Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Marketing automation tools. Your GTM teams are made up of people, and people are resistant to change how they learn and sell.

GTM 101

GTM Contract Quota CRM 101

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. Incentives for multi-year contracts are another tactic.

GTM 64

GTM Growth Profit margin Contract 64

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Let’s get into it.

GTM 94

GTM Quota Construction Contact 94

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. They’ll also review and champion ROI internally.

GTM 86

GTM Contract CRM Meeting 86

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in.

GTM 80

GTM Negotiate Pipeline Contract 80

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. That didn’t go so well at all!

Finance 101

Finance GTM Cross-sell SQL 101

Outreach

JUNE 3, 2021

Unleash 2021 continues to ripple across the sales community, as revenue teams put learnings into practice. Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59