Hubspot

NOVEMBER 21, 2018

Pick a sales strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. 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

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals. QBRs) is the leading factor in reducing churn.

GTM 108

GTM Contract Government Legal 108

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. One example from Ironclad, but something we all experience as a SaaS company is contract negotiation. This is where AI can come in. Cost aside, we think most companies would choose the latter.

B2B 112

B2B Contract Negotiate Legal 112

SaaStr

JUNE 4, 2025

The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Forty percent.

CRM 93

CRM Follow-up Pipeline Territory 93

Sales Hacker

FEBRUARY 13, 2020

In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. Sales strategy.

Go To Market 84

Go To Market Up-sell Sales Strategize 84

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Inside sales. Low-touch sales. No-touch sales.

Inside sales 130

Inside sales Cold Call Contract Price 130

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Inbound requests for larger contracts and enterprise agreements. Why make this shift?

Growth 73

Growth GTM Product Government 73

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. 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.

GTM 116

GTM Growth Referrals Contract 116

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. Sales, compensated solely on immediate unit sales, preferred to avoid introducing the software.

GTM 80

GTM B2B Drivers/motivators Manufacturing 80

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When sales and marketing leaders operate in silos, companies leave growth on the table. If marketing performance outpaced sales outcomes, both sides leaned in to diagnose root causes, not assign blame.

GTM 103

GTM Cross-sell Pipeline Launch 103

Sales Hacker

JUNE 16, 2021

If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM.

GTM 119

GTM Contract Quota CRM 119

Heinz Marketing

SEPTEMBER 20, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You can even ask Siri, Alexa and Google! My name is Matt Heinz.

Pipeline 117

Pipeline Go To Market Sales Technology 117

PandaDoc

MAY 12, 2025

Price is one of the most visible parts of any offer, and getting it wrong can cost more than just a few sales. If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. So, whats actually going on? Lets get started.

Price 52

Price A/B testing Non-Profits Legal 52

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Sales team members should capable of understanding at least a few key signals and knowing which subsequent actions based on those signals will have the greatest impact.

GTM 119

GTM Quota Contact Construction 119

Sales Hacker

JULY 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company. Subscribe to the Sales Hacker Podcast.

Go To Market 59

Go To Market Electricity Healthcare Education 59

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Territory 104

Territory Non-Profits Contract Quota 104

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? Waze defines value as the deal size or amount of the contract.

Objectives and Key Results 115

Objectives and Key Results Pitch GTM Cold Call 115

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

GTM 116

GTM Customers Contract Go To Market 116

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. Subscribe to the Sales Hacker Podcast. 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. We’re on iTunes.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Net Magic Number: How efficient is the Sales and Marketing spend? An annual plan is a living document An annual plan is a hypothesis, not a rigid contract. 7 CRO tips for smarter annual planning 1.

GTM 65

GTM Objectives and Key Results Quota Real Estate 65

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. And if you’re enterprise or sales-led, that volume is not going to be there.” ” So, How Should You Price?

Price 112

Price Growth Objectives and Key Results Cross-sell 112

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Does that inspire trust? Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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 114

GTM Contract Represent CRM 114

SaaStr

SEPTEMBER 5, 2022

Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. Additionally, product teams in a sales-led organization may not be trained to take ownership of revenue goals. Secret #2: Pricing.

Contract 112

Contract Price Growth User Experience 112

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 105

B2B E-commerce Cold Call Represent 105

Salesforce

SEPTEMBER 27, 2021

How did it all go down? Discover timely insights and useful sales tips. Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment.

Closing 98

Closing Contract Legal Cross-sell 98

Gong.io

SEPTEMBER 9, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. 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 . If you want to go fast, go alone.

Closing 162

Closing Sports GTM Legal 162

Hubspot

AUGUST 8, 2019

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Let's take a look at what sales metrics are. Revenue by market.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io 25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Growth 61

Growth Product A/B testing Strategize 61

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 103

GTM Represent Growth Go To Market 103

SaaStr

FEBRUARY 26, 2025

The 5 Key Things You Need to Know About Modern Go-To-Market Adam Gross, former CEO of Vimeo and Heroku and and veteran of Salesforce and Dropbox joined SaaStr Annual for a deep dive on the evolution of SaaS go-to-market strategies. But here’s the real kicker: PLG isn’t just another sales motion.

GTM 55

GTM Cross-sell Contract Inside sales 55

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

OCTOBER 7, 2019

Is account-based sales development right for your business? We’ve put together a flowchart that tells you in no uncertain terms whether it’s a good model for your organization, plus 5 factors that can make or break your account-based sales development initiatives. What you need to know about go-to-market models in SaaS.

GTM 80

GTM Education Sales Contract 80

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 123

Engineering Objectives and Key Results Drivers/motivators Teamwork 123

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc. Get great at list building. Pricing is always evolving.

Non-Profits 127

Non-Profits Price Contract Start-ups 127

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101