Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Growth trajectory Companies on a growth trajectory (e.g., Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring.

Cross-sell 124

Cross-sell Lead generation GTM Territory 124

Sales Hacker

JANUARY 24, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Too often, businesses treat these as separate domainsone focused on development, the other on selling.

GTM 100

GTM Cross-sell Finance Price 100

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Growth 165

Growth GTM Cross-sell Drivers/motivators 165

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 124

GTM Engineering Growth Cross-sell 124

Martech

NOVEMBER 7, 2024

Cross-department ownership and confusion A major issue with ABM platforms is that using them effectively requires buy-in and cooperation from multiple departments, like sales and IT. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 131

B2B Contract GTM CRM 131

Highspot

MARCH 7, 2025

Choose or blend a framework to match your growth stage for steady, predictable revenue gains. 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.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. The “growth at all costs” mindset where capital was cheap is in the rear-view mirror. So, why PLG now? Capital models have evolved.

Growth 107

Growth GTM Product Cross-sell 107

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 101

Growth GTM SQL Strategic partnership 101

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 84

GTM Cross-sell X-functional Pipeline 84

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 104

Growth Cross-sell GTM Up-sell 104

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. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 68

GTM X-functional Start-ups Relationship building 68

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

Sales Hacker

JUNE 14, 2021

They take their eyes off the end goal, which should be revenue growth. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. But then things change.

GTM 110

GTM E-commerce B2B Profit margin 110

Heinz Marketing

MAY 20, 2024

The ideal outcome extends into the advocacy stage, where satisfied customers become brand champions, spreading positive word-of-mouth and potentially leading to upsell or cross-sell opportunities. Step 2: Develop Account-Based GTM Account-based go-to-market (GTM) is a collaborative process.

B2B 127

B2B Cross-sell Customers GTM 127

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. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM.

Go To Market 111

Go To Market GTM Cross-sell Growth 111

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. A dedicated growth team is suited to this change.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

JULY 22, 2021

And growth is strong. But then it will add $200m in 2 years to cross $700m ARR shortly. 1000 partners are key to their GTM strategy. And “950 of the partners, Avalara has no competition” Like HubSpot and other leaders that sell sophisticated, $10k+ solutions to SMEs, partners are key to implementation.

Cross-sell 133

Cross-sell GTM Commission Up-sell 133

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 Finance 115

SaaStr

NOVEMBER 4, 2022

Since the start of 2022, the focus of SaaS leaders has changed from growth at all costs to sustainable growth and being default alive. Often, leaders struggle to choose between increasing the runway for their companies and pursuing growth. Unlock non-linear growth by leveraging partnerships. But why not both? .

Growth 19

Growth GTM Cross-sell Non-Profits 19

SaaStr

MAY 30, 2024

With a PLG-heavy background, first working at Microsoft Azure and again with Atlassian, the PLG pioneers, he gives insights into leveraging PLG for the growth of your organization. It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. It’s a growth model and GTM strategy.

Cross-sell 122

Cross-sell Customers Pitch Drivers/motivators 122

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. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 120

B2B GTM Cross-sell Cold Call 120

Sales Hacker

SEPTEMBER 27, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Others are “strategic partners” involved in long-term initiatives like co-selling and co-marketing. This is no longer news to go-to-market leaders.

GTM 111

GTM Strategize Launch Pipeline 111

SaaStr

SEPTEMBER 29, 2023

Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today. On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Who is going to do the selling?

Product 115

Product GTM Cross-sell Commission 115

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Meaning, revenue is a team sport.

GTM 122

GTM Pipeline SQL UX 122

SaaStr

NOVEMBER 1, 2022

SaaS has never been bigger, and growth is secular. We remain optimistic about the prospects of cross-border SaaS. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Org Building Ideas for Cross-Border Companies. Learnings on GTM. PMF and GTM execution are table stakes.

GTM 119

GTM Niche Cross-sell Contract 119

SaaStr

MARCH 9, 2022

The Five Key Growth Levers. Clayton begins by sharing the key levers that accelerate growth from the $100 million mark to $1 billion. For example, you could either verticalize the GTM or consider a broader horizontal play. So if you’ve implemented new growth levers, how do you know if it’s working?

Cross-sell 105

Cross-sell GTM Price Growth 105

SaaStr

MARCH 15, 2024

They sell a lot into internal video, which is employee engagement. The question is, how do they translate or take that passion and create products, value propositions, messages, and GTM motions that are more strategic and have a bigger impact on those businesses? How much synergy is there between the long tail and the PLG piece?

GTM 111

GTM Cross-sell Start-ups Growth 111

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. It makes sense – in the early days of growth, your team had to be lean. This is the secret sauce that fuels rapid growth. This can cause a domino effect of confusion across the entire GTM team.

GTM 98

GTM Territory Finance E-commerce 98

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. It’s typically a cross-functional initiative between sales and marketing. On the flip side, sales enablement provides the tools to sell better. So, why the hesitation?

Pitch 52

Pitch Sales Technique Cross-sell 52

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. To do this, Lucid invested in a growth team tasked with iterating on all aspects of pricing, packaging, click pathing, and CTAs.

Territory 124

Territory GTM Price Cross-sell 124

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Wes Yee , Head of Growth at Flex , notes that the standard of quality must be high. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here.

Pipeline 122

Pipeline GTM Cross-sell Sports 122

Highspot

OCTOBER 14, 2024

Nowadays, it’s not enough to close a deal and call it a day—even more so to rely on past growth to predict the future. B2B companies must make fast, smart decisions to drive revenue growth and scalability. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth.

Teamwork 52

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

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 117

Finance Cross-sell SQL GTM 117

Heinz Marketing

JUNE 23, 2023

Whether it’s adopting an agile methodology, revaluation of resources, or operationalizing a “Tiger Team” (a specialized cross-functional team), the daily commitment to change will help your team achieve small wins without rushing to scale. We are a human-first business that not only sells to humans but is run by humans.

B2B 96

B2B GTM Cross-sell Trust 96

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. This team is all about creating cross-functional partnerships.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Mistake #1: Premature GTM acceleration. As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up.

Cross-sell 104

Cross-sell GTM Finance Quota 104

Heinz Marketing

JANUARY 13, 2022

User-Led Growth . 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. In Detail: 1.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137