Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. The importance of cross-functional stream teams for accelerating GTM initiatives. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting.

GTM 80

GTM Engineering Customers Cross-sell 80

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Product and Go-To-Market. TriNet exists to make that easier. And that’s people.

GTM 81

GTM Customers Construction X-functional 81

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. The importance of cross-functional stream teams for accelerating GTM initiatives. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting.

GTM 67

GTM Engineering Customers Cross-sell 67

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 85

GTM Territory Gaming Sales 85

Sales Hacker

MARCH 22, 2018

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). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 98

B2B X-functional Cold Call SQL 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. they will get in trouble if they try to buy and expense it back ).

GTM 115

GTM X-functional Inside sales User Experience 115

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 91

GTM Quota Drivers/motivators Sales 91

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Total closed opportunities by month/quarter (by team and by individual). Percentage of opportunities closed/won. Ramp-up = amount of time spent in training + average sales cycle length + X.

X-functional 101

X-functional Quota Cross-sell Contract 101

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. Your go to market motion has to be driven by the product.

GTM 71

GTM X-functional Start-ups Campaign 71

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 66

GTM X-functional Start-ups Relationship building 66

SBI

SEPTEMBER 8, 2014

We built our technology to maintain profiles on all meaningful companies and decision makers worldwide, from basic data like revenues, employee counts and email addresses, to real-time insights on companies and people, while analyzing relationships that help our customers go to market.

Up-sell 51

Up-sell Closing Sell X-functional 51

Sales Hacker

APRIL 22, 2025

Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. You know, segments there market differently.

GTM 90

GTM Campaign Pipeline Launch 90

Sales Hacker

SEPTEMBER 29, 2020

How has been the sales evolution of the go to market motion for LinkSquares? He has his own dedicated implementation and vetting function sales ops. RELATED: How to Close the Enterprise When You’re Just a Startup. Vishal Sunak : just constant backfill of functional areas with more experts.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 62

GTM Up-sell Start-ups Gaming 62

Heinz Marketing

OCTOBER 25, 2021

We’re getting very close here, Geoff, to the end of the month for some people were getting close to the end of the, I call this the SaaS fiscal year. 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

ConversionXL

NOVEMBER 5, 2020

To my surprise, I closed my first client in under two weeks. When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. What go-to-market activity have we already tried? What go-to-market activity could we try?

UX 120

UX Clients Niche Service 120

SaaStr

JULY 15, 2022

If you haven’t closed a lot of big customers in the early days, or like me, it was a bit of a revelation to be a Senior Vice President Adobe for a little while and sit on the other side, see how things are bought. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. Let’s just step back a bit.

Cross-sell 117

Cross-sell Growth Start-ups X-functional 117

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. With Lucidchart, you can visually map out key contacts and crucial account data to uncover critical insights that will allow you to close bigger deals faster. What You’ll Learn. What Managed by Q does.

Customers 62

Customers Account management X-functional Hospitality 62

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 85

GTM Negotiate Profit margin Contract 85

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 92

Pipeline Sales X-functional B2B 92

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. Every sales org feels the pressure to close deals faster. Her name is Jessica Wilkeyson.

Contract 82

Contract Consult CRM Cross-sell 82

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X X and it’s not [inaudible 00:20:29]. Do you just connect the dots and say, “I’m going long. So massive step function.

E-commerce 90

E-commerce Retail Real Estate X-functional 90

Sales Hacker

JUNE 9, 2020

Did you consider like, “Hey, I want to be the FP&A analyst,” or something like that, some operational person at a startup, versus trying to go in there and carry a bag and actually close business? I just decided that it’s the sales function that grows companies and drives the economy, quite frankly.

Finance 98

Finance X-functional Pipeline Sports 98

SaaStr

AUGUST 20, 2019

Unfortunately, it’s something that, I think, you don’t really see in the valley a lot and something that the people close to Sameer and the employees of SendGrid know really intimately. Sameer Dhokalia: The go-to-market model was magical. There was an adjacent market. I think you touched on some of those.

Growth 60

Growth X-functional Start-ups Conversion 60

Heinz Marketing

MARCH 11, 2019

We’re going to swim out in the sea of ideas and see if we can’t see that sales pipeline starting to curl up out in the ocean there with the man who knows how to catch every wave, Matt Heinz. Let me pick one and pick a vendor that’s going to help deliver 100% of what I need, and let me drop the other two tools.

Pipeline 68

Pipeline Sales B2B X-functional 68

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 100

GTM Engineering Growth X-functional 100

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. Navigating payroll, benefits, and compliance shouldnt slow you down.

GTM 65

GTM X-functional Start-ups Go To Market 65

Sales Hacker

JANUARY 7, 2025

I mean, And as you can imagine, everyone is focused on closing the year. We need to build, we need to close. And then I would say… Last month, I started focusing not anymore on the closing, but I would say I switched 60% as well on, okay, what about next quarter? So that’s usually a good sign. Scott Barker: Awesome.

GTM 111

GTM Sell Customers Cold Call 111

Heinz Marketing

APRIL 11, 2022

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. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 111

Pipeline B2B Go To Market Sales 111

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.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. You have go to market fit.

Growth 105

Growth Cross-sell Contract Go To Market 105

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. What GTM functions (e.g. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 65

GTM Networking Growth Go To Market 65

Heinz Marketing

MAY 9, 2022

You do a lot of advising with companies in go-to-markets scale up stages but what interested in me a lot was this relationship with the CRO and the CFO, which quite frankly like, we have an audience that is sales and marketing in particular, the better relationship you have with the CFO, the better off you can be.

Pipeline 98

Pipeline Finance Commission Sales 98

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. X this year. I’m going to go from 2 to 5 or 2 to 6.” Transcript.

Quota 98

Quota Growth Product Closing 98

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. NetSuite exited close to a decacorn.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117