Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 93

GTM Quota Drivers/motivators Sales 93

Hubspot

JULY 24, 2012

And part of their strategy to support that launch was hiring a marketing agency. When I was introduced to the agency owners and account managers, they jumped right into talking about how critical building an online presence would be to a successful launch -- which at first sounded like the right plan.

Launch 78

Launch Clients Follow-up Pitch 78

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. And they trusted people. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. Dedicated Customer Account Manager. But they talk to enterprise buyers to understand product requirements and learn how to craft the sales pitch to appeal to the enterprise. Product usage. Revenue number. Customized Training.

Cross-sell 102

Cross-sell Legal Contract Price 102

Sales Hacker

SEPTEMBER 16, 2019

Your customer may prefer the in-person sales pitch the first time they buy from you, but then they may prefer the convenience of buying remotely once they trust your company. Account management. Account sales. A degree in marketing, business, economics, or communications can be very valuable.

Outside Sales 97

Outside Sales Inside sales Profit margin Sales 97

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Most often, we deal with three different types of people on the prospect’s side — an executive, a manager, and a user. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 58

Prospecting SQL GTM X-functional 58

Heinz Marketing

SEPTEMBER 26, 2022

We have this same conversation I feel like in terms of who owns the BDR function, who owns sales development, and sales marketing, doesn’t matter as long as they’re doing the right job, as long as it’s integrated appropriately into your sales and marketing, your go to market system so that it has a bigger impact.

Pipeline 52

Pipeline Sales Niche Start-ups 52

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Sales Asset Management. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence.

Customers 22

Customers Tradeshows Technology Technology 22

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. The role of the “Account Manager” (psst…it’s a salesperson) is to help get other teams within that organization to use Slack. The pitch should be tailored to the executive pain point.

Product 116

Product SQL Contract Sales 116

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. And to always keep in mind it is about the client, not the product you are pitching. you’re going to lose them.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. Prospecting is a type of marketing that basically entails telemarketing and what I consider email spam and LinkedIn spam because it is 99% of the time, a sales pitch. Nelson, welcome to the show.

Commission 103

Commission Quota Assembly Line Sales 103

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 99

Sales Price Quota Start-ups 99

SaaStr

MARCH 1, 2019

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 61

Contract Price Commission Up-sell 61

SaaStr

JANUARY 3, 2020

So you’re going to have a sales team that’s going to go after named accounts or the very largest customers. You really want an account manager who’s going to understand or an AE who’s really going to understand the dynamics of that account and how to expand and grow within that account.

Contract 11

Contract Price Commission Up-sell 11

SaaStr

NOVEMBER 22, 2019

Almost like in the meeting with the pitch meeting itself. And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too. Like all first emails or follow up emails or rejection emails.

Start-ups 71

Start-ups Customers Objectives and Key Results Pipeline 71

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. The problem goes beyond pitches and positioning, though. It is fundamentally a problem of time.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 77

GTM Growth X-functional Referrals 77

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. While selling health insurance, he mistakenly assumed that the company was much larger than it was and attempted to pitch the founder. His introduction to Levelset was pure chance. See more top GTM jobs on the GTMfund Job Board.

GTM 70

GTM Construction Launch Quota 70

Sales Hacker

APRIL 29, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. This is Sophie esi, VP of Marketing at VC Firm, GTM Fund in our media brand GTM. Oji Udezue: I love marketing. Having marketing at the table super early on is so important.

GTM 87

GTM Product X-functional Start-ups 87