Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. It’s a living document that keeps your teams focused and aligned and helps you meet your goals. . What is a go-to-market strategy?

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Account Executive in Enterprise Technology. Sales strategy.

Go To Market 81

Go To Market Up-sell Sales Strategize 81

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

MARCH 11, 2020

Enter Meeting Math, a new set of numbers for sales and ops leaders, which are actionable rather than conceptual. Developed by Kronologic , Meeting Math focuses on two metrics: Average Value Per Meeting and Lead Deficit. Meeting Metric #1: Average Value Per Meeting. Your value per meeting is $6,250.

Meeting 80

Meeting Cross-sell Pipeline Up-sell 80

Highspot

JANUARY 23, 2025

Take Google Glass, a product with incredible technology but no clear product-market fit. It launched to hype but fizzled because the market just wasn’t ready for it. The truth is, throwing a product into the market and hoping buyers will come seldom works. The good news?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. While marketing focuses on developing awareness and customer preference, GTM aims to shorten the distance between the product or service and the customer.

GTM 98

GTM Product Strategize Drivers/motivators 98

Martech

NOVEMBER 1, 2024

In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability. While many marketing teams struggle to meet their targets, this strategy presents an incredible opportunity to unlock additional revenue.

Growth 130

Growth GTM B2B Strategize 130

Partners in Excellence

JANUARY 7, 2025

A long time friend and colleague asked me to sit in a vendor meeting. One of the teams had been looking at leveraging some technology solutions to support the transformation. The team invited the CRO and me to sit in a meeting. ” He asked, “We have integrations into the major technology platforms.

Process 127

Process Strategize Clients Technology 127

Heinz Marketing

NOVEMBER 23, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction In today’s business landscape, digital transformation has become a crucial element for success, especially in the B2B sector. It’s a comprehensive shift from traditional methods to modern, technology-driven processes.

GTM 116

GTM B2B Technology Technology 116

Heinz Marketing

OCTOBER 21, 2021

So, how do B2B marketing leaders go about determining whether their marketing ecosystems can meet these new business demands? New Research from Integrate and Heinz Marketing. 48% of optimized teams who center their marketing ecosystem around the buyer expect to meet their revenue goals . Higher ROI.

Drivers/motivators 117

Drivers/motivators B2B Technology Technology 117

Sales Hacker

NOVEMBER 15, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Note-taking during meetings: Sharpens the ability to synthesize information and identify patterns.

GTM 105

GTM Cold Call Strategic partnership Follow-up 105

Sales Hacker

MAY 27, 2019

So what’s going on behind the curtain? And is it possible to leverage technology for a better pipeline and bigger deals? Management, Coaching : Sales management is the development of a sales force, coordinating sales operations, and sales techniques that help a business consistently meet and beat its sales targets. Wikipedia).

Pipeline 143

Pipeline CRM Technology Technology 143

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. We also have companies with just OK products but great go-to-market teams, and they’re doing well.”

Sell 137

Sell Cross-sell Finance B2C 137

Martech

SEPTEMBER 11, 2024

Product management is in charge of anticipating and meeting customer’s emerging needs. Connect functional groups and leverage talent and technology via shared goals and connected data. Marketing knowledge is used at the top of the funnel, UX is used heavily during onboarding and customer service is used to reduce costs.

Cross-sell 102

Cross-sell Customers UX A/B testing 102

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. He knows that this is no small feat.

GTM 106

GTM Product Cross-sell Profit margin 106

Veloxy

MAY 3, 2022

Sales Resources : Sales Calculators Sales Checklists Sales KPI Dashboard Sales Technology Landscape Continuous Learning for Salespeople. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Sales Technology Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Martech

AUGUST 5, 2021

For every dollar a local business owner spends on technology and digital solutions, $2.50 is spent on implementation and ongoing services from marketing agencies and other local experts. Digital technology is a $220 billion market that is rapidly expanding and comes with its own set of challenges.

Pipeline 107

Pipeline CRM Customer Relationship Management Clients 107

Heinz Marketing

SEPTEMBER 3, 2020

This provides a detailed repeatable process for creating truly customer-first, account-based, insight-driven sales and marketing programs. Design your go-to-market plan. It ensures as a marketer you are not throwing MQLs over the wall and ‘crushing your numbers’ while overall the company is not meeting its plan.

GTM 95

GTM SQL Pipeline Campaign 95

Sales Hacker

DECEMBER 8, 2023

The greatest technology does not always win. Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. We’re not going anywhere though.

Launch 115

Launch Product GTM Technology 115

Martech

JULY 14, 2022

Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.

B2B 123

B2B GTM Technology Technology 123

Heinz Marketing

APRIL 15, 2021

For this complex buying journey, a new approach to how go-to-market teams align and coordinate their actions is required. While the marketing and sales teams still need a healthy separation, they need seamless alignment. Set up a reporting and meeting cadence. Plus, everyone has a common interest in achieving the metrics.

GTM 137

GTM Sales Follow-up Education 137

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. will remain important pieces of the puzzle.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. We know that it is unlikely that we will be able to present that proposal, so we need to give our champion a really amazing piece of content to take to the board meeting. That means sales cycles are shrinking.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. 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. . Dump sales-marketing alignment obsession and elevate your go-to-market strategy across the organization.

B2B 129

B2B GTM Cross-sell Quota 129

Martech

JANUARY 20, 2022

“Lots of marketers have adopted agile practices and tried to transform how they go to market in terms of customer journeys,” said Tom Hannigan, Global Practice Lead for precision marketing platform HCL Unica, at our MarTech conference. “But before that, go for the golden milestones.”. Source: Tom Hannigan.

Customers 126

Customers Hospitality Repeat business Clients 126

Martech

FEBRUARY 19, 2024

This leaves marketing with an important question: How can we influence buyers when they’re still in research mode and haven’t engaged with sales? As buyers self-educate, marketing must meet their needs with meaningful content while highlighting true differentiators. So, adding more to your marketing mix is easy, right?

B2B 110

B2B Education Pitch Sports 110

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies.

Pipeline 110

Pipeline Go To Market Cross-sell Sales 110

SaaStr

DECEMBER 5, 2024

56% of respondents said they already purchased an AI platform, and even more so, 77% said they genuinely believe that they’ve advanced A I technology in their products beyond merely capitalizing on the AI hype. “You’re not going to make a $50,000 purchasing decision without talking to somebody. Today, there are 488.

GTM 109

GTM Cold Call Follow-up Technology 109

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 98

GTM Growth B2B Pipeline 98

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. Winning marketing organizations self-regulate. ” Here’s the problem with that mindset.

GTM 127

GTM Market share Growth Technology 127

SalesLoft

NOVEMBER 17, 2020

Many sales teams pay a lot of money for sophisticated technology they barely use. You can tailor communication to meet individual needs using cadences. Be ready for resistance to even the best new technology. Lining up the right people with the right skills helps the implementation go smoothly. Your Team’s Skills.

Sales 105

Sales Territory Technology Technology 105

Outreach

SEPTEMBER 23, 2021

Sales transformation is the intentional, growth-minded effort a sales organization launches to align its processes, technologies, and people. In fact, a recent Forrester study found that 54% of sales leaders claim that the uncertain economic environment has the most impact on their go-to-market strategies. Increase productivity.

GTM 98

GTM Pipeline Technique Sales 98

Heinz Marketing

OCTOBER 8, 2020

I haven’t told her that it is one of my goals to make her more social and meet new people for her own emotional growth. Marketing Goal Setting. With the digital transformation in marketing technology, it has never been so easy, yet complicated to show measurable results – revenue generated through marketing efforts.

Pipeline 105

Pipeline Growth Start-ups Meeting 105

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. But meeting a client in person is still one of the most effective ways to build trust and, in turn, a solid, fruitful business relationship. Talk about a relationship.

Inside sales 122

Inside sales Cold Call Contract Price 122

SalesLoft

AUGUST 19, 2022

Your company’s go-to-market (GTM) strategy likely includes dozens of touch points from the time a buyer is a prospect until they are renewing as a customer. Pro Tip: Partner with your operations and technology teams to speak with each (and every) team that engages with a prospect or current customer. Download here.

GTM 98

GTM Strategize Consult Prospecting 98

Outreach

JULY 16, 2021

A winning go-to-market strategy provides direction and metrics that help all revenue departments stay aligned on customer acquisition (and retention!) Leveraging advanced metrics like buyer sentiment can help you understand a prospect's emotional response to your emails and appropriately meet their needs.

GTM 88

GTM Construction Go To Market CRM 88

Sales Hacker

DECEMBER 21, 2017

This often overlooked and sometimes under-appreciated department uses data to drive strategy, best practices to guide training, and technology to hack success. Technology. Selection of Enablement Software and other Technology Tools. Technology Adoption and Optimization. Sales Ops: Table of Contents. Performance.

Territory 96

Territory Non-Profits Contract Quota 96