SaaStr

APRIL 4, 2023

Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. And your CAC target defines your GTM strategy. The sales cycle at this stage may be very short. The sales cycle will be slightly longer at this stage.

Go To Market 98

Go To Market GTM Strategize Growth 98

SaaStr

NOVEMBER 4, 2021

Rule of 40 Drivers: Field Sales vs Inside Sales. It is commonly perceived that Field Sales are more expensive than Inside Sales. The KBCM 2021 dataset provides good evidence here: Field Sales CACs ($1.72) are 38% higher than Inside Sale CACs ($1.25). ACV – Qualifier: $53k.

Drivers/motivators 125

Drivers/motivators Profit margin Non-Profits Inside sales 125

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. They talked to customers and peers in the industry to build an inside sales motion.

Territory 121

Territory GTM Price Cross-sell 121

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. Pick a sales strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. Generate interest.

Go To Market 101

Go To Market Process GTM Education 101

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. by The American Association of Inside Sales Professionals 2013-2018.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Sales Hacker

AUGUST 7, 2020

General Manager, Worldwide Partner Sales. Senior Director of WW Inside Sales. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Vice President, NA Inside Sales. Regional VP Sales. Inside Sales by Design. Sales Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Sales Hacker

AUGUST 2, 2023

At the same time, we have been working on the media entity under our GTM umbrella. As former go-to-market (GTM) operators, we run our fund just like a SaaS product go-to-market. In any good GTM, you create what’s called a flywheel. Hopefully, other GTM leaders see the impact here and want to join us.

GTM 57

GTM Networking Education Inside sales 57

SaaStr

NOVEMBER 3, 2023

Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. Due to the non-desk worker nature of restaurants, Toast has two models for acquiring customers: Selling in the field A remote inside sales team Why the two models?

Growth 105

Growth Territory Referrals Customers 105

Gong.io

SEPTEMBER 14, 2022

That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. While a GTM strategy can overlap with a traditional marketing strategy in the latter stages of the plan, it tends to be substantially more thorough.

Go To Market 62

Go To Market GTM Launch Promote 62

Outreach

MAY 28, 2020

Our roundtable, a live Q&A about Game-Changing Sales Playbooks and Processes, was led by not only three of the best sales leaders I know, but also some of the best humans. Combined, they each offer incredible insight into their sales org’s strategies, and genuinely want to pass on their success to others.

Gaming 52

Gaming Process GTM Inside sales 52

Outreach

JUNE 1, 2020

I’ve known Andrea Austin , Vice President of Sales @ Nokia Software, Ralph Barsi , Vice President of Global Inside Sales @ Tray.io, and Trish Bertuzzi , Founder & CEO @ Bridge Group for about eight years, and asked all three to join because I've witnessed first-hand how supportive, self-reflective, and socially aware they are.

GTM 52

GTM Inside sales Sales Conversion 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. The sales cycle ranges between a few weeks and a few months. Now, let’s get started.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

MARCH 12, 2018

Olivia Nottebohm (Senior Director, SMB Sales and GTM Operations @ Google Cloud) and Sean Kester (VP of Product Marketing @ SalesLoft) both spoke about the significant improvements that were made ever since their sales teams switched daily rep goals from being volume-driven to focusing on 3-5 positive conversations per day.

GTM 53

GTM Territory Sales Referrals 53

Sales Hacker

OCTOBER 7, 2021

I spent 13 years in massage therapy, which included running my own business, before I moved to sales. What would you tell a woman just starting a career in sales? Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. What would you tell a woman just starting a career in sales?

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Heinz Marketing

MARCH 15, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. This week’s show is called “ The Perfect MarTech Stack?

Pipeline 120

Pipeline Sales Technology Technology 120

Sales Hacker

JUNE 16, 2022

What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. Q: What should sales orgs expect to see in the coming weeks? We asked the experts.

GTM 112

GTM Sales Pipeline Inside sales 112

Salesforce

MAY 2, 2022

Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Belal: He’s a go-to-market (GTM) leader and advisor for early-stage startups, including two that went public, two that have been acquired, and one that is now a Fortune Unicorn. Belal Batrawy. Follow him on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. Does it still apply?

Cold Call 14

Cold Call Inside sales Sales B2B 14

SaaStr

FEBRUARY 26, 2025

What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. The Evolution of Go-To-Market (And Why It Matters) Let’s break this down into three distinct eras: GTM 1.0: The “Golf Course Era” – Selling to CIOs over lunch GTM 2.0: Salesforce started with 2.0

GTM 59

GTM Cross-sell Contract Inside sales 59