SaaStr

APRIL 30, 2024

Performance Management Performance management is another critical efficiency driver and is part of your MBR. The post How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton appeared first on SaaStr. Every function gets a stack rank.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM 97

GTM Territory Pipeline Growth 97

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment.

GTM 102

GTM Drivers/motivators Legal Finance 102

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. Key Growth Drivers 1.

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment.

GTM 88

GTM Drivers/motivators Legal Finance 88

Heinz Marketing

OCTOBER 21, 2021

They focus on making their marketing ecosystem and strategic growth driver to their company goals. So, how do B2B marketing leaders go about determining whether their marketing ecosystems can meet these new business demands? Connected Marketing Strategy. Optimal insights into buyer motivations.

Drivers/motivators 126

Drivers/motivators B2B Technology Technology 126

SaaStr

NOVEMBER 1, 2023

As former CRO at Divvy and current Partner at Pelion Venture, Sterling Snow knows what’s required to build and motivate a high-performing team. The six GTM models Divvy used going from 0 to a $2.5B Learn six GTM models Divvy used on their incredible journey from 0 to a $2.5B

Go To Market 108

Go To Market GTM Quota Up-sell 108

Anthony Cole Training

OCTOBER 14, 2014

You must coach them, you must motivate them, you must have some level of performance management and, in some way for some of them, you must mentor them. How is our go-to-market message – is it consistent? This list could go on for a while, but that is not my intention. Do they respond and react.

Objectives and Key Results 200

Objectives and Key Results Drivers/motivators Sports Sales 200

Outreach

OCTOBER 1, 2020

Sales leaders face a crucial double-challenge: They must accelerate efforts to modernize their teams and systems with emerging digital technologies and tools — while keeping their salesforce motivated and engaged during a global pandemic. Tap into sales engagement tools so you can pivot your go-to-market teams to where they need to be.

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Motivate with gamification and incentives. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).

Cold Call 72

Cold Call GTM Objection handling Sales 72

Highspot

FEBRUARY 29, 2024

Go to market launches are critical for most companies. They can be a real revenue driver but if not executed correctly, can be extremely costly. of 30,000 new products are released into the market for customers to use. By putting together an all-star go-to-market team, you can ensure that you are set up for success.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Anthony Cole Training

OCTOBER 15, 2012

For this company, we had spent the better part of 4 years working with senior sales executives and their sales leaders preparing them to better coach, mentor, teach and motivate their current sales teams and future hires. Teach and coach all aspects of your go-to-market and sales process.

Sales 189

Sales Pipeline Drivers/motivators Prospecting 189

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 Drivers/motivators Territory Go To Market 52

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. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.

GTM 102

GTM Engineering Electricity X-functional 102

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . Implement value drivers for accountability.

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve bets help us anticipate market saturation or operational bottlenecks before they happen. If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. The outdated separation of sales, marketing and CX is ineffective here.

GTM 66

GTM B2B Drivers/motivators Manufacturing 66

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. RevOps can be a major driver of profitability. Measuring success.

Growth 104

Growth Drivers/motivators Go To Market Sales 104

Martech

MAY 2, 2024

Each role will have an agenda, meaning what it cares about and what motivates it. The point is that your marketing messages should vary based on each member’s particular interests. Here’s an example of the types of agendas that may be characteristic of different buying roles.

B2B 115

B2B Drivers/motivators CRM Contact 115

Martech

MAY 28, 2024

It is a valuable tool for having your entire go-to-market (GTM) organization stay active and cohesive on LinkedIn. It helps by scheduling posts for your team, measuring engagement and motivating your sales team to maintain a consistent posting schedule. Oktopost has been an asset at every company I’ve worked at.

GTM 119

GTM Drivers/motivators B2B Campaign 119

Sales Pop!

AUGUST 2, 2023

This situation could result in a decline in employee morale and motivation. It becomes challenging to rely on a generalized partner to possess the specific skills required to successfully introduce your product into a new market or expand your presence in a fiercely competitive landscape.

Represent 211

Represent Lead generation Sales Commission 211

Sales Hacker

NOVEMBER 5, 2024

34:26) One thing that is working for Peter in go-to-market right now. 34:26) One thing that is working for Peter in go-to-market right now. 11:03) The evolution of sales management roles and responsibilities. (17:58) 17:58) The importance of accountability in sales management. (22:32)

GTM 104

GTM Drivers/motivators Pipeline Sales 104

Highspot

MAY 27, 2020

When respondents were asked what was the most significant driver of the decision to select their vendor, previous experience with the company was the number one answer. Enablement must go beyond sellers and also apply to all customer-facing roles to ensure expansion and renewal income.

Drivers/motivators 81

Drivers/motivators B2B Education Gaming 81

SaaStr

AUGUST 6, 2021

At PagerDuty, this initial stage of the process informs Sean’s product design and strategy, while Julie’s marketing team works on the initial go-to-market strategy. PagerDuty removes this friction by providing broad resources that allow the customer to be the driver of their own journey.

Product 109

Product Drivers/motivators B2C Growth 109

Anthony Cole Training

OCTOBER 14, 2014

You must coach them, you must motivate them, you must have some level of performance management and, in some ways, you must mentor them. How is your go-to-market message – is it consistent? Even if you recruit the SUPERSTAR in your market, that superstar still needs a coach - someone to motivate them and keep them on track.

Objectives and Key Results 120

Objectives and Key Results Drivers/motivators Sports Sales 120

Hubspot

NOVEMBER 19, 2020

When expanding your market, you face the potential need for net new or revised buyer personas, which are semi-fictional representations of your ideal customer based on market research and real data about your existing customers. Research Your Market. Featured Tool: HubSpot Market Research Kit. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Heinz Marketing

JUNE 15, 2023

By developing a robust definition of your ideal customer, you are creating a more scalable and repeatable way to go-to-market. When you understand your customers on a deeper level, you can produce more effective marketing and sales strategies that drive efficiency and improve your bottom line.

Drivers/motivators 105

Drivers/motivators Sales Campaign Start-ups 105

Sales Hacker

OCTOBER 3, 2023

Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. “You got to go where you can win, particularly when you don’t have a lot of arrows in your quiver. .” Most recently, he was the COO at Skydio. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 125

GTM Drivers/motivators Go To Market Start-ups 125

SaaStr

DECEMBER 16, 2022

Outbound marketing to investors and potential users is an essential growth driver, especially in the early stages of business growth. You have to invest a lot of time to get a channel going, to get referrals, to acquire customers…and then work on customer satisfaction. Scaling your go-to-market efforts.

Niche 112

Niche Price Drivers/motivators Finance 112

SaaStr

FEBRUARY 14, 2023

Gross Margin Is A Critical Driver Of Health Gross margin is a critical driver of healthy unit economics. Burn Multiples Showcase Efficiency Why do burn multiples matter in today’s market? If people love your products, they should stick with you. Low churn shows stickiness ingrained in customer behavior or mission criticality.

Profit margin 104

Profit margin Drivers/motivators Cross-sell Growth 104

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

GTM 125

GTM B2B Drivers/motivators Sports 125

Sales Hacker

MAY 6, 2021

Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors. Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 122

B2C Pipeline SQL Strategize 122

SaaStr

MARCH 19, 2021

trillion in market cap for the pure plays (not including proportional shares from the Amazon, Microsoft, and Google, or Alibaba businesses that are their cloud businesses.) Each of those, independently, are massive market cap drivers for their businesses as well. Hello Unicorns . Product-led Growth. Usage-based pricing.

E-commerce 111

E-commerce Construction Price Drivers/motivators 111