Highspot

FEBRUARY 9, 2021

I’ve found that those strategic initiatives don’t fail because they don’t have the right people, the right processes, or the right technologies – but because the leaders entrusted to drive initiatives cannot get on the same page. Only 52 companies that were operating as of 1955 are still in business.

Go To Market 98

Go To Market Technology Technology Pitch 98

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 108

GTM Product Cross-sell Profit margin 108

Martech

JUNE 1, 2023

While Artificial intelligence (AI) has been a part of marketing technology for some time, ChatGPT’s launch made the topic white-hot. Dig deeper: MarTech’s marketing AI experts to follow Here is a roundup of AI-powered martech products, platforms and features announced this week. Get MarTech! In your inbox. In your inbox.

Technology 103

Technology Technology Launch Service 103

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. At Marketo, Pepper’s first Head of Sales would come to board meetings with a bunch of balloons.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

Hubspot

JULY 20, 2020

Are rapidly adopted tech tools going to stimulate internal alignment or drive a wedge between teams? These are the questions that companies are asking themselves as they rewrite their go-to-market strategies and charge headlong into the new economic era. Outside Selling ? Inside Selling. Bloated Tech Stack ? Lean Tech Stack.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

Sales Hacker

FEBRUARY 7, 2025

The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey. During this phase, the primary focus is on building a product that meets a specific market need and ensuring that early users validate its core functionality.

Price 112

Price E-commerce Cross-sell Profit margin 112

Martech

NOVEMBER 11, 2024

The COE execution team: Key team roles and their contributions The execution team operates at the intersection of creativity, technology and strategy, using technical expertise and marketing savvy to produce experiences that resonate with audiences. Using data-driven insights to refine content and improve campaign performance.

A/B testing 109

A/B testing UX CRM Strategize 109

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 89

Go To Market Up-sell Sales Strategize 89

Outreach

OCTOBER 1, 2020

Sales leaders face a crucial double-challenge: They must accelerate efforts to modernize their teams and systems with emerging digital technologies and tools — while keeping their salesforce motivated and engaged during a global pandemic. So how do you win that battle with technology? How will you break through that noise?

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

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

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 83

Meeting Cross-sell Pipeline Up-sell 83

Highspot

OCTOBER 29, 2024

With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-time coaching. It’s because teams who invest in sales coaching and development technology significantly outperform their peers, seeing a 57% higher success rate.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

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 128

GTM B2B Technology Technology 128

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 61

Go To Market Electricity Healthcare Education 61

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 122

GTM SQL Pipeline Campaign 122

Highspot

SEPTEMBER 17, 2019

Today marks our Fall ‘19 Release , which introduces industry-first SmartPage technology, designed to provide go-to-market teams with interactive and mobile-ready guidance alongside content so they can have the most effective customer conversations. ” –Trevor Yeats, Director, B2B Marketing, Verizon Media.

Technology 58

Technology Technology Conversion Customers 58

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 126

Drivers/motivators B2B Technology Technology 126

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. And we expect our salespeople to understand the technology. They set up meetings with Fortune 500 CIOs.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Highspot

MARCH 3, 2025

Some love the technology but question what “good” looks like in practice, while others view it as too much effort or are hesitant to break away from their current methods. His story provides a powerful example of how to overcome adoption hurdles and deliver meaningful outcomes through this technology.

Strategize 52

Strategize Customers Technology Technology 52

Sales Pop!

AUGUST 3, 2023

Rev Ops becomes an indispensable ally for companies with a go-to-market strategy that demands seamless collaboration across departments and shared tools. The Strategic Integration of Technology In a world increasingly driven by technology, the strategic integration of tech solutions is paramount.

Customers 130

Customers Strategize Technology Technology 130

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.

GTM 102

GTM Engineering Electricity X-functional 102

Highspot

SEPTEMBER 17, 2019

Fall ‘19 Product Release Introduces New SmartPage Marketplace, Data Slices and Web Apps, Enabling Go-to-Market Teams to Elevate Customer Conversations. SmartPage Web Apps easily integrate interactive web applications into SmartPages, powering key go-to-market use cases, from ROI calculators to meeting schedulers. ?.

Technology 56

Technology Technology Launch Go To Market 56

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 126

Launch Product GTM Technology 126

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

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 129

Pipeline Growth Start-ups Meeting 129

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 106

Pipeline CRM Customer Relationship Management Clients 106

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

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 138

GTM Sales Follow-up Education 138

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 120

B2B GTM Technology Technology 120

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 139

Objectives and Key Results Sales Cross-sell Technology 139

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

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

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 132

Inside sales Cold Call Contract Price 132

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 107

Territory Non-Profits Contract Quota 107

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 124

Customers Hospitality Repeat business Clients 124

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 128

GTM Market share Growth Technology 128