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

Martech

JULY 30, 2024

When it comes to customer engagement, startups prioritize personalized communication through social media, while large corporations use CRM systems and broader awareness marketing for scalable customer retention efforts. Community building fosters brand loyalty and advocacy, creating a dedicated customer base.

X-functional 108

X-functional Territory Customer Relationship Management CRM 108

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. Additionally, companies explore ways to expand their market reach, such as entering new geographic regions or developing adjacent products and services.

Price 109

Price E-commerce Cross-sell Profit margin 109

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 113

Territory Pipeline Launch Technical Sales 113

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 128

Territory Healthcare Growth Go To Market 128

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 117

Territory Quota Strategic planning Sales 117

Search Engine Land

AUGUST 14, 2024

Review it and let it inform your go-to-market strategy, such as handling objections. If you sell custom kitchen cabinets, you might ask it: What worries the typical homeowner in a given region. I’ll walk through a few ideas and tools now: Ask ChatGPT or Gemini questions about your target demographic. What keeps them busy.

CRM 116

CRM Campaign Niche Negotiate 116

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

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. further characterize those markets by certain demographics. it may be regional location, for example North America, EMEA, APAC. Sometimes, we refine those strategies by defining personas within the market categories.

GTM 139

GTM Customers Finance Territory 139

Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. Fred Viet: And I would say back to the safe plan is, you need to understand that we are in tech and product is important part and you need to make sure you’ve got a strong alignment between the product and the go-to market.

GTM 115

GTM Sell Customers Cold Call 115

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide?

Growth 106

Growth Territory Referrals Customers 106

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. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. What is the holdout for that sales rep?

GTM 102

GTM Territory Commission Strategize 102

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 88

E-commerce Territory Transportation B2C 88

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. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 72

Territory Healthcare Sales Retail 72

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. SaaStr attendee favorite Mark Roberge, Co-Founder and Managing Director @ Stage 2 Capital will discuss making the most of Go-To-Market when you’re working with a PLG motion.

GTM 122

GTM Territory Price Growth 122

Partners in Excellence

JULY 30, 2012

Sales Strategy: In the sales strategy category, we focus on how the company wants to position itself and be perceived within it’s target markets and by prospects and customers. For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance.

Territory 100

Territory Sales Pipeline Growth 100

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Territory design. Operations.

Territory 106

Territory Non-Profits Contract Quota 106

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. Make sure your go-to-market teams and sales and finance teams align on success metrics.

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

Sales Hacker

JANUARY 20, 2022

According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. Combine the hidden costs of uncovered territories and lost productivity with the training, recruiting, and onboarding to calculate total turnover.

Territory 114

Territory Sales Finance Drivers/motivators 114

InsightSquared

MARCH 6, 2018

As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Go-to-market strategy. Collaborating with other teams (Marketing, Customer Success, Support, etc.). Quota and compensation planning. Renewals management.

Contract 119

Contract CRM Territory Sales 119

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

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Have you changed or shifted your go-to-market strategies? We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Always the new quotas and compensation plans.

Process 118

Process Territory Sales Quota 118

A Sales Guy

OCTOBER 13, 2016

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. Any scaling effort must align with these market changes, or failure is imminent.

Education 126

Education Growth Sales Territory 126

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

Hubspot

NOVEMBER 19, 2020

In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Veloxy

MAY 3, 2022

SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Most people wait for the next regional seminar or national tradeshow to discover future practices. SBI Growth Advisory's KPI Dashboard. Sales Webinars. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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 88

Territory Hospitality Consult Engineering 88

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. According to Gartner, Inc., 80 percent of business-to-business sales will happen digitally through 2025 (Gartner, “The Future of Sales”, M.

Growth 98

Growth Customers Territory Strategize 98

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results.

CRM 130

CRM Pipeline Territory Sales 130

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections. Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. It’s a challenge to handle these situations gracefully, let alone turn them around.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When it came to raising from larger institutional investors, we were navigating unfamiliar territory. You cannot openly market or solicit the fact that you are raising a fund. Well, lets go and help them.

GTM 77

GTM Sell Pipeline Networking 77

Hubspot

OCTOBER 2, 2019

Sales territory optimization - The ability to support strategic territory mapping and efficiency. About: Anaplan’s sales performance management software allows sales organizations to develop robust go-to-market strategies, using their team’s performance to drive planning. IBM SPM Solutions. Image Source: IBM.

Territory 99

Territory Quota Commission Sales 99

Martech

DECEMBER 11, 2023

Yes, you’re not building a go-to-market plan at this point. As you start to determine which actions you want your customers to take, you need to link different behaviors to each marketing channel your company plans on using. The amygdala then sends signals to the hypothalamus, a critical region for autonomic responses.

Represent 118

Represent Territory Campaign Strategize 118

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . Bruno, welcome to Gong’s next chapter.

Angle 153

Angle Represent Drivers/motivators Territory 153