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 78

GTM Pipeline Growth Quota 78

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? That means generally spending $3 in sales and marketing to generate $1 in net new ARR.

Go To Market 89

Go To Market GTM Non-Profits Quota 89

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Not exactly.

GTM 101

GTM Contract Quota CRM 101

SaaStr

MARCH 20, 2024

For folks in SaaS, what got confusing in 2021 is that growth blew up so much in SaaS that the venture bar got lower. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. We can not hire more salespeople, increase quotas, and make more money.

Quota 101

Quota Finance Drivers/motivators GTM 101

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. Inside reps have the same quotas and expectations. and across the globe. So, how do they get customers?

Growth 77

Growth Territory Referrals Customers 77

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

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Mistake #1: Premature GTM acceleration.

GTM 77

GTM Cross-sell Finance Growth 77