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

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 95

GTM Account management Growth Strategize 95

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 92

Product GTM Commission Growth 92

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 103

GTM Growth Start-ups Clients 103

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 GTM Technology Technology 93

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 101

Customers GTM Growth Clients 101

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 96

GTM Niche Account management Up-sell 96

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 63

GTM Healthcare Pipeline Sales 63

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 121

Territory Presentation Strategic partnership Strategize 121

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 101

Finance GTM Cross-sell SQL 101

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

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

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 47

Prospecting SQL GTM X-functional 47

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 GTM 27

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 130

Sales Start-ups Up-sell Cross-sell 130

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 51

X-functional SQL Pipeline GTM 51

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 135

B2B Objectives and Key Results Campaign Cross-sell 135