SaaStr

NOVEMBER 17, 2023

For the first time in twenty years, we have a blank canvas, complete artistic freedom to reimagine everything in B2B software. They were going to wait. And target the market accordingly. The post Who Will Win the GTM AI Race — Startups vs. Incumbents?

GTM 104

GTM Technology Technology Up-sell 104

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 81

GTM E-commerce B2B Profit margin 81

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Thanks for reading The GTM Newsletter! GTM is evolving. Efficiency.

GTM 100

GTM UX Go To Market CRM 100

Martech

DECEMBER 19, 2022

In B2B sales and marketing, intent has become an essential ingredient as salt and pepper are in cooking. I tapped into a group of trusted B2B marketers to gain perspective on all things intent. What is the number one value proposition of intent in today’s GTM efforts?

GTM 119

GTM B2B Strategic planning Drivers/motivators 119

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? TRUST “We are a human-first business.” – Helen Baptist As we track progress toward our bigger strategic vision with small wins, admit where you suck. Watch it here.

B2B 79

B2B GTM Cross-sell Trust 79

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. The B2B playbook is changing. However, the next generation of marketing emphasizes the importance of media that’s owned, not just earned. Early-bird tickets expire next week.

GTM 72

GTM Launch B2B Growth 72

Sales Hacker

FEBRUARY 9, 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. Levelling Up: Cohort Course: Growth Marketing Strategy for B2B SaaS by Holly Chen. He’s been a B2B leader in businesses from pre-revenue to $600MM.

GTM 67

GTM Real Estate Launch B2B 67

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. Read more about Google Chrome’s 3 AI features here. That’s it, that’s all.

GTM 90

GTM Niche CRM Account management 90

SaaStr

JULY 7, 2022

ZoomInfo’s CEO, Henry Schuck, joined us to share five mistakes made on this B2B database’s journey from zero to IPO. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 89

GTM Strategize Engineering Go To Market 89

Martech

MAY 13, 2024

Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory.

Go To Market 55

Go To Market Growth GTM Strategize 55

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. Mistake #3: Designing tech-first, not market-first. Result: Low engagement with Salesforce’s GTM teams. But as Prathipati himself is now quick to point out: where is the customer?

GTM 82

GTM Pipeline Strategize Represent 82

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. A quick Google search on “how to improve sales performance” will give you an exhausting list of things to try.

Cross-sell 52

Cross-sell GTM Technology Technology 52

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” ” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns.

Go To Market 109

Go To Market GTM Strategize Growth 109

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

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. Go-to-market outreach. But they aren’t easy to come by.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

JUNE 23, 2021

that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. But that is because this community lives and breathes B2B sales. Why we love it: Each B2B sales article, podcast, webinar, and discussion is designed to support and elevate the sales profession. Sales Hacker. HubSpot Sales.

Cold Call 81

Cold Call Negotiate Objectives and Key Results GTM 81

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Heinz Marketing

OCTOBER 21, 2022

By Brittany Lieu , Marketing Consultant at Heinz Marketing. Being intentional is more important than being brilliant.” – Sangram Vajre, GTM Partners. Your go-to-market strategy is NOT a one and done strategy or project. Here are three B2B go-to-market myths that may be holding your business back. .

Go To Market 116

Go To Market GTM Education B2B 116

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?

B2B 92

B2B GTM Objectives and Key Results X-functional 92

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. 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. Go Find Your Unicorn.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

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. Account-Based Marketing. B2B is an acronym for Business-to-Business, a model for selling, relationship-building or engagement. . Go-to-Market Strategy. AB Testing. Base Salary.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

NOVEMBER 24, 2023

This community comprises of world-class operators from some of the fastest growing B2B SaaS companies. Led by Lars Nilsson , who coined the phrase account-based sales development himself, this will be both a strategic and tactical session. Hottest GTM jobs of the week: Mid Market Account Executive at Vividly – more details here.

GTM 85

GTM Trust Growth Start-ups 85

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. 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.

Go To Market 27

Go To Market Launch B2B GTM 27

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 88

Growth GTM SQL Strategic partnership 88

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

APRIL 7, 2021

Choosing the right customers to target is the foundation of any effective marketing strategy. If you’re selling B2B, you know it’s a wide and competitive market. This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy.

GTM 98

GTM CRM Cross-sell Cold Call 98

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Trish Bertuzzi – Founder of The Bridge Group. It’s not fun.

Cold Call 12

Cold Call Inside sales Sales B2B 12

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. We immediately pivoted from a consumer company to a B2B company.

Strategize 73

Strategize Pitch Growth Networking 73

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59