Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 93

GTM Pipeline SQL UX 93

SaaStr

AUGUST 7, 2021

Another busy week for speaking confirms for 2021 SaaStrAnnual.com!! Jeffrey Yoshimura, CMO and Customer Experience Officer @ Snyk. Katrina Wong, VP Marketing and Demand Generation @ Segment. Asawari Samant, Head of Marketing @ Anyscale. Kady Srinivasan, Head of Marketing @ Klaviyo. Sep 27-29 in SF Bay Area.

Real Estate 104

Real Estate Finance GTM Territory 104

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.

GTM 94

GTM Quota Construction Contact 94

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 72

GTM Launch B2B Growth 72

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. Choose people from diverse backgrounds who have worked in sales, marketing, customer service, operations, and training.

GTM 101

GTM Contract Quota CRM 101

Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! Here are the 5 biggest takeaways from the session: Falling Seed to Series A Graduation Rates During the boon 2020 and 2021, the graduation rates from Seed to Series A sat well-above historical averages. Hottest GTM job of the week: Head of Customer Success at Regrello , more details here.

GTM 90

GTM Launch Growth Networking 90

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? Make it Easier for Customers to Grow With You: Get creative if your sales have been stuck. The intent being to make it an easy start for customers, and remove red tape that occurs, especially when making large decisions. Key Considerations from 2020: Look at the data.

Cross-sell 63

Cross-sell GTM Territory Sales 63

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. PST, to unveil the data behind effective scaling.

GTM 63

GTM Growth Profit margin Contract 63

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. Toast has 80k-85k customers, and it is still in the early days.

Growth 73

Growth Territory Referrals Customers 73

Sales Hacker

NOVEMBER 24, 2023

10 Important Career Tips Advice from seasoned go-to-market executives at the top #1 “ Take control of your own destiny. More for your eardrums : Mike Vichich is the Co-Founder and CEO of Wisely , which he successfully sold to Olo for $187 million in 2021. Head of Customer Success at Capchase – more details here.

GTM 84

GTM Trust Growth Start-ups 84

Martech

JULY 14, 2022

Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual. Last year, Forrester Research found the average number of buying interactions occurring during the purchase process soared by 10 to 27 in 2021. Account-based marketing: A snapshot.

B2B 110

B2B GTM Technology Technology 110

Sales Hacker

SEPTEMBER 1, 2022

Meet your go-to-market guru. Titles you’re likely to see for this role include Sales Manager, Enablement Manager, and GTM Specialist. They have a firm grasp of GTM strategies, value propositions, and positioning, as well as familiarity with your company’s KPIs and workflows. Chris Asmar, Customer Success Manager.

GTM 86

GTM Contract CRM Meeting 86

SaaStr

FEBRUARY 2, 2022

As the Chief Customer Officer (CCO) at Quip, I learned another valuable lesson: big numbers don’t necessarily translate to big opportunities. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. 2021’s Lesson from Calendly.

Growth 87

Growth Product GTM X-functional 87

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Here’s what we use: CRM (SFDC), Sales Acceleration (SalesLoft), Forecasting (SalesLoft), Conversation Intelligence (Gong), Data (custom in-house), Automation (Momentum). You still need a moat and a real, scalable market opportunity. See more top GTM jobs here.

GTM 80

GTM Negotiate Pipeline Contract 80

Highspot

JUNE 25, 2021

Like many other rapidly growing companies, StackAdapt had to quickly establish and scale their sales enablement efforts – pivoting from reps building their own sales materials in silos, to a collaborative, centralized strategy that equips them with up-to-date, marketing-approved content that they can customize, share, and measure. .

GTM 59

GTM Launch Drivers/motivators Quota 59

SaaStr

MARCH 6, 2023

The status quo approach of going to market and old-school selling methods will not be sufficient.” Once single-point solutions took over sales technology in 2021, buyers grew tired of managing different seller relationships. Tune your GTM approach to relate to how modern buyers want to buy.

B2B 87

B2B Growth GTM CRM 87

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

GTM 112

GTM Pipeline B2B Campaign 112

Highspot

NOVEMBER 7, 2022

A sales enablement tool should enable go-to-market (GTM) teams to support the sales team with content, training, coaching, and analytics — helping sellers provide a stellar buying experience and ultimately drive revenue growth. WHAT IS A SALES ENABLEMENT TOOL? SALES CONTENT MANAGEMENT.

GTM 52

GTM Government Sales Strategic partnership 52

ConversionXL

JANUARY 18, 2022

Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. Both companies suffered from a fatal lack of marketing. Product marketing uncovers where to play and how to win. It uses the insights gained in product marketing to work out how to reach them.

Product 110

Product GTM Construction Launch 110

Sales Hacker

JUNE 16, 2022

It’s about listening — mostly to customers, prospects, and partners — and managing what you measure. For example, your best, most active customers may pull back on expansion talks or inquire about term or price adjustments. Listen for the signals and the tells, so you can calibrate your GTM motion if needed. Latané Conant.

GTM 92

GTM Pipeline Sales A/B testing 92

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology.

Finance 101

Finance GTM Cross-sell SQL 101

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. To ensure the messaging resonates, put yourself in the customer’s shoes.

Launch 96

Launch Product Non-Profits GTM 96

Gong.io

APRIL 15, 2022

No need to pull go to sales and marketing and customer success to retrieve relevant data. Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy.

CRM 62

CRM Pitch Up-sell GTM 62

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

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. In working with Anita, sales Professionals learn to level up their performance and create customers for life using their humanity as a powerful differentiator. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Outreach

JULY 16, 2021

A winning go-to-market strategy provides direction and metrics that help all revenue departments stay aligned on customer acquisition (and retention!) Steven Bryerton , SVP of sales at ZoomInfo, took the Unleash 2021 audience on a deep dive of his team’s GTM strategy from a new sales perspective.

GTM 88

GTM Construction Go To Market CRM 88

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. Pro-tip: Become your customers’ customer. Knowing your product and ideal customer profile (ICP) isn’t enough. Head of GTM, GTM Buddy, Atlanta, Georgia. Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98