SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. But to develop a GTM strategy, you must have Product Market Fit. Without it, you don’t have a business.

Go To Market 107

Go To Market GTM Cross-sell Growth 107

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 71

Territory Drivers/motivators Quota Pipeline 71

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. last year while operating at an LTV CAC of four and a half to one, and the growth rate was better in Q4 of ’23 than in Q1. So Kyle paused the Growth plan that was already in place until they got churn in a better place.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Their growth is worse off for it. The elements within those companies, within their marketing and sales, that aren’t predictable revenue models, is what drives their better aspects of their growth.

Commission 104

Commission Quota Assembly Line Sales 104

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B When people hear about Divvy’s growth, they assume Divvy must have skipped a step. If you take losses, you’re going to get more losses. The budget, quota, goal framework helps you to manage this balancing act. Budget, Quota, Goal.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

FEBRUARY 20, 2024

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. Or if you’re utilizing a product-led growth model, this works too once you start to inject sales.

Go To Market 107

Go To Market Territory Technique A/B testing 107

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve Bets: Three experiments designed to unlock future growth beyond the current year. S-Curve bets help us anticipate market saturation or operational bottlenecks before they happen. ” 3.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Drop the quota. No more struggle.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Sales Pop!

AUGUST 2, 2023

Outsourcing is a great way for companies to reduce costs and save up on resources while at the same time improving and accelerating their growth. If you already have a sales team, check if they’re hitting their target metrics and quotas. These include your present volume, target market, growth aspirations, and budget.

Represent 212

Represent Lead generation Sales Commission 212

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. That means they still have 85% of the market left to tackle.

Growth 104

Growth Territory Referrals Customers 104

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

Highspot

NOVEMBER 2, 2022

Highspot helps drive this work with insight into what’s working and what’s not, so we can build seller programs that increase quota attainment.” Customer growth within the Manufacturing (41 percent increase), Media (45 percent increase) and Professional Services (44 percent increase) industries.

Growth 98

Growth Product Customers Healthcare 98

Veloxy

MAY 3, 2022

SBI Growth. Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory's KPI Dashboard. SBI Growth Advisory's KPI Dashboard. Greg Alexander. Nancy Nardin. Jeb Blount.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

SEPTEMBER 9, 2020

Last week our very own Kevin Yip, Co-founder and COO at Blueboard , had a roundtable discussion with Graham Miller, Global Head of Sales Competitions at Qualtrics, Brandon Bussey, Senior Director of Revenue Operations at Lucid, and Greg McBeth, Strategy & Go-To-Market Advisor at G2M. . Quota Attainment. Get creative.

Growth 88

Growth Quota Drivers/motivators Sales 88

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. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).

Territory 120

Territory Quota Strategic planning Sales 120

Martech

FEBRUARY 7, 2025

Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. 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.

GTM 73

GTM B2B Drivers/motivators Manufacturing 73

Highspot

JANUARY 19, 2024

In previous discussions, I’ve emphasized the pressing need for investment in enablement to drive lasting revenue growth , especially in today’s volatile economy. The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas.

Strategize 64

Strategize Growth Quota Sports 64

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

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. The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota.

Quota 164

Quota Sales Strategize Cross-sell 164

SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. Free user acquisition.

GTM 111

GTM Price Quota B2B 111

Sales Hacker

SEPTEMBER 27, 2022

Take advantage of the corporate membership and enroll your entire go-to-market team in our industry-leading courses, including marketing, sales, sales development, and revenue operation Unlock you and your team’s professional potential — get started today at joinpavilion.com. How many people achieve quota?

Quota 103

Quota Growth Commission Territory 103

Salesforce

APRIL 7, 2022

Finding growth in unexpected places. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. watch now. It’s a question of efficiency.

Pipeline 97

Pipeline GTM Quota Pitch 97

Sales Hacker

DECEMBER 21, 2017

Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth. Sales Territory Assignment and Growth Forecasting. Sales growth and operating plan. Assessment of go-to-market strategies and methodologies. Operations. Deals desk.

Territory 107

Territory Non-Profits Contract Quota 107

Highspot

SEPTEMBER 21, 2021

increase in quota attainment and 15.4% Investing in sales expertise works – but only if it’s adopted, used, and positively changes behavior to increase rep quota attainment. Research shows that organizations that integrate their methodology into existing sales processes achieve an 8.3% higher win rates.

Quota 97

Quota Sales Sell Growth 97

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Learnings from the growth stage Measure what you can. Trust the process. Get comfortable with the unknown.

Cross-sell 107

Cross-sell Account management Clients Growth 107

InsightSquared

MARCH 6, 2018

It will also ensure you have a solid foundation for growth, reducing the need to fix broken systems and bad habits later on. Quota and compensation planning. Go-to-market strategy. Collaborating with other teams (Marketing, Customer Success, Support, etc.). How should the team be structured? Where to Start: CRM.

Contract 119

Contract CRM Territory Sales 119

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. They both support revenue growth BUT their focus is different.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JANUARY 28, 2022

Cathy Gao , Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre , CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

Quota 96

Quota Pipeline Go To Market Up-sell 96

Hubspot

OCTOBER 2, 2019

Here are some performance metrics to consider for your sales reps: Individual Quota Attainment - The percentage of the sales target reached for each sales rep in a given month or sales period. Conversely, if your entire team is hitting or surpassing quota without question, your goal may be too conservative. Image Source: Anaplan.

Territory 99

Territory Quota Commission Sales 99

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

SaaStr

JULY 20, 2022

He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. You can see Dave’s slides here.

Cross-sell 102

Cross-sell GTM Finance Growth 102

Sales Hacker

MARCH 15, 2022

Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth. The importance of listening to the market instead of pursuing growth. Lessons learned from high growth companies [27:31]. Do only a few reps meet quota each quarter?

GTM 104

GTM Technical Sales Quota Growth 104

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. Impact Areas Frequently, Solutions Engineers operate “behind the scenes” without directly linking to revenue in the same way as quota-carrying sales representatives.

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

SaaStr

JULY 19, 2023

Blond explains that he’s spoken with executives who focus on big deals falling through to explain stagnating growth. The fix will depend on the bottleneck, so it is crucial to identify the sticking point blocking growth. If they’re not, and they’re not hitting quota, you have too many of them. Make AEs part of demand gen.

GTM 98

GTM Growth Referrals Quota 98

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Year-over-year growth. Percentage of sales reps attaining 100% quota. Revenue by market. Imagine one of your reps isn’t hitting her quota. Net Promoter Score (NPS).

X-functional 101

X-functional Quota Cross-sell Contract 101