Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. The watering down of the MQL, and adding low-intent lead-scoring prospects to hit targets, results in lower and lower SQL conversion rates.

SQL 78

SQL GTM B2B Pipeline 78

InsightSquared

SEPTEMBER 20, 2018

At Winning by Design, we help implement Sales as a Science by applying the scientific method to all areas of the customer journey which is, in many ways, the kaizen approach to GTM (go-to-market). So what does the Japanese manufacturing philosophy have to do with modern GTM strategy, you ask?

GTM 73

GTM Assembly Line Manufacturing SQL 73

Sales Hacker

FEBRUARY 2, 2024

Marketing should be accountable for Opportunities created (not MQLs) and conversion through the funnel, in collaboration with sales.” Nicole Wojno Smith (VP of Marketing at Tackle) suggests that “marketers should be looking at their efficiency and measuring the total investment per SQL, per opportunity, etc. Have a great weekend!

GTM 93

GTM Pipeline SQL UX 93

Highspot

FEBRUARY 29, 2024

In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully. Who is on the GTM Team? A GTM team has a lot of moving parts. What is a Go-to-Market Strategy?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

SEPTEMBER 8, 2021

If you wait longer than five minutes to respond after engagement, your conversion rate could potentially plummet by 80%. An inbound lead workflow is a process put in place across your GTM team using your marketing automation software, your CRM, and your sales engagement solution. Timing is everything. What is an inbound lead workflow?

SQL 85

SQL Follow-up Campaign GTM 85

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Conversely, Sales Operations roles focus solely on the direction of the sales team, their metrics and success, and things pertaining to only the sales team – not how their success or failure impacts other related teams across the organization. Asia Corbett ).

Finance 101

Finance GTM Cross-sell SQL 101

Hubspot

MARCH 7, 2023

Investing in RevOps is a powerful opportunity to positively impact your company's bottom line: In fact, B2B companies that invest in RevOps report a 10% to 20% increase in sales productivity and 30% reduction in GTM expenses. Let's dive into some of the biggest missteps she sees RevOps teams making, and how you can avoid them.

SQL 72

SQL GTM Pipeline Technology 72