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. Imagine telling your board you’re only using 40% of your AWS infrastructure or 40% of your engineering team’s output.

CRM 91

CRM Follow-up Pipeline Territory 91

SaaStr

APRIL 30, 2025

Theyve built a true operating system for the tradeshandling everything from CRM to payments to field service management. But this transition isnt easyit requires enterprise-grade features, dedicated sales teams, and a shift in go-to-market strategy. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market.

Non-Profits 57

Non-Profits Strategic partnership Drivers/motivators Niche 57

SaaStr

JULY 27, 2022

As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. . Secret 5: Build a B2C Rather Than a B2B Marketing Engine. Unhappy customers can kill your growth engine. Key Takeaways.

Go To Market 97

Go To Market B2C GTM Price 97

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. But one unassuming topic that kept coming up?

Cold Call 67

Cold Call GTM Objection handling Sales 67

Sales Hacker

NOVEMBER 8, 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. Nine lessons from going multi-product, drawing on examples from both Stripe and Watershed.

GTM 108

GTM Customers Hospitality UX 108

Salesforce

MARCH 20, 2025

A product manager accelerates go-to-market strategies via an AI agent that instantly analyzes customer feedback and predicts trends. Engineering teams can use Agentforce to write better code, faster. Customers receive accurate, context-aware responses based on Wileys knowledge base and trusted CRM data.

Strategize 124

Strategize Finance Prospecting Follow-up 124

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

GTM 118

GTM Consult Sell Engineering 118

Sales Hacker

MAY 16, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The market also took notice. Its a bet and a signal that go-to-market isnt just a function, its the system every company needs to win. Go-to-market becomes your edge. ZoomInfo shares jumped 7.4%

GTM 68

GTM Represent Legal Go To Market 68

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. What you’ll learn: What is product-led sales?

Product 86

Product Territory Sales Price 86

Sales Hacker

OCTOBER 25, 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 : Attention At Attention, call recordings and CRM auto-fill are just the beginning.

Product 64

Product GTM Niche Growth 64

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

MAY 9, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Check out candid conversations about the state of the AI SDR agent landscape, inbound and outbound playbooks, and real results from marketers at the forefront of the agentic marketing era.

GTM 82

GTM Launch Represent Growth 82

Sales Hacker

AUGUST 26, 2022

These can get captured from sources like CRM, email, phone calls, meetings, calendars, or other tools. And as much as 79% of opportunity-related data collected by sales reps never make it to the CRM. Second, data that does get captured in systems like CRM is not reliable. Are the email IDs in the CRM correct to begin with?,

GTM 103

GTM CRM Pipeline Contact 103

InsightSquared

OCTOBER 3, 2019

Combination of leading revenue intelligence solution with activity data capture and next best action sales engine offers industry’s most complete platform to drive predictable growth. Automated activity capture sync to the CRM. BOSTON — Oct. About Olono.

Pipeline 22

Pipeline Growth B2B Engineering 22

Highspot

OCTOBER 29, 2024

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. Feedback Loops: AI-assisted tools can create continuous feedback loops by collecting and analyzing feedback from customers, peers, and managers.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

MARCH 30, 2021

Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. The Value Of CRM Integration [22:24]. We have relationships with the biggest CRM companies: Oracle CX, SAP CRM, Microsoft Dynamics and Salesforce (95% of our marketplace). Developing A Winning Sales Team [16:24].

Sell 111

Sell CRM Appointment Up-sell 111

Heinz Marketing

AUGUST 5, 2021

I.e., the ability to route accounts from the ABM platform into your CRM system based on a certain stage or action. Most companies have poor CRM data hygiene, and DemandBase has struggled to sync data back to accounts in cases with duplicate accounts or accounts with inaccurate/incomplete information. Is there automation functionality?

B2B 124

B2B Objectives and Key Results Campaign CRM 124

Sales Hacker

NOVEMBER 5, 2024

Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. 34:26) One thing that is working for Peter in go-to-market right now. 11:03) The evolution of sales management roles and responsibilities. (17:58)

GTM 96

GTM Drivers/motivators Pipeline Sales 96

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Singular focus on sales.

B2C 117

B2C SQL Pipeline Strategize 117

Martech

AUGUST 5, 2021

To show up in places where small-and medium-sized business (SMB) owners search and have the best chance at capturing a lead, try these tips: Optimize your website for search engines. Use a meeting scheduling software that’s integrated with your Customer Relationship Management (CRM) platform.

Pipeline 111

Pipeline CRM Clients Customer Relationship Management 111

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. And a number of new tools and platforms have come along to help them out.

B2B 122

B2B Drivers/motivators CRM Contact 122

Martech

JULY 14, 2022

Many vendors are buying into the vision of eliminating the distinction between these two elements of B2B selling and are developing the tools to enable marketers to carry it out. Help for the sales team.

B2B 128

B2B GTM Technology Technology 128

Sales Hacker

JULY 19, 2021

Process is the building block of a successful revenue engine. The RevOps organization is responsible for defining, building, improving, implementing, and maintaining scalable go-to-market processes. Your CRM needs maintenance, changes, and a few new features, too. And an update before the go-live. Understood.

Gaming 110

Gaming Process Engineering Start-ups 110

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. “It’s not me.

GTM 98

GTM Territory Finance E-commerce 98

Heinz Marketing

NOVEMBER 4, 2020

From go-to-market plans to ABM programs, Josh thrives on rolling up his sleeves to help each of his unique clients uncover their buyers’ needs, develop competitive content and messaging, and orchestrate campaigns across channels and audiences to generate revenue with precision. About Josh Baez.

Pipeline 133

Pipeline Sales Follow-up Clients 133

SaaStr

OCTOBER 19, 2021

And because they think anyone actually needs their product, they underoptimize their initial go-to-market strategies, or worse, don’t even really have a good one. We have CRM, call center, Gmail, web site, Slack, a sales team that does close deals without your product, a marketing team that does acquire leads, etc.

Product 113

Product Prospecting Closing CRM 113

Search Engine Land

OCTOBER 25, 2023

For example, many businesses go to market by industry, so those types of businesses will need an ICP per each industry market. If you are not already doing this, then reach out to your customer relationship management (CRM) and marketing automation teams to begin the discussion.

B2B 104

B2B B2C Non-Profits Education 104

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 115

GTM Niche CRM Account management 115

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. . This was something they’d never enjoyed with traditional CRM systems. . Wait… what?

Angle 153

Angle Represent Drivers/motivators Territory 153

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. Discord launched Clyde Hubspot launched Chatbot Snapchat launched MyAI Spotify was able to offer better recommendation engines — AI DJ. OpenAI got out of beta and innovation labs and into users’ hands.

Growth 117

Growth Launch Territory Legal 117

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 32

Go To Market Launch B2B Contact 32

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Mastering Technical Sales: The Sales Engineer’s Handbook by John Care.

Objectives and Key Results 96

Objectives and Key Results Technical Sales Engineering Sales 96

Sales Hacker

FEBRUARY 6, 2023

In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. You see something in the market, you make a hypothesis, and you test it, and then quickly roll it out. COVID is an obvious example of market volatility.

GTM 101

GTM Territory Commission Strategize 101

Sales Hacker

NOVEMBER 8, 2021

Within the go-to-market world, CS and PS can overlap. Conversely, in cases where the solution is more technologically complex like implementing a CRM or service desk, or integrating the product with the company’s existing software, a level of expertise is needed that is found in an organization’s professional service teams.

Clients 114

Clients Sales GTM Technology 114

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM 71

GTM X-functional Start-ups Campaign 71

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. As always, you’ve got Scott Parker here and I am joined by Ray Smith.

GTM 65

GTM X-functional Start-ups Relationship building 65