SaaStr

JANUARY 30, 2024

In some ways, NRR Zombies are outputs of the actions of 2023, especially for venture-backed startups. They raised prices. Here’s my core point: everyone sort of got a pass for this state in 2023. It took remaking the management team, changing the GTM, and rebooting the product dramatically. They cut marketing spend to $0.

GTM 118

GTM Finance Growth Gaming 118

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” ” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. The single North Star metric.

Go To Market 117

Go To Market GTM Strategize Growth 117

SaaStr

MARCH 7, 2023

It was a tough growth environment, but it feels like it’s changing in 2023. Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years. AE and SDR compensation is another tactic to align GTM with what you want.

GTM 70

GTM Growth Profit margin Contract 70

SaaStr

SEPTEMBER 29, 2023

Any startup in any reasonable category likely has dozens of competitors, and Altman believes the best strategy to compete in 2023 and beyond is multi-product. On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Simplify everything.

Product 113

Product GTM Cross-sell Commission 113

SaaStr

AUGUST 29, 2022

VC State of the Market with SaaStr’s CEO and Cowboy Ventures : Hear from SaaS VC legend, Aileen Lee , and SaaStr’s CEO Jason Lemkin on the current state of VC and what you need to know for 2023 and beyond. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 113

GTM Growth B2B Territory 113

Martech

DECEMBER 26, 2023

This added context gives customers, as well as marketers, more confidence for higher-priced sales. Click here to take the survey Using AI to pre-screen experience as content surges One of the promises made in 2023 by the rise of generative AI is the ability to scale content. To meet this challenge, AI will come to the rescue again.

Customers 145

Customers Retail GTM B2B 145

Martech

JUNE 25, 2024

According to research from GTM Partners, 86% of B2B companies are using an outbound strategy, which it defines more broadly as a combination of account-based marketing (ABM) and selling, and the use of content hubs and SDRs. But buyer beware, the prices and accuracy of the information can vary greatly from one vendor to another.

GTM 109

GTM Contact B2B Technology 109

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 89

GTM Launch B2B Lead generation 89

SaaStr

MARCH 10, 2023

At SaaStr APAC 2023, Matt Vethuis, the VP, APJ at Amplitude, shared his take on how to bring power to your products through a hybrid blend of product and sales-led growth called product-led sales. Product-led growth is a GTM strategy where the product is the main driver for growth. Getting them to love it is more complicated.

Growth 98

Growth Product Cold Call Process 98

Martech

JUNE 4, 2024

It is like an entire… I don’t know… GTM attribution, but we can literally now track everything. And there was more than $100 million in ad spend, and we analyze half a billion in pipeline and $70 million in revenue from Q4 2023 and Q1 2024. You can generate more leads and you can generate more leads for a cheaper price.”

SQL 125

SQL Lead generation Education Pipeline 125

Heinz Marketing

JANUARY 13, 2022

Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Concurrent brand investments are going to help you increase impact, conversion and pipeline efficiency into the second half of the year and into 2023. Change across customer-facing teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Sales Hacker

MAY 13, 2025

The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. The decline of seat-based pricing and rise of outcome-based models. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same. 31:00 Seat-based pricing is dying how to move to value-based contracts. Welcome.

GTM 73

GTM Engineering Start-ups Growth 73

Sales Hacker

DECEMBER 29, 2023

What better way to cap off the year 2023 than with some. Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. Once you state your price in a very factual unashamed way – shut up. This week, however, is full of hot takes.

GTM 93

GTM Cold Call UX Price 93

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! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 85

GTM Up-sell Price Start-ups 85

Salesforce

DECEMBER 2, 2022

Get set for success in 2023. Head of GTM, GTM Buddy. Most sellers think in terms of savings: “The price is $XX, but we will discount you 10%.” Now is the time to start setting up for a big Q1 and 2023. We share what they had to say below. Download the report. Make the most of your automation tools. Sign up now.

Closing 98

Closing GTM Quota Pipeline 98

Sales Hacker

FEBRUARY 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Katrina Wong is the CMO of New Relic and a top marketing leader. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. It’s one of my faves.

GTM 78

GTM X-functional Objectives and Key Results Start-ups 78

G2

NOVEMBER 20, 2023

In 2023, the US car manufacturing market was worth $104.1 2% of the US working-age population will be employed in the automotive sector in 2023. 48,000 is the average cost of a new car in 2023. Over the last 20 years, new car prices have risen from $21,850 to nearly $40,000, a big jump of 56% since 2000.

Manufacturing 52

Manufacturing E-commerce Transportation Electricity 52

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 97

GTM X-functional Price Pipeline 97