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. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 119

GTM Growth Referrals Contract 119

Sales Hacker

APRIL 30, 2024

34:33 – Aligning multiple go-to-market motions across market segments. 46:18 – One thing that is working for Eric in go-to-market right now. 34:33 – Aligning multiple go-to-market motions across market segments. 9:40 – How Eric chooses the right companies to work for.

GTM 118

GTM Customers Contract Go To Market 118

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Last year, over half the companies surveyed reported intent to increase software spending in 2022. The need for ease .

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

Sales Hacker

JULY 1, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. This episode explores how to apply product thinking to Go-To-Market. at an earlier stage, you just have to take big swings.

GTM 77

GTM Growth Sell X-functional 77

Martech

JUNE 3, 2024

Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management. Horizontal software, on the other hand, can generally be sold to any company, often focusing on either B2C or B2B markets. Dig deeper: Did martech break B2B marketing?

Growth 134

Growth Pharmaceutical B2C Construction 134

SaaStr

MARCH 18, 2025

How to overcome this: Focus on solving specific problems rather than selling “AI.” Deployment Strategies: Top-Down vs. Bottom-Up Infrastructure companies typically deploy top-down, while application-layer tools are more likely to follow bottom-up adoption patterns. Be prepared for higher capital requirements.

Growth 70

Growth Government Customers Healthcare 70

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda?

GTM 131

GTM B2B Drivers/motivators Sports 131

SaaStr

NOVEMBER 1, 2022

22 Things We Learned at SaaStr 2022. India’s founders were out in full force at SaaStr 2022. Three key themes emerged: SaaS continues to be a fertile ground despite the 2022 ‘SaaS-acre’. Most companies expect to miss 2022 targets but it is far from a doomsday. . Many of them will get gobbled up by the large platforms.

GTM 117

GTM Niche Cross-sell Contract 117

Martech

JULY 14, 2022

A survey by the IT Sales and Marketing Association (ITSMA) found 27% of the marketing budget dedicated to ABM in 2021, with 75% of those surveyed saying they planned to increase spending on ABM in 2022. Download Enterprise Account-Based Marketing Platforms: A Marketer’s Guide. More M&A. What it is.

B2B 127

B2B GTM Technology Technology 127

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. Help your team close more deals. Check out Attention.

GTM 113

GTM Sales Pipeline Growth 113

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. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 119

GTM Pipeline SQL UX 119

Martech

SEPTEMBER 14, 2022

The survey of more than 1,000 B2B buyers, around the globe, also showed that software spending was likely to increase, or at least not decrease, in 2022 and 2023. As a marketer, it changes not just your marketing but your go-to-market — where your product needs to show up and be available for purchase.”

Contract 98

Contract B2B Technology Technology 98

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Digitalization of the buying and selling process. The status quo approach of going to market and old-school selling methods will not be sufficient.” Up until 2015, CRM ruled king in sales.

B2B 98

B2B Growth GTM CRM 98

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 109

Cross-sell Account management Clients Growth 109

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Sales Hacker

OCTOBER 19, 2022

Related: 2022 Sales Compensation Trends: Notes from the WorldatWork Conference. When sales leaders build the comp plan alone, they end up misaligned with the company’s overall goals. To fix this, companies must come up with compelling — and actually attainable — OTEs. Using sales compensation as a Band-Aid. Doing it alone.

Commission 122

Commission Finance Quota Sales 122

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “CRO Focus: What Trends Should Be Top of Mind in 2022?”. Learn more: “Diversity Sells”. Sign up now. It’s time to #ThinkOutsidetheQuota.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Salesforce

MAY 27, 2025

To give you a clearer picture, let’s look at three key ways the Salesforce platform supports partner success: its unique platform advantages, its streamlined go-to-market approach, and the robust partner community itself. Agentforce Partner Guidebook Your step-by-step resource for launching Agentforce.

Networking 52

Networking Launch Go To Market Event Production 52

Salesforce

JANUARY 27, 2023

Multiple studies show companies that operate in survival mode, making deep cuts and reacting defensively, tend to stagger through a downturn, are slow to recover, and never really catch up to those who continued to invest and innovate. That means whatever you’re selling must provide added value vs. flash.

Technology 98

Technology Technology Minimum Viable Product Angle 98

Martech

FEBRUARY 17, 2022

To confirm that our perception is well-founded, we turned to John Bruno, VP strategy at PROS, the AI-powered platform that helps major brands price, configure and sell products and services. We do spend a lot of time talking to them about the dynamics in their markets, and they share with us stuff that they’re doing.”

B2B 98

B2B Customers E-commerce B2C 98

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Because of this it’s essential to have an Account-based marketing (ABM) strategy. Inbound marketing is about building value and trust, NOT about selling.?. ?Content

E-commerce 110

E-commerce Growth Cross-sell Objectives and Key Results 110

Martech

MAY 10, 2022

This required a complete shift in culture, moving away from marketing metrics that focused on leads to metrics that focused on improving reach and engagement with in-market accounts. Today’s B2B buyer cohort, made up largely of millenials, is much more inclined to research products and solutions online. Processing.Please wait.

B2B 98

B2B Customers Pipeline Price 98

Hubspot

APRIL 1, 2024

Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022. It means sales and go-to-market motions are going to have to evolve. 20 different sales orgs. That’s all changed now.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

This can be the best customer from a certain industry, the best customer selling a certain product, the best customer with a perfect rate fit… And each of these scenarios has a greater likelihood of relevance to other companies just like them. Predictability. Businesses fear surprises, especially in sales.

Customers 94

Customers B2B Sales Pipeline 94

Heinz Marketing

JANUARY 10, 2022

Our very first episode of 2022. We provide back-office bookkeeping, accounting, and CFO advisory services primarily to marketing agencies and outsource IT services firms. What I find about those two businesses is they happen to be in the exact same business that we are, they are selling to businesses on an outsourced basis.

Pipeline 110

Pipeline Finance Non-Profits Sales 110

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis.

GTM 96

GTM Negotiate Pipeline Contract 96

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. As such, it’s crucial to carefully consider your options when researching sales enablement platforms.

Government 52

Government GTM Sales Strategic partnership 52

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. Jason Lemkin: Well, let’s break it up. How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. It was packed.

Growth 117

Growth Cross-sell Start-ups X-functional 117

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Let’s get it going. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down.

Price 109

Price Product Start-ups Niche 109

Outreach

JANUARY 3, 2022

What we do know is that go-to-market teams are more innovative and driven than ever, and we will continue to be there every step of the way to help you – our customers – succeed. What's next for 2022? No matter what happens, we are optimistic the new year is going to bring tremendous progress.

CRM 40

CRM Pipeline Referrals Meeting 40

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. We actually more than doubled the company in the last year just to kind of keep up with the growth. Kris: Yeah. So, for those who don’t know Sendoso, we are a sending platform.

Pipeline 111

Pipeline Sales Prospecting Campaign 111

Heinz Marketing

SEPTEMBER 26, 2022

Fast forwarded to late 2022, it feels like it’s become kind of table stakes for leading organizations. So that you can go and close more deals. It’s been happening since the dawn of someone selling something. That’s what we did for large corporations, to help their salespeople sell stuff, as simple as it gets.

Pipeline 52

Pipeline Sales Niche Start-ups 52

ConversionXL

NOVEMBER 23, 2022

CXL Live 2022 was a blast. Of course, we took care of the usual aspects of every offline marketing conference, and CXL Live 2022 brought together 300 returning attendees and first-timers, taking over a rooftop venue in downtown Austin. CXL live is a marketing conference that gets it.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Without further ado, here are the influencers who made our list for 2022. Sign up now. Allen Alleyne.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

MAY 13, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. and we’re selling banner ads against keywords back then. We saw Google, Google showed up and they changed everything.

GTM 72

GTM Engineering Start-ups Growth 72

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 107

GTM Customers Non-Profits Growth 107

SaaStr

JUNE 9, 2025

Then ChatGPT happens in November 2022, and by January 2023, you make a decision that would reshape your entire company. “That entire roadmap that we just planned for the last three to four months is not going to be what we are building in 2023.” They should be going home at night and screwing around and coming up.

B2B 71

B2B Up-sell Conversion Engineering 71