Sales Hacker

NOVEMBER 14, 2023

Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 123

GTM Growth Referrals Contract 123

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies.

GTM 70

GTM X-functional Start-ups Relationship building 70

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. Green is a “go after them.”

GTM 114

GTM CRM Pipeline Referrals 114

Sales Hacker

FEBRUARY 21, 2024

Referrals are the lifeblood of sales. 84% of all buying decisions start with a referral. Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. A “referral playbook”? We decided to go bigger. A podcast series?

Referrals 109

Referrals GTM Networking Represent 109

Sales Hacker

SEPTEMBER 27, 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. This is no longer news to go-to-market leaders. Some are “daily contributors” who provide quick wins through immediate support, introductions, or referrals.

GTM 114

GTM Strategize Launch Pipeline 114

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

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. Another influential piece of Toast’s go-to-market structure is incentives. Most people don’t do the bare minimum.

Growth 104

Growth Territory Referrals Customers 104

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. 4 GTM is expensive and labor-intensive. Th ere’s this belief that the whole mechanics of getting a SaaS product to market — making them aware, hooking their interest, qualifying, and discovery — takes a lot of time. It’s expensive and time-consuming to build software.

GTM 114

GTM UX Appointment Engineering 114

SaaStr

FEBRUARY 12, 2022

When you are starting to search for new customers, you need a direction to focus your GTM efforts. Once the rapport is there, you can incentivize referrals. Build a clear map of your TAM so you can identify where to focus your go-to-market efforts. Build A Map. To do that, you’ll need to formulate who your customer is.

Customers 98

Customers GTM Referrals Growth 98

Sales Hacker

JUNE 23, 2021

This is because HubSpot covers all parts of a GTM revenue org in their blog. They provide expert inbound sales content, but also write articles for marketing and service teams. This article dives into the math (no really, there is actual math) about creating your go-to-market model in a sustainable way. HubSpot Sales.

Cold Call 107

Cold Call Negotiate Objectives and Key Results Sales 107

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. content marketing (blogging, podcasts, free downloads); 2. referrals (recommendations from existing customers and other people); 4. outbound marketing (cold email, cold calling), and 5. partnerships (joint ventures, affiliate marketing). Gatekeeper. General Manager.

B2B 105

B2B E-commerce Cold Call Represent 105

Highspot

APRIL 20, 2021

Enablement leaders, have your go-to-market (GTM) initiatives been landing? Lever recommends you include these four different types of sales plays in your playbook to support GTM initiatives. Lever, for example, builds Best-Practice Plays that provide all the messaging their reps need to ask clients for referrals.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

SalesLoft

OCTOBER 21, 2016

Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays). Right now, most Marketing teams have a “marketing database.” ICP creation: categorize and share the ICP to drive buy-in (firmographic, environmental, and behavioral).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Word of mouth], a new prospect reaches out to you via email at the referral of an existing customer. Matching the Best Prospecting Methods to their Market Segments. Schedule a demo] on the website.

Prospecting 62

Prospecting SQL GTM X-functional 62

Cience

OCTOBER 27, 2020

If someone Googles “marketing campaigns,” could you blame them for thinking the only way to go to market is through increasing inbound leads? You’d think there was nothing else in the marketing world but SEO, content writing, blogging, webinars, and ads. Skip to the Orchestrated Outbound Checklist. Source: MV-Direct.

Campaign 63

Campaign Cold Call GTM Contact 63

Gong.io

DECEMBER 14, 2022

You can even ask existing clients to give you referrals. Go-to-market outreach. You need to have a strong, sales-led, go-to-market strategy to succeed with target account selling. Your GTM strategy will be a clear step-by-step roadmap for launching your product. Check out LinkedIn profiles.

Sell 62

Sell Cold Call Contract Up-sell 62

Sales Hacker

FEBRUARY 23, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. 4 They leveraged this one simple GTM strategy: “The Cadence” Vichich credits a go-to-market strategy dubbed “ The Cadence ” for accelerating Wisely’s brand and growth.

GTM 122

GTM Sell Finance Contact 122

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Why HG Insights? I love it.

GTM 116

GTM Construction Up-sell Cross-sell 116

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 82

GTM Growth X-functional Referrals 82