SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 98

GTM Territory Pipeline Growth 98

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue.

GTM 85

GTM Pitch Up-sell Start-ups 85

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market 133

Go To Market Quota GTM Price 133

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. We’re both really passionate about it. We were fortunate.

GTM 76

GTM X-functional Start-ups Campaign 76

Sales Hacker

APRIL 9, 2024

With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling. Extracting maximum value from VCs by making specific requests and following up. Key lessons and tactics from Daniel’s successful fundraising process.

GTM 121

GTM Pipeline Go To Market Growth 121

Sales Hacker

MARCH 8, 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 122

GTM Growth Referrals Cross-sell 122

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? No longer are we selling a product and moving on.

GTM 126

GTM B2B Drivers/motivators Sports 126

Sales Hacker

MARCH 30, 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. But one unassuming topic that kept coming up? Cold calling.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 109

GTM Construction Quota Growth 109

Partners in Excellence

MARCH 19, 2025

That’s how designing and executing your GTM/selling strategies work! I’ll stop here, I get wound up, but you know the same problem. If it isn’t producing the desired outcome, then there is something flawed in the design or in what you are doing!”

GTM 123

GTM Quota Start-ups Presentation 123

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. The same is true for your first 5-10 reps. Or it might not.

GTM 123

GTM Pipeline Growth Quota 123

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 104

GTM Drivers/motivators Legal Finance 104

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 69

GTM X-functional Start-ups Relationship building 69

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring. Conversely, lower points should be given to leads outside your service area. Processing.

Cross-sell 117

Cross-sell Lead generation GTM Territory 117

Sales Hacker

APRIL 30, 2024

The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. The post GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin appeared first on GTMnow.

GTM 121

GTM Customers Contract Go To Market 121

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. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world.

GTM 119

GTM Networking Process B2B 119

Sales Hacker

DECEMBER 22, 2023

That’s exactly what we aim to do by sharing insight through GTMnow from some of the best operators: help you build and grow faster and better, level up, and get wherever you want to go. GTM Leader Perspectives Highlighting 25 GTM perspectives on what is working and career advice “What’s one tactic or strategy that’s working for you?”

GTM 115

GTM Construction Consult Promote 115

Martech

SEPTEMBER 12, 2024

In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” As far as incorporating back-office data in the customer dataset, Pinkerton says some of Oracle’s competitors are playing catch-up. Processing.

Assembly Line 111

Assembly Line Contract B2C GTM 111

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. How selling value is a tactic that is working for CloseFactor.

GTM 120

GTM Pipeline CRM Go To Market 120

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

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. The reality is that the way we sell now should be focused on the buyer. They’re ideal, and you’ll sell them. Red is a no-go.

GTM 118

GTM CRM Pipeline Referrals 118

Martech

MAY 10, 2024

I’ve experienced every way of defining the individuals we attempt to communicate to, engage with and sell to from both an individual and brand level. This means demo requests, free trial sign-ups, account creations, etc., Whichever it is, it’s great insight when refining your entire GTM program.

GTM 112

GTM Education Up-sell Contact 112

Martech

APRIL 3, 2023

Here’s an example: As a SaaS company selling project management tools to enterprise-level businesses, you implement a conversational marketing strategy to engage busy executives looking to streamline their team’s workflows and increase productivity. Speed up your sales process. Create genuine connections with your buyers.

GTM 125

GTM B2B Conversion Objectives and Key Results 125

Sales Hacker

FEBRUARY 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 news was picked up by TechCrunch , BetaKit , and many others.

GTM 79

GTM Sell Pipeline Networking 79

Martech

NOVEMBER 7, 2024

Marketers are expected to set up, integrate and manage the system themselves. Given the complexity of these platforms, many companies underestimate the time and resources required to get them up and running effectively. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 125

B2B Contract GTM CRM 125

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

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 122

GTM Growth Referrals Contract 122

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 93

GTM Drivers/motivators Legal Finance 93

Partners in Excellence

MARCH 13, 2025

What we see is a knowing-doing gap in how so many sellers and GTM professionals work. We know how we should be executing the selling process, how to do great discovery, how to create value in every interaction. We know what we should be doing in our jobs and engaging customers.

GTM 91

GTM Pipeline Presentation Follow-up 91

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.

GTM 98

GTM Strategize Promote Start-ups 98

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 84

GTM Cross-sell X-functional Pipeline 84

SaaStr

NOVEMBER 17, 2023

The premise is that big companies ride the iterative disruptive wave and get so big that they have to sell big products for big profits. But if you come up with a big vision and figure out a true displacement business model for ten years from now, the market won’t be ready for it. But he didn’t start out selling everything.

GTM 124

GTM Technology Technology Up-sell 124

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 90

GTM Up-sell Price Start-ups 90

Sales Hacker

AUGUST 18, 2023

This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. It is an opportunity for anyone at the right moment, towards the latter part of it, to get up and give a moment of thanks. The post GTM 56: The Pioneer of the BDR Name with Lars Nilsson (Revisited Bonus Episode) appeared first on GTMnow.

GTM 96

GTM Referrals Inside sales Consult 96

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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