Sales Hacker

FEBRUARY 7, 2018

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. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 101

Growth GTM SQL Strategic partnership 101

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. It may take days before the rep can actually send a contract for signature. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 117

Finance Cross-sell GTM SQL 117

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can work on how to build out product and sales training requirements, managing knowledge bases, and developing rules and tools for contracts and other financial documents. Performance.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Gong.io

JUNE 11, 2021

A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Sales teams are on the front lines and must be well-versed in all things related to GTM strategic initiatives. . . #3: Accelerate strategic initiatives. pricing should be in the first stage or presentation.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

MAY 12, 2021

REALLY listen, and then build your talk track around the buyer,” recommends David Weiss , Regional VP of Sales at Seismic, “It should sound different every time, but with some core themes that are expertly woven in based on what you heard.”. Be sure to include other GTM teams when testing out a new talk track. What’s next?

Objectives and Key Results 106

Objectives and Key Results A/B testing Sales GTM 106

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive.

B2B 105

B2B E-commerce Cold Call Represent 105

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Boosting annual contract values? That’s why m odern go-to-market teams started aligning those teams a while back.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. During this time of remote workforce, budgets are tightening and a lot of our enterprise customers are using their pre committed cloud security contracts to buy enterprise software and software from ISVs. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.

Cross-sell 105

Cross-sell Finance Strategize Technology 105

Sales Hacker

DECEMBER 8, 2020

So I actually started a second business, which they shut down because they weren’t happy with the fact that I have done that in company time, it was a breach of contract, all that good stuff that I had been too naive to realize at the time, and just realize that this is the time to go and work for a startup. I had quite a journey.

Sales 117

Sales E-commerce Technology Technology 117

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. I think that’s true in a lot of different regions.

GTM 118

GTM Sell Customers Cold Call 118

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). It’s official. Anyway, let’s get into it. Subscribe for free to receive new posts and support my work.

GTM 90

GTM Up-sell Price Start-ups 90

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

MAY 2, 2022

Think about folks from different industries, regions, and educational backgrounds. Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Belal: He’s a go-to-market (GTM) leader and advisor for early-stage startups, including two that went public, two that have been acquired, and one that is now a Fortune Unicorn.

Gaming 98

Gaming GTM Consult Sales 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Renewal (Optional): Your customer renews their contract or subscription.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

JUNE 28, 2024

They’re a very customer-hypothesis-driven organization, so they see how customers use the product and have built tools to parse their contracts. Using verticals as a proxy to regionality. You have to understand your overall value prop and core sales motions before verticalization because vertical isn’t just a GTM strategy.

Growth 105

Growth Customers GTM Sales 105

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.

GTM 64

GTM Up-sell Start-ups Growth 64

SaaStr

APRIL 1, 2025

Sam Blond and Jason Lemkin joined together for a live SaaStr Workshop Wednesday looking at what has and what hasn’t changed in 2025 in GTM in general and in the age of AI. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM 85

GTM Territory Cold Call Price 85