Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines.

GTM 116

GTM X-functional Pipeline Construction 116

Sales Hacker

NOVEMBER 12, 2024

With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. Neal is also an active board member, advisor, and investor in several high-growth startups.

GTM 112

GTM Customers Growth Go To Market 112

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 118

GTM Sell Customers Cold Call 118

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

GTM 102

GTM Engineering Electricity X-functional 102

Sales Hacker

NOVEMBER 15, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. You’re not alone. Let’s get into it.

GTM 113

GTM Cold Call Strategic partnership Follow-up 113

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. It’s a commission-driven role.

GTM 97

GTM Territory Pipeline Growth 97

Sales Hacker

APRIL 4, 2025

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. The shift to a new operating model: the GTM AI Operating System. The future of GTM is AI-powered.

GTM 62

GTM X-functional Engineering Government 62

Sales Hacker

MARCH 21, 2025

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. PLG and SLG arent competitors, theyre partners in growth. Many make this shift reactively rather than strategically.

Growth 81

Growth GTM Product Government 81

SaaStr

NOVEMBER 8, 2024

How Clay approaches GTM itself and how they’ve realized their level of success in such a short amount of time. The Evolution of AI in Go-To-Market Systems Clay’s mission is to help quickly turn any idea for growth into reality. They’re a creative approach to GTM. So let’s dive in. That’s the next 12 months.

GTM 109

GTM Growth Campaign Cold Call 109

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. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products.

GTM 108

GTM Product Cross-sell Profit margin 108

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Let’s get into it.

GTM 124

GTM Growth Referrals Cross-sell 124

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital.

GTM 101

GTM Product Strategize Drivers/motivators 101

Iannarino

APRIL 1, 2023

As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue teams. These teams comprise sales, marketing, sales operations, sales enablement, and customer success (once called customer service). More resources are used to pursue large clients.

B2B 263

B2B GTM Sales Clients 263

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. The biggest challenge to that outlook is an increase in the sales cycle. That elongated sales cycle created pipeline supply shocks.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Hacker

SEPTEMBER 3, 2024

Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. 18:13) Overcoming HR pushback on programs for top performers. (28:35)

GTM 125

GTM Growth Price Go To Market 125

Sales Hacker

AUGUST 13, 2024

Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company’s remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. The importance of post-sale marketing and customer lifecycle management.

GTM 123

GTM Growth B2C B2B 123

Martech

SEPTEMBER 5, 2024

Demos, for example, are typically the gateway to a traditional sales-led GTM strategy. However, an increasing number of small and mid-market B2B SaaS vendors are trying product-led growth (PLG) and product-led marketing (PLM). There are two business drivers for taking a product-led approach to sales and marketing.

B2B 121

B2B Non-Profits CTR Click Through Rate 121

Sales Hacker

JANUARY 24, 2025

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. The 4 key considerations for aligning product and GTM strategy to drive growth 1. acquisition by Adobe.

GTM 103

GTM Cross-sell Finance Price 103

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We talk about organizational structures and functions involved in our GTM implementation. We talk about metrics we leverage to understand performance, and goals driven to scale growth. The discussions about our GTM strategies are endless.

GTM 139

GTM Customers Finance Territory 139

Sales Hacker

MARCH 30, 2025

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. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).

Cold Call 72

Cold Call GTM Objection handling Sales 72

Sales Hacker

MARCH 12, 2024

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. Discussed in this Episode: Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. The story of a $2.6

GTM 124

GTM Growth Strategic partnership Pipeline 124

SaaStr

NOVEMBER 20, 2024

A New GTM Mental Model for AI Products That feedback told GitHub that people who weren’t using the GitHub platform still wanted to use Copilot for Business. You have to listen on the product front and the GTM front. Ship to learn Embrace a growth mindset Their core ethos is being iterative and a little uncomfortable.

Product 104

Product GTM Legal Launch 104

Martech

NOVEMBER 27, 2024

McKinsey highlights that a remarkable 75% of AI’s value will be realized across five business functions, three of which are non-technical: customer operations, marketing and sales. Go-to-market (GTM) teams play a key role in delivering value to their organizations. Cognitive psychology shows how people interact with AI.

GTM 112

GTM Teamwork Technology Technology 112

Sales Hacker

DECEMBER 10, 2024

With raw honesty, he shares key mistakes made along the way and invaluable lessons learned about building a winning sales playbook, culture, and team structure. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. As he puts it, “I like to win.

GTM 111

GTM Construction Quota Growth 111

Sales Hacker

OCTOBER 1, 2024

The importance of building a strong post-sales function early on. Balancing product-led growth with an enterprise sales motion. Leveraging customer stories as a powerful growth lever. Lessons learned from LiveRamp’s explosive growth and acquisition by Acxiom. The qualities that make an effective modern CRO.

GTM 115

GTM Growth Customers Account management 115

Sales Hacker

APRIL 9, 2024

Daniel Ruiz has spent his career driving growth at high-velocity startups, serving as an early employee at multiple YC companies before co-founding Synch. With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling.

GTM 122

GTM Pipeline Go To Market Growth 122

SaaStr

AUGUST 15, 2024

Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Unlike product-led or sales-led growth, Notion is focused on community-led growth. Listen to your customers.

GTM 124

GTM Objectives and Key Results Strategic planning Growth 124

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. During Sean ‘s most recent operating role he spent 4.5

GTM 123

GTM Growth Referrals Contract 123

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday 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. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 111

GTM Represent Growth Go To Market 111

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. And then along the way. 00:07:00] Um, why make that shift?

GTM 77

GTM X-functional Start-ups Campaign 77

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Highlights: (9:13) Transitioning from IC to sales leadership and driving a forecast cadence. (18:20) Brought to you by Orum.

GTM 125

GTM Engineering Growth Cross-sell 125

Sales Hacker

JULY 8, 2024

David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). Navigating the transition from startups to large enterprises in sales roles.

GTM 127

GTM Trust Finance Go To Market 127

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

Martech

OCTOBER 22, 2024

As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. A well-designed lead scoring model enables sales teams to focus on leads most likely to convert, enhancing efficiency and revenue potential.

Cross-sell 117

Cross-sell Lead generation GTM Territory 117

Sales Hacker

MAY 14, 2024

Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She was the Head of Growth at Google Store and Global Head of Google B2B Websites. Kearny and the UN.

GTM 125

GTM Price Customers B2C 125

Sales Hacker

MAY 7, 2024

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins.

GTM 125

GTM B2B Growth Strategize 125

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. They likely don’t even know who is on the sales team.

GTM 122

GTM Pipeline Growth Quota 122