Gong.io

OCTOBER 19, 2021

How does revenue operations drive growth? It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition?

Quota 164

Quota Sales Strategize Cross-sell 164

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Partners :These can be VARs, marketing partners, etc. Target markets and verticals : The key segments and industries your competitor is targeting. Go-to-market information.

Objection handling 91

Objection handling GTM Cross-sell Sales 91

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy. Let’s make those sales goals a reality!

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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). Data to uncover pockets of growth.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Go To Market (GTM) and enablement. Customer Success Leader, Devon Kirschmann.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

OCTOBER 16, 2020

Growth strategy. I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. Hey real quick, and I’ll let you go. Distribution channels. Partnerships.

Prospecting 128

Prospecting Cold Call Referrals Objectives and Key Results 128

Highspot

JANUARY 9, 2024

Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell Negotiate 52

Highspot

MAY 30, 2024

It ensures all customer-facing teams are equipped to provide a cohesive, consistent customer experience that maximizes growth. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

APRIL 16, 2018

Sam Jacobs : Wow, and tell us about your growth plans for 2018. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Each of those teams has a VP of Sales. Then supporting both of those teams is an SDR layer.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 106

Growth Cross-sell Contract X-functional 106

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG).

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. Target contacts, accounts, opportunities, funding, competitors, news, growth rates, etc.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Highspot

MARCH 24, 2025

Leveraging automation and predictive analytics provides your ops team with actionable insights, enabling them to manage customer relationships proactively and accelerate revenue growth. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.

GTM 52

GTM Cross-sell Pipeline CRM 52

Highspot

JANUARY 30, 2025

Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role. Rather than a one-size-fits-all approach, it ensures training and coaching are aligned with clear performance metrics and business objectives. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99