SaaStr

JANUARY 8, 2025

In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results

Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Personalize High-Impact Moments: For crucial touchpoints—such as account reviews, negotiation stages, or renewal conversations—encourage direct, personalized interactions.

Go To Market

Sales Hacker

NOVEMBER 15, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product-Channel Fit (PCF): Finding the right growth strategy for your product.

GTM

SaaStr

JULY 23, 2025

Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Align Sales, Marketing, and Customer Success These teams need to work as one unit. Misalignment here is one of the biggest killers of growth.

B2B

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) 26:54) The existential dread of being a startup founder. (37:56)

GTM

Search Engine Land

AUGUST 14, 2024

Lead generation advertisers today have access to tools like broad match keywords and offline conversions – powerful when used right, but chaotic and expensive if left unchecked. We might call these conversions, but it’s important to remember that no actual sale is being made. I love the challenge of learning something new.

CRM

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM

Sales Hacker

OCTOBER 29, 2024

With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market. Designing products backwards from the go-to-market motion. This free and ungated report has you covered.

GTM

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year.

Growth

Martech

APRIL 9, 2025

AI proficiency is becoming a critical differentiator for marketers. HubSpots co-founder and CTO Dharmesh Shah says were at an inflection point where AI skills are essential for marketing career growth and acceleration. But why is AI proficiency so critical for marketers and why is this happening now? Lead conversion.

GTM

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. This episode explores how to apply product thinking to Go-To-Market. Teams just changes how they’re built.

GTM

SaaStr

OCTOBER 18, 2024

On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. ” For example, when you hit a $100M, you just can’t sell enough to drive 40 points of new growth.

Sales

Martech

NOVEMBER 27, 2024

However, the conversation often neglects a key component in the shadows: people. McKinsey highlights that a remarkable 75% of AI’s value will be realized across five business functions, three of which are non-technical: customer operations, marketing and sales. AI continues to embed itself into the fabric of business.

GTM

Highspot

OCTOBER 29, 2024

From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching to improve sales performance and increase win rates. This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives.

Objectives and Key Results

Martech

NOVEMBER 21, 2024

But for one Fortune 100 CEO, ROMI stands for something very different: risk on marketing investment. In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape.

GTM

SaaStr

JULY 26, 2025

Strategic Implication : Your business model directly determines your go-to-market strategy. If you don’t have the unit economics to support field sales, you need to find other ways to create local market penetration. In-Person Sales Generate 3x Higher Conversions Per The CROs of Toast, Splunk, Brex and Slice 5.

Territory

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Without proper product-market fit as part of your go-to-market (GTM) teams strategy, even the best ideas struggle to make an impactor money. The good news?

Go To Market

SaaStr

JULY 22, 2025

The Bottom Line : Go-to-market leaders face brutal turnover rates, with both Chief Marketing Officers and Chief Revenue Officers averaging just 1.8 The data shows GTM roles across the board are the most volatile: Chief Marketing Officer: 1.8 years VP of Marketing: 1.9 Pipeline conversion drops 20%?

GTM

Martech

JUNE 26, 2025

As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Marketing’s core mandate — owning the customer journey, shaping positioning and building trust — is at risk. It can take years to rebuild trust with an alienated customer.

GTM

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations.

Objectives and Key Results

Heinz Marketing

APRIL 30, 2025

Further emphasizing the impact of AI, a Salesforce report revealed that 83% of sales teams using AI achieved revenue growth in the past year, compared to 66% of teams not using AI. Sales teams utilizing AI experience revenue growth 1.3 For instance, AI-driven lead scoring can improve conversion rates by up to 50%.

Strategize

Partners in Excellence

JANUARY 7, 2025

We’ve been working on developing new strategies to drive growth. The team went through the usual litany of CRM, sales enablement, research, marketing/outreach, conversational intelligence and other platforms. A long time friend and colleague asked me to sit in a vendor meeting. We aren’t there yet.

Process

Heinz Marketing

JULY 24, 2025

Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. But the truth is, using buyer signals to drive growth—both with prospects and customers—offers far more insight and impact when done well. Their conversion rate from previously cold accounts more than doubled.

GTM

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They’re battle-tested, data-driven and growth-proven.

GTM

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Drive Business Growth with Partner Networks Your resellers, channel partners, and distributors are just as important to GTM success as your sales force.

Product

Hubspot

JULY 18, 2025

Whether it’s through our product tours, our AI-generated demos tailored to their team’s sales motion, or the insights we share in initial conversations, we’re not just selling — we’re already coaching.” Most of the buyer experience happens outside live conversations, meaning your product and onboarding must do a lot of the work.

Referrals

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. It’s often too difficult due to a lack of clear goals, limited resources, and misalignment between sales, training, and marketing efforts. So, why the hesitation?

Pitch

Sales Hacker

JULY 23, 2025

With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. Visit gtmnow.com for more episodes and other interesting content.

GTM

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. When you get it right, partner enablement boosts partner performance, strengthens brand consistency, and nurtures long-term, high-value relationships built on mutual growth. Did you know?

Healthcare

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Leveraging Investors for Growth Another underutilized growth channel? Turning Customers into Champions A huge part of Databricks growth came from community-driven sales. Talk to users. Ron recalls.

Technical Sales

Highspot

JULY 13, 2025

This approach helps cultivate a community around the brand, driving organic conversations and enhancing overall sales engagement. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot. The post The complete guide to social selling for B2B sales appeared first on Highspot.

B2B

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. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. An AI sales assistant automates daily activities, summarizes conversations, recommends next-best steps, and serves up relevant content for sales reps. Questions to ask: Can it analyze conversations and suggest specific improvements?

Sell

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. The go-to-market strategies look great in planning decks. Sales, marketing, and revenue leaders are asking more of their teams than ever: Adopt new tools faster. Hit growth targets sooner.

GTM

SaaStr

APRIL 28, 2025

The Journey: From WiFi to IoT Fleet Management Sekar’s journey began unexpectedly when he joined Meraki (founded by MIT researchers Sanjit Biswas and John Bicket) to help them figure out marketing and sales “from first principles.” years later. Now well above $1.3B The Five Lessons 1.

Product