Sales Hacker

OCTOBER 20, 2023

Bridging the Content Chasm Sales is increasingly using strategic content creation and distribution as part of the sales process – from outbound, to advancing pipeline along, to awareness and education on social platforms. Thanks for reading The GTM Newsletter! See more top GTM jobs here. Anyway, let’s get into it.

GTM 127

GTM Education Sales B2B 127

Tibor Shanto

SEPTEMBER 23, 2021

The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. Front-line sales managers must be engaged, empowered, and enabled to support their sellers, as they GTM to serve their buyers and customers. Everything Starts With A Definition. The Big Difference.

GTM 167

GTM Sales Consult Quota 167

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Special Offers (So) The final element is the special offer.

B2B 114

B2B GTM Objectives and Key Results Sell 114

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 100

Assembly Line GTM Strategize Follow-up 100

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. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 111

GTM Growth B2B Territory 111

Hubspot

MARCH 26, 2025

It centralizes all sales materials presentations, case studies, one-pagers so reps dont have to waste time hunting for them. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Interactive sales presentations with real-time tracking. Heres a look at their approach to sales enablement.

Price 53

Price CRM Sales GTM 53

Sales Hacker

APRIL 1, 2021

In good times, the shield is set aside and angled parabolically to reflect back to the pure sales acumen of the sales leader boss who has scheduled themself to present in front of the next all hands meeting to show everyone that their department is the reason times are good.” — Sean Mulvihill , Founder & CEO at Storiphi.

Pipeline 124

Pipeline Angle GTM Consult 124

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. This should be qualitative (no slides)and present a big-picture narrative on how things are going. .

Meeting 114

Meeting GTM Strategize Follow-up 114

Highspot

NOVEMBER 24, 2024

Unify Go-to-Market (GTM) Teams Sales enablement training eliminates silos between sales, marketing, product, and the rest of the go-to-market team because it aligns everyone around the same tools, messaging, and goals. Sales Pitches and Presentations The first impression a sales rep makes is crucial.

Pitch 52

Pitch Sales Technique Cross-sell 52

Martech

APRIL 19, 2023

Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. Applications of decision intelligence DI applies to various decision-making problems, such as resource allocation, risk management, strategic planning, and, yes, marketing. Next, DI reduces risk and uncertainty.

Strategize 120

Strategize Healthcare GTM Strategic planning 120

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. PROOF: what customer stories, reviews, or other information can you present that can be used internally by your champion to defend going with your product vs the competition. 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

SaaStr

NOVEMBER 4, 2021

KBCM helpfully presents a very detailed comparison of “Rule of 40” Qualifiers (i.e. Growth + Margin = Above 40%) versus Non-Qualifiers (Below 40%): Given the wealth of information presented by KBCM, we examined the material differences. What Drives The SaaS “Rule of 40”?

Drivers/motivators 124

Drivers/motivators Profit margin Non-Profits Inside sales 124

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years.

GTM 67

GTM Growth Profit margin Contract 67

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. In the early stages: Use product marketing to execute the GTM strategy. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Unified data problems.

Finance 117

Finance Cross-sell SQL GTM 117

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. And see you guys in the next presentation. Matt Garratt: Right, thanks so much. Deborah: Thanks.

GTM 81

GTM Pipeline Healthcare Sales 81

SaaStr

FEBRUARY 1, 2024

But, as you grow, you start to reach the limits of what your original ICP presents. The last vector of growth that creates complexity is Go-to-Market (GTM), and how you create a GTM motion can make or break your growth cycle. This decision impacts strategic planning and execution. What is the unifying framework?

GTM 107

GTM Growth Education Commission 107

Sales Hacker

DECEMBER 4, 2019

Let’s look at GTM (go-to-market) processes. In the GTM process, there are two parallel priorities — one focused on the external , the other on the internal. There is the go-to-market motion , which is different from GTM plan itself. Both are strategic and both are parallel. PMM shouldn’t shoulder the whole burden.

GTM 66

GTM Sales Education Territory 66

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Julie Hanson – Sales Presentation Expert | Author of Sales Presentation for Dummies.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The decision to move forward is considered strategic because OEM partnerships can have a wide-ranging impact across an organization. And if yes, to what extent?

GTM 89

GTM Negotiate Profit margin Contract 89

SaaStr

MAY 17, 2024

As you scale and need someone to prioritize your roadmap and build the organization, then you bring in the high-powered leader who can also build structure around how to strategize for a second, third, and fourth product. The acquired company’s biggest gap was GTM skill, which Rubrik was strong in. By painting a story.

Product 117

Product Trust GTM Growth 117

Hubspot

OCTOBER 31, 2022

By gaining more exposure, the opportunity to meet new people presents itself. Barker is currently a partner at GTM Fund. Before joining GTM Fund, he worked as an evangelist and director of strategic engagement at Outreach. Pro tip: Always put your best foot forward and show your authentic self to others.

Networking 81

Networking GTM Referrals Tradeshows 81

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. A product launch is a company’s meticulous process to present its new or updated product to the market. A strategic product launch targets the needs and desires of its audience. So, how do you ensure your product launch bears fruit?

Launch 59

Launch Negotiate Product GTM 59

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. These insights will help you choose a GtM strategy that will attract, retain, and grow your customer base.

Launch 96

Launch Product Non-Profits GTM 96

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. This includes everything from automating mundane tasks to lighten a rep’s workload to providing the overall strategic plan for the sales organization. What is Sales Operations?

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Highspot

JUNE 17, 2022

But, as strategic initiatives shift and publishers across your GTM team contribute resources, it’s easy for content libraries to become bloated, letting outdated, inaccurate messaging slip through the cracks. As a result, reps have difficulty finding the resources they need. Reduce Fragmented Messaging and Eliminate Rogue Content.

Government 52

Government GTM Strategize Education 52

Highspot

SEPTEMBER 10, 2024

This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. With most buyers turning to Google to find a product or an answer to their pain points, it’s essential for your company to be present when they search for a solution.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Your data and analytics won’t help you make bold, strategic plans. But this presents a siloed view of your business.

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

APRIL 23, 2020

Between the dozens of sessions and online conversations, a common theme emerged: the number one thing your enablement team should be focused on is being a strategic partner to your revenue teams. Align with Leadership to Drive Change. Sound tricky? It’s not, no matter the size of your team.

Objectives and Key Results 52

Objectives and Key Results Drivers/motivators GTM Strategize 52

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. trillion worth of funding. Only about 1% reach that honor.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

SaaStr

OCTOBER 21, 2019

A typical workshop is broken up into a presentation portion as well as a group discussion or interactive portion. “Work Smarter Not Harder- Scaling SaaS through GTM Strategies that work” with Winning by Design Partner Shari Johnston. What is a workshop? Product Marketing Manager Calvina Cheng.

GTM 45

GTM Negotiate Launch Strategize 45

Highspot

JANUARY 6, 2022

Buyers are getting mixed messages because they’re presented with inconsistent content, leading to confusion and overall dissatisfaction. Mis-aligned GTM execution. The ability to govern the content itself is important, but just as important is the ability to govern the way in which it’s presented. The Solution.

Government 52

Government GTM Strategize Presentation 52

InsightSquared

NOVEMBER 17, 2017

I had a chance to learn about topics that were as varied as our role (sales operations) – from the tactical sessions about project management and Salesforce automation, to the strategic sessions that covered revenue operations and go-to-market strategies for a scaling business.

GTM 54

GTM Sales Represent Technology 54

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. Instead, what inspired and energized me was presenting, training, and empowering others to succeed. “Amy has a passion for the art of strategic communication and. Amy Reczek.

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. Strategize ways to tap into your existing customer base. Now, let’s get started.

Go To Market 69

Go To Market Process GTM Launch 69