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. Hayden, welcome.

GTM 62

GTM Up-sell Start-ups Gaming 62

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization.

GTM 119

GTM Intrinsic Customers Contract 119

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

FEBRUARY 26, 2025

What he shared was pure gold for any SaaS founder trying to navigate the complex world of GTM motions. This isn’t just theory – it’s showing up in the public filings. The Evolution of Go-To-Market (And Why It Matters) Let’s break this down into three distinct eras: GTM 1.0: Salesforce started with 2.0

GTM 54

GTM Cross-sell Contract Inside sales 54

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. 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. What is sales enablement? Not exactly.

GTM 119

GTM Contract Quota CRM 119

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. UserGems : Behind the curtains UserGems just had their best quarter in company history across GTM metrics – all revenue, logos, and brand metrics (organic growth, category creation, etc.). However, there are companies excelling despite the challenging macro environment.

GTM 114

GTM Contract Represent CRM 114

Sales Hacker

APRIL 10, 2018

Where you can apply this GTM strategy. How to map your GTM strategy to different customer segments. Using CAC to model your GTM strategy. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. The SMB segment—going upstream vs. downstream.

Go To Market 92

Go To Market GTM X-functional Territory 92

SaaStr

SEPTEMBER 5, 2024

And also more common recently is a blended model for utility-based models: you pay say half an annualized commission up front (40%-50%), and the rest based on usage throughout the year. It ends up being demotiovational Their commission checks start off so tiny. And may seem more appealing in the early days.

Commission 114

Commission Customers GTM Contract 114

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. That’s too tactical.

GTM 113

GTM Niche Cross-sell Contract 113

ConversionXL

AUGUST 27, 2019

Get started with this tracking plan example. Be careful about contracts you sign and team training you invest in. Confusing GTM and Segment. There is some overlap between Google Tag Manager (GTM) and Segment. GTM, as its name accurately puts it, is a tag manager. It’s not a matter of GTM vs. Segment.

GTM 124

GTM X-functional CRM Technology 124

Sales Hacker

FEBRUARY 16, 2024

That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes.

GTM 119

GTM Quota Contact Construction 119

Martech

APRIL 7, 2023

The fear of messing up (FOMU) is a major barrier for B2B buyers to pull the trigger on a purchase, no matter how compelling. To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., Starting with hands-on work to test and learn the best plays is the right move for now.

B2B 129

B2B Customers GTM Pipeline 129

Sales Hacker

FEBRUARY 7, 2018

Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. How the numbers add up. One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. When to Accelerate Growth?

Growth 99

Growth GTM SQL Strategic partnership 99

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days.

Go To Market 117

Go To Market GTM X-functional Objectives and Key Results 117

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. They asked themselves, “what if we moved to some motion of licensing contracts?” Moving to consumption is about removing friction, enabling customers, building capacity, and focusing the buying experience on starting rather than committing. It’s warmed up, prepared, and ready to go.

Growth 102

Growth Cross-sell GTM Up-sell 102

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Subscribe for free to receive new posts and support my work.

GTM 95

GTM Negotiate Pipeline Contract 95

Martech

MAY 28, 2024

I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. Dig deeper: 3 proven ways to use ChatGPT to beef up your content strategy 3. It is a valuable tool for having your entire go-to-market (GTM) organization stay active and cohesive on LinkedIn. Originality.ai

GTM 127

GTM Drivers/motivators B2B Campaign 127

SaaStr

SEPTEMBER 26, 2023

Thanks to OpenAI and a bunch of foundation models where you can start with a text prompt and generate a lot of information, we have incredible power. That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI.

Contract 122

Contract GTM B2B Negotiate 122

SaaStr

NOVEMBER 15, 2022

This understanding started a shift from GAAP metrics (Revenue, Gross Profit, EBITDA) to SaaS metrics (ARR, NDR, LTV, CAC, etc.) Average-based metrics are misleading for modern cloud companies with access to more diverse GTM strategies and customer bases. Sign up HERE ! as a common language to analyze a cloud business.

Drivers/motivators 107

Drivers/motivators GTM Contract Growth 107

SaaStr

FEBRUARY 8, 2022

Waze defines value as the deal size or amount of the contract. It also helps to analyze which accounts you started working with but didn’t continue. As our sales team started pitching bigger, while doing a good job at showing the value of the product, our closed amount increased. Let’s look at them: Value.

Objectives and Key Results 113

Objectives and Key Results Pitch GTM Cold Call 113

Hubspot

MARCH 26, 2025

Ive worked with businesses that spend thousands on software that sales teams end up barely using. Lets get started! Automating follow-ups and keeping track of customers in one system. Its a game-changer for boosting productivity and upping sales. Automated follow-ups based on customer behavior. Other tools?

Price 53

Price Sales CRM GTM 53

SaaStr

APRIL 15, 2025

I’ll dig in, but a really great deep dive with MongoDB’s head of sales ops here: Four Sales Compensation Tactics for Consumption-Based GTM with MongoDB’s SVP of Sales MongoDB us a blended commission model for their consumption-based GTM. using 20 out of 25 features). based on deal size).

Closing 56

Closing GTM Commission Contract 56

SaaStr

MARCH 7, 2023

It’s not a surprise or secret that 2022 was challenging, especially starting the year with 2021 growth expectations. At the same time, many started the year with healthy balance sheets and used their 2020 learnings of scenario planning and applied them quickly. Incentives for multi-year contracts are another tactic.

GTM 67

GTM Growth Profit margin Contract 67

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

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. An emerging need to support multiple GTM plans across segments and regions. How do you get started in a revenue operations career?

Finance 114

Finance Cross-sell GTM SQL 114

SaaStr

NOVEMBER 24, 2021

Says Roberge, “We’re using a sales comp plan that was invented in the 1980s, and it’s causing our customers to utilize their licenses at a lower rate, and it’s causing revenue contraction.”. The sales cycles go up; the close rates go down, and…our disruption risk goes way up.”. And it can take so long to equate that value.

GTM 100

GTM Price Promote Commission 100

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. And as April kind of came on, things started to slow down a bit more.

GTM 72

GTM Pipeline Healthcare Sales 72

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

Gong.io

JUNE 11, 2021

The sooner a salesperson can start selling (and closing deals) the happier they will be, the better off your team will be, and the closer you will get to blowing out your sales goals. First off, a script is a starting point. Start with this. Plus they can use these to follow up with more technical buyers. End with that.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Hubspot

MAY 5, 2025

Understanding these critical missteps from talking too much to rushing into solutions improves your conversion rates and builds stronger relationships from the start. So, I stopped talking and started asking: Whats been frustrating you most about content? Setting a clear follow-up removes ambiguity and keeps things moving.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Sales Hacker

APRIL 29, 2021

The bottom line is that every sales shop wishing to compete in this new sales ecosystem will have to start playing by a new set of rules. Knowing this, some teams err too far on the side of rep-generated content, ending up with a motley assortment of content that looks something like the miscellaneous aisle of Aldi. Content Enablement.

A/B testing 114

A/B testing Sales Quota Promote 114

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 53

GTM Contract Cross-sell Account management 53

SaaStr

OCTOBER 24, 2022

They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. Bottom-up sales. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured.

Growth 82

Growth Price Contract GTM 82

Sales Hacker

MAY 12, 2021

Hold up: What is a talk track? By having a great discovery call, you are set up for a successful follow up meeting. Leslie Venetz , New Business Development Director at Procurement Leaders says starting out on the right foot is critical. Be sure to include other GTM teams when testing out a new talk track.

Objectives and Key Results 97

Objectives and Key Results A/B testing Sales GTM 97

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. It also ensures that GTM teams cover all the crucial details needed for a successful sale. How is that going?

GTM 52

GTM Retail Drivers/motivators Contract 52

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. Now You’re Ready To Start Selling. It all starts with finding the right startups to sell to. Conduct an RFP process and negotiate contract terms among the front-runners.

Sell 98

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

ConversionXL

APRIL 7, 2021

They won’t magically show up at your doorstep and sign a $100K cheque. In most cases, ABM should not be a standard go-to-market (GTM) strategy. but the customer is also worth a lot more on a lifetime & annual contract value basis. Most of these tools start in the $40,000 – $60,000 range annually.

CRM 98

CRM Cross-sell GTM Cold Call 98