SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Unmanaged accounts are usually folks who can go through a flow without talking to a rep, or they’ve filled out a lead form and saw what they needed.

Go To Market 80

Go To Market Territory Technique A/B testing 80

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 99

Go To Market Growth GTM Product 99

Highspot

FEBRUARY 9, 2021

I’ve found that those strategic initiatives don’t fail because they don’t have the right people, the right processes, or the right technologies – but because the leaders entrusted to drive initiatives cannot get on the same page. Losing deals to close-no decision is a rampant problem. Success Starts with Alignment.

Go To Market 98

Go To Market Technology Technology Pitch 98

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Martech

JANUARY 22, 2024

Imagine this: Your agency has created a clear and effective digital marketing plan. You have worked closely with the client, prepared all the necessary content, assets and targeting, and are confident about the potential success. For digital marketing agencies, driving campaigns is only half the battle.

Clients 101

Clients Closing Objectives and Key Results SQL 101

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service. Or any deals, really.

Closing 162

Closing Sports GTM Legal 162

SaaStr

FEBRUARY 21, 2023

Some of the benefits of PLG are: The ability to grow faster A more accessible product for potential customers Greater communication and closeness with customers At this week’s Workshop Wednesday — held every Wednesday at 10 a.m. Do implement processes to map out current human touches. A dedicated growth team is suited to this change.

Go To Market 71

Go To Market Growth GTM X-functional 71

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. Imagine if not just a few, but the majority of your sellers exceeded quota and contributed to a higher number of closed-won deals in the same amount of time.

Closing 52

Closing Product Objectives and Key Results Quota 52

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 73

Go To Market GTM X-functional Territory 73

Sales Hacker

JULY 19, 2021

A non-sexy case for process. Process, Enablement, Advisory, and Systems. Process is the building block of a successful revenue engine. The RevOps organization is responsible for defining, building, improving, implementing, and maintaining scalable go-to-market processes. A request process is key.

Gaming 93

Gaming Process Engineering Start-ups 93

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Mental agility and ability to process inputs is a must.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Salesforce

SEPTEMBER 27, 2021

Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. We were able to expedite this process because all the information you need for approvals and all the right people you need for approvals were all in one place.”. Overcome operational inefficiencies to close as a team.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

APRIL 9, 2024

With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling. Most importantly, Daniel is a founder who leads from the front, always eager to hop on a plane to close a big deal. 13:39) – Extracting value from investors. (17:57)

GTM 96

GTM Pipeline Go To Market Growth 96

Sales Hacker

APRIL 2, 2024

34:51) One thing that is working for Kyle in go-to-market right now. 34:51) One thing that is working for Kyle in go-to-market right now. With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence.

GTM 107

GTM Pipeline Go To Market Prospecting 107

Sales Hacker

APRIL 6, 2021

Why go-to-market excellence trumps product excellence [24:57]. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere. Everything is backed up by data pulled from Outreach processes and their customer base. Show Introduction [00:49].

Process 66

Process Drivers/motivators Sales Engineering 66

Veloxy

FEBRUARY 15, 2024

They provide a platform for insights into the sales process and strategies, offering the convenience of learning anytime, anywhere. They offer beginner-friendly content aimed at helping novices understand the sales process and develop their skills.

Gaming 233

Gaming Sell GTM Technique 233

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

Partners in Excellence

MARCH 26, 2024

When these large, strategic deals closed, our team and the company celebrated the success. I learned new skills in hiring and developing people and implementing sales processes that make an impact. We also have companies with just OK products but great go-to-market teams, and they’re doing well.”

Sell 100

Sell Cross-sell Finance B2C 100

Partners in Excellence

JUNE 21, 2013

Sometimes, when I look at what we do to ourselves in Sales and Marketing, I wonder if we aren’t creating Rube Goldberg machines. For a little levity in your day, enjoy the Rube Goldberg Page Turning Machine–then think about you selling processes and have a private chuckle . Humor Sales Process Sales Strategies'

Process 90

Process Sell Commission Go To Market 90

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. Go-to-market motions are shifting. Deals close 46% faster using ELG playbooks.

GTM 99

GTM UX Go To Market CRM 99

Sales Hacker

FEBRUARY 21, 2024

They convert better than any other sales channel and afford a more natural and authentic sales process. Too often, an investor, advisor, or friend could have made the difference between closed-lost and closed-won, but they simply weren’t aware. WIN seeks to alleviate this burden by streamlining the referral process.

GTM 78

GTM Referrals Networking Represent 78

SBI

JANUARY 15, 2019

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics. InsideView Apex now includes pipeline and revenue analytics, which gives revenue leaders visibility into the entire sales funnel, empowering them to make quick yet well-informed decisions about their market segmentation and GTM strategy.

Go To Market 26

Go To Market GTM Pipeline Launch 26

Partners in Excellence

DECEMBER 24, 2012

We’re closing the last deals of the year–that frenzy to make the numbers. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago! Have your customers/markets changed? Was last year tough?

Process 94

Process Territory Sales Quota 94

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. Dig deeper: When and how to move beyond performance marketing to brand strategy Email: Business email address Sign up now Processing.

SQL 105

SQL GTM B2B Pipeline 105

Sales Hacker

FEBRUARY 23, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The philosophy that inspired Vichich to keep going?

GTM 91

GTM Sell Finance Launch 91

Search Engine Land

OCTOBER 25, 2023

For example, many businesses go to market by industry, so those types of businesses will need an ICP per each industry market. Senior leaders, however, are typically the last people in the buying process. Dig deeper: B2B keyword research: A comprehensive guide Get the daily newsletter search marketers rely on.

B2B 112

B2B B2C Non-Profits Education 112

SalesLoft

APRIL 12, 2024

And how can it help revenue teams close deals with precision, swiftness, and an unparalleled understanding of customer needs? It sets up guardrails – equipping sales teams with the right content, insights, and actions to address buyer needs at every stage of the process. It doesn’t just map the path.

B2B 80

B2B Technology Technology CRM 80

Sell Or Die

MARCH 4, 2024

With over 11 years of sales and sales leadership experience, Chet Lovegren started The Sales Doctor in 2020 as a way of providing a ‘prescriptive’ approach to revenue problems and struggling go-to-market strategies.

Sales 40

Sales Go To Market Closing Process 40

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. When sales, customer success, and marketing teams are enabled and aligned, they are 67% more efficient at closing deals and 15% more profitable.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. We cannot really know, but we try to get as close as possible,” she says. Remarkable.

B2B 115

B2B Drivers/motivators CRM GTM 115

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Volume: What’s the amount of leads, deals closed, and customers?

Growth 87

Growth Drivers/motivators Go To Market Sales 87

SBI

JULY 10, 2018

This isn’t about forcing yet another tool into your tech stack, or another process into your workflow. By prioritizing your sales and marketing teams’ time, effort and budget with FIRE data, you can ensure your go-to-market (GTM) team is putting most of their energy into engaging with accounts you have the best change of closing.

Closing 55

Closing GTM B2B Prospecting 55

SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Objectives and Key Results 86

Objectives and Key Results Pitch GTM Cold Call 86

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

Go To Market 55

Go To Market Growth GTM Strategize 55

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams. The result?

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? At Harness, Eubanks leads go-to-market. By feeding this evolution, your organization will have an efficient inbound funnel, which will require a flexible sales process. This is where it gets sticky for many Go-To-Market teams. .

GTM 85

GTM Product Education Growth 85