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. “If you lose a top performer, their quota still needs to be met.

GTM 67

GTM Objectives and Key Results Quota Real Estate 67

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Four mistakes companies make when adding GTM to PLG. As your company grows, there is a requirement to add a sales team with a GTM vision. Breaking down a consumer tech growth team.

GTM 113

GTM Price Quota B2B 113

Sales Hacker

SEPTEMBER 30, 2022

Hannah Ajikawo – Practice Lead, GTM Strategy, EMEA at Skaled. You’ll learn: Why women achieve 8% higher quota attainment than men. The post Level Up Your Soft Skills: It’s Not Too Late to Bring Buyers to the Table and Hit Q4 Quota appeared first on Sales Hacker. Why soft skills are actually a super-power.

Quota 97

Quota GTM Strategize Up-sell 97

Partners in Excellence

AUGUST 6, 2024

We have long been consumed with efficiency in our GTM efforts. There has been no part of our GTM strategies that we haven’t been able to drive stunning levels of efficiency. But our adoption of these principles into our GTM efforts have completely lost this. We can incorporate engagement data.

GTM 139

GTM Quota Technique Pipeline 139

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? That means generally spending $3 in sales and marketing to generate $1 in net new ARR.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

SaaStr

NOVEMBER 1, 2023

Learn six GTM models Divvy used on their incredible journey from 0 to a $2.5B So, before you start thinking about these GTM models, you have to think about the attributes of your team. And remember, the GTM models that work for Divvy only worked because the team was great. All they need are the quota and goal numbers.

Go To Market 108

Go To Market GTM Quota Up-sell 108

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . To hit marketing qualified lead (MQL) quotas. Dig deeper: Create a B2B GTM strategy that buyers, execs and revenue teams love. This is not an “MQL is dead!” rally cry.

B2B 128

B2B GTM Cross-sell Quota 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. To achieve this, a strong Marketing – Sales Enablement partnership is absolutely essential.

GTM 105

GTM Sales Pipeline Quota 105

SaaStr

NOVEMBER 14, 2023

It turns your GTM on its head. Provides a consistent payout for the rep as the customer consumes Crediting is simple to understand Cons: Getting quotas right is a challenge Reps are paid on retention Growth expectations can be a bit of a “black box” to the reps. if you grow an account, your quota goes up.) The lines will blur.

GTM 70

GTM Quota Sales Cross-sell 70

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 109

Go To Market GTM Cross-sell Growth 109

Partners in Excellence

APRIL 10, 2024

But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. Each is doing their job, yet the organization is failing to reach it’s goals, yet roughly 40% are making their quotas. For those of you scratching your heads, let me describe the tolerance tack up error.

GTM 131

GTM Manufacturing Meeting Quota 131

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). With systems thinking, the whole is greater than the sum of its parts. Everything Starts With A Definition.

GTM 167

GTM Sales Consult Quota 167

Partners in Excellence

MAY 15, 2024

We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance.

GTM 139

GTM Quota Technology Technology 139

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 121

GTM Contract Quota CRM 121

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

SEPTEMBER 27, 2024

Those SDRs had quotas of 50-60 demos per month. For this growth tactic, we will dive into the evolution of the GTM organization. They’re empathy-oriented, and ideally, they don’t own new revenue quota. An account manager owns a dollar quota like an AE. They didn’t want a quota. You have to pick one.

Growth 128

Growth Quota Account management Cold Call 128

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Experimental vs. Scale.

Go To Market 126

Go To Market Growth GTM Product 126

Sales Hacker

SEPTEMBER 15, 2022

Yet, today, GTM teams are expected to do more with less — meaning it’s harder than ever to build a quality pipeline. You’ll learn: How to empower your reps to hit their quota. More than 65% of B2B organizations rank sales productivity as a top challenge. Join Kate Mattos (Sr. Why the future of sales is insight-driven.

GTM 98

GTM Sell Quota Pipeline 98

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. Model 2: Budget, Quota, Goal — The Formula To “Beat and Raise” Many people experience the challenge of balancing needing to present a plan they can beat and exceed expectations to a board or CEO without leaving growth on the table. Budget, Quota, Goal.

Go To Market 98

Go To Market GTM Quota Up-sell 98

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP.

GTM 71

GTM B2B Drivers/motivators Manufacturing 71

SaaStr

JULY 19, 2023

Step One: Run Your Numbers It may seem basic, but start by reviewing your numbers, especially those associated with your GTM strategy or GTM funnel. Step Three: Map Your GTM to Your Acquisition Funnel The next thing to think about is how the go-to-market organization maps to the customer acquisition funnel. Sign up for free.

GTM 98

GTM Growth Referrals Quota 98

Highspot

DECEMBER 9, 2024

These rich insights surface best practices and shared knowledge that make a difference in sellers ability to attain quota. The ability to connect the dots between all the different parts and pieces of the GTM sales process is its superpower.

GTM 52

GTM Customer Relationship Management Technology Technology 52

Sales Hacker

MARCH 15, 2022

Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. He’s worked closely with C-level executives to refine their GTM hiring practices. A bunch of guys on campus created a startup, but they didn’t have any GTM expertise.

GTM 104

GTM Technical Sales Quota Growth 104

Partners in Excellence

JANUARY 29, 2024

” Door #1: Behind this door is a GTM strategy focused on leading with products and services. And, based on the data from others using this approach, roughly 40% will achieve quota. Significantly more of your sellers will make quota, further driving revenue growth and profitability. CROs which will you choose… ?”

GTM 106

GTM Quota Presentation Up-sell 106

Sales Hacker

AUGUST 26, 2022

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. If a rep consistently hits their sales quota, what is their secret? Know which activities drive results.

GTM 107

GTM CRM Pipeline Contact 107

SaaStr

MARCH 20, 2024

In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same. We can not hire more salespeople, increase quotas, and make more money.

Quota 120

Quota Finance Drivers/motivators Growth 120

SaaStr

MAY 8, 2024

Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? The most destructive thing across startups today is too low quota attainment. You need a majority of your sales team hitting quota or people don’t feel good, and they start to believe they can’t do it. Nothing has changed,” Jason says.

Quota 108

Quota Price GTM Finance 108

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 84

GTM Education Sales Contract 84

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. We have to look at different metric than just quota attainment. Those things will come later.

GTM 84

GTM Pipeline Healthcare Sales 84

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

Sales Hacker

SEPTEMBER 20, 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. The traditional GTM approach focuses narrowly on the buyer journey, but it’s fundamentally flawed. This isn’t about adding more touches or automating the same old tactics.

GTM 74

GTM Launch Electricity Sales 74

Hubspot

MARCH 26, 2025

They become an indispensable part of the workflow automating tedious tasks, surfacing key insights, and helping reps hit quota. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Ive worked with businesses that spend thousands on software that sales teams end up barely using. Other tools?

Price 53

Price CRM Sales GTM 53

SaaStr

OCTOBER 27, 2023

As a sales leader, you can’t own a full quota and manage eight reps. Should a VP of Sales hold a quota? But it can be distracting for engineering, product, and GTM teams. A VP of Sales should hold a quota initially, but not permanently. If you can’t afford it, you can’t afford it. Sometimes, yes.

Strategize 109

Strategize Growth Niche Quota 109

Sales Hacker

MAY 23, 2023

Shortly after that, I co-founded The Quota , a newsletter for salespeople. Don’t say ‘how are you currently optimizing your GTM process?’ Once you understand this, and practice the steps above, you’ll be able to better connect with founders — and breeze by your quota. Take my word for it: I’m a (co)founder myself.

Sell 108

Sell Quota GTM Up-sell 108

Sales Hacker

JUNE 27, 2022

Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. How to leverage the IRP to create a team of quota crushers. As such, it’s a best practice to create a separate IRP for each key role. The first step is to determine the roles for which you’ll create IRPs. However, some carry more weight than others.

Objectives and Key Results 121

Objectives and Key Results Objection handling GTM Quota 121

Sales Hacker

DECEMBER 4, 2019

According to Sales Enablement Pro’s 2019 report , formalizing enablement in organizations results in higher win rates, as well as overall better quota attainment. 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.

GTM 65

GTM Sales Education Territory 65