Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Rather than resisting the transition, companies should follow customer behavior signals and build a sales motion that complements, rather than competes, with PLG. Inbound requests for larger contracts and enterprise agreements.

Growth 79

Growth GTM Product Government 79

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 119

Territory Quota Strategic planning Sales 119

Sales Hacker

JANUARY 7, 2025

I remember, and this is maybe outdated because I haven’t ran BD teams in many years now, but back in the day, if it didn’t look like we were going to hit our number that month, we would set up Aussie hours where my team would cold call into Australia. I think that’s true in a lot of different regions.

GTM 117

GTM Sell Customers Cold Call 117

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

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The news was picked up by TechCrunch , BetaKit , and many others. When it came to raising from larger institutional investors, we were navigating unfamiliar territory. Well, lets go and help them.

GTM 79

GTM Sell Pipeline Networking 79

Veloxy

MAY 3, 2022

KPI Dashboards are perfect for any sales manager to keep tabs on how all of their team’s small wins add up to more revenue. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. SBI Growth Advisory's KPI Dashboard. Is this free or paid?

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Territory design.

Territory 106

Territory Non-Profits Contract Quota 106

Hubspot

NOVEMBER 19, 2020

Market development is the expansion of your total addressable market (TAM) and how much market share you can expect to claim. In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

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 123

GTM Sales Growth Represent 123

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. The following is an inside look into our conversation about some of the key lessons he’s learned from these experiences. Later he helped Sophos grow from $200 million to $400 million.

Territory 72

Territory Healthcare Sales Retail 72

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Sales Hacker

JULY 28, 2021

These tools use algorithms and even machine learning to precisely predict revenue based on historical data, trends, and market changes. Powerful data crunching allows you to do the following. Forecast appropriately during these times and have your reps working on building up opportunities for later quarters.

CRM 131

CRM Pipeline Territory Sales 131

Hubspot

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting. Generally, it helps to rate employee performance on the following scale: 1 — Does not meet expectations. Percentage of total hours spent on data entry.

Territory 99

Territory Quota Commission Sales 99

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. After that, they released instruction following models, which were the first Enterprise-ready models. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. Some companies like Jasper built on top of OpenAI’s models.

Growth 114

Growth Launch Territory Legal 114

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.

Territory 89

Territory Hospitality Consult Engineering 89

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). and so on) to the following: .

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Um, but this is going to be a really fun episode, so we’re going to switch it up. A little bit.

GTM 85

GTM Pitch Up-sell Start-ups 85

Sales Hacker

MARCH 22, 2018

Opportunistic side bets by signing up some commission-only sales agents. Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). Account Executives doing cold calling).

B2B 100

B2B X-functional Cold Call SQL 100

Hubspot

JUNE 8, 2021

But it's also about relationships, follow-through, communication, analytics, and patience. Is the sales job market strong enough to support a career? It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

JANUARY 21, 2021

If you’re just starting out with LinkedIn Sales Navigator, or maybe you’re trying to decide if you’re ready to pay for a subscription, this guide will help you find the right plan for you, walk you through the basics of setting up your Sales Navigator account, and allow you to read real reviews from current Sales Navigator users.

Territory 121

Territory Networking Sales Contact 121

Xant

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. They follow leads through to close and sometimes cover customer renewals in CS. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales.

CRM 105

CRM Sales Territory B2B 105

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. To achieve growth, you have to identify the following during Product/Market Fit: WHAT is the value proposition that prioritizes the solution offered. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 100

Growth GTM SQL Strategic partnership 100

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

criteria for success

DECEMBER 1, 2021

If you are starting up a new department, or if your whole company has yet to close many or any deals, you won’t be able to look at an existing client base to identify targets. You’ll want to identify answers to the following questions. Is there a specific area in the market that’s currently underserved? Use Buyer Personas.

Clients 98

Clients Drivers/motivators Territory Contact 98

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Lead Fuze

NOVEMBER 30, 2021

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. . The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy.

Territory 52

Territory Pipeline Sales Launch 52

Sales Hacker

APRIL 21, 2021

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. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 116

Finance Cross-sell GTM SQL 116

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Follow these six steps to get started.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. Pricing/Packaging (PP) is a key component of GTM.

GTM 114

GTM Niche Cross-sell Contract 114

Lead Fuze

NOVEMBER 30, 2021

There are new markets that have been opened up and need your products. Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. The US market is one of the most important markets in COVID-19. Who have more than 10 employees.

E-commerce 52

E-commerce Territory Transportation Retail 52

Hubspot

MARCH 25, 2020

Are you bringing your product up to par for the market you're in? How do your customers sign up? Anticipate frequently asked questions — particularly from salespeople, marketers, account managers, and support reps — and try to reduce confusion upfront. Where to Go With Questions. Sign up for a demo?

Launch 101

Launch Product Contact Follow-up 101

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You may be finding it difficult to work from home, or you might have seen your pipeline dry up. You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. What’s the potential economic fallout?

Sell 97

Sell Prospecting Up-sell Territory 97

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. I’m going to take you back, way way back. Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running. The year is 1999.

Pitch 89

Pitch Education Sales Territory 89

Hubspot

FEBRUARY 6, 2014

In 2013, 3 million people from 214 countries and territories (and all seven continents) pledged $480 million to Kickstarter projects. Q: How long did it take you to set up your campaign? A: The actual set-up is quite fast, if you are disciplined in your approach. December 2013: We got really busy! Social Media and Blogging.

Campaign 78

Campaign Commission Angle Follow-up 78

Heinz Marketing

OCTOBER 7, 2019

He’s the Vice President of America sales for Opengear , We talk about keys to developing a successful reseller strategy and talk a little bit about what it takes to build a team and getting that channel up and running. Todd: The was a great question Matt. Our channel is one of the strongest areas of our organization.

Pipeline 74

Pipeline Territory Sales Healthcare 74

Hubspot

JULY 2, 2020

While the marketing mix can often be simplified down to the 4 P's, the expansion of the scope of marketing in recent years has resulted in more P's added to the list. People , which can refer to your buyer, market, and target audience, or your internal team responsible for launch. Featured Tool: Pricing Strategy Calculator.

Retail 101

Retail Promote Price Profit margin 101

Sales Hacker

NOVEMBER 25, 2019

In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Stay up-to-date with the market: Battlecards must always be in sync with market changes. Go-to-market information. What does this mean?

Objection handling 90

Objection handling GTM Cross-sell Sales 90