Partners in Excellence

MARCH 5, 2025

I speak with lots of leaders about their GTM strategies. My social channels are dominated by experts suggesting the GTM strategies. We set goals for outreach: So many emails, so many social interactions, so many calls/texts, so many conversations, so many meetings. What do we have to change in our GTM to do this?

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Customers GTM Conversion Meeting 97

Sales Hacker

DECEMBER 10, 2024

Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time. Listen to Martin explain more context around this in episode 125 of The GTM Podcast.

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GTM Construction Quota Growth 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. You know, there’s a more defined like persona.

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GTM X-functional Start-ups Campaign 78

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 112

GTM Represent Growth Go To Market 112

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. Defining the role of B2B GTM strategies.

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GTM B2B Drivers/motivators Sports 130

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We can leverage AI tools to provide research, help us plan a meeting, give us the scripts or texts we use to execute the meeting. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others.

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Objectives and Key Results Objection handling GTM Pipeline 125

Sales Hacker

AUGUST 13, 2024

29:56) Iterable’s marketing team now has a dedicated expansion pipeline goal. (33:39) Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. brings this to life by centralizing your entire go-to-market execution in one platform.

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GTM Growth B2C B2B 123

Sales Hacker

AUGUST 20, 2024

Highlights: (14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems. (18:44) Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 45:23) One thing that is working for Matt in go-to-market right now.

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GTM Pipeline Sales Gaming 123

Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. Plan a meeting that would have occurred virtually in person instead.

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Pipeline GTM Cross-sell Sports 125

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. During Workshop Wednesday , held every Wednesday at 10 a.m.,

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GTM CRM Pipeline Referrals 119

Partners in Excellence

MARCH 13, 2025

What we see is a knowing-doing gap in how so many sellers and GTM professionals work. Consistency in researching and prepping, consistent data hygiene, consistent follow-ups, consistency in writing–whether emails, call/meeting prep, presentations. We know what we should be doing in our jobs and engaging customers.

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GTM Pipeline Presentation Follow-up 87

Sales Hacker

SEPTEMBER 19, 2024

8:41) How Operator uses AI to find unique insights for personalizing outreach (14:01) The vision for Operator: going from 20 sales touches to book a meeting back down to 2. (27:58) The post GTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max Altschuler appeared first on GTMnow.

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GTM Contact Pipeline Launch 104

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. building data hug out, which was in the predictive forecasting, you know, pipeline management space.

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GTM X-functional Start-ups Relationship building 70

Sales Hacker

APRIL 1, 2021

In bad times, the shield is wielded in exec / BOD meetings to obfuscate real data. Absolutely STOKED to take your meeting request.” — Ryan Fiorenza , Account Executive at Conga. Revenue Optimization” — Keith Jones , Manager, GTM Systems at MURAL. The best taqueria in the mission. Happy April 1st. Want the real answer?

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Pipeline Angle GTM Consult 125

Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. 7 CRO tips for smarter annual planning 1. This isnt enough.

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GTM Objectives and Key Results Quota Real Estate 69

Partners in Excellence

AUGUST 6, 2024

We have long been consumed with efficiency in our GTM efforts. We have tools that help us in preparing for calls/meetings with prospects and customers. There has been no part of our GTM strategies that we haven’t been able to drive stunning levels of efficiency. They help us research, target.

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GTM Quota Technique Pipeline 139

Sales Hacker

JUNE 14, 2021

All of a sudden ABM programs become tactical with a focus on leads and filling the pipeline. Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses. They’re watching those accounts that are trending and consuming their content.

GTM 114

GTM E-commerce B2B Profit margin 114

Partners in Excellence

JULY 19, 2024

In the press of developing and executing our GTM strategies, there’s a tendency to be preoccupied with our own organizations, products, goals. More marketing programs, more outreach, higher levels of activity, more pipeline, and on and on. How do we re-inject the customer into our thinking, our meetings, our planning?

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Customers GTM Meeting Technique 142

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Work to win over prospects and accounts that have been active with your company and in your pipeline.

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GTM B2B Sales Pipeline 133

Sales Hacker

NOVEMBER 17, 2023

In reality, success hinges on providing robust pipeline support to Account Executives (AEs). You can hear more about his playbook and experience running efficient high performing sales teams at Klaviyo and other companies in The GTM Podcast Episode 68. If operational processes aren’t tight, neither is the pipeline.

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GTM Pipeline Strategize Strategic planning 128

Highspot

AUGUST 13, 2024

In the GTM world, it’s the silos that kill successful execution. Companies that stay ahead of the competition are the ones that can successfully translate strategy into execution, and break down these silos with a connected GTM. Nothing breaks GTM effectiveness more than disconnected tools and data systems. Did you know?

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GTM Sales Pipeline Quota 105

Sales Hacker

SEPTEMBER 27, 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. Why partnerships lead to pipeline in outbound Quick summary: It builds trust at scale: Ecosystem-led approaches are built on the principle of operationalizing trust through partnerships.

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GTM Strategize Launch Pipeline 114

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success.

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Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

SEPTEMBER 29, 2023

Thanks for reading The GTM Newsletter! For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

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GTM B2C Growth Territory 129

Heinz Marketing

SEPTEMBER 3, 2020

It ensures as a marketer you are not throwing MQLs over the wall and ‘crushing your numbers’ while overall the company is not meeting its plan. Like win rate, average deal size, amount of pipeline you need to create at each stage. It’s about assuming responsibility throughout the funnel. You then apply that to your current goals.

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GTM SQL Pipeline Campaign 120

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 123

GTM Niche CRM Account management 123

SaaStr

DECEMBER 31, 2023

Marketers have to stay close to revenue, pipegen, pipeline movement, and out-quarter pipeline coverage. that are purpose-built for GTM teams. Not every conversation has to be a calendared meeting! #4. This week we have Kyle Coleman, CMO at Clari! #1. What’s your core stack of apps today? How could it not be AI related?

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GTM Pipeline B2B Meeting 116

ConversionXL

AUGUST 27, 2019

Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Further, Segment works on the client-side and server-side , while GTM works only on the client-side.

GTM 124

GTM X-functional CRM Technology 124

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Historically, the status quo — doing nothing — was the ultimate competitor. how to change now).

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B2B Customers GTM Pipeline 127

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. However, if you’ve been listening to the chatter on LinkedIn over the past two years, that evolution has gained speed and influence.

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SQL GTM B2B Pipeline 138

Sales Hacker

FEBRUARY 16, 2024

Dave Wilkins (Founder of SDR Nation of EMEA) points out that with declining email open rates, relying solely on emails as the source of meetings is ineffective. Pocus is mission control for your pipeline. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Double down on other channels.

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GTM Quota Contact Construction 125

Sales Hacker

AUGUST 26, 2022

These can get captured from sources like CRM, email, phone calls, meetings, calendars, or other tools. There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to.

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GTM CRM Pipeline Contact 108

Highspot

JULY 3, 2024

Giving reps the tools they need to drive strong, consistent performance ensures your revenue-generating teams meet their goals to impact an organization’s bottom line. It’s not enough for companies to make ends meet; they must set themselves up for future success. Ever wasted time typing up meeting notes? AI can handle that.

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GTM Growth Pipeline Meeting 59

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

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Go To Market GTM X-functional Objectives and Key Results 122

SaaStr

NOVEMBER 1, 2022

It helps your leaders scale and creates a CXO pipeline for the company. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. PMF and GTM execution are table stakes. That way, one could get the best of both worlds. That’s too tactical.

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GTM Niche Cross-sell Contract 119

Outreach

SEPTEMBER 23, 2021

But siloed pipeline generation and management , inefficient sales processes , and disparate tools threaten an organization’s ability to drive growth in an era of uncertainty and ever-increasing buyer expectations. Improve pipeline visibility. Reach sales objectives.

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GTM Pipeline Technique Sales 98

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. I go forward one framework I just wanted to share from pipeline.

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GTM Pipeline Healthcare Sales 86