Sales Hacker

JANUARY 7, 2025

Fred Viet: And I would say back to the safe plan is, you need to understand that we are in tech and product is important part and you need to make sure you’ve got a strong alignment between the product and the go-to market. and who better to demo it than the actual customer or prospect themselves.

GTM

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

SaaStr

JUNE 20, 2025

While competitors debated how much to invest in AI, Palantir made it their primary growth engine, restructuring their entire go-to-market strategy around AIP bootcamps and AI-driven customer success. In 5 days, they deploy working AI solutions on real customer data, converting prospects to paying customers at unprecedented speed.

Government

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. All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers.

CRM

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

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Pipegen Tuesdays to rally both teams on prospecting. ACD (average contract duration). If youre looking to scale your sales and marketing teams with top talent, we couldnt recommend our partner Pursuit more.

GTM

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market

SaaStr

APRIL 30, 2024

Lesson #1: Just Say No Once he joined, Kyle quickly discovered that Owner had a leaky bucket and had either bad or no targeting on prospects, was closing a lot of poor-fit customers, and there were a lot of miss set expectations from sales so customer handoff was sketchy at best. Invest way earlier than you think in prospect data.

Go To Market

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

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

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract

Sales Hacker

FEBRUARY 16, 2024

If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: Bad data. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today and see why 300,000+ sales, marketing, and recruiting professionals trust it in their daily prospecting. Let’s get into it.

GTM

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. These tools reduce the time reps spend collecting the resources they need, allowing them to focus on their prospects. Prospecting tools.

GTM

SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. Targeting prospects with specific, customized messages about how your solution addresses their most important problems can cut through the noise. Long-Term Contracts 8.

Price

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. Drive the shift from push to pull marketing.

B2B

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. We opened our NYC office 11 months ago because we were flying teams there every week to meet with customers and prospects. Get great at list building. At some point it became obvious we had to send a team out.

Non-Profits

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Customer contract life cycle management.

Territory

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. Here’s How to Nurture Unresponsive Prospects.

GTM

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Year-over-year growth.

X-functional

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

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. Account-Based Selling / Sales Development.

B2B

Sales Hacker

SEPTEMBER 16, 2021

But during the last few years, new nomenclature has emerged, such as proof of value (POV), pilot, guided trials, and workshops that can cause confusion both with prospects and account executives as to what should be used to win the opportunity. Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end.

Objectives and Key Results

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. 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. SaaS has never been bigger, and growth is secular. The spending slowdown is real but there is no log jam.

GTM

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. Executives can also convince themselves that sales will provide enough “air cover.”

GTM

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

This means for the majority of respondents, winning a sale is less of a challenge than finding a qualified prospect to make that sale happen. So the question is: How do you define that exact prospect you truly want to focus on instead of spending time pursuing potentially unqualified leads? Predictability. Who is your target audience?

Customers

Hubspot

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. After prospects have passed the critical point, most should become customers.

Pipeline

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

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” It is often defined through the activities that encourage individual prospects to turn into leads. With the rise of AI-generated content across all markets, Originality.ai Originality.ai A tool like Originality.ai

GTM

Sales Hacker

NOVEMBER 2, 2021

Personalization makes a difference in prospect response. 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. Think about different ways of outreach and connecting with your prospects.

Drivers/motivators

InsightSquared

JULY 1, 2021

RevOps for Processes: Without a revenue operations process, sales organizations typically function as follows: Marketing has a process to bring in leads, who they then pass to sales. Sales has its own process that turns prospects to customers, who they then pass to Customer Success. The average dollar value of an annual contract.

Cross-sell

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. Instead of asking, “ Who should I be prospecting into? ” Cast a wide net, and prospect into the entire team, not just C-suite and directors. It’s no longer just an idea.

Sell

criteria for success

APRIL 1, 2020

Prospecting Through Uncertainty. Many salespeople are finding it difficult to prospect for new business. They may be concerned about what message to send, or worried about whether it’s appropriate to be prospecting right now. For most salespeople, you can and should continue to prospect throughout this situation.

Sell

Sales Hacker

FEBRUARY 7, 2018

CASE IN POINT: Many SaaS companies can demonstrate the ability to get to $1M in ARR by pursuing 10,000 prospects with the “hack” of high-frequency email chains to set up demos. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. When funding is used to scale growth.

Growth

Sales Hacker

SEPTEMBER 2, 2023

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. Tools can largely do prospecting and emailing nowadays.

GTM

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. What’s my organization, what’s my go to market model? The Flip Between Sales and Marketing.

Product

Salesforce

AUGUST 12, 2021

As part of a three-member demand gen marketing team for Salesforce Marketing Cloud , Galit Heimlich and her colleagues are responsible for influencing 40% of the product’s marketing pipeline and annual contract value.

Campaign