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 116

CRM Campaign Niche Negotiate 116

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers.

CRM 97

CRM Follow-up Pipeline Territory 97

SaaStr

JUNE 6, 2025

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 Buyers have already done their homework with AI 8.

Territory 57

Territory Pitch Price Finance 57

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 86

GTM Territory Gaming Sales 86

Highspot

JUNE 23, 2025

Meanwhile, execution varies by team or region because there’s nothing to reinforce consistent adoption. With Highspot, reps across every region follow the same playbook, get trained on the same positioning, and share content tailored to each stage of the buyer journey. Imagine your team is launching a new product.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. The conversion rates are higher, no doubt. How you design territories and where you put people is incredibly important.

Growth 104

Growth Territory Referrals Customers 104

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. The following is an inside look into our conversation about some of the key lessons he’s learned from these experiences. Later he helped Sophos grow from $200 million to $400 million.

Territory 81

Territory Healthcare Sales Retail 81

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Sales Hacker

JANUARY 20, 2022

These are under-prepared and uninformed conversations that last less than a minute and sound like this: “Hey, SDR or AE! According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. What is a sales coaching platform? Okay great. Sound familiar?

Territory 114

Territory Sales Drivers/motivators Finance 114

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Conversion Rates. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Operations.

Territory 105

Territory Non-Profits Contract Quota 105

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Product : Attention At Attention, call recordings and CRM auto-fill are just the beginning.

GTM 121

GTM Sales Growth Represent 121

Sales Hacker

JULY 16, 2020

In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed.

Pipeline 121

Pipeline E-commerce Cross-sell Referrals 121

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. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Martech

DECEMBER 11, 2023

Yes, you’re not building a go-to-market plan at this point. As you start to determine which actions you want your customers to take, you need to link different behaviors to each marketing channel your company plans on using. The amygdala then sends signals to the hypothalamus, a critical region for autonomic responses.

Represent 125

Represent Territory Campaign Strategize 125

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. According to Gartner, Inc., 80 percent of business-to-business sales will happen digitally through 2025 (Gartner, “The Future of Sales”, M.

Growth 98

Growth Customers Territory Strategize 98

Highspot

JULY 7, 2025

To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack. A modern account-based sales strategy isn’t just about targeting the right accounts.

52

52

Hubspot

OCTOBER 2, 2019

Conversely, if your entire team is hitting or surpassing quota without question, your goal may be too conservative. Conversion Rate - The percentage of leads each rep converted to paying customers. Sales territory optimization - The ability to support strategic territory mapping and efficiency. IBM SPM Solutions.

Territory 99

Territory Quota Commission Sales 99

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . The new logo we chose was a celebration of people and it aligned perfectly with our persona.

Angle 153

Angle Represent Drivers/motivators Territory 153

Sales Hacker

JULY 28, 2021

In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Just kidding.

CRM 129

CRM Pipeline Territory Sales 129

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.

Territory 88

Territory Hospitality Consult Engineering 88

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. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 125

B2B GTM Customers Cross-sell 125

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

JANUARY 21, 2021

Custom lists and territory preferences. LinkedIn Sales Insights is a new tool from LinkedIn that works directly alongside Sales Navigator to help sales operations managers and sales leaders plan their go-to-market strategy. In addition, on a per lead conversion basis, this tool is expensive. 1,500 saved leads.

Territory 119

Territory Networking Sales Contact 119

Sales Hacker

SEPTEMBER 29, 2023

Scott Brown (Former CMO & Advisor): “Hosted and field events have been extremely effective in customer and prospect conversion to pipeline – from smaller dinners to fantastic 100-150 people half day summits. Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE.

GTM 126

GTM B2C Growth Territory 126

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Instead of simply incorporating new partners, you will need to potentially open a new company, establish new offices, hire new staff and everything else that’s required to establish a local presence in a new market.

Sales 145

Sales Networking Drivers/motivators Up-sell 145

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer.

Sales 98

Sales Objectives and Key Results Territory Go To Market 98

Openview

MARCH 16, 2018

A segment is a group of customers that can be addressed with the same go-to-market strategy and product. Seems simple enough, but I can’t tell you how often I hear founders and sales leaders go too broad – “We are a true horizontal play. One rep succeeding in a territory is not necessarily repeatable. What is a segment?

Pitch 109

Pitch Education Sales Territory 109

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. Instacart provided conversational grocery shopping — “I have a three and five-year-old, and here’s what is in my fridge. She met Sam Altman and was blown away by the audacity of his ambition.

Growth 114

Growth Launch Territory Legal 114

Sales Hacker

JUNE 2, 2020

Chorus is the conversation intelligence platform that provides key insights into the sales conversations your team is having every day. Go to Chorus.ai/saleshacker Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer centric journey.

Pharmaceutical 77

Pharmaceutical Territory Cold Call Networking 77

Gong.io

MARCH 30, 2020

Why is it important to create balanced sales territories? Well-designed territories help create an equal footing for your reps. Creating Balanced Territories. When I first arrived at HubSpot, everyone had their own mini territory. There are these little micro-territories. . How do you build a healthy sales culture?

Territory 62

Territory Sales Appointment Entertainment 62

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Additionally, global partners may need localized content, while regional ones may prioritize relationship building. The agility and expertise to support specific partner needs help them navigate their audience.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). You see this service often provided by individuals from a particular region and industry.

B2B 98

B2B X-functional Cold Call SQL 98

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Openview

OCTOBER 13, 2017

As someone who is often caught in the crossfire between sales and marketing (it’s part of my job description as the VP of Go-to-Market here at OpenView) I was delighted to have the opportunity to host a panel of industry leaders with diverse opinions about and varied experience with this very issue. Is she giving us the hook?

SQL 82

SQL Management Consulting Sales Territory 82

Hubspot

JUNE 8, 2021

You may also need to collaborate with the marketing team to manage personalized materials or advertising for leads, so a background in cross-functional collaboration is helpful for landing a job. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Often used interchangeably, Revenue Operations roles are a hybrid role that revolves around sales, marketing, and customer success initiatives to benefit the company at large. Unified data problems.

Finance 114

Finance Cross-sell SQL GTM 114