Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Sales Hacker

JUNE 14, 2021

For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Even though revenue derived from existing customers account for 70.1%

GTM 81

GTM E-commerce B2B Profit margin 81

Martech

MARCH 28, 2024

Here are some top-line findings: 86% of founders said the use of AI has helped their company’s GTM strategy. 74% say that AI has positively impacted their ability to upsell or cross-sell. Agent Copilot leverages this data alongside AI to automate processes. Business email address Subscribe Processing. Get MarTech!

GTM 58

GTM Cross-sell Price Contact 58

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. Instead of selling products, they were selling aspirational concepts and business value. Take Your Company Global If you haven’t read Crossing The Chasm by Geoffrey Moore, you should, especially if you want to take your company global. A consumption model is about removing friction.

Growth 79

Growth Cross-sell GTM Up-sell 79

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. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 108

B2B GTM Cross-sell High impact 108

SaaStr

FEBRUARY 21, 2023

PST for those of you who want to connect with SaaS experts — Growth Advisor at FastSpring and Director of Growth at Planday, Frederic “Fred” Linfjard shares his insights on how to evolve from a sales-led to product-led GTM strategy constructively. Keep optimizing your current GTM. link] Every Wednesday at 10 a.m.

Go To Market 74

Go To Market Growth GTM X-functional 74

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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 79

B2B GTM Cross-sell Trust 79

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. New logos are important, but pay particular attention to the renewal process because that’s where product market fit gets locked in. Your selling team will 3x, and sales will become codified.

Cross-sell 64

Cross-sell Customers GTM A/B testing 64

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 52

GTM Contract Cross-sell Account management 52

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. Don’t forget the fundamentals. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

MARCH 9, 2022

For example, you could either verticalize the GTM or consider a broader horizontal play. Find another SaaS company whose brand or product works together well with yours that sells to the same persona. Evidence of Crossing the Chasm. References become part of the decision-making process. Dive Deeper or Go Broader.

Cross-sell 97

Cross-sell GTM Price Growth 97

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

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. Business email address Subscribe Processing. Get MarTech!

B2B 109

B2B Cross-sell Hospitality GTM 109

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. The Age of Intelligence Selling is more challenging than ever. I don’t disagree with Yamini.

GTM 56

GTM Trust Cross-sell CRM 56

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. An emerging need to support multiple GTM plans across segments and regions. Unified data problems.

Finance 101

Finance GTM Cross-sell SQL 101

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. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. When those GTM execs ask you, “What is RevOps?”

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. Mistake #1: Premature GTM acceleration. profile/background, hiring criteria, onboarding) and then apply a standard process (tools and ongoing training, sales process and methodology) that leads to a standard output (productivity and attainment).

GTM 77

GTM Cross-sell Finance Growth 77

SaaStr

OCTOBER 10, 2023

Founder-led Sales Cons: It can make it difficult to sell to larger clients. At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers. It’s not a repeatable process, and it doesn’t scale. More often than not, sales and GTM are the limiting factors for growth.

GTM 80

GTM Cross-sell Price Sales 80

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. Central to this process is focusing on the customer experience, leveraging product data to shape marketing and sales strategy, and adhering to a comprehensive product launch checklist.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

JANUARY 25, 2021

This past year has taught companies to be more agile, and more observant of the process as they move into the next fiscal year by looking at the data from last year, and current trends. For those selling into the enterprise, channel strategies are very important. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. 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. To meet the growth potential a Go To Market (GTM) plan is imperative. Each layer may need a different GTM strategy.

Growth 87

Growth GTM SQL Strategic partnership 87

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.

GTM 98

GTM CRM Cross-sell Cold Call 98

SalesLoft

OCTOBER 21, 2016

the model evolves into an Account-Based Everything approach, Craig Rosenberg is guiding us all through the process, step by step. Cross-functional orchestration. Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays). Because change is scary.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

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. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Highspot

MAY 20, 2022

Each of these terms refers to a method of guiding sales reps through the sales process. 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. Speak to your sales reps.

Territory 52

Territory X-functional Cross-sell Sales 52

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). Think about your process. 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.

E-commerce 79

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

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. trillion worth of funding.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

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 Growth 111

ConversionXL

MAY 11, 2017

Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Next, test the key flow/the check-out process. Give the participants a scenario where they have to use the website to solve a problem and/or go through the checkout process. Image Source. What aspects of the experience could be improved?

UX 131

UX User Experience Cross-sell A/B testing 131

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. Disconnect 1: Fragmented marketing, sales and customer tactics versus unified GTM strategies. Review, refresh and optimize your GTM strategy continuously.

B2B 118

B2B GTM Customers Cross-sell 118

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 16

Growth GTM Non-Profits Cross-sell 16

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. A website, an app, or a third-party distributor?

Go To Market 69

Go To Market Process GTM Launch 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 130

Sales Start-ups Up-sell Cross-sell 130

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. . To get to the root cause of the “capture” mindset, we would need a cross between an anthropologist and a therapist. Processing. Oxford Dictionary.

B2B 125

B2B GTM Cross-sell Quota 125

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. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

GTM 100

GTM Growth Product Cross-sell 100