Martech

NOVEMBER 1, 2024

As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs.

Growth 134

Growth GTM B2B Strategize 134

SaaStr

JANUARY 8, 2025

Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results 114

Objectives and Key Results Growth Engineering Quota 114

Sales Hacker

OCTOBER 28, 2021

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy. It drives customer experience, revenue, and forecasting. powered by Sounder. To succeed, it takes cultural change.

Go To Market 108

Go To Market Sales Meeting Sell 108

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 109

GTM Growth B2B Pipeline 109

Heinz Marketing

OCTOBER 1, 2022

For more than 15 years, leading B2B marketers have gathered at B2B Forum for insights, networking, and good times. This year, the B2B Forum is back with Marketing Profs’ first in-person meeting since 2019! Content Marketing. Customer Experience. This year’s event will be held in Boston, from October 12 to 14.

Go To Market 119

Go To Market B2B Networking Strategize 119

Martech

JULY 17, 2024

Scaling has become complex, with rising targets and an unclear ideal customer profile. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas.

GTM 101

GTM Product Strategize Drivers/motivators 101

Sales Hacker

NOVEMBER 15, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Note-taking during meetings: Sharpens the ability to synthesize information and identify patterns.

GTM 113

GTM Cold Call Strategic partnership Follow-up 113

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit.

GTM 109

GTM Product Cross-sell Profit margin 109

Salesforce

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Not only have you lost revenue, you’ve lost potential customers to the competition. How do you avoid this and capture customer interest? What you’ll learn: What is a go-to-market strategy?

Go To Market 119

Go To Market Objectives and Key Results GTM Price 119

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. So within Kyle’s first 90 days, they were losing way too many customers to feel like he wanted to put more money in the top of that funnel.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

Partners in Excellence

JANUARY 7, 2025

A long time friend and colleague asked me to sit in a vendor meeting. More as part of their learning process, they arranged meetings with a few leading companies to see if these types of tools might support what they were trying to achieve. The team invited the CRO and me to sit in a meeting. We aren’t there yet.

Process 127

Process Strategize Clients Technology 127

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. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). It is often the first point of interaction between potential customers and your company.

Go To Market 124

Go To Market Growth GTM Product 124

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Make sure you understand how emails are going out, when they’re going out, what a meeting looks like, etc. Track everything.

Go To Market 107

Go To Market Territory Technique A/B testing 107

Sales Hacker

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. What’s different is how quickly you need to adapt your approach to keep up with market changes.

GTM 108

GTM Sales Represent Government 108

Martech

NOVEMBER 11, 2021

As a digital asset management (DAM) company, Brandfolder specializes in getting digital content organized and out in front of customers. And it comes to [how you manage] your remote teams, the massive amount of content, personalization, and products that are going to market. Self-educating customers.

Meeting 133

Meeting Education Trust Pipeline 133

SaaStr

DECEMBER 20, 2024

Providing a direct pulse on customer and market sentiment. By proxy of overseeing a team of 7-10 sales reps, your frontline managers should have an acute pulse of the customer as well as the macroeconomic environment. Effective team meetings and 1:1s. Enabling and coaching reps on product positioning, systems, and ICP.

Pitch 103

Pitch Promote Sales Pipeline 103

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. seller, head of sales, or commercial cofounder).

GTM 109

GTM Cross-sell Pipeline Strategize 109

Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

Price 112

Price E-commerce Cross-sell Profit margin 112

Martech

MAY 5, 2022

Karen Naves, SVP of global demand generation at Tealium, recently gave a presentation on the benefits — and necessity — of connecting customer data to marketing initiatives. Many organizations use CDPs or data management platforms to collect and activate this data, helping them meet the unique needs of each customer.

Customers 120

Customers Cross-sell Gaming Up-sell 120

Highspot

MARCH 3, 2025

This hesitation underscores a common challenge: understanding not only the benefits for sellers but also what customers are truly looking for in the experience. Matthew Littlefield (Senior Manager, EMEA SE Strategy & Programs) from Salesforce shared his insights on how Digital Rooms can revolutionize the way we engage with customers.

Strategize 52

Strategize Customers Technology Technology 52

Martech

JANUARY 20, 2022

“Lots of marketers have adopted agile practices and tried to transform how they go to market in terms of customer journeys,” said Tom Hannigan, Global Practice Lead for precision marketing platform HCL Unica, at our MarTech conference. Everybody has one of these customer journey maps,” Hannigan said.

Customers 126

Customers Hospitality Repeat business Clients 126

Martech

MARCH 6, 2025

Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. Next, associate this data with the entire customer journey to find trends and patterns in how your GTM currently acquires, grows and retains customers.

GTM 108

GTM B2B Contact Campaign 108

Sales Pop!

AUGUST 3, 2023

Elevating the Customer Experience to New Heights One of the crucial aspects of Rev Ops is its focus on customer experience throughout the entire customer journey. Taft stresses that customer experience should be a top priority, from the initial brand interaction to post-purchase support and renewal.

Customers 130

Customers Strategize Technology Technology 130

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 108

Customers Account management Real Estate Contract 108

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B Model 1: Align The Funnel — One Clear Owner Reduces Waste and Friction As CRO at Divvy, Snow was responsible for marketing, sales, implementation, customer success, customer support, and revenue operations. How did they do it?

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. How do you implement this new plan while also maintaining the current one? Sign up HERE !

Go To Market 97

Go To Market Growth GTM X-functional 97

Martech

NOVEMBER 11, 2024

A martech center of excellence (COE) bridges strategy and execution, turning marketing ideas into powerful customer experiences. Central to this is the execution team — a skilled group that includes UX designers, web experts, email marketers, social media strategists, CRM managers, campaign analysts and operational strategists.

A/B testing 111

A/B testing UX CRM Strategize 111

Salesforce

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Not only have you lost revenue, you’ve lost potential customers to the competition. How do you avoid this and capture customer interest? See how it works What is a go-to-market strategy?

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Martech

JUNE 29, 2022

The B2B customer journey can be a long one, especially when the purchase of expensive software subscriptions is under consideration. Fragmented data on the customer journey. Dreamdata is a B2B go-to-market platform. Journeys that originate at a review site often lead to deals of higher value too.

B2B 109

B2B Customers B2C Inside sales 109

SaaStr

MARCH 30, 2025

Come meet the best — including @HubSpot 's CEO @yaminirangan ! It's Where The Cloud Meets! The SMB market offered a sweet spot between enterprise complexity and consumer scale. HubSpot CEO Yamini Rangan and 100s of other SaaS leaders will be there! It took 12 years to fix these metrics.

CRM 75

CRM Price Growth Engineering 75

Highspot

OCTOBER 29, 2024

With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching. The good news is that in just the next year, generative AI is poised to unlock new levels of efficiency, knowledge, and agility for customer-facing teams everywhere.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. What they learned was enlightening.

B2B 97

B2B Process Manufacturing Customers 97

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Early on in a startup, its okay if the vision isnt fully fleshed out before bringing on design partners or early customers. Well, lets go and help them. Did they have their own portfolio companies struggling with GTM?

GTM 80

GTM Sell Pipeline Networking 80

Sales Hacker

DECEMBER 17, 2024

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. Highlights: (5:22) The power of customer intimacy in product development. (15:41) 26:54) The existential dread of being a startup founder. (37:56)

GTM 102

GTM Engineering Electricity X-functional 102

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies.

Pipeline 124

Pipeline Go To Market Cross-sell Sales 124