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). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 126

Go To Market Growth GTM Product 126

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. 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.

Go To Market 109

Go To Market Territory Technique A/B testing 109

Martech

SEPTEMBER 11, 2024

When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. The same marketing techniques used for prospecting can be used for upselling and cross-selling: Segmentation. Personalized communication. Lead scoring.

Cross-sell 106

Cross-sell Customers UX A/B testing 106

SaaStr

NOVEMBER 1, 2023

If you want to get big fast and you’re signing up for hypergrowth, you have to hire people who: Are energized by chasing ambitious goals. But you have to be fired up by that possibility. It’s the number that you always meet when you show up to a board meeting. The six GTM models Divvy used going from 0 to a $2.5B

Go To Market 108

Go To Market GTM Quota Up-sell 108

SaaStr

AUGUST 5, 2021

He shares some wisdom about using both bottom up and top down strategies and suggests some principles for mapping these out based on what business intelligence platform ThoughtSpot has done. Gatekeepers: These people are responsible for protecting the business that you’re seeking to sell to. Do you have the right team to sell? .

Up-sell 104

Up-sell Sell Finance Price 104

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. But one unassuming topic that kept coming up? Use a multi-touch approach by following up cold calls with personalized emails. Cold calling.

Cold Call 72

Cold Call GTM Objection handling Sales 72

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B Automatically, the sales rep had responsibility for the next step and started selling a little differently and caring about what they didn’t care about before. It’s a step up from budget. Goal — The go-get-’em number.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

JULY 27, 2022

As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. . But your sales needs when selling to small and medium-sized businesses differ from an enterprise-level market.

Go To Market 97

Go To Market GTM B2C Price 97

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. That took into consideration things like use cases, and the personas that they’re selling to. It all goes together.

Engineering 97

Engineering GTM Territory Management Consulting 97

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. Sign up now Thanks, you’re subscribed!

Product 77

Product Territory Sales Price 77

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”.

Closing 162

Closing Sports GTM Legal 162

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. These early conversations helped shape Databricks product, pricing, and go-to-market strategy. They set up meetings with Fortune 500 CIOs. Create environmentswhether through events, forums, or Slack communitieswhere customers sell for you.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

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. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.

GTM 125

GTM Sales Growth Represent 125

A Sales Guy

APRIL 2, 2012

Sell the way your customers buy. Soup up your sales engine (sales operations). Sell the Way Your Customers Want to Buy. Too often we assume our go to market approach and that can be costly. Too often we assume our go to market approach and that can be costly. Soup Up Your Sales Engine.

Sales 115

Sales Growth Represent Up-sell 115

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 122

B2C Pipeline SQL Strategize 122

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 123

GTM Growth Referrals Contract 123

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. This ensures that reps have access to the most effective and up-to-date sales strategies and techniques.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Happy to be here. And it was very, very successful.

GTM 77

GTM X-functional Start-ups Campaign 77

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 124

GTM Growth Referrals Cross-sell 124

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. When sales leaders build the comp plan alone, they end up misaligned with the company’s overall goals.

Commission 125

Commission Finance Quota Strategize 125

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. This makes a gif search engine extremely valuable to the most-used products of our time.

Pipeline 126

Pipeline E-commerce Cross-sell Referrals 126

SaaStr

JULY 7, 2022

In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. You really want to see what great looks like for each role, so you can go and try to find it.”. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 109

GTM Strategize Engineering Go To Market 109

Martech

JUNE 3, 2024

Software market growth: Taking a horizontal vs. vertical focus A vertical software company offers solutions tailored to specific markets, such as plumbers, auto dealerships or food distributors. Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management.

Growth 128

Growth Pharmaceutical B2C Construction 128

SaaStr

DECEMBER 8, 2023

You could feed in transcripts from Gong and have it analyze that and write a next steps follow-up email that’s beautiful and personalized. A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data. Language Matters — Will It Be English or Python?

GTM 123

GTM SQL X-functional Engineering 123

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. After you’ve gathered the list of the desired selling behaviors, it’s time for a frank conversation with sales leadership.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 123

GTM Pipeline SQL UX 123

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. The Plaid API allows engineers to build their own financial solutions, which is the core of how Plaid operates. Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy.

Account management 113

Account management Engineering Technology Technology 113

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. All that’s lit up based on the integration that we have with the email server and calendar. powered by Sounder.

Sell 113

Sell CRM Appointment Up-sell 113

Martech

JULY 14, 2022

A great number of ABM vendors provide everything from all-in-one platforms to enable ABM strategies, to adjacent services like data enrichment, identity resolution, analytics, and interaction management/orchestration to B2B marketers ramping up their programs. Account-based marketing: A snapshot. More M&A. What it is.

B2B 120

B2B GTM Technology Technology 120

Sales Hacker

NOVEMBER 2, 2021

He’s a sales leader with over 14 years of experience, with an MBA and engineering background. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy is a top performer at his company, Blend.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

SaaStr

JULY 3, 2024

Synthesia’s team first thought about what they could realistically build and sell within 12 months, the length of their runway. They were selling a vitamin, not a painkiller. Learnings From The First Three Years The people they were selling to, their houses weren’t on fire. You need to build and sell a product.

Angle 117

Angle Technology Technology Strategize 117

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. 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. “It’s not me.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

AUGUST 10, 2023

Building a go-to-market function from scratch. It has significant costs, and you’re up against exploitative behaviors from cloud service providers. Building A Go-To-Market Function From Scratch You’ve built a technical product, and now you need to build a go-to-market function from scratch.

Growth 97

Growth Engineering Meeting Appointment 97

SaaStr

OCTOBER 19, 2021

And because they think anyone actually needs their product, they underoptimize their initial go-to-market strategies, or worse, don’t even really have a good one. alone somehow managed to survive, sell their products, find their customers, and otherwise pay their employees without your Wonderful New SaaS Product.

Product 113

Product CRM Closing Prospecting 113

Heinz Marketing

SEPTEMBER 6, 2021

This week’s show is called “ Selling into the Public Sector: Strategies & Tactics that Wor k “ My guest is Adriel Sanchez , CMO at Newsela. And if you like what you see here, you can check out past episodes, either on LinkedIn or all of our past episodes, back to the very beginning, up on salespipelineradio.com.

Pipeline 117

Pipeline Sales Up-sell Government 117

Heinz Marketing

MAY 20, 2021

Segmented from one another, marketing would work the top of the funnel and sales would work the bottom. Once a lead was ready for sales, it would be handed off and in many cases, never hear from marketing again. What Does Sales Do For Marketing? Market dynamics. What Does Marketing Do For Sales? Customer health.

Campaign 129

Campaign Cold Call Sales Education 129