Highspot

FEBRUARY 29, 2024

Go to market launches are critical for most companies. of 30,000 new products are released into the market for customers to use. By putting together an all-star go-to-market team, you can ensure that you are set up for success. What is a Go-to-Market Strategy? Who is on the GTM Team?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points.

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

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. Check out Attention.

GTM 81

GTM Sales Growth Represent 81

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?

Go To Market 74

Go To Market Growth GTM X-functional 74

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. Sales strategy. 1) Marketing: Does your marketing appeal to enterprise orgs? Customer and channel partnerships.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Sales Hacker

AUGUST 24, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

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. The SMB segment—going upstream vs. downstream.

Go To Market 72

Go To Market GTM X-functional Territory 72

Hubspot

JUNE 11, 2019

Even when you put great amounts of effort, time, money, and resources into developing a new product or service, a poorly-planned go-to-market strategy could cause your project to flop. Some of the biggest brands have even experienced go-to-market failures. Go-To-Market Plan Template. What is sales AI?

Go To Market 78

Go To Market Lead generation Launch Service 78

Sales Hacker

JUNE 4, 2024

Robert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. How to train your sales team to sell to highly technical buyers and decision-makers.

GTM 85

GTM Networking Process B2B 85

SaaStr

JULY 27, 2022

They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. However, this does not mean that you should abandon sales teams.

Go To Market 77

Go To Market GTM B2C Price 77

Heinz Marketing

OCTOBER 4, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another exciting episode of Sales Pipeline Radio.

Pipeline 110

Pipeline Go To Market Cross-sell Sales 110

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. The theme for the year is go-to-market convergence.

GTM 87

GTM Pipeline CRM Go To Market 87

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. Value is at the core of Jason’s approach.

GTM 112

GTM Product Cross-sell Profit margin 112

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

JULY 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company. Subscribe to the Sales Hacker Podcast.

Go To Market 52

Go To Market Electricity Healthcare Education 52

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts.

GTM 89

GTM Growth Referrals Contract 89

Sales Hacker

MARCH 31, 2023

Note: The available generative AI tools for sales are evolving insanely quickly. Let us know: marketing [at] saleshacker [dot] com. Generative AI is all the craze, mostly because of OpenAI’s ChatGPT and their freemium go-to-market motion, which made them go viral for being the fastest ever application to reach 100 million users.

Sales 87

Sales Consult Launch Follow-up 87

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. The bad news is today’s sales professionals face arguably the hardest selling environment in a decade.

Cross-sell 98

Cross-sell Sales Strategize Entertainment 98

Heinz Marketing

JUNE 21, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You can even ask Alexa! You do not have big teams.

Pipeline 77

Pipeline Start-ups Go To Market Education 77

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 98

Sell Cross-sell Finance B2C 98

Martech

SEPTEMBER 11, 2024

Many companies operate with rigid boundaries between the marketing, sales and customer success departments. The hidden cost of boundaries: Why siloed teams hurt revenue and customer satisfaction Putting boundaries between marketing, sales and customer success in your business could cost you money and lower customer satisfaction.

Cross-sell 111

Cross-sell Customers UX A/B testing 111

Heinz Marketing

APRIL 15, 2021

By Payal Parikh , Director of Client Engagement at Heinz Marketing. What is Sales and Marketing Alignment? As Matt Heinz says – there is No Sale without Marketing and No Marketing without Sales. For a greater marketing conversion, you need an efficient sales program.

GTM 137

GTM Sales Follow-up Education 137

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

GTM 89

GTM Customers Contract Go To Market 89

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

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 97

Territory Quota Strategic planning Sales 97

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. So, what is Sales Enablement? Their focus is different.

Quota 164

Quota Sales Strategize Objection handling 164

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. This will allow you to be much more targeted with your messaging when reaching out and will help you optimize your sales funnel.

Non-Profits 119

Non-Profits Price Contract Start-ups 119

Highspot

APRIL 30, 2024

As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights. more views on their items.

Government 52

Government Sell Sales Go To Market 52

Highspot

AUGUST 18, 2024

With so many options, ever-changing expectations, and people involved in decision-making, it’s no wonder why many sales teams often struggle to understand what their customers need. It unifies sales, marketing, and customer success teams by providing a clear, shared approach to understanding and addressing customer needs.

GTM 52

GTM Retail Contract Drivers/motivators 52

Heinz Marketing

JULY 29, 2021

An often overlooked part of content marketing is where it aligns with sales enablement. Marketers can get hung up on developing easy-to-produce content for potential customers while forgetting the need for internal or limited customer-facing bottom-funnel assets. Sales Checklists. Sales Scripts.

Legal 120

Legal Sales Campaign Up-sell 120

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 93

GTM Growth Referrals Cross-sell 93

Highspot

AUGUST 21, 2024

You’ve been gearing up for your new product launch over the course of weeks, months, or maybe years––and it’s quickly approaching. If this is your reality right now, 31% of organizations are alongside you, preparing to launch a new product or service as a key go-to-market initiative this year.

Launch 52

Launch Product Strategic planning Quota 52

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Salesforce

NOVEMBER 7, 2023

It’s true: I once fell asleep during a sales kickoff. When I came to, I made a solemn vow: When I became a sales leader one day, I’d never throw a boring sales kickoff. Today, I’m Head of Sales at Slack, and I’ve made good on that promise (or so my team tells me). Same goes for sales kickoffs.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. She joined a team of two, and there was a lack of product-market fit beyond small groups of researchers. From there, the pace picked up rapidly. A friend joined Jasper as president and asked her to run the sales team.

Growth 92

Growth Launch Territory Legal 92