Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Sales Hacker

FEBRUARY 6, 2023

You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and In truth, in the face of these potent forces, the static GTM plan never really stood a chance.

GTM 104

GTM Territory Commission Strategize 104

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Go To Market 120

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

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Four mistakes companies make when adding GTM to PLG. As your company grows, there is a requirement to add a sales team with a GTM vision.

GTM 113

GTM Price Quota B2B 113

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B And when everyone is in perfect unison, it’s magic for a GTM leader. A simple change in how you measure success means: More alignment in the funnel Everyone can go a little faster. If you take losses, you’re going to get more losses.

Go To Market 98

Go To Market GTM Quota Up-sell 98

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . To hit marketing qualified lead (MQL) quotas. Dump sales-marketing alignment obsession and elevate your go-to-market strategy across the organization.

B2B 128

B2B GTM Cross-sell Quota 128

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). With systems thinking, the whole is greater than the sum of its parts. Everything Starts With A Definition.

GTM 167

GTM Sales Consult Quota 167

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.

GTM 71

GTM B2B Drivers/motivators Manufacturing 71

Salesforce

APRIL 7, 2022

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. Belal batraway, head of Go-to-market, GTM buddy.

Pipeline 96

Pipeline GTM Quota Pitch 96

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. Marketing automation tools.

GTM 122

GTM Contract Quota CRM 122

SaaStr

JULY 19, 2023

Step One: Run Your Numbers It may seem basic, but start by reviewing your numbers, especially those associated with your GTM strategy or GTM funnel. Step Three: Map Your GTM to Your Acquisition Funnel The next thing to think about is how the go-to-market organization maps to the customer acquisition funnel.

GTM 98

GTM Growth Referrals Quota 98

Sales Hacker

MARCH 15, 2022

Sales development school, marketing school, and more for your entire team. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. Go to try.mindtickle.com/sales-hacker to learn more. Learn more at joinpavilion.com.

GTM 104

GTM Technical Sales Quota Growth 104

Sales Hacker

AUGUST 26, 2022

Without confidence in the data, sales and marketing teams are left to work in the dark. There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to.

GTM 108

GTM CRM Pipeline Contact 108

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic).

GTM 85

GTM Education Sales Contract 85

Sales Hacker

SEPTEMBER 20, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Operator was built to change that dynamic by going beyond signals to capture the bigger picture. This isn’t about adding more touches or automating the same old tactics.

GTM 76

GTM Launch Electricity Sales 76

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. There we go. So everyone is adjusting their go to market strategy.

GTM 84

GTM Pipeline Healthcare Sales 84

SaaStr

JULY 20, 2022

Mistake #1: Premature GTM acceleration. 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. This is by far the top scale-up mistake that companies make.

Cross-sell 103

Cross-sell GTM Finance Growth 103

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. Inside reps have the same quotas and expectations. market tapped, signaling massive growth potential.

Growth 106

Growth Territory Referrals Customers 106

Sales Hacker

JUNE 27, 2022

Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. How to leverage the IRP to create a team of quota crushers. As such, it’s a best practice to create a separate IRP for each key role. The first step is to determine the roles for which you’ll create IRPs.

Objectives and Key Results 122

Objectives and Key Results Objection handling GTM Quota 122

Sales Hacker

DECEMBER 4, 2019

According to Sales Enablement Pro’s 2019 report , formalizing enablement in organizations results in higher win rates, as well as overall better quota attainment. Just as marketing has had to mature over the past decade, it’s time for enablement to do the same. Product Marketing, Sales Enablement, and Readiness can clash regularly.

GTM 66

GTM Sales Education Territory 66

SaaStr

JANUARY 25, 2021

It’s important to sell that to the sales team too because sometimes a channel margin is coming off their quota, and their paycheck so it’s necessary to make sure the sales team believes the partners bring value by increasing relationships through deals such as new net deals, and through paperwork that can help with procurement.

Cross-sell 96

Cross-sell GTM Sales Territory 96

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We can control our GTM strategy.

GTM 59

GTM Appointment Sales Strategize 59

Sales Hacker

OCTOBER 11, 2022

Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operation. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter.

Customers 98

Customers Quota GTM B2B 98

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team.

A/B testing 117

A/B testing Sales Quota Promote 117

InsightSquared

APRIL 1, 2020

Do we need to make any adjustments in our go-to-market plan? Walk everyone through a snapshot of your quarterly dashboard including items like bookings versus goal, average deal size, win rate, sales cycle and rep quota attainment. Are all teams aligned with the strategic growth initiatives? Who are the culprits?

GTM 71

GTM Strategize Quota Meeting 71

Highspot

JUNE 25, 2021

When building a go-to-market (GTM) strategy, it’s critical for sales and marketing teams to align on a number of factors, such as target audience, messaging, and what type of content to share throughout the buyer journey. . Align First, Engage Second.

GTM 59

GTM Drivers/motivators Launch Quota 59

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. When those GTM execs ask you, “What is RevOps?”

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. This includes regular training and targeted coaching on new product offerings or features, market trends, GTM activities, messaging, and sales tactics to ensure your team members are always equipped to win revenue opportunities.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Highspot

SEPTEMBER 10, 2024

Alright, consider this – the best lever Marketing can pull to align with Sales and consistently generate quality pipeline isn’t using LinkedIn posts to drive leads (good to do, though) or preparing for a cookieless future (still, you should think about it), but enabling your Sales team.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

The Lost Book of Sales

MAY 13, 2021

If so, ask to see the the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. OTE is your base salary + commission you receive when you've reached your 100% sales quota.

Quota 59

Quota GTM Commission Territory 59

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Kickers are monetary bonuses or extra commissions offered to motivate sales professionals to exceed quota, showcase a specific service or product, or target a particular market segment. . Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g., Key Accounts.

B2B 105

B2B E-commerce Cold Call Represent 105

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. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Amy Slater.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Gong.io

APRIL 15, 2022

Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Revenue Intelligence works within any go-to-market model by applying insights to provide automation. .

CRM 62

CRM Pitch Up-sell GTM 62

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Sales motions are defined by your larger go-to-market strategy. Align your go-to-market teams. on their own. The success of your new product line is not guaranteed.

Territory 52

Territory X-functional Sales Cross-sell 52

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

FEBRUARY 19, 2019

But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community.

Cold Call 14

Cold Call Inside sales Sales B2B 14