Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Most of these LPs were C-Suite revenue leaders that Max Altschuler (GTMfund GP) and I had known for years so there was already a foundation of trust. You cannot openly market or solicit the fact that you are raising a fund.

GTM 80

GTM Sell Pipeline Networking 80

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 104

GTM Territory Commission Strategize 104

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. They own a geography and are trusted advisors to the restaurant space in their “patch.” In the U.S. The takeaway?

Growth 104

Growth Territory Referrals Customers 104

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. Knowing a product’s technical details is important, but actively listening and caring about what ails the client builds the trust that ultimately closes deals. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. Trusted by Aetna, a CVS Health company; DocuSign, Dow Jones, General Motors, Nestle, Twitter, Verizon Media and many more, we are proud to drive strategic growth for leading companies across the world.

Growth 98

Growth Customers Territory Strategize 98

SaaStr

SEPTEMBER 12, 2023

If done right, customer success can drive significant additional revenue through attitudinal loyalty and trust, proving it is a revenue enhancer, not just a cost center. The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans.

Price 111

Price Contract Territory Quota 111

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]. What You’ll Learn. We’re on iTunes.

Territory 90

Territory Hospitality Consult Engineering 90

Hubspot

JUNE 8, 2021

You'll have to gain customer's trust, understand their industry, and help them achieve their goals. As the internal go-to, you'll have direct access to customers and work to maintain those relationships over time. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600.

Commission 94

Commission Territory Finance Inside sales 94

The Lost Book of Sales

AUGUST 15, 2021

They win the respect and the deserved trust of the people they deal with. And there is huge pleasure in life to be obtained from getting deserved trust.” If so, ask to see the go-to-market strategy. By and large, the people who’ve had this ethos win in life, and they don’t win just money and honors.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. Bryan Elsesser: …the key question of today, Doug, what does a Cutting Edge sales team need to do to be seen as a trusted team today?

Pitch 111

Pitch Conversion Sales Territory 111

Highspot

FEBRUARY 20, 2025

Does that inspire trust? Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Whether a sales rep is on a call or a marketer is crafting an online ad, consistent messaging prevents over-promising and under-promising and ensures a unified customer experience.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JUNE 2, 2020

You want to be in France, Germany, Switzerland, UK, you name it, wherever your customers are, but you don’t necessarily want to have to put people on the ground in all of those different regions. We’ll give them access to a trusted talent network through our team at Pangea. Pangea tries to put that the right way round.

Pharmaceutical 80

Pharmaceutical Territory Cold Call Networking 80

SaaStr

JANUARY 21, 2022

Go-to market mechanisms don’t translate. From mechanisms and look and feel of the marketing campaigns to messaging and evaluation methods—everything works differently in Consumer and Enterprise. But the truth was, the campaign was performing above the benchmark, but it was a new area for them.

B2C 98

B2C B2B Non-Profits Launch 98

Highspot

MAY 5, 2020

Experienced enterprise B2B sales executive Thomas Hellweg has joined Highspot to lead expansion in the DACH region as the company continues doubling year-over-year (YoY) across all primary business metrics. “Our number-one priority is to enable our customers’ success,” said Highspot CEO Robert Wahbe.

Launch 52

Launch Territory Strategize Technology 52

Sales Hacker

NOVEMBER 25, 2019

Stay up-to-date with the market: Battlecards must always be in sync with market changes. Saying the wrong thing about a competitor can land a sales rep in hot water and break trust with the prospect. Make sure you’re tracking market and competitive intelligence consistently in order to keep your battlecards updated in real-time.

Objection handling 91

Objection handling GTM Cross-sell Sales 91

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Manages day-to-day communications with sales and other go-to-market teams. What Is Sales Organization Structure? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Lack of Trusted Data. It is most effective when used with automated activity capture, ensuring you start with a comprehensive, trusted dataset. . But, the truth is, time is not on their side.

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. And because current and former clients should already know, like, and trust you, they may be interested in engaging you for new business.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

NOVEMBER 28, 2019

We help companies understand what data they have, where they can find it, and ultimately that they can really trust it. Product-market fit has been really important. They had to be able to prove to the regulator that it could trust the numbers. But they really trust the product management and they really trust the engineer.

Growth 73

Growth Territory Government Engineering 73

Sales Hacker

AUGUST 10, 2021

There’s a psychology on why people buy or don’t buy, how do you create a conversation and communicate on a level that’s relatable and personable to ultimately build that trust and then stand a better chance. There are times when we have leaders and salespeople that are in different regions around the country.

Consult 117

Consult Clients Follow-up Drivers/motivators 117

Sales Hacker

OCTOBER 7, 2021

Trust is built of five components. Trust gets you in the door, but it’s competency, reliability, integrity and vulnerability that keep you there. Trust yourself. Trusted relationships, connections, and domain expertise are essential in all careers, but particularly in sales. Alyssa Merwin.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

APRIL 22, 2019

I can be helpful in go to market. I have some interesting ideas around how we can prospect within this particular market because I’ve spent some time talking to the first 25, 35, 45 customers.” On the investor side of the table, and on the go to market side of the table, we were very much in lockstep.

Territory 67

Territory Finance Growth Conversion 67

SalesLoft

JUNE 19, 2019

He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. It’s a universally held belief that building trust is the most important thing in modern sales. However, how you build that trust is differs slightly by geography.

Territory 40

Territory Education Technology Technology 40

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. If each person delivers on the expectations set by those who came before them, you generate trust and open doors to additional revenue generation. .

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JANUARY 3, 2024

Especially as you then try to move into the mid and upper markets, security becomes table stakes for the buying committee. Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant.

Territory 60

Territory Closing Service Product 60

Highspot

AUGUST 26, 2024

It focuses on key areas like deal management, territory planning, sales forecasting, CRM management, and training and development. Meanwhile, RevOps takes a broader view, overseeing the entire customer journey, managing sales funnels, guiding go-to-market (GTM) execution, and enhancing the overall customer experience.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Strategize 52

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. Throughout 2018, I was iterating our sales motion and driving us towards product-market fit and then go to market fit.

Territory 63

Territory Sales Construction Up-sell 63

Salesforce

NOVEMBER 7, 2023

Team-building Team-building exercises help us peel back that professional layer on the surface, and make personal connections based on rapport (“I like you”) and trust (“I feel that you have my back”). Use the sales kickoff to discuss product announcements that will help your sellers go to market.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Hubspot

NOVEMBER 28, 2023

Sales and marketing teams today must break away from traditional silos and forge powerful, collaborative alliances. Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution.

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

Highspot

OCTOBER 23, 2023

Increase Brand Awareness When a new product launches into the market with the right messaging and positioning, it draws attention to itself and elevates the entire brand. With every product launch, the brand solidifies its place in the market, making it more recognizable and trusted.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

JUNE 27, 2019

It was an inside sales team calling on all regions around the world. And as part of our enterprise transformation, we’ve put more and more feet on the street in local markets where our customers are located. We also have our engineering headquarters in Portland, Oregon. We have an ever-growing relationship with WeWork.

Cross-sell 93

Cross-sell Technology Technology Pitch 93

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? There it’s very important to react fast and to have a good load of strong managers that can take back a region if somewhere is going wrong. Andrei B.:

Appointment 49

Appointment Hospitality Sales Inside sales 49

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. How you decide on this model and go-to market strategy? There it’s very important to react fast and to have a good load of strong managers that can take back a region if somewhere is going wrong. Andrei B.:

Appointment 43

Appointment Sales Hospitality Inside sales 43

SaaStr

MAY 27, 2020

If you have an amazing product that truly is differentiated IP, that solves real problems, it’s much harder for all the posers to raise their poser money and go to market and make it harder for you to charge for your product or service. As one of my mentors used to say, in a strong market, even turkeys can fly.

Finance 105

Finance Government Price Contract 105

Heinz Marketing

NOVEMBER 4, 2019

Matt: Let’s go a little deeper on the idea of prediction. I think in, especially with sales organizations and every salesperson, whether they’re successful or not really is just trying to focus their time and efforts as best they can on what works and what’s going to help them make money. Can you help me engage them?

Pipeline 49

Pipeline Sales CRM Territory 49

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. We’re pre-seed, so pretty early on, just cracking into the 5k MRR territory. So we have a freemium, I guess, going back to this topic about freemium and PLG, we have a free plan.

Price 107

Price Product Start-ups Niche 107