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 110

GTM B2C Growth Territory 110

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. 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. That’s too tactical.

GTM 114

GTM Niche Cross-sell Contract 114

SaaStr

AUGUST 29, 2022

10 Lessons Learned Scaling to $1B Valuation with Drift’s Co-founders : Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. 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

SaaStr

AUGUST 2, 2021

Aneesa Sayall (VP of Strategic Operations Customer & Partner Org at ServiceNow) interviews Lara Caimi, the ServiceNow Chief Customer & Partner Officer, about the journey to $15 billion and how building partnerships help propel the business. Your approach to partners will become increasingly transformative and strategic as you grow.

GTM 111

GTM Territory Strategize Growth 111

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 101

Growth GTM SQL Strategic partnership 101

Sales Hacker

MAY 5, 2021

Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Follow Feras for great content like how to modernize your GTM strategy and RevOps is like a dope sneaker collection. Keith Jones , Manager of GTM systems at MURAL. Want a bit more context?

GTM 122

GTM Consult Territory Real Estate 122

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. 3: Accelerate strategic initiatives. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

JULY 14, 2021

explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce. Strategic collaboration is the main tenet of RevOps. Messaging is disjointed when GTM functions are separate.

Territory 104

Territory GTM Sales Consult 104

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy. Full time offer with Intel on their strategic finance team. Asia Corbett ).

Finance 117

Finance Cross-sell GTM SQL 117

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

ConversionXL

JANUARY 21, 2020

You also need a strategic plan for your collected data—including why you’re collecting it: Is data collected only because everyone is talking about it? One Account for the company; Multiple Properties for regions (or brands); One roll-up View for each Property; One View per website. Use GTM to streamline implementation and management.

GTM 73

GTM Territory Strategic planning Appointment 73

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team. Key Considerations from 2020: Look at the data. Strengthen Channel Partner Relationships.

Cross-sell 94

Cross-sell GTM Sales Territory 94

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. 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. Both are strategic and both are parallel.

GTM 66

GTM Sales Education Territory 66

InsightSquared

JANUARY 8, 2021

InsightSquared + Revenue Collective: Elevating the partnership between CROs, RevOps and the entire GTM team. I have been a member of Revenue Collective for a long time and have watched it grow from a small regional community, to one that is now supporting top sales and marketing professionals all around the globe.

Strategic partnership 62

Strategic partnership GTM Territory Strategize 62

The Lost Book of Sales

AUGUST 15, 2021

Maybe the strategic priority is to get new logos instead of just cold-hard revenue. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea. If so, ask to see the go-to-market strategy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. 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.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. .

B2B 105

B2B E-commerce Cold Call Represent 105

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. It’ll keep you focused on the team level.

Growth 62

Growth GTM Cross-sell Pipeline 62

ConversionXL

APRIL 25, 2016

New Users Report: Shows you an overview of users that launched your app for the first time, including: total number of new users, operating systems, app versions, countries / territories, etc. Be sure you choose to name these parameters strategically. Defining High Value Users. You can use Google Analytics to do this. Image Source.

X-functional 88

X-functional UX GTM Objectives and Key Results 88

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. And it’s really allowed us to just align closer to our customer’s most strategic partner and where they’re going long-term with regards to that. So those have been the two things, both deal acceleration, but also allowing us to get closer to our most strategic partner.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

The Lost Book of Sales

MAY 13, 2021

Maybe the strategic priority is to get new logos instead of just cold-hard revenue. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. If so, ask to see the the go-to-market strategy.

Quota 59

Quota GTM Commission Territory 59

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The salespeople we thought were going to be in a role or territory are gone. Maybe the hot logo account you had in your strategic list switched to the competition.

GTM 37

GTM Territory CRM Strategize 37

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

Highspot

AUGUST 26, 2024

It then integrates data from various sources to provide visibility throughout the customer lifecycle, which helps teams make strategic decisions and forecast more accurately. It focuses on key areas like deal management, territory planning, sales forecasting, CRM management, and training and development.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Strategize 52

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. “Amy has a passion for the art of strategic communication and. And she needs a hug every now and then. Shari Levitin. Amy Reczek. Amy Slater.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Lead Fuze

NOVEMBER 30, 2021

They can ask questions too, which is new territory. (He’s Ask Jordan about how to structure your sales team, identify key canaries for hiring, and prepare for territory planning.). One of the GTM systems managers at MURAL, Keith Jones. One of the best parts about RevOps pros is that they love to strategize.

Territory 52

Territory Sales Consult Commission 52

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. Listen to this episode for answers questions like: What characteristics does she look for when hiring? What exactly is value engineering?

Engineering 45

Engineering GTM Territory Niche 45

SaaStr

JUNE 28, 2024

Retool does a weekly standup with the entire GTM organization to talk about the wins from the previous week, what they closed, renewed, customers activated, what sales-qualified opportunities were generated, and a disaster that happened to be able to laugh at the hard things. Using verticals as a proxy to regionality.

Growth 103

Growth Customers GTM Territory 103

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. This can cause a domino effect of confusion across the entire GTM team. Guess what? You’re not alone. The good news is, there’s a solution.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

MARCH 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. The GTM AI adoption curve: where do you stand? The difference?

GTM 79

GTM CRM Represent Territory 79

Sales Hacker

DECEMBER 10, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Episode Transcript Scott Barker: [0:00] Welcome to the GTM Podcast. Feeling that AI FOMO?

GTM 116

GTM Construction Up-sell Cross-sell 116

Martech

APRIL 1, 2025

With a focus on developing ideal customer profiles (ICPs), KeyPlay enables marketing and sales teams to identify their ICPs, find look-alike prospects, identify purchase intent signals and even balance sales territory assignments to pursue them. It promises higher margins thanks to flexible AI-supported price optimization capabilities.

B2B 78

B2B GTM Territory Manufacturing 78

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. It’s tough.

GTM 82

GTM Growth X-functional Referrals 82

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 64

GTM Up-sell Start-ups Gaming 64

Sales Hacker

FEBRUARY 7, 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. He is also the General Partner and Founder of FOG Ventures.

GTM 87

GTM Finance Real Estate SQL 87

Salesforce

MAY 2, 2022

Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Think about folks from different industries, regions, and educational backgrounds. Strategic Account Executive, Terminus, Charleston, South Carolina. Head of GTM, GTM Buddy, Atlanta, Georgia. Alexine Mudawar. Ali Powell.

Gaming 98

Gaming GTM Consult Sales 98