Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . I’d asked him what the biggest difference is between $50k and $500k deals. Stakeholders are crucial, and so is your team.

Closing 162

Closing Sports GTM Legal 162

Martech

MAY 17, 2024

When you’re going to market, yes, a press release introducing your brand followed by a PR campaign to make the most of your moment is important. Triggers for crisis communications often include layoffs, legal matters, security and data breaches and office closures.

Legal 114

Legal Launch Trust Campaign 114

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 124

Drivers/motivators Trust Legal Finance 124

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Limited Partners : A partner in a company or venture who receives limited profits from the business and whose liability toward its debts is legally limited to the extent of his or her investment. Well, lets go and help them.

GTM 79

GTM Sell Pipeline Networking 79

Sales Hacker

JANUARY 11, 2021

Deal desks create efficiency, speed, and greater visibility across go-to-market teams. For instance, if legal services cost $10k, but the deal you are working on is only initially worth $5k, you may work hard to avoid requiring redlining. This can change your whole calculation about the value of legal services.

Legal 90

Legal Contract Price Negotiate 90

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Martech

SEPTEMBER 23, 2022

Among reasons, I could cite: Accelerating demands of go-to-market that require many components of projects to be underway simultaneously, rather than tackled serially. The need for many teams to be represented at the virtual, from sales and marketing to product, IT and, yes, often legal.

Legal 98

Legal Represent Go To Market Customers 98

SaaStr

FEBRUARY 2, 2022

As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 112

Growth Product GTM X-functional 112

Martech

JANUARY 28, 2022

The revenue bubble happens when go-to-market teams, and the technologies they use, organize as one central group with one goal: Sales. What about legal and those who protect the security of customer data? The martech industry is actually in a revenue bubble, like the dot-com bubble of 1995 and the housing bubble of 2008.

Legal 119

Legal Negotiate Growth B2B 119

Martech

FEBRUARY 19, 2024

Building a robust pipeline of customer stories takes skillful go-to-market coordination. Marketing cannot be on the receiving end, waiting to execute on promotion. Instead, marketing needs to advise sales and product on how this benefits their jobs while building it into the customer discussion.

B2B 112

B2B Education Pitch Sports 112

Salesforce

SEPTEMBER 27, 2021

Legal needs to approve it. Everyone in the extended sales team from finance to legal to go-to-market had a part to play. Breidenthal had to obtain six different approvals from various departments within her organization. And so do our sales ops and revenue recognition teams,” she said.

Closing 98

Closing Contract Legal Cross-sell 98

Martech

FEBRUARY 16, 2024

Building a robust pipeline of customer stories takes skillful go-to-market coordination. Marketing cannot be on the receiving end, waiting to execute on promotion. Instead, marketing needs to advise sales and product on how this benefits their jobs while building it into the customer discussion.

B2B 108

B2B Education Pitch Sports 108

Salesforce

NOVEMBER 9, 2021

For a proper, thorough assessment, ask yourself about how you currently go to market. Establish one representative from each team — IT, sales, customer service, legal, and marketing — to advocate for their specific needs. Evaluate the business and define your ecommerce strategy goals.

B2B 97

B2B Strategize Legal Represent 97

Martech

FEBRUARY 12, 2024

Building a robust pipeline of customer stories takes skillful go-to-market coordination. Marketing cannot be on the receiving end, waiting to execute on promotion. Instead, marketing needs to advise sales and product on how this benefits their jobs while building it into the customer discussion.

B2B 101

B2B Education Pitch Sports 101

Partners in Excellence

JUNE 1, 2012

They were focused on identifying great improvements in my client’s go to market and sales strategies. One of the profound things about these workshops was that 70% of the participants came from non-sales or marketing functions—manufacturing, development, operations, quality, legal, human resources, and executive management.

Manufacturing 100

Manufacturing Sales Legal Clients 100

SaaStr

OCTOBER 26, 2022

For an enterprise, the stakeholder starts with the buyer, but other stakeholders include IT, procurement, and legal functions. Focus on users, introduce a PLG motion to grow your user base, and use go-to-market feedback to improve the product. . Many end users become enterprise buyers. Key Takeaways . Forge your enterprise path.

Teamwork 102

Teamwork Legal Launch Sales 102

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. After the meeting, it sends all your follow-up emails, records everything in a CRM, and maybe even goes through legal processes with you. This is what the future of AI could be in the workplace.

Growth 115

Growth Launch Territory Legal 115

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. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 85

GTM Pitch Up-sell Start-ups 85

Search Engine Land

AUGUST 22, 2023

In an ideal world, you’d keep those pages up year-round, but sometimes that isn’t possible, often for legal or regulatory reasons. Work with go-to-market or other teams to align your promotion with your target market's current and expected consumer behaviors.

Campaign 87

Campaign Legal Retail Start-ups 87

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’re excited to have Vishal Sunak, the CEO and founder of LinkSquares where he’s responsible for developing strategies aimed at assisting both corporate, legal, and finance teams with the review of their contracts. How has been the sales evolution of the go to market motion for LinkSquares?

Contract 119

Contract X-functional Objectives and Key Results Legal 119

Highspot

NOVEMBER 7, 2019

Companies across industries and geographies are adopting sales enablement with increasing urgency as go-to-market leaders recognize its impact on revenue, customer satisfaction and retention. Our growth is fueled by the way our product enables go-to-market teams to authentically engage with customers. About Deloitte.

Technology 61

Technology Technology Legal Networking 61

SaaStr

AUGUST 5, 2021

With garage-dwellers the product-market fit is still questionable. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency. They’re focused on cashflow and don’t have an ecosystem to support scale. Your sales strategy and spend will need to follow the model that you fit within. . .

Up-sell 104

Up-sell Sell Finance Price 104

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. Implementing an OEM go-to-market (GTM) strategy. What value gap are you going to fill or enhance with your technology in those verticals?

GTM 88

GTM Negotiate Profit margin Contract 88

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Once you’re past that phase, you’ll need to deal with legal, security and procurement teams. They have a very defined process that dictates the steps to make a purchase from legal to security to pricing. Product usage. Procurement.

Cross-sell 103

Cross-sell Legal Contract Price 103

SaaStr

MARCH 8, 2019

It’s the same mattress, basically, but they’ve taken the friction out of it and they’ve really matched the way they go to market with the way modern humans actually want to buy stuff. But in B2B, the train’s at the station ready to leave, and so you need to match your go to market by the way people buy.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Sales Hacker

SEPTEMBER 10, 2018

For instance, a company with a product that practically sells itself already might pay low salaries while a company entering an uncertain new market might opt for higher salaries to attract game-changing talent. Related: The Saas Executive’s Guide to Building a Winning Go-to-Market Strategy.

Quota 104

Quota Represent Cross-sell Drivers/motivators 104

PandaDoc

MARCH 17, 2025

You might see marketing operations reporting to demand gen, and then you might have a sales or business operations function supporting the sales strategy and process. The concept of RevOps is to ensure revenue efficiency and business processes are unified across all your go-to-market functions. What is FinOps ?

Legal 52

Legal Finance Strategize Growth 52

Martech

OCTOBER 10, 2024

Dig deeper: How to align your martech COE with organizational and go-to-market goals 4. Their ability to adapt, innovate and execute is essential for maintaining a dynamic presence in the market. Execution team Here is where all the planning and strategy truly come to life. Web production.

Government 66

Government UX Strategize Technology 66

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Martech

OCTOBER 14, 2022

In the case of a brand strategy consultant, a strategic marketer can make good sense, since branding, for example, is typically a big, “one-time” thing that you establish and continue to adhere to and build out indefinitely. Responsibilities of a chief marketing officer. What is a fractional chief marketing officer?

Non-Profits 120

Non-Profits E-commerce Consult Strategize 120

Sales Hacker

DECEMBER 4, 2019

It creates a legal structure that says, “If you steal, there will be consequences.” Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally.

GTM 65

GTM Sales Education Territory 65

Gong.io

MARCH 17, 2020

Winning deals make use of a second layer of stakeholders in security, legal, and IT. So here’s what successful go-to-market teams do to tip the scales in their favor: they use internal experts whenever they sense buyer uncertainty. Losing deals only have 3 points of contact via email. That’s a 243% difference in engagement.

Sell 79

Sell Objectives and Key Results Sports Technique 79

SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business.

Growth 108

Growth Up-sell GTM Legal 108

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Openview

AUGUST 23, 2018

Validate the practicality and legality of selling thru the channel. Your chosen go-to-market path and profiles of the partner targets you seek. Understand the internal roles and investment needed to support the channel. Understand your end user profile and value propositions around that profile.

Legal 60

Legal Growth Strategize Launch 60

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 76

GTM X-functional Start-ups Campaign 76

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What is sales enablement?

GTM 121

GTM Contract Quota CRM 121