Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 108

GTM Growth B2B Pipeline 108

Martech

MAY 13, 2024

Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory.

Go To Market 54

Go To Market Growth GTM Strategize 54

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. And don’t just go with your gut. And nobody wants that.:

Product 127

Product E-commerce Strategize B2B 127

InsightSquared

JANUARY 29, 2018

In 2017, we talked a lot about the goal and strategic value sales operations offers an organization — what’s the objective of the revenue operations department? Joe Gelata , vice president of business operations at Axonify, noted, “The main goal of revenue operations is to break down the operations silos.

Strategize 109

Strategize Drivers/motivators Sales Growth 109

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. 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

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 110

GTM Represent Growth Contract 110

Gong.io

OCTOBER 19, 2021

And some are intangible, like a learning culture; the knowledge provided in onboarding, training, and coaching; and insights into how your strategic initiatives do IRL. It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast.

Quota 164

Quota Sales Strategize Cross-sell 164

Martech

JUNE 29, 2022

“The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” Dreamdata is a B2B go-to-market platform.

B2B 108

B2B Customers B2C Inside sales 108

Sales Hacker

MARCH 25, 2025

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. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 69

GTM X-functional Start-ups Relationship building 69

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Martech

OCTOBER 14, 2022

They blend technology with traditional marketing capabilities while thriving in a chaotic, ever-changing environment and masters of creating demand. Once separate from other executives, CMOs are now part of the C-suite and can help you achieve strategic goals. Marketing consultants have their place but are quite different than CMOs.

Non-Profits 120

Non-Profits E-commerce Strategize Consult 120

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

JANUARY 27, 2024

Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning. As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes.

GTM 121

GTM Niche CRM Account management 121

Heinz Marketing

NOVEMBER 26, 2021

And those are just the main filters… there are also Sales Signals and My Accounts/Tags filters (but we’ll save that for later). To sum it up, a great data intelligence platform provides “ both the data and technology you need to create a more cohesive go-to-market strategy from start to finish.” Type & Model. Business Model.

CRM 122

CRM Contact Campaign B2C 122

Heinz Marketing

SEPTEMBER 29, 2020

The main difference is the B2B buyer’s journey is much more complicated. If you’ve read my blog about How to Market and Sell to the B2B Buying Committee , then you know just how complex a B2B purchase decision can be – in fact today, it’s more complex than ever. What are your buyers actually doing when they make a decision?

B2B 140

B2B Education B2C Strategize 140

SaaStr

JULY 3, 2024

How to Strategically Focus AI Research A lot of things are being developed in AI, and you could use off-the-shelf products or push the boundaries of science. How do you strategically focus the research when building today? If you don’t measure anything, you risk having a high school science lab with no oversight.

Angle 117

Angle Technology Technology Strategize 117

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 128

GTM Market share Growth Technology 128

Martech

JUNE 26, 2024

They don’t have huge teams or budgets, but they’ve learned how to strategically use their resources. And I think that is the future of a go-to-market strategy for very smart companies, especially as I don’t think we see our budgets expanding anytime soon.

B2C 108

B2C Launch B2B Prospecting 108

Heinz Marketing

AUGUST 25, 2020

Understanding factors like purchase timeframes, number of buying centers and members, as well as what level a purchase decision can be made can massively help marketers and sellers more effectively plan and go to market with the right content, message, channels and expectations in mind. Purchase Influencers.

B2B 129

B2B Sell E-commerce Cross-sell 129

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

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? The main reason for the continued move is that most companies report the ideal split to be nearly 50/50. What's the difference between inside and outside sales?

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 70

GTM Growth Profit margin Contract 70

Heinz Marketing

OCTOBER 12, 2020

I’m on Sales Pipeline Radio, and that is literally our mission and goal in life, is to mainly through orchestrated out-bounds, go in and source new sales opportunities for each one of our clients. Outbound is very key and very core to how we go to market as a brand. I want to first talk about why is outbound still working?

Pipeline 135

Pipeline Cold Call Sales Clients 135

Cience

OCTOBER 6, 2020

Human-curated lead lists are built from scratch; it’s the best way that combines machine precision but with strategic-backed human decision making. In this instance, Company X may define their target audience as Marketing Managers, Rev Ops, Email Marketing titles, and a separate cadence for C-suite audiences, including CMOs and CEOs.

B2B 105

B2B Lead generation Contact CRM 105

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Manages day-to-day communications with sales and other go-to-market teams.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SaaStr

FEBRUARY 1, 2024

You have multiple personas, and all of a sudden, you’re confronted with figuring out what the marketing strategy needs to look like for this kind of Enterprise audience. The last vector of growth that creates complexity is Go-to-Market (GTM), and how you create a GTM motion can make or break your growth cycle.

GTM 109

GTM Growth Education Commission 109

Sales Hacker

NOVEMBER 21, 2019

Sales and marketing have always had different ways of approaching the same problems. This is what has led to the difficulty in coordinating account efforts in strategic ways. The sales jobs of the near future will shift to things that AI still struggles to do: strategic conversations, complex problem-solving , and human relations.

Technology 103

Technology Technology Sales Clients 103

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. As Dan Swift, CEO at Empire Selling said, “A sales methodology ensures your go-to-market teams are all singing from the same hymn sheet.” How can you unite many sellers under one approach?

Cross-sell 85

Cross-sell Consult Sales Strategize 85

PandaDoc

MARCH 17, 2025

Revenue operations is a strategic approach to aligning sales, operations, customer success, and marketing to drive growth. The main purpose of RevOps is to maximize an organizations revenue potential by aligning teams and using data-driven insights, automation, and optimized processes to drive sustainable growth.

Legal 52

Legal Finance Strategize Growth 52

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market.

Sell 112

Sell CRM Appointment Up-sell 112

Sales Hacker

SEPTEMBER 21, 2020

If money is your main motivator for moving up, take a look at some of those positions targeting large enterprise accounts and the OTE that can come with them. The main thing is to show some leadership … anyplace. It’s basically some defined section of your Go-to-Market — it could be owning a specific geography, a market segment (e.g.,

Drivers/motivators 95

Drivers/motivators Start-ups Growth Promote 95

Sales Hacker

FEBRUARY 8, 2022

Somersault offers go-to-market tools and techniques from the world of design thinking to drive customer centricity and revenue growth. What are they trying to do strategically so that you can make the link? Find out how to elevate your sales team at flockjay.com/saleshacker. How do you coach reps so they don’t get stuck?

Customers 103

Customers Consult Commission Niche 103

Sales Hacker

APRIL 21, 2022

I joined Lattice as the 3rd employee, first revenue team member and the VP of Marketing. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. The ICP determines decisions across the company from the go-to-market to product strategy.

Cross-sell 103

Cross-sell Legal Contract Price 103

Hubspot

SEPTEMBER 12, 2018

There are four main levers you can pull to increase pipeline velocity. If you don’t have these data points yet -- or your go-to-market strategy is in flux, so your numbers are constantly changing -- you can make informed guesses. Your pipeline velocity = 50 x.4 4 x 10,000 / 70, or $2,587.14. The average deal size.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

ConversionXL

OCTOBER 7, 2022

If you’re not converting customers at the volume you’d like or you’re spending more to get people over the line, go back to the drawing board. For example, you might have expanded with new products that engage an audience different from the one in your go-to-market strategy. It achieved this through strategic content marketing.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59