Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Thanks for reading The GTM Newsletter! Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. There is no one-size-fits-all!

GTM 129

GTM B2C Growth Territory 129

Partners in Excellence

AUGUST 19, 2024

I sat with a group focused on GTM strategies and how they were structuring their strategies to drive growth. We have tools to support our top of funnel processes, SDRs, BDRs, We have tools that help AEs, Account Managers, Corporate Account Managers, Sales Support, and on an on.

GTM 138

GTM Account management Presentation CRM 138

SaaStr

APRIL 1, 2022

Your GTM can mean the difference between success and failure. Schuck didn’t feel as though he recognized the value of his GTM earlier in the journey. ZoomInfo, formerly DicoverOrg, has historically been a high-margin business, but they were hesitant to invest more in growth avenues since they had a well-oiled machine.

GTM 111

GTM Account management Growth Strategize 111

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 121

GTM Niche CRM Account management 121

Sales Hacker

DECEMBER 8, 2023

Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. More for your eardrums : May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises.

Launch 126

Launch Product GTM Technology 126

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” This live event on March 8th will break down how to build and execute a signal-based sales system. #4 Read about their funding round.

GTM 124

GTM Quota Contact Construction 124

SaaStr

MARCH 8, 2023

How did the largest product-led growth enterprise company in the world find success? So what should earlier-stage companies do: immediately build out a big sales team or focus on product-led growth? For Atlassian, a product-led growth model has been great for providing solid growth consistently for many years.

Product 105

Product GTM Commission Growth 105

SaaStr

AUGUST 21, 2024

May Habib, CEO and Co-Founder @ Writer.ai May Habib, CEO and Co-Founder @ Writer.ai May Habib, CEO and Co-Founder @ Writer.ai May Habib, CEO and Co-Founder @ Writer.ai

GTM 115

GTM Price User Experience Account management 115

SaaStr

SEPTEMBER 18, 2023

How do you fix GTM? Question #2: How Do You Fix GTM The high-level advice for founders trying to approach Go To Market differently is… Don’t worry too much about innovation in sales and marketing. Will there be any new categories in the next 5-10 years? They’ll know the risks they’re taking. None of that is new.

GTM 119

GTM Niche Account management Up-sell 119

SaaStr

JANUARY 12, 2024

We still want to drive retention and growth and make money. Even if you were sticky, people were cutting licenses and asking for a discount in the age of efficient growth. People weren’t adding as many seats or pre-buying at higher tiers for predicted growth. Free growth is there but not nearly as high.

Customers 129

Customers GTM Growth Clients 129

SaaStr

DECEMBER 20, 2023

The key for them has been stacking the right account loads for the highest potential growth companies with the right account team. That’s a painful job to find manually, and AI does a good job of gathering all that info of prioritization on accounts, people, and timing of when and how to engage — automatically.

GTM 126

GTM Growth Start-ups Clients 126

Sales Hacker

AUGUST 7, 2020

Sales Growth. Mid-Market Account Executive. Business Development Manager. Territory Account Manager. VP Sales and Account Management. Account Executive. Account Executive – Mid Commercial. Territory Account Manager. Account Executive. Account Executive.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Matt Garratt: So if you look at the results themselves, if you look at Q1, not too surprising.

GTM 86

GTM Pipeline Healthcare Sales 86

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Project management skills will help you immensely. I turned to sales for a technical recruiting agency and project management services. Asia Corbett ).

Finance 117

Finance Cross-sell GTM SQL 117

Highspot

FEBRUARY 1, 2024

Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% in 2022, after growth of 19.7% Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7% in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Heinz Marketing

JANUARY 13, 2022

Account-Based Retention . Target Account Precision . User-Led Growth . Account-based AND Lead-based Funnel Management . Managing Your Marketing Team Culture . Change Management. How the marketing, sales and customer/account management teams work together is also critical to success.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 53

GTM Contract Cross-sell Account management 53

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you. Request a demo today!

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

JULY 14, 2023

Real questions asked by real founders and answered by some of the sharpest GTM minds in the space. Thanks for reading The GTM Newsletter! Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked.

GTM 52

GTM Commission Quota Growth 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. You don’t want an account maintained only by a champion on the customer side and your account manager. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 60

Prospecting SQL GTM X-functional 60

Highspot

APRIL 23, 2020

This approach holds true from the C-Suite to the frontlines, giving you the opportunity to be the glue holding the GTM motion together — from executives steering your company all the way to sellers who may be working remotely for the first time. A word of caution — don’t reach out just once and then become a ghost.

Objectives and Key Results 52

Objectives and Key Results Drivers/motivators GTM Strategize 52

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. When things click, we find our growth spurt and focus on the repeatability of the sales process. New accounts have been created. Why is that? This is 2019.

GTM 37

GTM Territory CRM Strategize 37

SBI

SEPTEMBER 10, 2019

New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers. The result is the most unique and effective SaaS platform designed to empower companies to deliver more predictable and sustainable growth.

Go To Market 27

Go To Market Launch B2B Contact 27

SaaStr

SEPTEMBER 27, 2024

At this year’s SaaStr Annual, Rippling’s CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling’s top 3 growth tactics, which have led to the Rippling becoming a $14B company with several hundred million of ARR. The account management team who owns every customer post-sales.

Growth 129

Growth Quota Account management Cold Call 129

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 88

GTM Up-sell Price Start-ups 88

Sales Hacker

OCTOBER 7, 2021

Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG). Nikki Ivey is Cofounder of SDRDefenders and Head of Growth Development at Cultured Perspective, a Black owned Startup Consultancy. Constantly work on developing a growth mindset. ??If

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. And so really they should be tied to revenue and not based on how well the product is doing on a growth percentage. Is there anything to watch out for?

X-functional 58

X-functional SQL Pipeline Go To Market 58

SaaStr

JUNE 28, 2024

As Head of Technical Success, Dominic manages all pre- and post-sales at OpenAI. As Head of Sales, Eleanor manages the sales team at Retool. You have to understand your overall value prop and core sales motions before verticalization because vertical isn’t just a GTM strategy. It’s also a product strategy.

Growth 105

Growth Customers GTM Sales 105

Sales Hacker

APRIL 8, 2025

Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM 68

GTM Growth Cross-sell Account management 68

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Is it integrated into your GTM/customer engagement strategies? “Where are they struggling?

GTM 121

GTM Real Estate Objectives and Key Results Objection handling 121

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 80

GTM Growth X-functional Referrals 80

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. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 96

GTM Quota Drivers/motivators Sales 96

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. The biggest mistake I see is rushing to present solutions before truly understanding the problem, says Ali Newton-Temperley, agency revops consultant at The Agency Growth Pad.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Sales Hacker

APRIL 29, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Oji Udezue was most recently Chief Product Officer at Typeform, where he led product strategy across the companys growing suite of tools. The future of GTM is here. The AI SDR Summit, put on by Qualified, just took place.

GTM 90

GTM Product X-functional Start-ups 90

Sales Hacker

DECEMBER 6, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. This is the second part of our State of GTM Jobs series (read Part 1 about Sales on GTMnow or Substack ).

GTM 109

GTM Customers Non-Profits Growth 109

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Maybe I’ll manage them for a bit.

GTM 115

GTM Construction Up-sell Cross-sell 115

Sales Hacker

MARCH 10, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. This shift set the stage for Levelsets next phase of growth. Thats a mistake.

GTM 73

GTM Construction Launch Quota 73