SaaStr

OCTOBER 16, 2020

The AEs, the biz dev folks, tend to send deals to the partner everyone trusts and knows. This is a big part of Hubspot’s GTM, and of many in the Shopify ecosystem. No one ever got fired here for deploying a market leader … Long-Term Contracts. But getting customers to sign 3+ year contracts does work.

Contract 145

Contract GTM Trust Customers 145

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud.

GTM 66

GTM X-functional Start-ups Relationship building 66

Partners in Excellence

MAY 29, 2025

We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis. In our own operations (not just our GTM strategies) we must daily ask, “What are we doing to make it worth our customers staying with us? What are we doing to make leaving us unimaginable?

Real Estate 83

Real Estate Healthcare GTM Construction 83

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. Its the only way to build real trust. The outdated separation of sales, marketing and CX is ineffective here.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. User Activation and Retention: Swift realization of the “aha moment” fosters activation and retention, building immediate trust – the cornerstone for customer loyalty.

Intrinsic 120

Intrinsic GTM Customers Contract 120

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 62

GTM Up-sell Start-ups Gaming 62

Highspot

FEBRUARY 20, 2025

Does that inspire trust? 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.

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. 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 115

GTM Contract Represent CRM 115

SaaStr

MAY 12, 2022

A $1 million contract with a customer doesn’t automatically translate as revenue. The loss in the instant guarantee of revenue is covered by the trust gained from putting your customer first. The post Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose (Pod 554 + Video) appeared first on SaaStr.

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GTM Product Price Contract 104

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? Training platforms.

GTM 119

GTM Contract Quota Sales 119

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 112

Go To Market GTM Sports Strategize 112

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Here’s why: It builds trust : When a rep invests time in a deal, it signals that they care about more than a fast sale. Each of those groups can easily include five or more people. Why team selling is your secret weapon.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

FEBRUARY 16, 2024

If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today and see why 300,000+ sales, marketing, and recruiting professionals trust it in their daily prospecting. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Read about their funding round.

GTM 120

GTM Quota Construction Contact 120

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. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

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

Hubspot

MAY 5, 2025

Thats because trust cultivates long-term relationships 72% of company revenue comes from existing customers, proving that loyalty and retention matter more than one-time wins. But, I learned quickly that rattling off my skills wasnt the way to win trust. wasting time and losing trust. Ask thoughtful questions.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

SaaStr

APRIL 5, 2024

In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it. Apollo tries to be a trusted advisor with a consultative mindset. Do you need to discount to match competitors or buy them out of contracts to compete in this space?

Sell 94

Sell GTM Price Up-sell 94

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. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. The contract size grows.

Growth 84

Growth Price Contract GTM 84

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team. Trust us, we have seen it all.

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

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. Conduct an RFP process and negotiate contract terms among the front-runners. When you work with startups by helping them achieve growth, you become a trusted partner.

Sell 100

Sell Minimum Viable Product Objectives and Key Results Cross-sell 100

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

OCTOBER 17, 2023

Are they willing to trust me with more of their business? Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. They sign the contract, onboard, and the motion is done. Customer Success supports customers and your entire GTM motion. Will they renew?)

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

Gong.io

DECEMBER 14, 2022

One that sees your reps become trusted consultants. Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). Your GTM strategy will be a clear step-by-step roadmap for launching your product.

Sell 62

Sell Cold Call Contract Up-sell 62

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. And more recently we’ve had sort of peer review sites like G2 and Trust Radius that are allowing people to get a little more insight into sort of what’s available and what people think.

Pipeline 120

Pipeline Sales Technology Technology 120

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. What joint GTM strategy options will you lead with? Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. Thank you for rocking with me. We are in 2025.

GTM 106

GTM Growth B2B Pipeline 106

Sales Hacker

MAY 20, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.

GTM 100

GTM Engineering Growth X-functional 100

Sales Hacker

MAY 13, 2025

The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same. 31:00 Seat-based pricing is dying how to move to value-based contracts. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same.

GTM 71

GTM Engineering Start-ups Growth 71

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. On how those customers are buying, who are the trust advisors?

GTM 111

GTM Sell Customers Cold Call 111

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 85

GTM Up-sell Price Start-ups 85

SaaStr

DECEMBER 21, 2023

We are laser-focused on supporting our companies with GTM services and expertise. From day one, the co-founder and CEO Jake Heller was laser focused on earning lawyers’ trust. All of our partners have deep backgrounds in go-to-market, whether in sales, channel strategy, or BD. I led Series B in Casetext in 2016.

Gambling 116

Gambling GTM Legal Contract 116

Sales Hacker

SEPTEMBER 20, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Quality has plummeted, trust has eroded, and sales tactics have lost their effectiveness. Contact data became a commodity, and the more we reached out, the less we connected.

GTM 73

GTM Launch Electricity Sales 73

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Miro was trying to make the shift to more of a hybrid GTM. You need to segment the entire organization, not just GTM. So, get going, ask for advice, keep iterating, and trust the rewards will be there at the end.

GTM 103

GTM Cross-sell Government Legal 103

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.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Martech

MARCH 29, 2022

There’s all the talk about customer lifetime value, the importance of building a lasting relationship with your customers based on trust and shared values that brings them back to engage with you again and again,” said Davis. Kate Muhl, VP analyst at Gartner, talks changing consumer behaviors. Image: Third Door Media. Image: Third Door Media.

Launch 98

Launch E-commerce GTM B2B 98

Salesforce

MAY 2, 2022

Color your entire sales motion with benevolence and sincerity and you will earn the trust needed to get the buyer to make a decision in your favor. Head of GTM, GTM Buddy, Atlanta, Georgia. Being responsive and building trust results in incredible value. Ashley Zagst. Account Executive, Chili Piper, Portland, Oregon.

Gaming 98

Gaming GTM Consult Sales 98