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As businesses prepare for 2025, go-to-market (GTM) strategies are undergoing major shifts driven by new technology, evolving customer demands and increased executive scrutiny. In contrast, we still can achieve a peaceful transition from where we have been to where we probably need to go. Some were B2C, many were B2B.
Think of it as the core of your marketing strategy, where all tools and processes support your business goals. But how do you ensure your martech efforts are in lockstep with the goals of different organizational and go-to-market functions? Improve the conversion rate of leads to opportunities by 15%.
Powered by Highspot Nexus , the company’s unified AI and analytics engine, the new role-based and specialized agents learn alongside go-to-market (GTM) teams to guide sellers, marketers, and enablement teams with insights and actions tailored to their work. GARTNER is a registered trademark and service mark of Gartner, Inc.
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing As we approach 2025, Account-Based Marketing (ABM) and Account-Based Experience (ABX) remain pivotal strategies for driving meaningful engagement and impact. The post Planning Your 2025 ABX Go-To-Market Approach appeared first on Heinz Marketing.
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 : HG Insights. These “skill byproducts” are essential to long-term success. Let’s get into it.
Fifty-two percent of C-suite executives and marketing leaders at B2B technology companies surveyed said AI is assisting in deploying marketing and sales resources more cost-effectively to capture market opportunities. Larger firms anticipate needing more capital for data, people and technology.
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. Sustained success demands a strategic approach backed by powerful technology.
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. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.
The current state of sales technology and its impact on buyer engagement. Strategies for breaking through the noise and attracting buyers into conversations. 47:48) One thing that is working for Mark in go-to-market right now. 47:48) One thing that is working for Mark in go-to-market right now.
However, the conversation often neglects a key component in the shadows: people. Today’s “AI experts” are too focused on the technology and process sides of the “People, Process and Technology” paradigm. Why humans matter in the AI ecosystem No matter how advanced, technology needs human insight to succeed.
From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching to improve sales performance and increase win rates. It’s because teams who invest in sales coaching and development technology significantly outperform their peers, seeing a 57% higher success rate. What is AI Sales Coaching?
Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Kim’s extensive background also includes leadership positions in Customer Success at renowned technology companies such as Adobe, Qlik, and Symantec. 47:58) One thing that is working for Kim in go-to-market right now.
One of the teams had been looking at leveraging some technology solutions to support the transformation. He started his discovery questions trying to identify the current platforms and technologies my client had in place. ” He asked, “We have integrations into the major technology platforms.
The Bottom Line : Go-to-market leaders face brutal turnover rates, with both Chief Marketing Officers and Chief Revenue Officers averaging just 1.8 Pipeline conversion drops 20%? Compare this to other executive functions: Chief Technology Officer: 3.7 You’re probably updating your LinkedIn.
” The Fix : Your sales team should understand the technology deeply enough to guide implementation, not just explain features. Underestimating the Power of Technical Founders The Mistake : Keeping technical founders away from sales conversations because they’re “not sales-oriented.”
Effective AI adoption is a partnership between technology and human insight. AI is Only for Large Enterprises : The democratization of AI technologies has made them accessible to businesses of all sizes. For instance, AI-driven lead scoring can improve conversion rates by up to 50%.
Take Google Glass, a product with incredible technology but no clear product-market fit. It launched to hype but fizzled because the market just wasn’t ready for it. The truth is, throwing a product into the market and hoping buyers will come seldom works. The good news?
In this episode of Playbook Broken, we explore how traditional marketing playbooks are becoming obsolete in the rapidly changing landscape influenced by AI and shifting buyer behaviors. Marc sits down with Zach Vidibor, CEO of Octave, to discuss the challenges and opportunities in modern go-to-market strategies.
It’s typically described at a firmographic levelindustry, size, revenue, geography, and key characteristics like technology stack or compliance needs. ICPs align go-to-market teams. Marketing uses them to target the right accounts, content, and channels. What are the key components of an ICP? How is an ICP used?
Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.
Each role is key in engaging customers, boosting conversions and supporting broader business goals. Their work amplifies user engagement and boosts conversions by making every interaction count. Key contributions: Managing day-to-day web content production to align with marketing objectives.
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?
Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. A good training program covers the essentials while giving partners the tools to navigate challenging conversations. Leverage technology to streamline enablement A partner portal is just one option.
With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. And we expect our salespeople to understand the technology. We tend to be very technical. Talk to users.
Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Have Reps Attend Industry Conferences Industry conferences offer a chance to stay informed about market trends, competitor tactics, and emerging technologies.
Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals. Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns.
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.
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. But adding another tool won’t fix your go-to-market motion, if there’s no clear definition of success, or alignment on how to get there.
This encompasses access to content, information, and technology that sales reps can leverage to engage customers more effectively. This translates into better interactions with prospects and customers, as sellers can engage in meaningful conversations, handle objections effectively, and close deals with assurance.
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.
When buyers do engage, they’re much more qualified but need faster, more technical conversations Bottom Line : The SaaS buying journey has been completely rewired by AI. Same technology, completely different go-to-market approaches
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. No fluffjust real strategies, candid conversations, and proven results. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting.
These new developments build on the companys Fall 24 product release, which launched the first unified platform for go-to-market (GTM) productivity and ushered in advancements for its generative artificial intelligence (AI) digital assistant, Highspot Copilot.
It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. . Did you know?
By consolidating relevant resources into a curated experience through Digital Rooms, go-to-market (GTM) teams can remove friction and build trust with buyers, helping them make informed decisions and move deals forward at their pace. Prospects and customers today don’t just prefer personalized experiences—they expect them.
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. No fluffjust real strategies, candid conversations, and proven results. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting.
Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue. Focusing on the most promising prospects saves your sales team time and increases conversion rates.
Fluff—assumption-based systems, overly simplistic heuristics, correlation masquerading as causality—is the dominant currency in modern go-to-market thinking. And when reality begins to diverge—when the pipeline slows, or conversions dry up, or the CAC spikes—we double down. And everyone knew it was true.
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.
According to the new State of Sales Enablement report , 47% of companies struggle with getting buyers to engage in a two-way conversation with sales, and 41% find it hard to reach new buyers, so sales teams must find new ways to offer value and capture buyer attention.
You then have to go and be successful at that. and had an interesting conversation with Pete Kazanji, a good friend on the podcast the other day of… In a similar vein of we’re adopting all this technology and we’re automating so many things. The market seemed to like the election results.
This blog post will delve into the essence of marketing orchestration, what it helps accomplish, the repercussions of not implementing it, and how it can transform your organization’s go-to-market success. What Is Marketing Orchestration? Want some help? Reach out for a free brainstorm call.
Your technology might give you a temporary edge, but competitors will catch up. 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.
Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. An efficiency lens (conversion rates between stages). It’s too much for basic ABM to handle. How do you evolve your strategy?
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