Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success. Did you know?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. One consistent, trusted point of contact makes all the difference and should be appropriately rewarded.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . If you sell to ~20 people in each account, and you have ~15 accounts at any given time, that’s 300 contacts you’re expected to manage at once. . Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 92

Go To Market GTM X-functional Territory 92

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in.

GTM 95

GTM Negotiate Pipeline Contract 95

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. SDRs are ready to start calling but first they must dedupe dozens of contacts just dumped into their CRM. Interned for Experian developing an international GTM strategy.

Finance 114

Finance Cross-sell SQL GTM 114

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. New Points of Contact: Employee attrition is twice as high at a startup than a large company. execs/board members/investors), then contact the company for product demo(s).

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

ConversionXL

APRIL 7, 2021

In most cases, ABM should not be a standard go-to-market (GTM) strategy. Larger TAM & Small ACV < $10,000 : This range relies on primary inbound and Demand generation GTM because the market is big enough & there’s likely existing solutions & demand that you can use to deploy SEO, social, and content. DemandBase.

CRM 98

CRM Cross-sell GTM Cold Call 98

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. . Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period.

B2B 105

B2B E-commerce Cold Call Sales 105

SaaStr

OCTOBER 24, 2022

They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. The contract size grows.

Growth 84

Growth Price Contract GTM 84

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team. Content Lifecycle. Enterprise.

A/B testing 114

A/B testing Sales Quota Promote 114

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays).

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Boosting annual contract values? That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

SEPTEMBER 25, 2024

On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn. It starts with the entire universe of contactable leads on LinkedIn and goes through the steps. Investors are looking for growth, efficiency, and strong signs of a scalable GTM motion. How many people are reachable?

Pitch 73

Pitch Pipeline SQL GTM 73

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract Up-sell 62

Lead Fuze

NOVEMBER 30, 2021

What You Need to Know About SaaS GTM Models. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Is ABSD for developers like you?

GTM 52

GTM Price Sales Contract 52

Lead Fuze

JANUARY 1, 2022

LeadFuze gives you all the data you need to find ideal leads, including full contact information. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Enterprise-level versions of a program are called OEM software.

Negotiate 52

Negotiate Profit margin Contract Price 52

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. I am trying to actually do a better contact list management, do I need to buy a CRM for that? I need to have contact database reliability and quality. I need to have functional email.

Pipeline 120

Pipeline Sales Technology Technology 120

Sales Hacker

SEPTEMBER 20, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Contact data became a commodity, and the more we reached out, the less we connected. Buyers are now overwhelmed by generic, automated messages. The result? The market spends $2.5

GTM 73

GTM Launch Electricity Sales 73

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Renewal (Optional): Your customer renews their contract or subscription.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. * Why does Jason believe that your North Star has to be revenue in the go to market teams? Why does Jason believe that alignment is a dirty word?

X-functional 56

X-functional SQL Pipeline Go To Market 56

Martech

JULY 5, 2024

Managers can now use HubSpot to track contact lifecycles, segment contacts and automate business processes while maintaining HIPAA compliance. This integration allows for better sales and service processes by providing a comprehensive view of contacts and enabling secure data management.

CRM 123

CRM Campaign Contact Sales 123