Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. You then have to go and be successful at that. and had an interesting conversation with Pete Kazanji, a good friend on the podcast the other day of… In a similar vein of we’re adopting all this technology and we’re automating so many things.

GTM 117

GTM Sell Customers Cold Call 117

Sales Hacker

JANUARY 8, 2021

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. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.

Territory 115

Territory Pipeline Launch Technical Sales 115

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We look define our markets by groupings having similar characteristics. They may be in certain market or industries. For example, technology, finance, health care, retail and so forth. And they are important.

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

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. Sales Webinars.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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. Sales Territory Assignment and Growth Forecasting. Technology Adoption and Optimization.

Territory 106

Territory Non-Profits Contract Quota 106

Sales Hacker

APRIL 1, 2021

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. Analyze your specific sales and market, then look across the globe. The future of this space is digital and streamlined.

E-commerce 90

E-commerce Territory Transportation B2C 90

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. With over $5 billion under management, their portfolio includes more than 200 companies in technology and healthcare. Region : East Coast. Region : East Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Are you able to take on moving to new territories? Expanding the business’s territory lines is expanding the number of people who will be interested in the business. The people, processes, and technology within a business must all be on the same page.

Finance 98

Finance GTM Government Territory 98

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

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Commission 98

Commission Territory Quota CRM 98

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 122

B2B GTM Customers Cross-sell 122

Sales Hacker

JANUARY 20, 2022

Smart sales coaching platforms solve for this with the right technology. According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. In a recent productivity predictor , employees are 1.2x

Territory 116

Territory Sales Finance Drivers/motivators 116

Openview

NOVEMBER 20, 2017

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. Today, Mike is at Veracode , which was recently acquired by CA Technologies. How do you manage year-to-year territory adjustments as your company grows? It never ends.

Territory 72

Territory Healthcare Sales Retail 72

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Many sales teams pay a lot of money for sophisticated technology they barely use. Be ready for resistance to even the best new technology. Lining up the right people with the right skills helps the implementation go smoothly.

Sales 105

Sales Territory Technology Technology 105

A Sales Guy

OCTOBER 13, 2016

Growth is what it’s all about in the world of business, especially in SaaS and technology. In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc.

Education 126

Education Growth Sales Territory 126

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. Understanding what’s truly happening in the SaaS startup jobs space can be challenging, so a closer look at the data offers valuable insights.

GTM 123

GTM Sales Growth Represent 123

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 111

Pipeline B2B Go To Market Sales 111

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

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. Expanding into New Regions [24:45].

Territory 89

Territory Hospitality Consult Engineering 89

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Design-driven. Value-centric.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 85

GTM Pitch Up-sell Start-ups 85

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Develop a strong understanding of a basic sales process from top to bottom and think about where processes need to be improved and what technology makes things more efficient.”. Alisa Goldschmidt ).

Finance 116

Finance Cross-sell GTM SQL 116

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against. Regional Sales Manager. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

JANUARY 21, 2021

Custom lists and territory preferences. LinkedIn Sales Insights is a new tool from LinkedIn that works directly alongside Sales Navigator to help sales operations managers and sales leaders plan their go-to-market strategy. Features included in the Professional Plan: 20 InMail messages per month. 1,500 saved leads.

Territory 121

Territory Networking Sales Contact 121

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Matthew is a 20-year veteran of the technology industry.

Pharmaceutical 79

Pharmaceutical Territory Cold Call Networking 79

Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). W hat is Sales Outsourcing?

B2B 100

B2B X-functional Cold Call SQL 100

Lead Fuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. It’s helpful to do this before a crisis because it will show you what the market may return to or beneficial areas relative to the current situation.

E-commerce 52

E-commerce Territory Transportation Retail 52

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. Your quotas are now combined.

Sell 111

Sell Territory Quota Up-sell 111

criteria for success

DECEMBER 1, 2021

Is there a specific area in the market that’s currently underserved? Use this research to refine your solution as well as your go-to-market and targeting approaches. Has one of your ideal targets lost interest, or have you tapped out the market for them? Does your solution align with market trends?

Clients 98

Clients Drivers/motivators Territory Contact 98

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Engage partners proactively once the sales team understands the value that a partner is going to bring. Last, invest in technology when you need to.

Cross-sell 94

Cross-sell GTM Sales Territory 94

Highspot

AUGUST 31, 2021

Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. That means it’s time to consider how you will put your sales model into action with sales technology. This is where your sales process comes in.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

SBI

SEPTEMBER 10, 2020

TechTarget Launches Prospect-Level Intent to Dramatically Accelerate Technology Marketing and Sales Engagements. TechTarget’s Priority Engine is a leading SaaS-based platform that gives technology sales and marketing professionals direct access to the most active accounts and prospects researching technologies in their market.

Technology 39

Technology Technology Launch Prospecting 39

Lead Fuze

NOVEMBER 30, 2021

If you are seeing additional demand from a particular region, don†t miss out on the opportunity to capitalize and take advantage of that interest. The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy. What will you do if the pipeline in a region isn†t great?

Territory 52

Territory Pipeline Sales Launch 52

Sales Hacker

APRIL 30, 2018

times more effective at linking sales actions to revenue, 83% more effective at improving productivity using technology, and, 58% more effective at finding, training, and retaining talent. Optimization of technology resources such as CRMs (sales orchestration). 3) Tools and technology enhancement. These generally include — .

Non-Profits 101

Non-Profits Profit margin Quota Sales 101

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 102

Cross-sell Finance Strategize Technology 102