SaaStr

JULY 22, 2025

Key Insights: GTM roles have 32% annual turnover (CMOs) and 32% annual turnover (CROs) This means roughly 1 in 3 CMOs and CROs turn over every single year Compare this to CEOs (4.3-year years) Even VP-level GTM roles struggle: VP of Sales (2.0 years) Even VP-level GTM roles struggle: VP of Sales (2.0 years), VP of Marketing (1.9

GTM 82

GTM Pipeline Quota Start-ups 82

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. And she said ‘you would not believe the amount of pipeline we’ve been able to generate with an AI SDR.

Go To Market 132

Go To Market Quota GTM Price 132

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams.

B2B 52

B2B Sell GTM Cold Call 52

Martech

APRIL 2, 2025

There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. As the Forrester B2B Summit kicked off this week in Phoenix, the analyst firm released a report called “AI Agents: What It Means For B2B Marketing, Sales, And Product.”

B2B 90

B2B GTM Government Strategic planning 90

Heinz Marketing

JUNE 26, 2025

But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. The real power comes from aligning your GTM teams to act on those cues. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data.

GTM 92

GTM Cross-sell Referrals Pipeline 92

Sales Hacker

DECEMBER 10, 2024

With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. Listen to Martin explain more context around this in episode 125 of The GTM Podcast. Martin’s early years at Levelset were a whirlwind of learning and overcoming challenges.

GTM 107

GTM Construction Quota Growth 107

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 54

Pipeline GTM B2B Follow-up 54

Sales Hacker

JUNE 24, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach.

GTM 69

GTM Legal Contract Go To Market 69

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 78

GTM Growth Sell X-functional 78

Highspot

JUNE 23, 2025

But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline. The post The B2B growth agenda: A blueprint for predictable revenue appeared first on Highspot.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). They’ve rocketed to $6m ARR in just a few months.

Territory 86

Territory CRM Negotiate Relationship building 86

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. So I love this idea of these committees.

GTM 74

GTM X-functional Start-ups Campaign 74

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.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JUNE 17, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. 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.

GTM 84

GTM Customers Construction X-functional 84

Martech

JUNE 18, 2025

Dig deeper: Balancing the human-to-AI mix in B2B marketing AI can accelerate, but strategy sets the direction AI can supercharge execution. ” HubSpot: Listening before automating HubSpot has integrated AI across the GTM experience — from email generation to sales pipeline insights.

GTM 103

GTM Strategize Trust B2B 103

Heinz Marketing

JULY 18, 2025

In this blog, we’ve compiled the most frequently asked questions we hear from B2B marketers when getting to know Heinz Marketing. Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline.

GTM 54

GTM Healthcare Pipeline Manufacturing 54

Heinz Marketing

JULY 24, 2025

The panel called out a few specific gaps they see even among mature revenue teams: Most GTM teams still treat signals as a lead-gen tool. This session showed how a few key changes—better alignment, more focused signal strategies, and practical playbooks—can make a real difference in both pipeline and customer growth.

GTM 57

GTM Pipeline Growth Account management 57

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. There is no aspect of what we do as sellers in which there is some tool that claims to coach. So what is coaching? This is not coaching.

Objectives and Key Results 119

Objectives and Key Results Objection handling GTM Pipeline 119

Sales Hacker

JULY 11, 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. Looking to build a proprietary GTM edge with AI at the core.

Launch 79

Launch GTM SQL CRM 79

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. The combination of AI particularly causal AI key judicial rulings and more litigious shareholders is forcing GTM teams to elevate their decision-making. AI is making these practices impossible to hide.

GTM 105

GTM Contract Government Legal 105

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. This approach doesn’t just apply to consumer brands, though.

GTM 52

GTM Customers Cross-sell 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. Discussed in this Episode: How to build the habits and fundamentals for sustainably generating pipeline. Thank you for rocking with me. We are in 2025.

GTM 107

GTM Growth B2B Pipeline 107

Heinz Marketing

APRIL 30, 2025

The Necessity of AI in Modern Sales and Marketing Our discussion opened with a compelling statistic: 72% of high-performing sales teams leverage AI to enhance pipeline performance. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.

Strategize 71

Strategize Sales Technology Technology 71

Heinz Marketing

MAY 13, 2025

This is a challenging spot for many B2B leaders and contributors. Your metrics need to have a through-line to impact (pipeline and revenue). The better way is to map out your data models across your GTM motions. If you are looking across GTM motions with questions like Is ABM outperforming MM lead-gen?

B2B 97

B2B GTM CRM Pipeline 97

Martech

DECEMBER 3, 2024

“The state of B2B advertising” is the name of a recent report from ABM advertising, customer intelligence and data platform Demandbase. But what about the state of B2B marketing itself? “You need twice as much pipeline as you thought you needed to hit the same revenue. The message got through.

B2B 122

B2B GTM Pipeline B2C 122

Sales Hacker

MAY 16, 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. You need GTM alignment. The market also took notice.

GTM 71

GTM Represent Legal Go To Market 71

SaaStr

MAY 29, 2025

They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management. This isn’t optional technologyit will become table stakes for B2B sales, just like CRM systems became non-negotiable in the 2000s.

GTM 95

GTM Negotiate Cross-sell CRM 95

Martech

MARCH 3, 2025

For decades, the marketing qualified lead (MQL) has been the centerpiece of B2B go-to-market (GTM) strategies. It’s not just an outdated metric; it represents a way of thinking that disconnects GTM teams from real business impact, misaligns incentives and fails to reflect how modern buyers behave.

B2B 125

B2B GTM Drivers/motivators Legal 125

Martech

JULY 14, 2025

The first half of 2025 has made one thing unmistakably clear: B2B go-to-market teams are overwhelmed by tools, but starved for strategy. Yet pipeline growth is stalling. He founded Smoke Signals, a consultancy that designs and operates signal-based GTM systems for high-ticket B2B companies. AI is everywhere.

GTM 64

GTM Pipeline B2B Clients 64

Martech

APRIL 29, 2025

They think I’ve crossed some line by calling out systemic GTM failures and surfacing inconvenient truths about CRM corruption, marketing performance opacity or attribution theater. When GTM fails, more marketing theory won’t fix it. The CEOs, CFOs, board directors and shareholders I talk to don’t see it that way.

GTM 83

GTM Finance Networking Education 83

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 103

GTM Engineering Growth X-functional 103

SaaStr

JUNE 30, 2025

Because every minute we save on operational tasks is a minute we can spend creating better content, building stronger community connections, investing in better start-ups, and delivering more value to the B2B world. For our SaaStr content pipeline, this has been huge. You literally edit video like you’re editing a Google Doc.

Objectives and Key Results 100

Objectives and Key Results GTM Niche Gaming 100

Sales Hacker

MAY 13, 2025

How Yext evolved from managing listings to powering AI-ready data pipelines. 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. Why software innovation must start with intelligence, not workflow.

GTM 72

GTM Engineering Start-ups Growth 72

Sales Hacker

FEBRUARY 24, 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. Long-form = higher intent. On social, short-form wins.

B2B 79

B2B GTM Cross-sell Education 79

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. GTM 132 Episode Transcript Scott Barker: Hello. GTM 132 Episode Transcript Scott Barker: Hello.

GTM 84

GTM Finance Cross-sell X-functional 84