Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Sales, marketing, and customer support must collaborate and coordinate to deliver personalized, seamless experiences that foster trust.

GTM 52

GTM Customers Cross-sell Contract 52

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. Build accountability and trust Customers care about their success, not yours. How long will it take?

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 130

Inside sales Cold Call Contract Price 130

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Lisa Horner (CMO) and Marcy Campbell (CRO) created a cross-functional framework: UCE brings together marketing, sales, customer success, and services. ACD (average contract duration). MQLs S0s/S1s.

GTM 104

GTM Cross-sell Pipeline Launch 104

SaaStr

JUNE 13, 2025

Capital Efficiency Creates Competitive Advantage The most successful companies in our dataset are raising less money, not more.

Contract 65

Contract B2B Growth Drivers/motivators 65

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 81

GTM Customers Construction X-functional 81

SaaStr

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. By focusing on it early on, it became an integral part of their culture and kept them focused on delivering an amazing product and service. Get great at list building. At some point it became obvious we had to send a team out.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. This guy has been to more president’s clubs than Alaska Airlines, but I couldn’t help but wonder… is team selling really that important? Here’s who’s typically involved in the evaluation process: End users and influencers: People who will use the product/service.

Closing 162

Closing Sports GTM Legal 162

PandaDoc

MAY 12, 2025

If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. Its something that each brand has to handle on a case-by-case basis for every product and service on offer. Pay more for features, design, convenience, or service.

Price 52

Price A/B testing Non-Profits Legal 52

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. From account management to customer success.

Customers 111

Customers Account management Real Estate Contract 111

SaaStr

FEBRUARY 10, 2025

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. From Sales-Led to Product-Led: How Apollo.io

Growth 60

Growth Product A/B testing Strategize 60

Heinz Marketing

MARCH 28, 2023

By Payal Parikh , VP of Client Services at Heinz Marketing Most of us marketers have a generic idea of who our ideal customer is, and it’s crucial to communicate this information to everyone in the go-to-market (GTM) teams. When was the last time you defined your business’s Ideal Customer Profile (ICP)?

GTM 111

GTM Contract Clients Consult 111

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. Have you thought about your Service Level Agreements (SLAs)? Do you have a Go-to Market (GTM) for different market opportunities? You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. .

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

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. Choose people from diverse backgrounds who have worked in sales, marketing, customer service, operations, and training.

GTM 119

GTM Contract Quota Sales 119

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Business Intelligence Services. 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.

Territory 105

Territory Non-Profits Contract Quota 105

Sales Hacker

FEBRUARY 16, 2024

You can also check how various email service providers compare for deliverability. #3 Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Document Crunch is the construction industry’s leading contract intelligence platform.

GTM 120

GTM Quota Contact Construction 120

SaaStr

JUNE 22, 2023

Banking services provided by Choice Financial Group and Evolve Bank & Trust®; Members FDIC. 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.

Contract 97

Contract Engineering Technique Trust 97

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. Accounts Payable refers to an accounting entry denoting the amount of short-term monetary obligation your company owes its suppliers, vendors and other service providers.

B2B 105

B2B E-commerce Cold Call Sales 105

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. Drive the shift from push to pull marketing.

B2B 117

B2B GTM Cross-sell Cold Call 117

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. . Developers come to CircleCI to use their services for free but the user needs increase as they build for commercial purposes. The transition to a usage-based model.

GTM 104

GTM Product Price Contract 104

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 101

X-functional Cross-sell Quota Contract 101

SaaStr

JUNE 20, 2025

These aren’t general-purpose tools — they’re laser-focused solutions targeting specific SaaS incumbents: Healthcare & Life Sciences : 14 companies in CB Insights’ AI 100 Disrupting: Epic, Cerner, Veeva Advantage: Domain-specific data and regulatory expertise Financial Services : AlphaSense ($1.4B

62

62

Sales Hacker

FEBRUARY 7, 2018

Previously they may have only spent $1,000 when buying a SaaS service online. Now the services have matured where buyers are spending 20x in online services is relatively comfortable. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 99

Growth GTM SQL Strategic partnership 99

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. This can change your whole calculation about the value of legal services. What other products or services are they considering?

Legal 85

Legal Contract Price Negotiate 85

Martech

MAY 28, 2024

Marketing automation and CRM 1. HubSpot HubSpot integrates marketing automation, customer service, sales and operations software into a single solution. With the rise of AI-generated content across all markets, Originality.ai I’m a huge fan of this platform (although I wish they’d notify us before updates happen).

GTM 125

GTM Drivers/motivators B2B Campaign 125

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 133

GTM Market share Growth Technology 133

SaaStr

MARCH 22, 2023

You need to marry your go-to-market strategy to specific commercial structures that you, as a SaaS company, decide to offer your customers. At VMware, they priced based on physical CPUs customers chose — a hugely transactional service that constrained growth. This changed the conversations with customers.

Growth 102

Growth Cross-sell GTM Up-sell 102

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . A sales leader’s persona is going to be very different from a CRO’s, for example. . Go-To-Market Strategy.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 69

Contract Start-ups Service Closing 69

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Account-specific content from both marketing and sales development provides much-needed air cover for your overburdened AE.

GTM 81

GTM Education Sales Contract 81

Sales Hacker

JANUARY 13, 2021

These companies resell the solution and bundle services around the solution to add value to the customer. They make their money on the margin from the software’s resell and their services to the end-customer. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software.

GTM 85

GTM Negotiate Profit margin Contract 85

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. Therefore, winning the best customer means bagging a mutually beneficial deal with “lookalike” companies that will see the same benefits of adopting your product or service. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Your product or service.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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 66

Product Contract Cross-sell Account management 66

SaaStr

MARCH 31, 2022

What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. And if you also look at the platform as a service category, that’s also an additional $50 billion of spend, and that’s typically with those same vendors.

Cross-sell 103

Cross-sell Finance Strategize Technology 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. That didn’t go so well at all! I turned to sales for a technical recruiting agency and project management services. A sales rep has won over a new customer.

Finance 114

Finance Cross-sell SQL GTM 114

Cience

MAY 1, 2020

While everyone, including customers, has shifted towards work from home (WFH) policies, business owners all over the world are left to wonder: Will we be able to sell our products or services, and what is the best path to profits in such difficult times? Though you shouldn’t assume that there is no demand for your services.

Non-Profits 79

Non-Profits Lead generation Contract B2B 79