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

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.

GTM 78

GTM X-functional Start-ups Campaign 78

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 134

GTM Market share Growth Technology 134

Martech

JULY 1, 2024

Many B2B marketers focus on generating leads for sales, but the real goal is to create strategic nurture paths that guide potential customers through discovery, trust-building and self-driven conversion. This isn’t limited to email; a good nurture path meets users where they prefer, based on their preferences and behavior.

Strategize 113

Strategize A/B testing GTM Campaign 113

Sales Hacker

SEPTEMBER 5, 2023

Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change. Melanie Fellay is the CEO and Co-Founder of Spekit , a just-in-time platform that is transforming how we learn at work.

GTM 119

GTM Strategize Networking Go To Market 119

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. You have 500 seats, scrap that, just use us every time you book a meeting or you do X, Y, Z.

GTM 70

GTM X-functional Start-ups Relationship building 70

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 114

GTM E-commerce B2B Profit margin 114

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. . Dig deeper: In this economy CMOs need to spend more on training, not tech.

GTM 134

GTM B2B Sales Pipeline 134

Sales Hacker

NOVEMBER 17, 2023

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. As another example, Brian Weinberger emphasizes the importance of having a really clear and clean qualification process for meeting to qualified pipeline. For now, that is!

GTM 128

GTM Pipeline Strategize Strategic planning 128

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. A focused approach empowers BDRs and sales reps to be more strategic and creative in their outreach. This is no longer news to go-to-market leaders.

GTM 114

GTM Strategize Launch Pipeline 114

SaaStr

OCTOBER 3, 2022

Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Establish the GTM coverage model. Building the GTM organization.

GTM 111

GTM Strategize Government Inside sales 111

Sales Hacker

OCTOBER 13, 2023

Thanks for reading The GTM Newsletter! GTM is evolving. There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. See more top GTM jobs here.

GTM 126

GTM UX Go To Market CRM 126

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Compare the talent that you meet through informational interviews with the talent you have on your team. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 111

GTM Strategize Engineering Go To Market 111

SaaStr

OCTOBER 27, 2023

You have to get to $1M and get momentum… So, build an elegant, easy-to-use PLG self-serve product that meets people’s needs, and wherever there is any concentration of customers, lean in. But it can be distracting for engineering, product, and GTM teams. But you also have at least one magical feature because you have customers.

Strategize 111

Strategize Growth Niche Quota 111

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

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . 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.

GTM 119

GTM Niche Cross-sell Contract 119

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 111

Go To Market GTM Cross-sell Growth 111

Sales Hacker

NOVEMBER 10, 2023

In-Person Engagement: Face-to-Face Meetings: If feasible, in-person visits deepen connections, demonstrating significant commitment. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

GTM 126

GTM Intrinsic Customers Contract 126

Sales Hacker

JANUARY 12, 2024

As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. Are they genuinely curious to learn more about the prospects business and how they can help support strategic priorities? He oversaw all things GTM there, including G&A and Product.

Sell 124

Sell GTM Sales Up-sell 124

SaaStr

AUGUST 2, 2024

Canva Head of Sales and Success for EMEA, Jorge Bestard, and Head of Strategic Sales for EMEA, Daniela Nyarko, share Canva’s journey from PLG to Enterprise, strategies to navigate the PLG trap, and why it’s so attractive. The GTM strategy is easy to use and caters to small teams around productivity and collaboration.

GTM 116

GTM B2C Growth Sales 116

Highspot

DECEMBER 19, 2024

If you want your sellers to engage effectively with your customers, they need the right tools to meet buyers where they are. The Bottom Line: Meet Buyers Where They Are If your buyers are buying digitally, your sellers need to sell digitally. Its time to meet your buyers where they are and win their trustand their business.

GTM 52

GTM Niche B2B Sales 52

Martech

DECEMBER 26, 2023

Meeting these expectations will help build customer trust in the new year, even as marketers face challenges to trust related to data security and privacy. To meet this challenge, AI will come to the rescue again. Take Martech’s 2024 Salary and Career Survey From AI to layoffs, it’s been quite a year. Get MarTech!

Customers 145

Customers Retail GTM B2B 145

Sales Hacker

OCTOBER 27, 2023

Are there other executives to reach out to who could have strategic impact? Examples of ways to execute this: Introduce the prospect to someone that they might want to meet relevant to a personal interest. Plan a meeting that would have occurred virtually in person instead. See more top GTM jobs here.

Pipeline 125

Pipeline GTM Cross-sell Sports 125

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

SaaStr

AUGUST 29, 2022

with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. It is time to adopt a future-proof sales model that meets how today’s customers want to buy.

GTM 116

GTM Growth B2B Territory 116

SalesLoft

AUGUST 19, 2022

Your company’s go-to-market (GTM) strategy likely includes dozens of touch points from the time a buyer is a prospect until they are renewing as a customer. When each moment is complex and there are dozens of moments to strategize, you might need to visualize the process. What is an Engagement Strategy? Download here.

GTM 98

GTM Consult Strategize Prospecting 98

SaaStr

JUNE 15, 2021

Bansal felt passionate about enhanced software delivery, the need that Harness meets for developers. A Tale of Two Unicorns: Key Strategic Differences. The GTM strategy that worked for one company may not work for another. Modern GTM: Embrace the Pincer Sales Motion. That builds great business.”.

GTM 112

GTM Strategize Gaming Start-ups 112

Sales Hacker

APRIL 1, 2021

In bad times, the shield is wielded in exec / BOD meetings to obfuscate real data. Snoitarepo Eunever, backwards. ” — Oliver Squires , Director of Business Development and Strategic Alliances at Ebsta. Absolutely STOKED to take your meeting request.” — Ryan Fiorenza , Account Executive at Conga. The best taqueria in the mission.

Pipeline 125

Pipeline Angle GTM Consult 125

Heinz Marketing

APRIL 27, 2020

Better to create a strategic product marketing plan up front to ensure the development work (big and small) aligns strategically based on what your customers need. Here’s a great GTM Decision Tree framework created by Brittani Dinsmore at Moz that helps with this.

Assembly Line 95

Assembly Line GTM Strategize Follow-up 95

SaaStr

MARCH 15, 2024

The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? Most companies aren’t good at cross-organizational in a single GTM mode, but you have to be. This is part of the playbook.

GTM 111

GTM Cross-sell Start-ups Growth 111

Martech

NOVEMBER 20, 2023

Seek to publish content that uniquely complements your style, gels with your mission and meets your audience’s needs. Create a strategy Don’t be haphazard about your curation process; be strategic. You carefully select and appropriately attribute items that fit a theme rather than creating everything from scratch yourself.

B2B 139

B2B Entertainment GTM Niche 139

SalesLoft

APRIL 12, 2016

I made it my mission to meet and build relationships with the best modern sales operations leaders in the game. That’s when I learned that the modern sales operations leader can be the biggest force multiplier in your GTM. They strategically design the GTM to propel their company to exponential growth.

GTM 52

GTM Commission Gaming Launch 52

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.

GTM 108

GTM CRM Pipeline Contact 108

SaaStr

AUGUST 8, 2022

They’ll be 10,000 attendees, you can’t meet with everyone. With sessions like… Optimizing GTM for PLG . Building a Scalable GTM Motion on a Shoestring Budget. How to Take Your Strategic Customer Relationships to the Next Level. 4X (or 14X) your networking capacity. Visit investors and customers.

GTM 98

GTM Launch Networking Growth 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. It stands for activities, meetings and pipeline. Are people agile?

GTM 86

GTM Pipeline Healthcare Sales 86

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. Brand marketing provides a strategic approach to building relationships between your brand and your customers. It included visual funnels, automations, and other features inspired by how the platform can best meet the needs of the customer.

Product 110

Product GTM Construction Launch 110

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. Call scripts are “templates” for how to run an effective meeting. 3: Accelerate strategic initiatives. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. .

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103