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 78

GTM Trust Cross-sell CRM 78

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. Early sellers are meeting quotas.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

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

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?” This team is all about creating cross-functional partnerships. Is your goal selling to more customers? Targeting new markets?

Growth 62

Growth GTM Cross-sell Pipeline 62

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. Here are a few sales operation metrics you might have seen before: Quota achievement. Average win rate. Average sales cycle duration.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

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

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. To hit marketing qualified lead (MQL) quotas.

B2B 135

B2B GTM Cross-sell Quota 135

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

SaaStr

SEPTEMBER 27, 2024

Those SDRs had quotas of 50-60 demos per month. For this growth tactic, we will dive into the evolution of the GTM organization. If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? The easiest way to visualize this is three teams selling stuff at Rippling.

Growth 125

Growth Quota Account management Cold Call 125

SaaStr

NOVEMBER 14, 2023

It’s unlike the old world, where you can sell a deal and walk away. It turns your GTM on its head. Driving Nurture & Growth What if you want to focus on nurturing and growing your customers, driving product adoption, and cross-selling? if you grow an account, your quota goes up.) The lines will blur.

GTM 67

GTM Quota Sales Cross-sell 67

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

SEPTEMBER 10, 2024

This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. Social selling is a popular sales methodology that most businesses use, and see a great impact on their conversion rate.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

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. Preaching that gospel.

GTM 75

GTM Growth X-functional Referrals 75

Highspot

JANUARY 31, 2025

With data-driven insights, you can identify new pipelines, expand AUM, or uncover new ways to cross-sell. Real-world success: How Osaic Wealth achieved 95% quota attainment with Highspot After multiple acquisitions and a company-wide rebrand, Osaic Wealth needed to unify 11,000+ professionals. The outcome?

Clients 52

Clients GTM Quota Cross-sell 52

Sales Hacker

DECEMBER 10, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Episode Transcript Scott Barker: [0:00] Welcome to the GTM Podcast. Feeling that AI FOMO?

GTM 110

GTM Construction Up-sell Cross-sell 110

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