Sales Hacker

MARCH 19, 2024

With over 15 years of marketing experience, Katrina is passionate about helping companies through stages of substantial growth including helping 6 companies exit successfully – from pre to post IPO as well as notable acquisitions. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Early-bird tickets expire next week.

GTM 117

GTM Management Consulting Growth Pipeline 117

Sales Hacker

MARCH 6, 2024

Guest Speaker Links (Stephen Hakami): LinkedIn: www.linkedin.com/in/stephen-hakami-5babb21b0/ Website: www.wiza.co/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Sponsor: Today’s episode is sponsored by The ELG Conference , presented by Crossbeam and The ELG Alliance.

GTM 123

GTM Consult Growth Price 123

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. Real Sales Talk is an excellent resource for individuals seeking modern techniques and business growth tips.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. GTM Mistake #3: Stepping Out Of Sales Founders often want to step out of sales after hiring a GTM team.

GTM 83

GTM Cross-sell X-functional Pipeline 83

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We want to look at people’s long term development, growth and potential contributions to the organization. It’s a great discussion, I think they present the key elements of effective coaching more effectively than I did.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

SaaStr

JUNE 25, 2023

Unsurprisingly, Product Led Growth has been one of the most popular discussion topics at the past few SaaStr Annuals. Here are 10 great sessions to study, and we will have tons of incredible sesssions, speakers and braindates on PLG at SaaStr Annual 2023 in September!

Growth 96

Growth Product GTM Presentation 96

Sales Hacker

DECEMBER 13, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. For product-led growth (PLG) or smaller deal sizes, the benefits may diminish. Lets get into it.

GTM 109

GTM Customers Sales Growth 109

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

JANUARY 11, 2022

In a recent study of over 1000 Go-To-Market (GTM) teams, over 90% of marketers said they want to target prospects and customers through a tailored approach with personalized campaigns and sales outreach. Register today for “6 Key Elements of a Successful ABM Strategy” presented by Terminus.

GTM 113

GTM Campaign Presentation Growth 113

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Sales Growth. Sales Growth. B2B Sales Growth Strategist. Leadership.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Partners in Excellence

JULY 29, 2024

It’s something I’ve not seen anywhere in discussions of leadership, GTM, or building business. In fast growing businesses, the ability to have a bench of people that can step into new roles and continue to drive growth is critical. Developing bench strength so that we can move people into new roles as they are presented.

Sports 139

Sports GTM Growth Gaming 139

Partners in Excellence

AUGUST 19, 2024

I sat with a group focused on GTM strategies and how they were structuring their strategies to drive growth. The presented the “before” and “after” org charts, the only thing that seemed to have changed is the CRO role and a RevOPs hierarchy combining marketing and sales ops.

GTM 138

GTM Account management Presentation CRM 138

Partners in Excellence

MAY 21, 2024

We, including me, have always focused much of our product development and GTM strategies around the concept of “Product-Market Fit.” As a result, it biases the solutions we create, the way we bring them and present them to market, and how we position ourselves in the markets.

GTM 139

GTM Presentation Growth Product 139

SaaStr

JANUARY 17, 2023

Evolution of Growth Motions. So why is the industry talking so much about product-led growth? . There are two personas you’ll likely reach out to when you combine a PLG strategy with a sales-led growth motion. . Modern GTM requires both sales-led and product-led growth. A Modern GTM Funnel Combining Sales and PLG.

Product 118

Product GTM Education Sales 118

SaaStr

SEPTEMBER 16, 2021

Growth Partners. ICONIQ Growth. TZP Growth Equity. Casey Renner, Partner – OpenView – presenting “How to Build an Effective Community Program” . SC Moatti, Founding Partner – Mighty Capital – presenting “The Playbook for The Age of Product: Winning Against Tech Giants”. FTV Capital.

Meeting 122

Meeting GTM Legal Presentation 122

SaaStr

AUGUST 26, 2024

They explore the unique challenges and opportunities presented by different approaches, from subscription-based models to enterprise solutions. They’ll explore strategies for using customer success not just as a support function but as a powerful engine for revenue growth.

Networking 117

Networking GTM X-functional Finance 117

SaaStr

AUGUST 29, 2022

Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Scaling Revenue in 2022: What’s the Same and What’s Different? Join Divvy CRO Sterling Snow for this enlightening session. $1M

GTM 113

GTM Growth B2B Territory 113

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?

B2B 116

B2B GTM Objectives and Key Results Sell 116

Martech

JANUARY 4, 2023

Jason is co-author of “From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue.” A member of the DMI Global Industry Advisory Council, Lee has given over 200 presentations in 17 different countries. Sangre is co-founder and CEO of GTM Partners and was co-founder of Terminus.

B2B 119

B2B GTM Pipeline Consult 119

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 70

GTM Growth Profit margin Contract 70

SaaStr

MARCH 6, 2023

To thrive in the present market, companies must figure out how to close their sales execution gap. Tune your GTM approach to relate to how modern buyers want to buy. In addition, C2B marketplaces have raised buyers’ expectations regarding interactions with a sales team. Understand the magnitude of the Sales Execution Gap.

B2B 98

B2B Growth GTM CRM 98

SaaStr

NOVEMBER 4, 2021

In simple terms, the “Rule of 40” states a healthy SaaS company’s a) revenue growth rate plus b) profit margin should exceed 40%. . In equation form, Revenue Growth % + Profit Margin % > 40%. KBCM helpfully presents a very detailed comparison of “Rule of 40” Qualifiers (i.e.

Drivers/motivators 127

Drivers/motivators Profit margin Non-Profits Inside sales 127

SaaStr

SEPTEMBER 23, 2022

In this informative SaaStr Annual session, Bessemer Partners Sameer Dholakia, Mary D’Onofrio, and Elliott Robinson present the State of Cloud report, a look at the latest in SaaS trends, predictions, and cloud economics. Historically, cloud businesses were all about growth, but now the focus is on profitability and efficiency. .

GTM 121

GTM Contract Growth Follow-up 121

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. Together, they create a powerful combination that can impact revenue growth. Sales Pitches and Presentations The first impression a sales rep makes is crucial. So, why the hesitation?

Pitch 52

Pitch Sales Technique Cross-sell 52

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 122

GTM Contract Quota CRM 122

Sales Hacker

APRIL 1, 2021

In good times, the shield is set aside and angled parabolically to reflect back to the pure sales acumen of the sales leader boss who has scheduled themself to present in front of the next all hands meeting to show everyone that their department is the reason times are good.” — Sean Mulvihill , Founder & CEO at Storiphi.

Pipeline 124

Pipeline Angle GTM Consult 124

SaaStr

MARCH 9, 2022

During his SaaStr Annual presentation, Tom Clayton, CRO of Bill.com, shared his insights and advice for growing revenue streams to maximize business success. . The Five Key Growth Levers. Clayton begins by sharing the key levers that accelerate growth from the $100 million mark to $1 billion. Accelerating Revenue Growth.

Cross-sell 104

Cross-sell GTM Price Growth 104

SaaStr

SEPTEMBER 18, 2023

How do you fix GTM? Question #1: Do You Show Up As A New Startup To Get People To Buy Into Your Vision Or Present Yourself As An Established Startup With Everything Going On? Will there be any new categories in the next 5-10 years? Some sales folks might disagree, but Lemkin believes startups should be about 85-90% transparent.

GTM 116

GTM Niche Account management Up-sell 116

SaaStr

FEBRUARY 1, 2024

Kady Srinivasan , CMO of Lightspeed Commerce, has been through every stage of marketing growth at companies like DropBox, Owlet, Klaviyo, and now Lightspeed Commerce. If you’re a growth-oriented product company, you’re creating more and more products and a platform, so marketing can never stay the same. How do you want to win?

GTM 109

GTM Growth Education Commission 109

Partners in Excellence

JANUARY 29, 2024

” Door #1: Behind this door is a GTM strategy focused on leading with products and services. The product and services are only presented once we’ve helped the customer think about the problem and they come to the seller with a request, “Can you help us… ?” CROs which will you choose… ?”

GTM 106

GTM Quota Presentation Up-sell 106

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. But this presents a siloed view of your business.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. When people hear about Divvy’s growth, they assume Divvy must have skipped a step. Budget — the number Divvy would present to the board with an 80% chance of meeting this number, a.k.a. Anyone out of sync means the boat veers off course. They didn’t.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

DECEMBER 6, 2023

The other part of the business Aaron needs help with is the GTM operation — customer success, marketing, all of the international global operations, sales, and consulting. Eventually, you have to transition to a more sustainable, long-term model of growth. That’s what the COO is for.

X-functional 114

X-functional Non-Profits GTM Price 114

Highspot

OCTOBER 14, 2024

Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. B2B companies must make fast, smart decisions to drive revenue growth and scalability. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

SaaStr

MAY 13, 2022

The most successful marketing strategies achieve short-term and long-term growth by driving revenue year after year. “Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” Know where to build vs. where to scale. Are you building?

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

Partners in Excellence

MAY 23, 2024

But it presented tremendous opportunities to entrepreneurs and investors. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. But the old business models based on not spending more money than the company generated, stood in the way of capitalizing on this growth formula.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Unified data problems.

Finance 117

Finance Cross-sell GTM SQL 117