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 123

B2B GTM Customers Cross-sell 123

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

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

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 113

GTM E-commerce B2B Profit margin 113

SaaStr

JUNE 19, 2024

How Sales & CS 4x-ed Glean’s ARR and Top Tips for GTM Cross-Collaboration Strategies with Glean’s VP of Sales and Head of CS. Glean AI has rocketed to a $3B valuation by selling AI search to the enterprise. How are the success and cross-selling motions different here? #7. ” #6.

GTM 120

GTM Cross-sell Finance Price 120

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

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

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. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 116

B2B GTM Cross-sell Cold Call 116

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. Seed funding.

GTM 123

GTM Pipeline SQL UX 123

Sales Hacker

OCTOBER 27, 2023

For example: Cross-reference your customers with their connections, and have your happy customers directly reach out to them. Save your seat by clicking the image More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here. Leverage those who are already trusted sources to create movement in a stuck deal.

Pipeline 124

Pipeline GTM Cross-sell Sports 124

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. This results in dozens of bottlenecks.

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 95

B2B GTM Cross-sell Trust 95

Salesforce

OCTOBER 4, 2024

A revenue operations – or RevOps – team unites all data, communication, tools, systems, and people across your GTM team and ensures they’re joined in lockstep towards the same set of clearly defined revenue goals. This can cause a domino effect of confusion across the entire GTM team. This is the secret sauce that fuels rapid growth.

GTM 98

GTM Territory Finance E-commerce 98

Highspot

OCTOBER 14, 2024

Aligning all revenue-generating departments through shared information, data, and technology provides a 360-degree view of the customer journey, preventing disjointed experiences that can put the customer relationship at risk. This could mean regular cross-departmental meetings where teams discuss progress and challenges.

Teamwork 52

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

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. What Does Sales Enablement Training Include?

Pitch 52

Pitch Sales Technique Cross-sell 52

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 123

GTM Cross-sell Territory Retail 123

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

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. 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 96

Cross-sell GTM Sales Territory 96

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

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Mistake #1: Premature GTM acceleration. As scaling occurs, the question of expanding beyond your initial selling borders will naturally come up. First is simply delaying expansion due to the anxiety of crossing a new threshold.

Cross-sell 103

Cross-sell GTM Finance Growth 103

The Lost Book of Sales

AUGUST 15, 2021

🇩🇪 🛫 ➡ 🛬 🇫🇮 The pause in blog activity comes from me having moved out from Munich, Germany over to Finland for starting my Master’s degree studies at the LUT University of Technology. Hmm, as they say, I guess it is first and foremost about providing value.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

ConversionXL

APRIL 7, 2021

While reading a book called “ No Forms, No Cold Calls & No Spam ” by Latané Conant, I came to the realization that many vendors try to position ABM as a $40,000 technology stack problem. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close.

CRM 98

CRM Cross-sell GTM Cold Call 98

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

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

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. Director of GTM Ops, Sapphire Ventures. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies. Rico Mallozzi, Sr. AWS’s marketplace has seen 1.5

Cross-sell 103

Cross-sell Finance Strategize Technology 103

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

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 Conversion 131

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. Nor is it necessary for a startup to work on technology, or take venture funding, or have some sort of ‘exit.’ trillion worth of funding.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

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

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

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. Technology. Run cross-company initiatives and build a performance-based culture. Likely, you will report into a VP of Sales or CRO.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Highspot

MAY 30, 2024

Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. You should also integrate enablement technology that automates mundane tasks and supports personalized customer experiences.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Develop a Robust Product Launch Plan and GTM Strategy A well-thought-out launch plan and a go-to-market strategy (GTM) ensure you reach the right audience with the right message.

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

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 118

GTM Sell Customers Cold Call 118

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. case studies from our own marketing experiments. Pain-point explainers.

B2B 83

B2B GTM Cross-sell Education 83