Martech

APRIL 7, 2023

To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., J : Judging the situation to create the right game plan for each customer First, as marketers, we need to know the pipeline and the best opportunities as well as our sales colleagues. how to change now).

B2B 128

B2B Customers GTM Pipeline 128

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” Experiment constantly and everywhere in your global GTM organization. Ensure those tenets are strong and well-understood, and guide the path as you build a significant GTM organization.

Growth 104

Growth Cross-sell GTM Up-sell 104

Hubspot

MARCH 26, 2025

Its a game-changer for boosting productivity and upping sales. If your team struggles with finding the right content at the right time, Highspot is a game-changer. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Heres a look at their approach to sales enablement.

Price 53

Price Sales CRM GTM 53

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

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

Gong.io

JUNE 11, 2021

No matter where they exist and in what format, having demo scripts ensures your sales reps are on top of their game as your product evolves with new and enhanced features. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 53

GTM Contract Cross-sell Account management 53

Sales Hacker

MAY 12, 2021

If you go in with a script and are not ready to deviate from it… it’s hard to win any game that way.”. Be sure to include other GTM teams when testing out a new talk track. You’ll have the same on cue help with pricing cards to answer contract and licensing questions. Don’t wing it. What’s next?

Objectives and Key Results 104

Objectives and Key Results A/B testing Sales GTM 104

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. This isn’t a numbers game — it’s about quality over quality. Achieve higher annual contract value (ACV). Your GTM strategy will be a clear step-by-step roadmap for launching your product.

Sell 62

Sell Cold Call Contract Up-sell 62

Lead Fuze

JANUARY 1, 2022

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. One OEM contract can give thousands or tens of thousands access to licensors software. What joint GTM strategy options will you lead with? Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. 21:17) The sixth theme: Playing the long game. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 108

GTM Growth B2B Pipeline 108

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. So, whether you are a sales rep, a sales manager, or a sales development rep, exploring this curated list of podcasts can elevate your selling game.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 88

GTM Up-sell Price Start-ups 88

Salesforce

MAY 2, 2022

Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Belal: He’s a go-to-market (GTM) leader and advisor for early-stage startups, including two that went public, two that have been acquired, and one that is now a Fortune Unicorn. Belal Batrawy. Follow him on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

SaaStr

DECEMBER 21, 2023

At Canvas, we have not played that game, because we don’t think it serves our companies and founders. We are laser-focused on supporting our companies with GTM services and expertise. All of our partners have deep backgrounds in go-to-market, whether in sales, channel strategy, or BD.

Gambling 118

Gambling GTM Legal Contract 118

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. If your sales team has 20 plus reps, we’re confident Apollo could be a game changer for you. Topping the list of most-loved sales platforms, Apollo has a 4.8

GTM 76

GTM Launch Electricity Sales 76

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Miro was trying to make the shift to more of a hybrid GTM. You need to segment the entire organization, not just GTM. Play the long game and find ways to get the deal across the line. The warning — You have to be patient.

GTM 107

GTM Cross-sell Government Legal 107

Salesforce

JULY 28, 2022

To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Automate tasks to maximize efficiency.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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. Those are people that want to buy your product, potentially, and you are treating them like it’s a bond game.

X-functional 58

X-functional SQL Pipeline Go To Market 58

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Scott Barker: Hello and welcome back to the GTM podcast. But if you think loyalty is the end game.

GTM 104

GTM Gambling B2B E-commerce 104

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. That is a lot of handoffs.

GTM 64

GTM Up-sell Start-ups Gaming 64

Martech

JULY 5, 2024

We’ve explored them all to separate the nice-to-haves from the game changers. Create new deals in the months leading up to an anticipated contract renewal. HubSpot introduced a wave of new updates in June. June’s biggest updates include improvements to enhance your data management, automate more routine tasks and streamline workflows.

CRM 124

CRM Campaign Contact Sales 124