Sales Hacker

JUNE 4, 2024

Discussed in this Episode: The importance of deeply understanding your industry and product when selling AI. How to train your sales team to sell to highly technical buyers and decision-makers. Tactics for scaling revenue in tough economic times, from personalized executive briefings to strategic event presence.

GTM 120

GTM Networking Process B2B 120

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. It’s a C-suite perspective that’s not limited to GTM. I knew he had it. That would be bad.

GTM 99

GTM Drivers/motivators Legal Finance 99

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 124

GTM Growth Referrals Contract 124

Sales Hacker

AUGUST 15, 2023

She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. The post GTM 54: Resilience is Your Willpower with Anna Baird appeared first on GTMnow. She became a CFO and then a COO and finally a CRO.

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GTM Strategize Promote Start-ups 98

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. tool selection.

GTM 70

GTM X-functional Start-ups Relationship building 70

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 114

GTM E-commerce B2B Profit margin 114

SaaStr

NOVEMBER 28, 2022

was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. The secret to aligning GTM & finance teams. Success requires a healthy balance between finance and GTM teams.” Era 2, SaaS 2.0:

Finance 98

Finance GTM Government Territory 98

Sales Hacker

SEPTEMBER 27, 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. A focused approach empowers BDRs and sales reps to be more strategic and creative in their outreach. This is no longer news to go-to-market leaders.

GTM 114

GTM Strategize Pipeline Launch 114

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! More for your eyeballs : Enough hunch-based selling.

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GTM Education Sales B2B 127

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. So how did they do it?

GTM 111

GTM Strategize Engineering Go To Market 111

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. In short: to sell the way you buy. Let’s get into it. It doesn’t stop – at all.

Sell 124

Sell GTM Sales Up-sell 124

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 111

Go To Market GTM Cross-sell Growth 111

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. 80% of companies with real-time analytics outperform peersRevOps makes this possible.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

NOVEMBER 10, 2023

Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. At Demandbase, data wins every time.

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GTM Intrinsic Customers Contract 126

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. 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. Pricing/Packaging (PP) is a key component of GTM.

GTM 119

GTM Niche Cross-sell Contract 119

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”. African proverb .

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Closing Sports GTM Legal 162

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. 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.

GTM 116

GTM Growth B2B Territory 116

Heinz Marketing

JULY 25, 2023

This blog goes over Sections 1 and 2 (predominantly section 2); my colleague will follow up with a blog on Sections 3-5. Part of why go-to-market (GTM) resonates with our consultants is because as our team seeks continuous improvement, this framework relies on the same kind of mindset: ongoing transformation and continued growth.

Go To Market 97

Go To Market GTM Growth Consult 97

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. Amelia Taylor – Strategic Sales & Lead Evangelist at regie.ai. Hannah Ajikawo – Practice Lead, GTM Strategy, EMEA at Skaled. What happens when you sell with emotion.

Quota 97

Quota GTM Strategize Up-sell 97

SaaStr

SEPTEMBER 29, 2023

For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Who is going to do the selling?

Product 115

Product GTM Cross-sell Commission 115

Highspot

DECEMBER 19, 2024

Deeper Engagement: Sellers gain visibility into how buyers interact with content, enabling more tailored follow-ups. Consistent Messaging: Centralized content management ensures everything shared is on-brand and up-to-date, which builds trust with buyers. its a powerful way to stand out.

GTM 52

GTM Niche B2B Sales 52

Sales Hacker

OCTOBER 27, 2023

Are there other executives to reach out to who could have strategic impact? Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them. See more top GTM jobs here.

Pipeline 125

Pipeline GTM Cross-sell Sports 125

SaaStr

JUNE 6, 2021

“Flywheelin’: 10 Learnings from Atlassian’s Unique GTM Model” A terrific new session with Atlassian’s CRO. “Bottom Up vs. . “Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” Ok this one is also a must watch. Bottoms up or Top Down selling?

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GTM Strategize Up-sell Service 104

Sales Hacker

OCTOBER 2, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. AI is here, and it’s transforming how we sell. If this was forwarded to you, sign up here to get the newsletter every week.

GTM 117

GTM Sales Pipeline Growth 117

Martech

MAY 28, 2024

As the world we sell in becomes more saturated and buyer journeys more complex, the right tools can significantly enhance the efficacy of your marketing efforts. I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Originality.ai Creative content development 8.

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GTM Drivers/motivators B2B Campaign 126

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. 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. To meet the growth potential a Go To Market (GTM) plan is imperative. What is required is a more modern GTM model that has layers of revenue.

Growth 101

Growth GTM SQL Strategic partnership 101

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. 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.

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Pipeline GTM Quota Pitch 97

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 95

GTM Launch B2B Lead generation 95

SaaStr

MARCH 15, 2024

This is how Adam ended up at Vimeo. They sell a lot into internal video, which is employee engagement. One of the strategy changes is to say, “Hey if we turn up the innovation and actual product quality, can we ultimately get around having to spend all this money on advertising?” There is a lot, yet more to do. It doesn’t.

GTM 111

GTM Cross-sell Start-ups Growth 111

Highspot

NOVEMBER 24, 2024

At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. Are new reps ramping up faster? Together, they create a powerful combination that can impact revenue growth.

Pitch 52

Pitch Sales Technique Cross-sell 52

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. They prioritize direct selling and relationships over allowing customers to go and buy directly. Whichever you choose will be a strategic decision. What PLG Signals Can Sales Use to Sell Software? Why is it end user-focused? They get value, make a decision, and buy.

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Cross-sell Customers Pitch Drivers/motivators 122

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. The marketing platform has a specific and unique selling position : “The only marketing platform built for creators, by creators.”.

Product 110

Product GTM Construction Launch 110

Salesforce

OCTOBER 4, 2024

A revenue operations – or RevOps – team unites all data, communication, tools, systems, and people across your GTM team and ensures they’re joined in lockstep towards the same set of clearly defined revenue goals. This can cause a domino effect of confusion across the entire GTM team. Sign up now Thanks, you’re subscribed!

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

AUGUST 8, 2022

Do you want to return to the office filled with ideas to vicariously convey enthusiasm or do you want to return en masse and get the whole company fired up and ready to crush Q4 and beyond? With sessions like… Optimizing GTM for PLG . Mastering the Mid-market: Lessons on Building and Selling into Scaling Enterprises.

GTM 98

GTM Launch Networking Growth 98

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. Matt Garratt: So if you look at the results themselves, if you look at Q1, not too surprising.

GTM 86

GTM Pipeline Healthcare Sales 86

SaaStr

MAY 16, 2022

Result: Low engagement with Salesforce’s GTM teams. Their original approach — to court and sell directly to customer service representatives — didn’t quite translate to Salesforce’s approach. But I know I’m talking to an experienced founder when they are talking about how they are going to sell this product.” — Jonathan Weston.

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GTM Pipeline Strategize Represent 98