross-sell 118

Cross-sell Customers Pitch Drivers/motivators 118

SaaStr

JULY 22, 2021

It’s in many ways the hardest way to do it (direct sales to SMEs), but like HubSpot, Avalara has made it work well. But then it will add $200m in 2 years to cross $700m ARR shortly. 1000 partners are key to their GTM strategy. They earn commissions and are offered dedicated sales, marketing and training support.

Cross-sell 132

Cross-sell GTM Commission Up-sell 132

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 108

Go To Market GTM Cross-sell Growth 108

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Pitch 52

Pitch Sales Technique Cross-sell 52

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. If your sales team has 20 plus reps, we’re confident Apollo could be a game changer for you. Topping the list of most-loved sales platforms, Apollo has a 4.8

GTM 112

GTM Strategize Launch Pipeline 112

SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. They reoriented their sales team and de-incentivized reps from making deals upfront. It was creating friction in the sales cycle. It turns your GTM on its head.

GTM 69

GTM Quota Sales Cross-sell 69

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 112

Product GTM Cross-sell Commission 112

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 SaaS sales and marketing landscape has shifted. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to.

Growth 103

Growth GTM Product Cross-sell 103

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. Keep optimizing your current GTM. A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself.

Go To Market 97

Go To Market Growth GTM X-functional 97

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. But alignment doesn’t always happen on its own. The result?

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

FEBRUARY 2, 2024

Can also be responsible for PQLs, if there is a sales motion to upsell self-serve. Driving pipeline for sales (SLG). Marketing should be accountable for Opportunities created (not MQLs) and conversion through the funnel, in collaboration with sales.” Pipeline better aligns with sales. They are a vanity metric. Efficiency.

GTM 122

GTM Pipeline SQL UX 122

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 102

Growth Cross-sell GTM Up-sell 102

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. One smart way to build a US presence is to hire a GM, ideally someone who could run an important function like sales or marketing besides being responsible for US operations. Learnings on GTM. That’s too tactical.

GTM 116

GTM Niche Cross-sell Contract 116

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. Sales has limited access to prospects and customers. A reality check. We know the facts.

B2B 112

B2B GTM Cross-sell Cold Call 112

Sales Hacker

OCTOBER 27, 2023

We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. 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.

Pipeline 123

Pipeline GTM Cross-sell Sports 123

SaaStr

MARCH 15, 2024

How Does Vimeo Handle Long-Tail PLG vs. a Very Sales-Led Motion? 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?

GTM 108

GTM Cross-sell Start-ups Growth 108

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? We asked Brooke Treseder, SVP, Revenue Operations at Checkout.com , Ellen Kindley, Chief Transformation Officer at Keyfactor , and Gordana Vuckovic at Contentstack to share their best tips to increase sales. Key Considerations from 2020: Look at the data.

Cross-sell 95

Cross-sell GTM Sales Territory 95

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Originally this worked well.

Growth 100

Growth GTM SQL Strategic partnership 100

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

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 talked to customers and peers in the industry to build an inside sales motion. This is where product-led sales comes in.

Territory 121

Territory GTM Price Cross-sell 121

Sales Hacker

APRIL 21, 2021

Do you love chasing down the sale? What about using data analysis to create sales strategies? Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Unified data problems.

Finance 116

Finance Cross-sell GTM SQL 116

Highspot

APRIL 9, 2025

In theory, leading a banking and lending sales team should be simple: set the strategy, support your team, and drive growth. From governance and personalization to coaching and measurement, banking sales leaders face no shortage of choices. No more edits or deletions that accidentally cross the line. So whats your plan?

Government 52

Government Relationship Management GTM Clients 52

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Too many teams still pass buyers from marketing to sales to customer success like a glorified bucket brigade. This can cause a domino effect of confusion across the entire GTM team.

GTM 98

GTM Territory Finance E-commerce 98