Highspot

MAY 8, 2025

Our Spring release advances AIs impact on go-to-market execution to help every seller deliver the right message at the right time, while simultaneously enabling revenue leaders to scale what works.

GTM

Sales Hacker

JUNE 17, 2025

Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Product and Go-To-Market. Product and Go-To-Market. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

GTM

Sales Hacker

JUNE 10, 2025

With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. Trusted by top brands like Asana, Box, Brex, Clari, GE Healthcare, and more, Qualified is redefining how companies generate pipeline in the age of AI. Now back to the episode.

GTM

SaaStr

JUNE 20, 2025

These aren’t general-purpose tools — they’re laser-focused solutions targeting specific SaaS incumbents: Healthcare & Life Sciences : 14 companies in CB Insights’ AI 100 Disrupting: Epic, Cerner, Veeva Advantage: Domain-specific data and regulatory expertise Financial Services : AlphaSense ($1.4B

Government

Highspot

JULY 15, 2025

You can rely on AI-powered technology to tailor outreach and guide next steps, as you move leads from discovery to closed-won. Using a go-to-market (GTM) performance platform with advanced AI and robust analytics can help MedTech sales teams connect with buyers where they are and help them deliver the right sales content at the right time.

Healthcare

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM

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. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market. 2) Spanning markets. 1) Across regions.

Go To Market

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market

Sales Hacker

SEPTEMBER 2, 2020

Companies operating in less-digitized industries (construction, healthcare, real estate, etc.). The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales

Sales Hacker

FEBRUARY 7, 2018

One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. Randy was let go in July.

Growth

Hubspot

JANUARY 25, 2019

A venture capitalist often sees hundreds of businesses every year and works closely with a handful of them. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. million in closed-won deals after building out their BDR team. Region : East Coast. Union Square Ventures.

Territory

Heinz Marketing

SEPTEMBER 19, 2022

And a lot of companies sometimes aim a little too large when they think about their target addressable market. Well, we are in healthcare so we can sell to anyone in healthcare, right?” But as strategists, if we want to plan a smart go-to market, we should be thinking differently. ” Well, yes and no.

Pipeline

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Learn more. Sales ops helps you scale.

Territory

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. This is a companywide question that permeates your go-to-market messaging. How do you describe the value drivers that make customers buy? It never ends. Have one funnel.

Territory

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM

Heinz Marketing

SEPTEMBER 6, 2021

I want to get into what you’ve done in Newsela, but I mean, let’s talk about public versus private sector marketing and go-to-market in general. How big of a shift was it to go from commercial to public sector? What were some of the biggest pivots you saw in differences in your go-to-market strategy?

Pipeline

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. In order for salespeople to effectively close deals, they need to focus on sales-critical activities. What Does a Sales Department Do? SALES OPERATIONS.

Assembly Line

PandaDoc

FEBRUARY 28, 2025

Align on goals : Collaborating on go-to-market strategies, engagement efforts, and shared KPIs can help departments work more effectively towards the common objective of driving revenue growth. This allows your teams to focus on building relationships and closing deals, which ultimately leads to sustained growth.

E-commerce

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. I was more of an end user guy closing large opportunities, and had to find the right person. And I think our marketing along with it focuses.

Pipeline

Heinz Marketing

MAY 11, 2020

And a number of things, we’re perhaps a little bit unique, I wouldn’t say on the front lines like many organizations helping, like in healthcare and things like that. And we impact healthcare benefits, payroll, things like that that overnight had major changes. That could be pipeline, it could be QLs in our case.

Pipeline

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. In most companies you’re going to get a pass between March and maybe May in some of their metrics, but the metrics before that pass zone better be pretty damn good and at some point after that pass zone, they better start looking good again.

E-commerce

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment

SaaStr

JUNE 10, 2021

Marten Mickos: And if you are a product manager, or if you are in charge of go-to-market, or sales, or you’re the CEO of the company, I encourage you to think about the whole product that you need to deliver to the customer, and think about the entire job that needs to get done. It could be work done by suppliers. Is it software?

Customers

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. You’ll learn a lot if you listen closely. What you do matters, but character matters more. Cassie Young. Be curious.

Sales

Sales Hacker

MARCH 2, 2020

Pitching and Closing. The Perfect Close. 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. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. Smart Calling. Simplified.

Sales

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. However, doing a product to the enterprise, that was something that we were not expecting how difficult it was going to be. It took us a couple of years to even get close to that. Tiago Paiva: Oh yeah. I’m kidding.

Launch

Heinz Marketing

MARCH 30, 2020

I think this is the time to check in, to build the relationship and hopefully collaborate … but it’s certainly not a time to push to close the deal… I think we do need to be sensitive to how they’re showing up and how we’re showing up. They’ll always be closing. How do you address that tension?

Pipeline

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. If you can do that, I think people would just close their eyes to this middle [inaudible 00:22:02] we’re typically in a growth out and even a series of C can’t really get away with that. I doubt it.

X-functional

SaaStr

MAY 8, 2020

When you look across the landscape and suite of companies, where do you think many potentially go wrong in terms of really engaging that enterprise sale, also maybe in the midst of COVID? And the hardest thing, Bob said, is for founders to let go of their founding idea. It can feel really uncomfortable.

Cross-sell

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. And let’s say your average sales price for the opportunity that you’re closing is $10,000. We are as an organization and we are as an industry really hooked to hyper growth. So let’s say that’s 10%.

Cross-sell

SaaStr

MAY 27, 2020

What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. Again, I put this together in February saying that I thought like chain restaurants, domestic air hotels were going to be impacted.

Finance

SaaStr

JULY 30, 2018

When I talk to banks, insurance companies, healthcare, their biggest challenges…IT for the longest time has been plugging this stuff in as best they can in silos. I actually ended up staying very close to sales, even though I’m a technology founder. We have a lot of technology trends, so cloud was pivotal.

Cross-sell

SaaStr

MAY 15, 2020

Does customer success start after you close a sale? ” I think Marriott started in 1927, and in the early ’30s, they were one of the earliest companies to give healthcare benefits to their employees. Now, you’ve been involved in both sales and customer success is closed source also. Okay, so that’s one. .

Trust