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. Recently, I attended a conference.

GTM 138

GTM Account management Presentation CRM 138

Sales Hacker

SEPTEMBER 29, 2023

Thanks for reading The GTM Newsletter! For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 129

GTM Growth B2C Territory 129

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

Hottest GTM jobs of the week: Partner Relations Manager at Vanta (Remote – US) Account Manager at Gorgias (San Francisco, CA) Inside BDR at AutoSled (Rockville, MD) Business Development Representative at Mutiny (Remote – US) Revenue Operations Manager at Vividly (Remote – US) See more top GTM jobs on the GTMfund Job Board.

Launch 126

Launch Product GTM Technology 126

Sales Hacker

FEBRUARY 16, 2024

Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” In this episode, you’ll get insight on the next era of go-to-market, using signals in sales, and founder challenges and perspectives. Start-ups to watch: Document Crunch: Announced their $9M Series A round. Read about their funding round.

GTM 124

GTM Quota Contact Construction 124

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

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. Every company’s right account structure will look different, but it requires serious thought early. Mistake #3: Not Appreciating Go-to-Market as a Strategic Advantage.

GTM 111

GTM Account management Growth Strategize 111

SaaStr

AUGUST 21, 2024

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

MARCH 8, 2023

Out of the 250k paying customers, only five or six thousand connect with an account manager, and even then, it’s purely an expansion conversation. It’s easy to get confused, which can hurt GTM. For GTM tactics, you’ll approach land vs. expand differently. Directly through sales teams.

Product 105

Product GTM Commission Growth 105

SaaStr

DECEMBER 20, 2023

So what they did is shift their PR team to position articles with Forbes or Fortune where they market what they’re doing with an Enterprise customer and how they modernized their GTM with ZoomInfo. Henry’s Favorite Upcoming Feature ZoomInfo is rolling out a co-pilot product for SDRs, AEs, and Account Managers called Signal To Action.

GTM 126

GTM Growth Start-ups Clients 126

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: Right, thanks so much. Deborah: Thanks. And see you guys in the next presentation.

GTM 85

GTM Pipeline Healthcare Sales 85

SaaStr

JANUARY 12, 2024

.” Prediction #4: Customer Success Scales through Clients and GTM Team The next prediction for 2024 is that we’re seeing (and will start to see more frequently) customer success scale in different ways beyond just hiring CSMs. Key Takeaway We’ve had account managers in every type of business since the beginning of business.

Customers 129

Customers GTM Growth Clients 129

SalesLoft

FEBRUARY 25, 2020

Sales leadership must carefully choose, deploy, and deliver value with technology across three core user groups: business development, account executive/account management, and sales management. Speaker : Ray Owais, Retail GTM Enablement Lead at Shopify.

GTM 89

GTM Retail Technology Technology 89

Sales Hacker

AUGUST 7, 2020

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. Inside Sales Manager.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Search Engine Land

AUGUST 3, 2023

But all variables needed are within the analytics dataLayer and can easily be used when using a Google Tag Manager (GTM) setup. This cloaks cost data from competitors and makes it easier for your account managers to work with bidding strategies. From a technical perspective, it might look a bit complex to implement.

GTM 87

GTM Campaign Price Account management 87

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

Expanded account teams with more specialization and investment We unified our entire go-to-market (GTM) organization under Graham Younger in June and have been continuing to evolve our GTM to make the most of every customer engagement.

Customers 64

Customers GTM Account management Government 64

Sales Hacker

NOVEMBER 8, 2021

While many SDRs and BDRs look to standard closing roles as the next step in their career paths, a growing number of young sales professionals are looking beyond account management as they plan out their career. What else is out there? Consider whether or not you notice advertising and whether you can point out if it’s good or bad.

Clients 117

Clients GTM Sales Technology 117

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

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

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Heinz Marketing

JANUARY 13, 2022

How the marketing, sales and customer/account management teams work together is also critical to success. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Change across customer-facing teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

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. That account should be moved out of the strategic account bucket and replaced with another account with a higher propensity to close.

GTM 37

GTM Territory CRM Strategize 37

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google. How advice does Stephanie have for identifying a mentor? Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

SBI

SEPTEMBER 10, 2019

Vancouver, WA and Boston, MA – September 10, 2019 — DiscoverOrg announced today that it is launching a new flagship Go-To-Market (GTM) platform and changing its name to ZoomInfo. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Go To Market 27

Go To Market Launch B2B Contact 27

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

SaaStr

SEPTEMBER 27, 2024

For this growth tactic, we will dive into the evolution of the GTM organization. Rippling couldn’t iterate fast enough, so they built a product account executive organization. The account management team who owns every customer post-sales. An account manager owns a dollar quota like an AE.

Growth 129

Growth Quota Account management Cold Call 129

Sales Hacker

OCTOBER 7, 2021

Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Prior to Flowhaven, I was an MPS Manager with Xerox Business Soultions Southeast and and Account Manager at Berney Office Solutions. Jenny is a revenue leader and GTM strategist. Amy Slater. Jamie (Gray) Holt.

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. * Why does Jason believe that your North Star has to be revenue in the go to market teams? Why does Jason believe that alignment is a dirty word?

X-functional 58

X-functional SQL Pipeline Go To Market 58

SaaStr

JUNE 28, 2024

Retool does a weekly standup with the entire GTM organization to talk about the wins from the previous week, what they closed, renewed, customers activated, what sales-qualified opportunities were generated, and a disaster that happened to be able to laugh at the hard things. Sometimes, companies rush to verticalization a little too early.

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

What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objection handling, closing? Is it integrated into your GTM/customer engagement strategies? Do your managers understand why the training is needed and are they committed to coaching and reinforcing the training?

GTM 121

GTM Real Estate Objectives and Key Results Objection handling 121

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

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. It’s tough.

GTM 80

GTM Growth X-functional Referrals 80

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. Heidi Fortes , GTM strategist at SalesCaptain , an outbound agency, suggests: Have a clear agenda for the call, state that agenda at the beginning of the call, and get confirmation from the customer if that sounds like a plan.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74