Sales Hacker

SEPTEMBER 22, 2023

Thanks for reading The GTM Newsletter! This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Take a more hands-on approach to inside sales.

GTM 121

GTM X-functional Inside sales User Experience 121

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function.

Go To Market 119

Go To Market GTM X-functional Objectives and Key Results 119

Heinz Marketing

JUNE 27, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing CLG (customer-led growth for the unaware) is another entry in the X-Led Growth trend. However, if you have misalignment in your GTM teams, this is the place to start looking. Ensure all GTM teams are having regular conversations with customers.

GTM 59

GTM Growth Customers X-functional 59

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

B2B 115

B2B GTM Objectives and Key Results Sell 115

SaaStr

AUGUST 26, 2024

In this session, Notion’s CRO, Erica Anderson, and GitHub’s VP of Customer Success, Abbas Haider Ali, discuss how customer success teams can take a proactive approach to drive sales. They’ll explore strategies for using customer success not just as a support function but as a powerful engine for revenue growth.

Networking 116

Networking GTM X-functional Finance 116

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. Keep optimizing your current GTM. A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself. What needs to be true to become closer to PLG?

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

FEBRUARY 2, 2022

WebEx may have been the original PLG outfit, having effectively mixed both its service model with its sales model, and expanded its success with small and medium businesses into the enterprise and individual market. At this milestone, New Relic found that we needed IT to continue growing, and that required breaking out the big guns in sales.

Growth 112

Growth Product GTM X-functional 112

Sales Hacker

APRIL 10, 2018

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy.

Go To Market 96

Go To Market GTM X-functional Territory 96

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 108

Go To Market GTM Non-Profits Quota 108

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

SaaStr

JULY 12, 2024

Open source is all about value creation, and GTM teams are all about value capture. The way the co-founders looked at the stages in the early days of no funding and a community-focus were: Step 1 – No sales or customers, only building freely available open-source software. Balancing those things is hard. Step 2 – ??

GTM 115

GTM X-functional Meeting Pitch 115

Martech

AUGUST 9, 2023

Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. She is host of the GTM podcast and co-author, with Travis Henry, of the just-released book “Busting Silos.” LinkedIn: Pam Didner (12K followers) X (Twitter): @PamDidner (14.2K LinkedIn: Juliet Randall (14.6K

X-functional 98

X-functional GTM B2B Technology 98

SaaStr

DECEMBER 8, 2023

At SaaStr Annual , he was joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI , and Sharon Zhou, Co-Founder and CEO of Lamini to discuss the new architecture for building Software-as-a-Service applications with data and machine learning at their core. What about the GTM side? Personalization.

GTM 122

GTM SQL X-functional Engineering 122

ConversionXL

APRIL 25, 2016

If you’re building for the App Store, ensure you have a Mac that’s at least running OS X 10.8 Note: Often, people cannot get this report to function properly. X might be why non-purchasers are not converting or there might be UX issues for users in French-Canadian areas) and make smarter promotion decisions (e.g.

X-functional 88

X-functional UX Objectives and Key Results GTM 88

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 88

GTM Negotiate Profit margin Contract 88

ConversionXL

JULY 8, 2020

The keyword insertion function matches the exact keyword someone typed in. There are a few requirements for images that you can use in ads: Minimum image dimensions: 760 x 400 pixels; Maximum image dimensions: 1,900 x 1,000 pixels; Required aspect ratio: 16:9; File types eligible: jpeg,png, and.gif. Job functions.

GTM 100

GTM X-functional Appointment Campaign 100

SaaStr

DECEMBER 6, 2023

Their co-founder, Dylan Smith, handles many functions of the business, like finance. The other part of the business Aaron needs help with is the GTM operation — customer success, marketing, all of the international global operations, sales, and consulting. His work frees Aaron to focus on what he loves: product and engineering.

X-functional 113

X-functional Non-Profits GTM Price 113

ConversionXL

JUNE 25, 2021

Growth: A sharp increase in users and sales. Here, your focus should be to earn new sales from fence-sitters and consider new revenue streams. X demos booked in introduction, X revenue in growth). 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

Search Engine Land

SEPTEMBER 7, 2023

Generate leads = Acquisition Drive online sales = Monetization Raise brand awareness = User Attributes Examine user behavior = Engagement For the sake of this guide, I’ll be using the Life cycle section as it is guaranteed to be in every GA4 account (unless you made edits), unlike Business objectives. top 3 with “Google+Redesign”).

GTM 136

GTM Campaign Follow-up Start-ups 136

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. The Future of Work Is With An AI Assistant Organizations are leveraging AI, this X-factor, by moving toward the AI assistant, the copilot, and the virtual agent. AI is the X-factor. How do you create client-ready use cases?

X-functional 69

X-functional Government Technology Technology 69

Sales Hacker

AUGUST 30, 2018

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Thus making them a sales qualified lead. Example of a single-tap sales cadence. Lead Gen Variables.

Prospecting 61

Prospecting SQL GTM X-functional 61

Highspot

MAY 20, 2022

You’ve built your sales strategy. You’ve rolled out your sales methodology. Now how do you ensure your sales team can effectively execute these actions in the field? Enter sales playbooks. A sales playbook refers to any means of codifying and documenting sales best practices. What is a sales kit?

Territory 52

Territory X-functional Sales Cross-sell 52

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. As always, you’ve got your host, Scott Barker.

GTM 117

GTM Sell Customers Cold Call 117

ConversionXL

MAY 13, 2020

Do more and more people use Feature X? If you sell globally, wouldn’t you want to know which countries’ sales are most impacted by bank holidays? If you’re savvy enough, you can also create your own endpoint using cloud functions or log analysis. I recommend two articles to inspire you: How to build a GTM monitor by Simo Ahava.

Gaming 85

Gaming Sports SQL X-functional 85

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Think of this as a sneak-peek of what’s coming up at Unleash ‘19!

Cold Call 14

Cold Call Inside sales Sales B2B 14

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? So I started my career on the business side of consulting in the sales force space. Moved to the bay area about 10 years ago and when I moved there and worked in the sales force consulting space we’re doing a lot of high tech companies.

X-functional 55

X-functional SQL Pipeline Go To Market 55

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? How does your customer success and customer support functions change with the move to enterprise? How should this data feedback into your product roadmap and pipeline? * Has that been some big challenges for you?

Price 62

Price GTM Up-sell Product 62

Martech

DECEMBER 17, 2024

Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. And what great GTM impact they’d be losing if they bet the money on something else. So, what does this mean in 2025? Why 50%?

GTM 101

GTM B2B X-functional Up-sell 101

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 105

GTM Gambling B2B E-commerce 105

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion.

GTM 97

GTM Quota Drivers/motivators Sales 97

Sales Hacker

JANUARY 21, 2025

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. Why substance beats sizzle every time in sales and marketing.

GTM 52

GTM X-functional B2C B2B 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 81

GTM Growth X-functional Referrals 81

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 63

GTM Up-sell Start-ups Gaming 63

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. This is gonna be a really fun conversation. Kraig, welcome to the show, man.

GTM 102

GTM X-functional Price Pipeline 102

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication.

GTM 87

GTM Finance Cross-sell X-functional 87

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 83

GTM X-functional Objectives and Key Results Start-ups 83