Sales Hacker

OCTOBER 11, 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. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 115

GTM X-functional Pipeline Construction 115

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. The watering down of the MQL, and adding low-intent lead-scoring prospects to hit targets, results in lower and lower SQL conversion rates.

SQL 135

SQL GTM B2B Pipeline 135

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 122

GTM Pipeline SQL UX 122

Martech

OCTOBER 14, 2021

Your revenue operations team can reliably get inbound leads into the hands of your sales representatives in roughly two minutes, executing every step of your lead management process along the way. You must also account for the overhead homegrown has in terms of ongoing maintenance and adapting to changes as your go-to-market strategy evolves.

SQL 113

SQL Pipeline Technology Technology 113

Sales Hacker

NOVEMBER 15, 2017

Account-Based Marketing. Account Development Representative. An account development representative (ADR) is a sales specialist focusing on attracting, qualifying and securing new leads for further engagement, conversion and nurturing by account executives. Business Development Representative. AB Testing. Accounts Payable.

B2B 105

B2B E-commerce Cold Call Represent 105

Sales Hacker

DECEMBER 6, 2021

What is an MQL, SQL, SAL, or customer? For example, Zoho CRM uses Contacts to represent people, whereas Salesforce can define people as both Contacts and Leads. For full-funnel visibility, make sure your CRM relates activities across sales and marketing. Think of it as building a compass to help steer the proverbial ship.

CRM 107

CRM SQL Government Customer Relationship Management 107

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting.

SQL 51

SQL Pipeline Strategize Presentation 51