SaaStr

OCTOBER 3, 2023

Irregardless of the stage you’re in, success is about aligning GTM teams around a common goal of delivering repeatable customer value in a way that generates growth,” Borland says. Actions Required To Turn Your Pipeline Into Wins The acquisition motion in the above image shows a simplified three-stage view for acquiring customers.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Heinz Marketing

JANUARY 13, 2022

We need to help key organizational groups adopt and navigate that change successfully. Moving from a volume-based approach to a pipeline-based approach is going to change people’s jobs. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

MAY 13, 2022

Revenue marketing brings marketing into focus to generate revenue or a pipeline that will ultimately lead to revenue. There are three key ingredients to help accomplish organizational goals: the right team, the right toolkit, and the right instinct. . Overcome GTM fragmentation. Key Takeaways. What is revenue marketing?

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

Sales Hacker

JUNE 23, 2021

How to combat objections. They also use data to create state of sales reports about key trends, giving readers a competitive advantage in the challenging world of sales. This is because HubSpot covers all parts of a GTM revenue org in their blog. Pipeline management. Topics include: AI for sales. HubSpot Sales.

Cold Call 107

Cold Call Negotiate Objectives and Key Results Sales 107

Gong.io

JUNE 11, 2021

According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives. A dedicated onboarding track for sales roles that reviews the key elements of your go-to-market: Ideal Customer Profile (ICP). Objections. Levers to grow a peer-to-peer learning culture.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. Inbound GTM strategies are also taking a big hit. I don’t disagree with Yamini. It never came.

GTM 78

GTM Trust Cross-sell CRM 78

Highspot

FEBRUARY 29, 2024

In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully. Who is on the GTM Team? A GTM team has a lot of moving parts. What is a Go-to-Market Strategy?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

NOVEMBER 15, 2017

A business development representative (BDR) or sales development representative (SDR) is a sales specialist focusing on finding new prospects, establishing foundational relationships, and refreshing the sales pipeline with new leads for account executives. Key Accounts. Go-to-Market Strategy. Gatekeeper is a person (e.g., Onboarding.

B2B 105

B2B E-commerce Cold Call Represent 105

Sales Hacker

MAY 26, 2021

This can be categorized into four business objectives. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. Developing your Sales Operations Skills. Performance.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

SalesLoft

JANUARY 16, 2024

In Qualified’s latest video series GTM AI , host Sarah McConnell sits down with leaders from the most cutting-edge SaaS companies to learn how their AI-fueled products can modernize your GTM motion. It creates email content faster, resulting in significant time savings in a sellers’ day-to-day.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Highspot

AUGUST 26, 2024

Marketing generates leads that don’t quite match what sales needs, sales chases targets without a clear view of what’s coming down the pipeline, and customer success struggles to keep clients happy. Key Takeaways Revenue operations bridges gaps between teams to drive sustainable revenue growth and achieve better business outcomes.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Strategize 52

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on. on their own. Demo: Details demo best-practices.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

FEBRUARY 14, 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. Did they have their own portfolio companies struggling with GTM?

GTM 80

GTM Sell Pipeline Networking 80

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. We need to be inside the ecosystem because that’s a key model for us.

GTM 118

GTM Sell Customers Cold Call 118

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Anita Nielsen is a best-selling author and sales performance coach. I had a habit of putting leaders on a pedestal.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

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. Optimize your ads based on the results of your tests before implementing them on a wide scale.

Go To Market 69

Go To Market Process GTM Launch 69

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. The end result? More meetings booked, predictable pipeline, and engaged decision makers.”. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

FEBRUARY 19, 2019

In this webinar, executive Sales coach Josh Braun discussed how to best respond to the most common objections while cold-calling. In this webinar , Dan showed us how to successfully map accounts and key contacts and how to use that map to strategize more effectively. Jaimie Buss – VP of Sales, North America at Zendesk.

Cold Call 14

Cold Call Inside sales Sales B2B 14

SalesHandy

OCTOBER 28, 2022

The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy. The ultimate goal of outbound lead generation is to pique prospects’ interest in order for them to enter your sales pipeline and eventually nurture them into paying customers.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

MAY 22, 2020

336: 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. And so you have both the community and the business objectives. David Spinks: Yeah.

Start-ups 112

Start-ups Objectives and Key Results Networking Manufacturing 112

Highspot

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. The result? Below are four reasons GTM teams stumble.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 82

GTM Growth X-functional Referrals 82

Highspot

JANUARY 30, 2025

This type of coaching doesnt just help you drive success in an individual dealit emphasizes sustainable skill-building that drives results across every deal in the pipeline. Rather than a one-size-fits-all approach, it ensures training and coaching are aligned with clear performance metrics and business objectives.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52

Heinz Marketing

MARCH 18, 2025

It has a clear tie-breaker It prioritizes alignment to business objectives above all. Then, ensure that sales is one of the key reviewers on drafts. A good prioritization model does the following (in order of importance): It yields a single top priority. Not 2, certainly not 3. 5 is right out! It doesnt overweight urgency.

Pipeline 58

Pipeline Objectives and Key Results Campaign Start-ups 58

Sales Hacker

FEBRUARY 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Katrina Wong is the CMO of New Relic and a top marketing leader. As a key GTMfund partner, they equip sales and marketing teams with top performers. Hello and welcome back everyone to the GTM podcast. It’s one of my faves.

GTM 84

GTM X-functional Objectives and Key Results Start-ups 84