Martech

JULY 30, 2024

However, as they grow, they must shift toward more structured, data-driven strategies and employ suitable tools to monitor customer behavior and campaign performance. Once your business reaches the scale-up phase, it’s important to adapt by implementing customer relationship management (CRM) systems and marketing automation platforms.

X-functional 110

X-functional Territory Customer Relationship Management CRM 110

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 113

Price E-commerce Cross-sell Profit margin 113

Sales Hacker

NOVEMBER 29, 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. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 113

GTM Real Estate Represent Territory 113

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. How to map your GTM strategy to different customer segments. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy?

Go To Market 97

Go To Market GTM X-functional Territory 97

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We need to move beyond GTM to look at our Go To Customer (GTC) strategies. A market is not a customer. It’s an aggregation of thousands and millions of customers. A market is not a customer.

GTM 139

GTM Customers Finance Territory 139

Hubspot

JULY 20, 2020

Other pieces in the series include HubSpot's Chief Customer Officer on Why We Need to Talk About Growth and our VP of Marketing's Content Marketing Playbook for Times of Crisis. As the rate of employment has gone down, the stock market has surged. The COVID-19 pandemic has produced a plethora of paradoxes.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 76

Territory Drivers/motivators Quota Pipeline 76

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Market Fit. 2 Go-To-Market Approach and Expansion.

Territory 130

Territory Healthcare Growth Go To Market 130

Sales Hacker

JANUARY 8, 2021

If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.

Territory 117

Territory Pipeline Launch Technical Sales 117

Search Engine Land

AUGUST 14, 2024

Paid search Google + Microsoft Phrase + Exact Match (Manual Bids) Broad Match (Smart Bidding) Paid social Facebook + Instagram Retarget Web Visitors Target Customer Lookalikes or Specific Interests You can consider more automated campaigns, such as Performance Max (Google) and Advantage+ and Tailored Campaigns (Meta). Connect your CRM.

CRM 116

CRM Campaign Niche Negotiate 116

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. When you enable product-led sales and incorporate this approach into your sales strategy guide , companies can acquire customers by letting the product or service drive engagement. This helps companies scale and serve a larger customer base.

Product 86

Product Territory Sales Price 86

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Success requires a data-driven approach, a customer-first mindset, and a willingness to embrace change. Growth isnt a choice, your customers decide it You dont decide to make the shift from PLG to SLG, your customers do.”

Growth 81

Growth GTM Product Government 81

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. Toast has 80k-85k customers, and it is still in the early days.

Growth 108

Growth Territory Referrals Customers 108

Sales Hacker

DECEMBER 9, 2022

Combine predictive scoring with historical insights to gain a better understanding of your customers. Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Related: The New Growth Formula: Customer Success + Predictive Sales. And the stakes are high.

Territory 120

Territory Quota Strategic planning Sales 120

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. Bad customer experiences cost U.S.

B2B 119

B2B GTM Customers Cross-sell 119

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers.

Growth 98

Growth Customers Territory Strategize 98

Highspot

DECEMBER 5, 2024

While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They dare to go beyond whats historically been possible. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

Sales Hacker

APRIL 1, 2021

Your customers want to buy online more than ever, whether that’s for a $10 million system or a last-minute birthday present. Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 92

E-commerce Territory Transportation B2C 92

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 124

GTM Territory Price Growth 124

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. What is the holdout for that sales rep?

GTM 104

GTM Territory Commission Strategize 104

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Instead of just one person, it’s always best to leverage a series of teammates that are truly working with customers. Step 2: Deep research.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Think about it: Have your customers changed the way they buy? Have your customers/markets changed? Has your customer engagement or customer experience model changed? Have you changed or shifted your go-to-market strategies?

Process 115

Process Territory Sales Quota 115

Salesforce

OCTOBER 4, 2024

But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Celonis has about 1,400 customers globally, with 240 customers here in the US, most of which are in the enterprise space.

Engineering 97

Engineering GTM Territory Management Consulting 97

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Customer Relationship Management (CRM) Platform. Territory design. Customer contract life cycle management. Formulation of Incentives Program. Evaluation of Sales Team Training Needs. Operations. Deals desk.

Territory 107

Territory Non-Profits Contract Quota 107

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 72

Territory Healthcare Sales Retail 72

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Are you able to take on moving to new territories? New service offerings.

Finance 98

Finance GTM Government Territory 98

Partners in Excellence

JULY 30, 2012

Sales Strategy: In the sales strategy category, we focus on how the company wants to position itself and be perceived within it’s target markets and by prospects and customers. For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance.

Territory 97

Territory Sales Pipeline Growth 97

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Understanding what’s truly happening in the SaaS startup jobs space can be challenging, so a closer look at the data offers valuable insights.

GTM 125

GTM Sales Growth Represent 125

Martech

DECEMBER 11, 2023

In the second part of this two-part feature, Jade Bunke discusses triggering the right customer behaviors, the differences between emotions and feelings and how to future-proof your brand strategy. Have you mapped the behaviors you want your customers to take across your marketing channels? What do you want your customers to do?

Represent 119

Represent Territory Campaign Strategize 119

InsightSquared

MARCH 6, 2018

As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Go-to-market strategy. Collaborating with other teams (Marketing, Customer Success, Support, etc.). Eliminating silos and integrating the customer journey end-to-end.

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

JANUARY 20, 2022

Most sales orgs already operate at enterprise scale and managers oversee teams of 10+ people, which makes personalized goal setting and customized action plans seem unattainable. According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity.

Territory 117

Territory Sales Finance Drivers/motivators 117

Veloxy

MAY 3, 2022

Customer lifetime value. With HubSpot’s Sales Metric Calculator , you can calculate your win rate, commissions, customer lifetime value, and more. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Sales Calculators. Sales quota.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Hubspot

NOVEMBER 19, 2020

A market development strategy can focus on how a business might grow revenue by embracing one or both of the following initiatives: Developing a new product line to increase revenue by selling to new customers, or up-selling to existing ones. How to Create a Market Development Strategy. Survey Your Customers.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. No previous sales experience may be required, though previous customer service, support, or administrative experience is likely preferred.

Commission 98

Commission Territory Quota CRM 98

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results. SalesDirector.ai.

CRM 131

CRM Pipeline Territory Sales 131