SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

MAY 30, 2024

Have you ever wondered how you could turn PLG concepts like the freemium model into a fast-growing revenue driver for your company? It’s a growth model and GTM strategy. They prioritize direct selling and relationships over allowing customers to go and buy directly. What PLG Signals Can Sales Use to Sell Software?

Cross-sell 119

Cross-sell Customers Pitch Drivers/motivators 119

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 117

B2B GTM Cross-sell Cold Call 117

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. An emerging need to support multiple GTM plans across segments and regions. Customer experience becoming a critical revenue driver. We could also add a sixth business driver to the list.

Finance 114

Finance Cross-sell SQL GTM 114

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. It ensures go-to-market (GTM) teams work toward shared company goals with efficient processes and reliable data.

Growth 52

Growth GTM Objectives and Key Results CRM 52

SaaStr

NOVEMBER 4, 2022

CAC payback factors in all the health indicators of your business: GTM efficiency, ARR growth, churn rates, and gross margin. Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Industry-wise.

Growth 19

Growth GTM Cross-sell Non-Profits 19

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Technique Sales Cross-sell 52

Heinz Marketing

JANUARY 13, 2022

And as marketing programs become more complex, it’s far more important to create seamless cross-channel campaigns that break through siloed teams. Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. Who do you sell to?

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Martech

DECEMBER 26, 2023

So John Murphy, partner development manager at HubSpot, looks to remove barriers to cooperation between the vendor’s direct sales reps and the channel partner, for example, consulting with partners on lead generation and educating them on successful co-selling methods. It’s the job of the vendor to provide product knowledge to their partners.

B2B 112

B2B Cross-sell Hospitality Healthcare 112

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 101

Go To Market Process GTM Education 101

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. ‘Profit is a result of user motivation.’ ’ The impact of rising the user motivation is higher than reducing friction. Product Page (Option to buy, product information, cross-selling). That’s your job.

E-commerce 79

E-commerce A/B testing Drivers/motivators GTM 79

The Lost Book of Sales

AUGUST 15, 2021

Today, I store some of them for my own personal motivation. 🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? Three basic rules, meeting all three is nearly impossible, but you should try anyway: Don’t sell anything you wouldn’t buy yourself.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Understanding the motivation for the founder(s) and investor(s) is very important. Why Should You Sell Into Startups?

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

ConversionXL

MAY 11, 2017

Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Upsells and cross-sells (are there additional revenue opportunities you too could be leveraging?). Most likely they’ll only remember one – your main selling point. Competitive Value Proposition Investigation.

UX 131

UX User Experience Cross-sell A/B testing 131

SaaStr

OCTOBER 17, 2023

Sell to more existing customers. It’s one thing to bring the customer over the line and sell for the first time. Your selling team will 3x, and sales will become codified. When scaling from founder-led sales to another person selling the product, customers become more demanding. Being truly cross-functional.

Cross-sell 70

Cross-sell Customers GTM A/B testing 70

Gong.io

SEPTEMBER 14, 2022

That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. While a GTM strategy can overlap with a traditional marketing strategy in the latter stages of the plan, it tends to be substantially more thorough.

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 53

GTM Contract Cross-sell Account management 53

Highspot

MAY 30, 2024

Start by creating buyer personas and segmenting them into groups based on motivation, preferences, and purchasing patterns. Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Distribution: Through what mediums will you sell the product or service?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

FEBRUARY 7, 2020

Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. How can we begin to have people talk on our behalf?

Strategize 78

Strategize Pitch Growth Networking 78

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. And I call it.

GTM 75

GTM Growth X-functional Referrals 75

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 95

GTM X-functional Price Pipeline 95