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 67

GTM X-functional Start-ups Relationship building 67

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. 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.

GTM 84

GTM Customers Construction X-functional 84

Sales Hacker

MAY 13, 2025

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. Are there certain network channels that you would advise operators and startups to really pay attention to?

GTM 72

GTM Engineering Start-ups Growth 72

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. But here’s the kicker: this isn’t a new problem. It’s been this way for decades. All time-consuming.

CRM 101

CRM Follow-up Pipeline Territory 101

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

SaaStr

APRIL 30, 2024

For Owner, they hired these two leaders on contract from their networks. There was a lot of trust, and they contracted them for 10-15 hours a week until the team was big enough and the ARR run rate was big enough to afford them without blowing up CAC. Find creative ways to solve this problem.

Go To Market 120

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

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? Until we can see a realistic path to contracting, it’s not.

Go To Market 86

Go To Market Up-sell Sales Strategize 86

Sales Hacker

APRIL 30, 2024

Eric also serves as a limited partner at the GTMfund investor network as well as an advisory board member at Sales Assembly. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. 34:33 – Aligning multiple go-to-market motions across market segments.

GTM 119

GTM Customers Contract Go To Market 119

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

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. A note on the martech front 2023 marketing budgets grew at a 72% slower rate (from 10.4%

GTM 135

GTM Market share Growth Technology 135

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 105

B2B E-commerce Cold Call Sales 105

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. Conduct initial research online and within the contact network on that particular tool and other solutions. It’s no longer just an idea.

Sell 103

Sell Minimum Viable Product Objectives and Key Results Cross-sell 103

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. network) and ask them questions about the things they pay attention to. Assist the CEO and sales leadership team with go-to-market planning. Garrio Harrison ).

Finance 114

Finance Cross-sell SQL GTM 114

SaaStr

APRIL 5, 2024

Apollo’s product actually gets better with scale, so they have a community with millions of free users unlocking that network effect. Do you need to discount to match competitors or buy them out of contracts to compete in this space? So Apollo users can be free forever at the SMB scale and still gain value from the platform.

Sell 94

Sell GTM Price Up-sell 94

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Next-closest is using outbound to target event attendees, who need a new way to network. Who Is At Risk? Well, almost everyone.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

Sales Hacker

JUNE 2, 2020

Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. Finding a talent network in EMEA. What are the big mistakes that most companies make as they try to enter a new market, but particularly the EU? What You’ll Learn. How Germans buy.

Pharmaceutical 77

Pharmaceutical Territory Cold Call Networking 77

Cience

APRIL 27, 2020

For example, one of our clients has created a new technology to unify patient records across the nation and ultimately create a clinically integrated network, at last. We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. Okay, maybe closer to a whiplash. Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Heinz Marketing

MARCH 15, 2021

Very excited to have with us Cuspera founder and CEO Subbu Vempati who is joining us, as well as Judy Ash , who is a long time CMO, a demand gen expert, and has been serving as a go to market advisor for the Cuspera team as well. Every marketer on the planet is experiencing this. Judy Ash: Thank you. Subbu Vempati: Matt.

Pipeline 120

Pipeline Sales Technology Technology 120

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

criteria for success

APRIL 1, 2020

You need to know what you’re going to market with and why people should want to buy it. But if you depended on in-person meetings, networking events, or conferences, you’ll need to replace those lead sources for now. For most salespeople, you can and should continue to prospect throughout this situation. Social Selling.

Sell 97

Sell Prospecting Up-sell Clients 97

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. I started in a contract role at the IT help desk services for internal employees at Oracle.

Product 60

Product Pipeline Engineering Cross-sell 60

SaaStr

JUNE 2, 2021

Designers make mocks and interactive prototypes in Figma, but there a whole set of other stakeholders that use and interact and get value from Figma, engineers, product people, even some folks on the go-to-market team. Olof Mathé: Now, of course, designers are the ones that get most value. And that’s the meat of this.

Sales 98

Sales Up-sell Price Start-ups 98

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 114

Sales E-commerce Angle Technology 114

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. Designing your ICP framework is paramount to the success of your sales and marketing efforts. Wrapping Up.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JUNE 3, 2020

We’re also seeing that, but I think, estimated here, that churn in small ECB contracts, typically small business customers, the churn is expected to go up 15.8%. And so, I think that really also changes how we assess vendors can go to market. It’s most severe in the SMB world. So quite significantly.

Trust 101

Trust Technology Technology Government 101

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?

Retail 42

Retail Manufacturing Price Up-sell 42

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. It’s known that you can probably sell those first couple of contracts. growth fund.

B2C 71

B2C B2B Start-ups Growth 71

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Let’s go into innovation.

Growth 63

Growth Engineering Launch Commission 63

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

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Among its differentiators are machine.

Customers 22

Customers Tradeshows Technology Technology 22

Veloxy

FEBRUARY 15, 2024

Catering specifically to women of faith in Direct Sales and Network Marketing, podcasts like ‘Apostolic Girl Boss’, ‘Kingdom Dreamchasers’, and the ‘Crazy Big Dreams Podcast’ blend sales education with stories of faith and personal development.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. We’re going back to the old school Rolodex days. LinkedIn is a global, everyday networking event.

Consult 84

Consult Technology Technology Networking 84

SaaStr

NOVEMBER 21, 2020

And they really built a network model on top of the chat, so instead of operating within a company, they started operating across companies. So if you are in the modern world, 2021, you are going to market, as a brand manufacturer, as a retailer, as a distributor, any of these models, in a hundred different ways.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Your network equals your net worth. These are the future-makers in sales. Belal Batrawy. Follow her on LinkedIn.

Gaming 99

Gaming GTM Consult Sales 99

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. We’re going back to the old school Rolodex days. LinkedIn is a global, everyday networking event.

Consult 58

Consult Technology Technology Networking 58