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 83

GTM Territory Gaming Sales 83

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. Irrelevant automated emails and generic follow-ups can destroy deals faster than no automation at all.

GTM 91

GTM Negotiate Cross-sell CRM 91

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. This approach doesn’t just apply to consumer brands, though.

GTM 52

GTM Customers Cross-sell Contract 52

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

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

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. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. tool selection.

GTM 65

GTM X-functional Start-ups Relationship building 65

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Org Building Ideas for Cross-Border Companies. US companies follow the same model when they start in India. Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM.

GTM 117

GTM Niche Cross-sell Contract 117

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. 80% of companies with real-time analytics outperform peersRevOps makes this possible.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them.

Pipeline 117

Pipeline GTM Cross-sell Sports 117

Highspot

OCTOBER 14, 2024

If they spend more time on administrative tasks than selling, it’s a sign that responsibilities, technology, and processes may need a closer look. Delayed or No Follow-up Are leads slipping through the cracks because of slow or non-existent follow-ups?

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it.

Growth 99

Growth GTM SQL Strategic partnership 99

Highspot

APRIL 9, 2025

At the same time, the systems your team relies on often slow things down instead of speeding them up. With one unified platform for GTM enablement , your team gets instant access to current and approved materials. Clients today want more than a standard brochure or templated follow-up. Rely on training and manual audits.

Government 52

Government Relationship Management GTM Clients 52

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.

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

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

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. Follow up with her updates on Twitter at @bridgegroupinc.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Highspot

MAY 3, 2024

The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. The current selling environment for new business and within your existing customer base is more complex, and intense, than any time in the past decade. Why Do You Need Revenue Enablement?

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

NOVEMBER 25, 2019

Understand HOW to tactically sell against specific competitors. In fact, 60% of buyers prefer to connect with sales during the consideration stage , after they’ve researched the options and come up with a short list. Understanding how to sell tactically. Understanding the competitive landscape. Today’s buyer is educated.

Objection handling 86

Objection handling GTM Cross-sell Sales 86

ConversionXL

JULY 11, 2016

Elite Camp 2016 had an enviable line-up of heavy hitters and rock stars. AGConsult follows a specific approach to help their clients. Stop selling the way you want to sell, sell the way people want to buy. Check out the Growth Canvas and the full list of cognitive biases (for coming up with psycho-growth-hacks).

E-commerce 79

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

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. If you’re selling B2B, you know it’s a wide and competitive market.

CRM 98

CRM Cross-sell GTM Cold Call 98

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

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. Everything else we associate with startups follows from growth.”. Why Should You Sell Into Startups? trillion worth of funding.

Sell 98

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

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. And I think also just assessing your sales strategy, don’t think you can put it up on the marketplace and it’s just going to fly off the shelves, if you will. Colleen Kapase.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

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. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Performance.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Create a Launch Plan Detail every step of your launch, from pre-launch activities to post-launch follow-ups. Let’s explore these strategies to set your product launch up for success.

Launch 59

Launch Negotiate Product GTM 59

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Sales Cross-sell 52

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. While digital buying is also on the rise, making up a quarter of initial purchases, it’s clear that a mix of personal and digital engagement strategies works best. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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 110

GTM Sell Customers Cold Call 110

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . Dump the ‘lead capture’ mentality and turn up the engagement-first approach. B2B buying and selling processes are complex and dynamic. Oxford Dictionary.

B2B 132

B2B GTM Cross-sell Quota 132

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

SaaStr

SEPTEMBER 27, 2024

Rippling did this up until about two years ago when they ran into the constraint of not having enough accounts in the database to get the yield needed to hit growth goals for the next year. AI vs. an Outbound Team Many reference that outbound is dead , and AI will replace SDRs first, followed by AEs. Matt doesn’t believe that.

Growth 128

Growth Quota Account management Cold Call 128

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts.

GTM 105

GTM Cross-sell Government Legal 105

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. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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

Highspot

SEPTEMBER 10, 2024

This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. Lunch with CMO, team pizza party with CEO) and host a dedicated day where your sellers follow-up in unison to all targeted accounts – boosting event engagement.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

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. This podcast is an excerpt from Alex’s session at SaaStr Europa 2019.

Strategize 81

Strategize Pitch Growth Networking 81