Highspot

JANUARY 19, 2024

Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Successful revenue engines require alignment across the board, where marketing and revenue operations play crucial roles in enabling sales. Enablement programs without tangible metrics are merely collections of activities.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Monthly : Strategic deep dives with broader leadership. 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 103

GTM Cross-sell Pipeline Launch 103

InsightSquared

MARCH 6, 2018

Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. 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. Go-to-market strategy.

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

NOVEMBER 14, 2023

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. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 116

GTM Growth Referrals Contract 116

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts .

Closing 162

Closing Sports GTM Legal 162

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. Effective pricing ensures that the perceived value significantly outweighs the cost. ” So, How Should You Price?

Price 111

Price Growth Objectives and Key Results Cross-sell 111

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 104

Territory Non-Profits Contract Quota 104

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. Strategic Transformation The company’s leadership, including CEO Tim Sang, recognized that their challenges extended beyond typical growing pains.

Growth 59

Growth Product A/B testing Strategize 59

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

SEPTEMBER 8, 2024

Make sure you know how your customers buy and tailor your go to market strategy and messaging to that. If you can’t afford that person, you’ll have to be very conscious about finding time to be strategic, to working on improving the business, not just doing the day-to-day work of the company all the time.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . PP could be a strategic enabler of GTM scale up if done well. Picking early customers is very strategic. That’s too tactical.

GTM 113

GTM Niche Cross-sell Contract 113

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 54

Strategize Contract Strategic planning Drivers/motivators 54

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

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 They’re able to pinpoint how organizations can strategically move themselves into a very successful future.”. 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

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 67

GTM Growth Profit margin Contract 67

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. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 134

GTM Market share Growth Technology 134

Martech

MAY 28, 2024

With the rise of AI-generated content across all markets, Originality.ai Why it’s valuable Let’s say you’re contracting in some content or your team has to use AI to keep up with the ideal output required for success. Originality.ai A tool like Originality.ai If you haven’t tried this, I recommend checking them out.

GTM 127

GTM Drivers/motivators B2B Campaign 127

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 102

Cross-sell Finance Strategize Technology 102

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 85

GTM Negotiate Profit margin Contract 85

Sales Hacker

FEBRUARY 7, 2018

CASE IN POINT: Common mistakes we find that can lead you to believe you are in a launch window: Not distinguishing outliers: One of our client’s database showed a single $200,000 annual contract (ACV) Enterprise deal with a 270-day sales cycle among dozens of $12,000 ACV deals with 28 days sales cycles. EXECUTE THE GO TO MARKET PLAN.

Growth 99

Growth GTM SQL Strategic partnership 99

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. In that sense, we function as strategic partners and project managers.

Campaign 98

Campaign Contract B2B Conversion 98

Sales Hacker

APRIL 29, 2021

For example, a start-up with thirty total people in the company will not be able to hire for each of these functions, but an enterprise company with a large sales team may hire (or contract out) for the majority of these functions. Thus, to fully implement a strategic content shop, individual contributors will have to wear multiple hats.

A/B testing 114

A/B testing Sales Quota Promote 114

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. It’s a more strategic, creative sale. Product usage.

Cross-sell 101

Cross-sell Legal Contract Price 101

Heinz Marketing

MARCH 6, 2019

If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. ERIC : It is important for companies to approach account based as a complimentary go-to-market strategy, not a replacement. These accounts don’t justify the same investment.

B2C 77

B2C Drivers/motivators Account management B2B 77

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. Full time offer with Intel on their strategic finance team. Assist the CEO and sales leadership team with go-to-market planning. Manager, Revenue Operations.

Finance 114

Finance Cross-sell GTM SQL 114

PandaDoc

FEBRUARY 28, 2025

A strategic revenue operations (RevOps) approach can help you optimize your end-to-end customer journey to maximize growth. Marketing, sales, and customer success departments are all aiming for a common goal: to drive revenue. Integrating your CRM with the PandaDoc contract management solution will speed up the deal-closing process.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

Hubspot

SEPTEMBER 12, 2018

Proposal sent: The buyer reviews your proposal or contract. Average deal size: The mean value of a contract. As your salespeople become more knowledgeable, your marketing team learns which channels to use to attract the best fit prospects, and your business becomes more well-known in its space, your sales cycle should decrease.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. 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. It’s no longer just an idea.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Boosting annual contract values? Targeting new markets? Your data and analytics won’t help you make bold, strategic plans.

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. What is TAS?

Sell 62

Sell Cold Call Contract Up-sell 62

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 65

GTM X-functional Start-ups Relationship building 65

PandaDoc

MARCH 17, 2025

Revenue operations is a strategic approach to aligning sales, operations, customer success, and marketing to drive growth. You might see marketing operations reporting to demand gen, and then you might have a sales or business operations function supporting the sales strategy and process. What is RevOps ? What is FinOps ?

Legal 52

Legal Finance Strategize Growth 52

Highspot

APRIL 2, 2020

When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Planning and strategizing go-to-market plans. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

SBI

FEBRUARY 25, 2020

It’s a combination of CMOs accepting that the CAP’s (any programs for that matter) goals and activities aren’t aligned to corporate imperatives, and advocate program managers not seeing their true potential or thinking strategically. If you’re thinking, “This is all pretty strategic stuff!” has identified a new segment ripe for growth.

Customers 49

Customers Cross-sell B2B Strategic planning 49