Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Setbacks of using a 2-Stage inside sales organization.

Go To Market 96

Go To Market GTM X-functional Territory 96

Sales Hacker

NOVEMBER 29, 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. Plus, an analysis of the top 75 trending sales AI tools. Product : HG Insights. You’re not alone.

GTM 112

GTM Real Estate Represent Territory 112

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. In its early stages, Nosto operated on a performance-based pricing model, charging clients a commission on sales directly attributed to its product recommendations.

Price 111

Price E-commerce Cross-sell Profit margin 111

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.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. So, let’s look at four keys to a successful global sales expansion. Be Quick but Don’t Hurry” – John Wooden.

Territory 115

Territory Pipeline Launch Technical Sales 115

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 130

Territory Healthcare Growth Go To Market 130

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Territory 119

Territory Quota Strategic planning Sales 119

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. .” Revenue potential: Without a sales motion, high-value accounts may remain untapped.

Growth 79

Growth GTM Product Government 79

Search Engine Land

AUGUST 14, 2024

Aligning marketing and sales efforts. Sales process. Marketing strategy. We might call these conversions, but it’s important to remember that no actual sale is being made. To know if you’re approaching this correctly, ask yourself questions such as: What does our sales process look like? Copy and creative.

CRM 116

CRM Campaign Niche Negotiate 116

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. We’re going to have a new year. Fred Viet: Yeah, we hope so.

GTM 117

GTM Sell Customers Cold Call 117

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. Sandler Sales. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

SEPTEMBER 18, 2024

This is a special 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. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.

GTM 123

GTM Sales Growth Represent 123

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. Or by functions within these customer, like HR, finance, sales and marketing.We further characterize those markets by certain demographics. it may be regional location, for example North America, EMEA, APAC.

GTM 139

GTM Customers Finance Territory 139

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

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Territory 116

Territory Sales Finance Drivers/motivators 116

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Overall Sales Strategy.

Territory 97

Territory Sales Pipeline Growth 97

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago! Have your customers/markets changed? First, do it with marketing.

Process 115

Process Territory Sales Quota 115

A Sales Guy

OCTOBER 13, 2016

But there ain’t no growth without a highly functioning sales team. This series is gonna break down how to scale a sales team in today’s modern sales world. I’m not sure how many parts it’s going to be, but I do know that it wasn’t worth it to squeeze it all into one post.

Education 126

Education Growth Sales Territory 126

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Contract 119

Contract CRM Territory Sales 119

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

64

64

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Territory 106

Territory Non-Profits Contract Quota 106

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts.

CRM 131

CRM Pipeline Territory Sales 131

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Openview

NOVEMBER 20, 2017

Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. How do you manage year-to-year territory adjustments as your company grows?

Territory 72

Territory Healthcare Sales Retail 72

Hubspot

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Commission 98

Commission Territory Quota CRM 98

Highspot

DECEMBER 5, 2024

While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They dare to go beyond whats historically been possible. The most successful enablement teams prove to be resilient and innovative.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

SaaStr

NOVEMBER 3, 2023

Jonathan joined Toast as the SVP of Sales in 2017. A Glance at Toast’s Hypergrowth Journey When Jonathan joined Toast as the SVP of Sales, the company was Series B with $20M in ARR. That means they still have 85% of the market left to tackle. Jonathan says around 75-80% of their sales team are field-based sales reps.

Growth 108

Growth Territory Referrals Customers 108

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. Business leaders sometimes make the mistake of seeing sales operations (increasingly known as revenue operations) as a cost instead of a potential revenue driver.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

FEBRUARY 6, 2023

After the sales team returns home, they unpack their bags and hit the streets, energized and excited to hit the ground running. Sales faces a revolving door of change. When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. stuff happens !

GTM 103

GTM Territory Commission Strategize 103

Sales Hacker

APRIL 1, 2021

It’s a driving factor for how the world gets work done and where future sales potential lies. Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 90

E-commerce Territory Transportation B2C 90

Sales Hacker

JANUARY 21, 2021

Social media has created new channels for sales reps to conduct research on prospective customers, connect with leads, and build relationships. This new sales strategy is known as social selling, and the numbers show that when it works, it works. What is LinkedIn Sales Navigator? How much does LinkedIn Sales Navigator cost?

Territory 121

Territory Networking Sales Contact 121

Hubspot

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

Territory 99

Territory Quota Commission Sales 99

Partners in Excellence

JUNE 6, 2012

My friend, Jim Keenan, wrote an interesting post on “The Sales Stack.” ” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” Sales executes the company strategies with the customers.

Sales 103

Sales Objectives and Key Results Territory Go To Market 103

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 97

Engineering GTM Territory Management Consulting 97

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers.

Growth 98

Growth Customers Territory Strategize 98

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Does that inspire trust? Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Sales 105

Sales Territory Technology Technology 105