Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS. Product and Go-To-Market. TriNet exists to make that easier. And that’s people.

GTM 84

GTM Customers Construction X-functional 84

Sales Hacker

MAY 20, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. I hear, at least on the marketing side, but across all functions is I wish we hired rev ops sooner and brought ops in sooner.

GTM 103

GTM Engineering Growth X-functional 103

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders.

GTM 84

GTM Finance Cross-sell X-functional 84

Sales Hacker

JULY 8, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. Frankly, that should just be core functionality of Salesforce. TriNet exists to make that easier.

GTM 79

GTM Sales CRM Start-ups 79

Sales Hacker

MAY 27, 2025

With over two decades at the forefront of techs biggest transformationsfrom on-prem to cloud to AISean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption. Sean is the founder of Qualified and AI pipeline automation platform for B2B companies.

GTM 66

GTM X-functional Start-ups Go To Market 66

Sales Hacker

APRIL 22, 2025

11:06 Why nailing 3-5 core use cases beats going broad or too niche. 14:01 How to keep up with a market that changes every week (hello, agentic AI). 33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. Sophie Buonassisi: Definitely.

GTM 94

GTM Campaign Pipeline Launch 94

Sales Hacker

FEBRUARY 25, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 80

GTM X-functional Objectives and Key Results Start-ups 80

Sales Hacker

APRIL 15, 2025

Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry Highlights: 04:09 Udi’s inspiration for writing his new book, Courageous Marketing. 06:02 The four most common reasons why marketing fails. 09:22 What marketers should be looking for when selecting a company to join. Udi Ledergor: Yes. It’s on May 7th. [00:05:00]

GTM 62

GTM B2B Follow-up Campaign 62

Sales Hacker

AUGUST 7, 2024

Paul Mander currently leads all of go-to-market for B2B at Optery. Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams.

Go To Market 121

Go To Market X-functional Engineering Cross-sell 121

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 95

Go To Market GTM X-functional Territory 95

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Some functions (e.g. Would the product fit the selected market?

B2B 99

B2B X-functional Cold Call SQL 99

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 116

B2B GTM Objectives and Key Results Sell 116

Martech

AUGUST 9, 2023

Account-based marketing (ABM) is a powerful strategy helping B2B marketers target and engage with high-value accounts, deliver personalized experiences and drive revenue growth. Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO.

X-functional 98

X-functional GTM B2B Technology 98

Sales Hacker

SEPTEMBER 22, 2023

This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Include a full-feature free trial. Take a more hands-on approach to inside sales.

GTM 118

GTM X-functional Inside sales User Experience 118

SaaStr

FEBRUARY 2, 2022

And that transition over the next year, from an end-user-centric story to a B2B product for teams, required a collaborative effort. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. PLG, for all its virtues, doesn’t mean that you can skip GTM functions.

Growth 113

Growth Product GTM X-functional 113

Heinz Marketing

MAY 16, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Talking about sales and marketing, B2B sales and marketing. And we’re talking about B2B. It’s just as important in B2B.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

ConversionXL

NOVEMBER 5, 2020

Today, Grizzle is a full-service content marketing and SEO agency that provides B2B and SaaS companies end-to-end services. When clients ask, “Do you do X?,” Most B2B buyers know this. How you communicate as a function of that design is a critical problem that you should aim to solve. Image source ).

UX 120

UX Clients Service Niche 120

Heinz Marketing

OCTOBER 25, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. What if it had X? How do you balance feedback from customers individually, which are valid, with making sure you’re staying focused on a core addressable market?

Pipeline 122

Pipeline Sales Growth X-functional 122

Sales Hacker

SEPTEMBER 29, 2020

Vishal Sunak: I began my journey in B2B SaaS at Backupify, and got the opportunity to learn the SaaS game from some real experts. A lot of great experience working and supporting inside sales teams, a lot of good experience with marketing and marketing ops, a lot of good experience with building products.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Heinz Marketing

JANUARY 25, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I ask Jason why is this function so interesting? What about partner marketing is so exciting? I mean, why is that function so interesting to you? How are you doing?

Pipeline 89

Pipeline Sales X-functional B2B 89

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. She’s the founder of Alternate Route, a go-to market strategy and revenue operations consultancy based here in New York.

Contract 83

Contract CRM Consult Cross-sell 83

SaaStr

JULY 15, 2022

So how feasible do you think that works for a typical B2B SaaS business that probably our user-base is not too knowledgeable about [inaudible] on the internet for something specific in their day-to-day use case? But I almost never see mediocre outsource SEO really work for B2B. So, thanks man. But potentially even technology.

Growth 117

Growth Cross-sell Start-ups X-functional 117

Heinz Marketing

MARCH 11, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring every week some of the best and brightest minds in B2B sales and marketing. Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m.

Pipeline 66

Pipeline Sales B2B X-functional 66

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. CR(t) —The conversion rate as a function of time to get to a single SQL. This may work well in a market with an unlimited number of companies to sell into. Four Prospecting Approaches.

Prospecting 59

Prospecting SQL GTM X-functional 59

Heinz Marketing

APRIL 11, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Sales Hacker

MARCH 2, 2020

B2B Is Really P2P. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Based on an in-depth analysis of more than 700 B2B purchases amounting to $3.1 Strategy and Process. Hacking Sales. Hyper-Connected Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Heinz Marketing

MAY 9, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Every week, as you know, we are featuring some of the best and brightest minds in sales and marketing, B2B specifically. You are looking at your market, maybe through the lens.

Pipeline 98

Pipeline Finance Commission Sales 98

Heinz Marketing

FEBRUARY 5, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ll talk about Ryan’s approach to B2B PR, how that impacts sales pipeline (directly and indirectly). More about Ryan: ? Today is no different. He is the new CMO at G2 Crowd.

Pipeline 55

Pipeline B2B Sales Pitch 55

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

JUNE 4, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. I think your customer base grows by two X it seems like every month these days.

Pipeline 58

Pipeline Sales Drivers/motivators X-functional 58

Heinz Marketing

APRIL 2, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales and marketing professionals. Every week we are featuring some of the best and brightest minds and thinkers in B2B sales and marketing. Paul, not just sales and marketing, but let me set this up a little bit.

Pipeline 53

Pipeline Sales Presentation B2B 53

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 63

X-functional Start-ups Drivers/motivators Go To Market 63

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings.

E-commerce 117

E-commerce Price Start-ups Gaming 117

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. What’s the ROI on my sales development team as a function?

Cold Call 13

Cold Call Inside sales Sales B2B 13

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 102

GTM Gambling B2B E-commerce 102

Sales Hacker

JANUARY 21, 2025

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. Why substance beats sizzle every time in sales and marketing.

GTM 52

GTM X-functional B2C B2B 52