Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 93

GTM Pipeline SQL UX 93

Sales Hacker

JUNE 14, 2021

They did not see themselves in the “story” that was being told, which is why they ignored all outreach (social, email, live, and phone conversations) by sales and marketing. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin.

GTM 81

GTM E-commerce B2B Profit margin 81

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. But it also defines your GTM efforts. This changed the conversations with customers.

Growth 75

Growth Cross-sell GTM Up-sell 75

Highspot

MAY 3, 2024

It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell GTM Technology Technology 93

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? We are a human-first business that not only sells to humans but is run by humans.

B2B 79

B2B GTM Cross-sell Trust 79

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. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 99

B2B GTM Cross-sell High impact 99

Highspot

MAY 30, 2024

Digging into this level of detail allows you to create a buyer journey map that guides content management, revenue enablement, and your overall sales and marketing strategy. This ensures every interaction with prospects focuses on what they value most, leading to better engagement and higher conversion.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. That didn’t go so well at all! Unified data problems.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SalesLoft

OCTOBER 21, 2016

At it’s core, Rosenberg defines account-based everything as the coordination of personalized marketing, sales development, sales, and customer success efforts to drive engagement and conversion at a target set of accounts. Account insights inform custom campaigns with high conversion rates. Cross-functional orchestration.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. Rico Mallozzi: I kind of want to talk about and help frame this conversation. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. No matter your gender, work hard and sell with heart.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 96

Go To Market Process GTM Education 96

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. The market segments you prioritize.

B2B 110

B2B GTM Customers Cross-sell 110

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. ” The Age of Connected Work B2B market dynamics are also a driving factor: B2B buyer expectations have changed. So, why PLG now?

GTM 93

GTM Growth Product Cross-sell 93

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. That might be a good time to continue to AB test your go to market approaches.

Strategize 67

Strategize Pitch Growth Networking 67

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. How the marketing, sales and customer/account management teams work together is also critical to success. An equally coordinated approach across the seller’s go-to-market teams.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135