SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM 84

GTM Territory Pipeline Growth 84

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 133

GTM Market share Growth Technology 133

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 103

GTM Represent Growth Go To Market 103

Sales Hacker

APRIL 30, 2024

6:31 – Upwork’s challenge of the status quo in hiring contract talent. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. 9:40 – How Eric chooses the right companies to work for.

GTM 116

GTM Customers Contract Go To Market 116

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 117

B2B GTM Cross-sell Cold Call 117

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 The fear of messing up (FOMU) is a major barrier for B2B buyers to pull the trigger on a purchase, no matter how compelling.

B2B 127

B2B Customers GTM Pipeline 127

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 116

GTM Growth Referrals Contract 116

Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Inbound requests for larger contracts and enterprise agreements.

Growth 73

Growth GTM Product Government 73

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. They sense that they are part of something more than a contract.

GTM 52

GTM Customers Cross-sell Contract 52

Martech

FEBRUARY 7, 2025

In the competitive world of B2B, youre in a race for profitability. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. GTM Total Compensation and Rewards Manager at Vanta – more details here.

Intrinsic 119

Intrinsic GTM Customers Contract 119

Highspot

FEBRUARY 20, 2025

77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. How to Segment B2B Your Customers. Distribution of B2B deals as a function of price (a product of discount and list price). GTM Approaches as a function of Annual Contract Value.

Go To Market 92

Go To Market GTM X-functional Territory 92

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 119

GTM Contract Quota CRM 119

SaaStr

SEPTEMBER 26, 2023

For B2B Generative AI Apps, Is Less More? In the B2B world, the biggest question is, what will the next couple of years look like? That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. GTM execution.

Contract 124

Contract GTM B2B Negotiate 124

Sales Hacker

FEBRUARY 16, 2024

Wiza is the only B2B contact database that sources and verifies contact data in real-time, the moment it’s requested, using LinkedIn as its source of truth. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Document Crunch is the construction industry’s leading contract intelligence platform.

GTM 119

GTM Quota Contact Construction 119

Sales Hacker

FEBRUARY 7, 2018

Growth rate depicted from traditional B2B sales teams vs. SaaS Sales teams. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 99

Growth GTM SQL Strategic partnership 99

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Oktopost Oktopost specializes in managing social media for B2B companies. Originality.ai A tool like Originality.ai

GTM 125

GTM Drivers/motivators B2B Campaign 125

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. GTM also lacks a translation (transformation) layer for your data. Instead, it’s GTM and Segment.

GTM 124

GTM X-functional CRM Technology 124

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. AB Testing. Account-Based Everything / Revenue.

B2B 105

B2B E-commerce Cold Call Sales 105

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. Creating the ICP is a crucial step in developing a successful GTM strategy.

GTM 111

GTM Contract Clients Consult 111

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 112

Go To Market GTM Strategize Growth 112

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation.

GTM 80

GTM Education Sales Contract 80

Hubspot

MAY 5, 2025

I used to jump into calls with a head of marketing at a B2B SaaS company, ready to showcase my experience and list all the ways I could improve their content. For example, if a head of marketing at a B2B SaaS company tells me they struggle with low content engagement, I dont jump into tactics. Why is it still a problem?

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

ConversionXL

APRIL 7, 2021

If you’re selling B2B, you know it’s a wide and competitive market. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.)

CRM 98

CRM Cross-sell GTM Cold Call 98

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. Here are four other B2B startups that reached the Billion dollar status. It’s no longer just an idea.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Achieve higher annual contract value (ACV). But they aren’t easy to come by.

Sell 62

Sell Cold Call Contract Up-sell 62

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

Heinz Marketing

MARCH 15, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. Today is absolutely no different.

Pipeline 120

Pipeline Sales Technology Technology 120

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. There are many different ways to approach B2B SaaS sales, which is why it’s important to choose the best one for your company. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked.

GTM 52

GTM Price Sales Contract 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. Thank you for rocking with me. We are in 2025.

GTM 105

GTM Growth B2B Pipeline 105

Sales Hacker

MAY 20, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.

GTM 99

GTM Engineering Growth X-functional 99

Sales Hacker

MAY 13, 2025

The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same. 31:00 Seat-based pricing is dying how to move to value-based contracts. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same.

GTM 71

GTM Engineering Start-ups Growth 71

SaaStr

MARCH 13, 2025

” It was the gold standard for B2B software companies scaling from $1M to $100M ARR. Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts? But here’s the thing – AI startups are breaking this model entirely. Take Haen and Harvey. 5 Actionable Strategies for AI Startup Growth 1.

Growth 108

Growth Strategic partnership Contract GTM 108

Veloxy

FEBRUARY 15, 2024

Key Takeaways Sales podcasts offer valuable insights for sales professionals of all levels, featuring content ranging from beginner-friendly tips to expert interviews and advanced strategies for B2B sales, sales engagement, and various industry-specific sales topics.

Gaming 233

Gaming Sell GTM Technique 233

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 84

GTM Up-sell Price Start-ups 84

SaaStr

DECEMBER 21, 2023

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. We are laser-focused on supporting our companies with GTM services and expertise. We had a great one last week with Mary D’Onofrio, Partner at Bessemer Venture Partners.

Gambling 115

Gambling GTM Legal Contract 115