Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. However, every GTM team plays a part in the success of B2B buyer enablement strategies. Here are five ways GTM leaders can help their reps thrive day in and day out.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Sales Hacker

APRIL 25, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. The future of GTM is AI-powered. Be the quarterback of the deal.

Growth 72

Growth GTM Cross-sell Negotiate 72

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. Ray Smith: Yeah, so I’m obviously on the kind of engineering or product development side.

GTM 67

GTM X-functional Start-ups Relationship building 67

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Sales Hacker

JANUARY 13, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Culture becomes the engine. This phase is the most transformational.

GTM 106

GTM Cross-sell Pipeline Strategize 106

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. Digital Sales Engineers (SEs) that join every customer call. Meanwhile, others are seeing 3-4x productivity increases per rep through intelligent automation.

GTM 95

GTM Negotiate Cross-sell CRM 95

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 115

GTM Sell Customers Cold Call 115

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.

GTM 89

GTM Territory Gaming Sales 89

Heinz Marketing

JUNE 19, 2025

The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. If you are a 25+ person team with multiple cross-functional groups, for example. That is usually because folks aren’t accustomed to seeing PMs in marketing teams. Most marketing efforts change hands multiple times.

Objectives and Key Results 78

Objectives and Key Results GTM Cross-sell Clients 78

Sales Hacker

FEBRUARY 24, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. Heres why: Content that’s evergreen. Pain-point explainers.

B2B 79

B2B GTM Cross-sell Education 79

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. 18:13 The role of cross-functional communication. GTM 132 Episode Transcript Scott Barker: Hello.

GTM 84

GTM Finance Cross-sell X-functional 84

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Why and when to build a solutions engineering team. The post GTM 141: Timeless Growth Tips From a $7.4B

GTM 66

GTM Growth Cross-sell Account management 66

Sales Hacker

MAY 30, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. This regular rhythm creates space to: Identify where GTM is off-course.

GTM 106

GTM Cross-sell Pipeline Launch 106

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? What is GTM Operational Excellence?

GTM 52

GTM Cross-sell Pipeline CRM 52

Sales Hacker

APRIL 15, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B 00:01:00] Sophie Bounassisi: Hello and welcome to the GTM podcast.

GTM 62

GTM B2B Follow-up Campaign 62

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 121

GTM Growth Referrals Cross-sell 121

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The GTM Podcast Features conversations with well-known tech executive, VC, and founders – the expert operators in the trenches who have been there, done that’ to build some of the fastest-growing software companies.

GTM 122

GTM Engineering Growth Cross-sell 122

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Sales 115

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83

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

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. The Logistics of Going Multi-Product GTM only exists on the back of a product that real customers need. Who is going to do the selling? What are those incentives?

Product 113

Product GTM Cross-sell Commission 113

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. SV SaaS companies sell to other SV SaaS companies. Bundling is real.

GTM 117

GTM Niche Cross-sell Contract 117

Sales Hacker

FEBRUARY 2, 2024

If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all. Meaning, revenue is a team sport. Have a great weekend!

GTM 120

GTM Pipeline SQL UX 120

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. In this article, we’ll explain how building a RevOps team can turn a cumbersome revenue engine into a well-oiled machine. This can cause a domino effect of confusion across the entire GTM team.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. Asia Corbett ).

Finance 114

Finance Cross-sell SQL GTM 114

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

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

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

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

ConversionXL

JULY 11, 2016

Stop selling the way you want to sell, sell the way people want to buy. Product Page (Option to buy, product information, cross-selling). Check out the GTM Container of TNW. Mercer presented the best ways to use GTM like a top marketer: Use built-in tags as often as possible. That’s your job.

E-commerce 79

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

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. Why Should You Sell Into Startups? – Robert Conrad, Head of Engineering, Crunchbase. trillion worth of funding. And so on.”.

Sell 103

Sell Minimum Viable Product Objectives and Key Results Cross-sell 103

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

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. Run cross-company initiatives and build a performance-based culture. Problem-solving skills are also a must.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69

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

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. Also be sure this training is cross-functional. Be seen as the company that’s still there and ready to assist.”.

Cross-sell 98

Cross-sell GTM Quota Contract 98