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 93

GTM Account management Growth Strategize 93

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 88

Product GTM Commission Growth 88

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 101

Customers GTM Growth Clients 101

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 52

Cross-sell GTM Technology Technology 52

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 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 68

GTM Up-sell Price Start-ups 68

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 121

Territory Presentation Strategic partnership Strategize 121

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 Strategize 45

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 52

GTM Contract Cross-sell Account management 52

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 103

GTM Growth Start-ups Clients 103

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 67

GTM Healthcare Pipeline Sales 67

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

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.

GTM 105

GTM Clients Sales Technology 105

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 134

B2B Objectives and Key Results Campaign Cross-sell 134

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

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 55

X-functional SQL Pipeline GTM 55

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 130

Sales Start-ups Up-sell Cross-sell 130

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 GTM 27

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 95

GTM Quota Construction Contact 95