Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. The impact of AI on GitHub’s business and the future of software development.

GTM 121

GTM Engineering Growth Cross-sell 121

Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there.

GTM 151

GTM Cross-sell Go To Market Sell 151

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM 65

GTM Growth Cross-sell Account management 65

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. “We asked our cross-functional partners to describe our team in three words,” Cuibo explains.

Growth 74

Growth Territory Teamwork Cross-sell 74

SaaStr

MAY 29, 2025

Companies like Bamboo HR and Scale AI are already automating their entire sales and revenue operations using AI-powered customer conversation analysis. At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical.

GTM 86

GTM Negotiate Cross-sell CRM 86

Force Management

NOVEMBER 30, 2023

Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Strategies for growth and evolution should drive alignment across all your revenue teams.

Growth 167

Growth GTM Cross-sell Drivers/motivators 167

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? What is GTM Operational Excellence?

GTM 52

GTM Cross-sell Pipeline CRM 52

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 81

GTM Cross-sell X-functional Pipeline 81

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. Review, refresh and optimize your GTM strategy continuously.

B2B 128

B2B GTM Customers Cross-sell 128

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. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Ray, welcome to the podcast, man.

GTM 65

GTM X-functional Start-ups Relationship building 65

Heinz Marketing

MAY 20, 2024

Consideration & Conversion: The funnel narrows at the consideration stage, where customers research different options and evaluate your brand as a potential solution. Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process. Every role is as important as the next.

B2B 127

B2B Cross-sell Customers GTM 127

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Finance 115

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 104

GTM E-commerce B2B Profit margin 104

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. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

Growth 109

Growth GTM Product Cross-sell 109

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. There were better conversion rates once in the funnel. And almost all of it was lifted by better conversion rates and more leads. Who is going to do the selling?

Product 111

Product GTM Cross-sell Commission 111

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.” A reality check.

B2B 122

B2B GTM Cross-sell Cold Call 122

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. This changed the conversations with customers. Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global.

Growth 102

Growth Cross-sell GTM Up-sell 102

Sales Hacker

SEPTEMBER 27, 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. It’s data-driven targeting that turns the coldest of cold calls into a strategic conversation. This is no longer news to go-to-market leaders.

GTM 106

GTM Strategize Launch Pipeline 106

SaaStr

MAY 30, 2024

It’s a growth model and GTM strategy. They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software? If you have data scientists or ML teams, you can correlate the probability of upsells and cross-sells if someone has used that aha feature.

Cross-sell 117

Cross-sell Customers Pitch Drivers/motivators 117

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. It ensures go-to-market (GTM) teams work toward shared company goals with efficient processes and reliable data.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

FEBRUARY 2, 2024

Marketing should be accountable for Opportunities created (not MQLs) and conversion through the funnel, in collaboration with sales.” If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Share The GTM Newsletter That’s it, that’s all. Have a great weekend!

GTM 117

GTM Pipeline SQL UX 117

SaaStr

NOVEMBER 4, 2022

CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Industry-wise.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Highspot

OCTOBER 14, 2024

If they spend more time on administrative tasks than selling, it’s a sign that responsibilities, technology, and processes may need a closer look. Focusing on the most promising prospects saves your sales team time and increases conversion rates.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

Heinz Marketing

JUNE 23, 2023

After attending this year’s Forrester Summit, Matt Heinz (President of Heinz Marketing) and Domenic Colasante (CEO of 2X) continue the conversation off-site and online by inviting fellow CMOs Todd Grantham, Kerry Desberg, and Helen Baptist to the chat. We are a human-first business that not only sells to humans but is run by humans.

B2B 96

B2B GTM Cross-sell Trust 96

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Technique Sales Cross-sell 52

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Asia Corbett ).

Finance 114

Finance Cross-sell SQL GTM 114

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

ConversionXL

MAY 11, 2017

Knowing what the competitors are doing – how they are thinking about the market, what tactics they are using, how they are crafting messages and design – can make all the difference in the battle for the customers’ mind share and conversions. Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc.

UX 131

UX User Experience Cross-sell A/B testing 131

Highspot

APRIL 9, 2025

With one unified platform for GTM enablement , your team gets instant access to current and approved materials. No more edits or deletions that accidentally cross the line. With Highspot, coaching becomes part of the selling process. Rely on training and manual audits. Centralize and govern your content.

Government 52

Government Relationship Management GTM Clients 52

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. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

SaaStr

OCTOBER 10, 2023

Founder-led Sales Cons: It can make it difficult to sell to larger clients. At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers. You don’t need to be in every conversation. More often than not, sales and GTM are the limiting factors for growth.

GTM 107

GTM Cross-sell Price Sales 107

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. The Age of Intelligence Selling is more challenging than ever. I don’t disagree with Yamini.

GTM 78

GTM Trust Cross-sell CRM 78

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. An effective battlecard is loaded with tactics on how to sell — it is NOT a feature-by-feature comparison. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Today’s buyer is educated.

Objection handling 86

Objection handling GTM Cross-sell Sales 86

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

ConversionXL

JULY 11, 2016

Elite Camp is a 3-day traffic and (mainly) conversion event. Stop selling the way you want to sell, sell the way people want to buy. Build a business case around conversion optimization. Product Page (Option to buy, product information, cross-selling). That’s your job. Why is it a problem?

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79

Highspot

MAY 3, 2024

The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. The current selling environment for new business and within your existing customer base is more complex, and intense, than any time in the past decade. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell Technology Technology GTM 93