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? Kevin Walker: if you’re doing a strong founder-led sales motion, the hardest thing to scale is yourself Vera Kutsenko: I did not expect it to go viral, and it did.

GTM 70

GTM Legal Contract Go To Market 70

Sales Hacker

JANUARY 7, 2025

So that’s one model that work on the more you’re going to build that, then the challenge to, I would say, switch and help your partner to switch from an implementation model to more like a sales engine as well. You know, okay, are we aligned that this new line of product is going to be able to bring this amount of revenue?

GTM 117

GTM Sell Customers Cold Call 117

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. 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. TriNet exists to make that easier.

GTM 88

GTM Customers Construction X-functional 88

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 69

GTM X-functional Start-ups Relationship building 69

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. The go-to-market tech that drives that engine. Overall insight about operations. 00:01:00] Love to hear.

GTM 106

GTM Engineering Growth X-functional 106

SaaStr

JUNE 20, 2025

The Team Reality Check: Your Biggest Blind Spot Here’s the uncomfortable truth most SaaS leaders won’t admit: your current engineering team may not be equipped for AI transformation. Industry observers like Josh Bersin remain skeptical about replicating complex systems like Workday’s payroll and compliance frameworks.

Government 115

Government Legal Engineering Growth 115

Sales Hacker

MAY 13, 2025

14:30 The new battleground: how AI engines like ChatGPT shape discoverability. 18:00 Practical data strategies for local businesses and SaaS marketers. 22:00 Why structured data is the foundation of AI-first marketing. 31:00 Seat-based pricing is dying how to move to value-based contracts.

GTM 74

GTM Engineering Start-ups Growth 74

SaaStr

JUNE 25, 2025

Company Snapshot: Founded : January 2014 (11 years) Current ARR : $1.09B+ (Q1 FY2025) Growth Rate : 39% YoY ARR growth, 47% revenue growth NPS Score : 80 (exceptionally high for enterprise software) Net Revenue Retention : 133% (as of Jan 2024) Customers : 2,246 customers with $100K+ ARR contracts IPO : April 2024 on NYSE (RBRK) at $5.6B

Legal 102

Legal Cross-sell Government Engineering 102

SaaStr

APRIL 1, 2025

While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer. The Bottom Line:AI isn’t yet revolutionizing sales the way it is transforming software development.

GTM 83

GTM Territory Cold Call Price 83

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. Imagine telling your board you’re only using 40% of your AWS infrastructure or 40% of your engineering team’s output.

CRM 102

CRM Follow-up Pipeline Territory 102

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 63

GTM Up-sell Start-ups Gaming 63

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. ACD (average contract duration). Its AI engine drives demand, boosts visibility across Google and GPT, follows up with leads, and rebooks past clients. MQLs S0s/S1s. Conversion by stage. Zoca solves for that.

GTM 107

GTM Cross-sell Pipeline Launch 107

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 126

Engineering Objectives and Key Results Drivers/motivators Teamwork 126

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Over-engineering the customer experience CX is one of the most valued company assets in gaining market share and growing margins. There was also a drop in average contract value and referrals.

Go To Market 114

Go To Market GTM Strategize Growth 114

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 101

Go To Market Process GTM Education 101

SaaStr

APRIL 30, 2024

You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. The growth engine from both sales and marketing should to be working before you add gas to it. They’re the engine of the business. Kyle made this mistake in his first startup.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 122

GTM Growth Referrals Contract 122

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . The right person to do that might be you, but it might be a sales engineer or someone from customer success. But your engineers? They’re experts.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 110

GTM Represent Growth Go To Market 110

SaaStr

JUNE 22, 2023

At Rattle , we are redefining the way revenue teams and leaders interact with their go-to-market systems! We empower companies of all sizes to pay and manage full-time and contract workers around the world. Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC.

Contract 97

Contract Engineering Trust Technique 97

SaaStr

SEPTEMBER 12, 2023

The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. • Long-Term Contracts 8. No Contract At All Some good ones! . • The company should segment sales into Small, Medium, and Large customers as they approach $10 million in ARR. • Structured Data 4. Partners + Ecosystem 5.

Price 113

Price Contract Territory Quota 113

SaaStr

NOVEMBER 1, 2022

The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. There was a consensus among CPOs we met that product leaders need to be close to the customer vs. engineering. PP could be a strategic enabler of GTM scale up if done well.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. My sales POC case study.

Objectives and Key Results 104

Objectives and Key Results Technical Sales Engineering Sales 104

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 88

GTM Negotiate Profit margin Contract 88

SaaStr

MARCH 7, 2023

Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Lower the amount of improperly priced contracts that go out? Create greater alignment between go-to-market teams?

Legal 90

Legal Contract Price Negotiate 90

Sales Hacker

NOVEMBER 2, 2021

He’s a sales leader with over 14 years of experience, with an MBA and engineering background. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy is a top performer at his company, Blend.

Drivers/motivators 106

Drivers/motivators Engineering Promote Up-sell 106

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 67

Product Contract Cross-sell Account management 67

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

GTM 104

GTM Product Price Contract 104

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Assist the CEO and sales leadership team with go-to-market planning.

Finance 114

Finance Cross-sell SQL GTM 114

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Before we go, we want to thank our sponsors. With Conga you can simplify documents, automate contracts, and execute esignatures. This has been a great show.

Contract 84

Contract Drivers/motivators Sales Price 84

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. – Robert Conrad, Head of Engineering, Crunchbase. Conduct an RFP process and negotiate contract terms among the front-runners. It’s no longer just an idea.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

PandaDoc

FEBRUARY 28, 2025

Enter RevOps, an approach that creates a cross-functional revenue engine by aligning these integral teams objectives and responsibilities. Lets dive into the foundational pillars of this approach that enable a seamless, scalable revenue engine. What does this mean for your business? says Diego Gaviola, CTO of Slingr.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

Highspot

JANUARY 19, 2024

Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Successful revenue engines require alignment across the board, where marketing and revenue operations play crucial roles in enabling sales.

Strategize 64

Strategize Growth Quota Sports 64

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. Not just in engineering and product, but in every level. And they trusted people. It molded-.

Account management 98

Account management Engineering Launch Start-ups 98