Sales Hacker

NOVEMBER 26, 2024

Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO.

GTM 106

GTM Customers Growth Technology 106

Highspot

MAY 27, 2025

My observation, as someone who’s navigated the complexities of go-to-market for a considerable time, is that enablement has often been perceived, and perhaps even practiced, as a tactical or reactive function. Crucially, it now offers something previously elusive: measurable impact on go-to-market strategy and performance.

Go To Market 52

Go To Market GTM Strategize Growth 52

Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Reassess Your Ideal Customer Profile (ICP) and Target Accounts 2025 will be about precision, not scale. Begin by revisiting your Ideal Customer Profile (ICP).

Go To Market 104

Go To Market Negotiate High impact Territory 104

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. Highlights: (5:22) The power of customer intimacy in product development. (15:41) 26:54) The existential dread of being a startup founder. (37:56)

GTM 101

GTM Engineering Electricity X-functional 101

Highspot

APRIL 20, 2025

Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? Marketing alignment: A short module refining messaging based on new sales conversations. Customer success: A checklist that guides renewals, onboarding new hires, or escalations. You’re not alone. Is messaging misaligned?

Go To Market 52

Go To Market GTM Objectives and Key Results Objection handling 52

Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit.

GTM 112

GTM Product Cross-sell Profit margin 112

Sales Hacker

NOVEMBER 15, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Pattern recognition: Manually analyzing buyer behavior or segmenting customer needs.

GTM 111

GTM Cold Call Strategic partnership Follow-up 111

Sales Hacker

OCTOBER 11, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Vanta Your deal is almost closed, and all that’s left is the security review.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

NOVEMBER 1, 2024

As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs.

Growth 136

Growth GTM B2B Strategize 136

SaaStr

DECEMBER 20, 2024

Providing a direct pulse on customer and market sentiment. By proxy of overseeing a team of 7-10 sales reps, your frontline managers should have an acute pulse of the customer as well as the macroeconomic environment. Enabling and coaching reps on product positioning, systems, and ICP. Sales methodology reinforcement.

Pitch 104

Pitch Promote Sales Pipeline 104

Martech

JULY 17, 2024

Scaling has become complex, with rising targets and an unclear ideal customer profile. Her budget hasn’t grown enough to keep up with rising costs, and building differentiated customer experiences feels like an insurmountable challenge. This shift becomes evident in how marketing implements its measurement program.

GTM 102

GTM Product Drivers/motivators Strategize 102

Martech

JULY 30, 2024

However, as they grow, they must shift toward more structured, data-driven strategies and employ suitable tools to monitor customer behavior and campaign performance. Once your business reaches the scale-up phase, it’s important to adapt by implementing customer relationship management (CRM) systems and marketing automation platforms.

X-functional 113

X-functional Territory Customer Relationship Management CRM 113

SaaStr

MARCH 16, 2025

3 Unexpected Learnings from Datadog’s Marketing Playbook Press relations and analyst activities often contribute almost nothing to the bottom line – Datadog found that many “standard” marketing activities didn’t actually drive customer acquisition or revenue, despite their visibility.

Negotiate 95

Negotiate GTM Campaign Growth 95

Search Engine Land

AUGUST 14, 2024

Paid search Google + Microsoft Phrase + Exact Match (Manual Bids) Broad Match (Smart Bidding) Paid social Facebook + Instagram Retarget Web Visitors Target Customer Lookalikes or Specific Interests You can consider more automated campaigns, such as Performance Max (Google) and Advantage+ and Tailored Campaigns (Meta). Connect your CRM.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

JANUARY 8, 2025

Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Sales Hacker

OCTOBER 29, 2024

With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market. Designing products backwards from the go-to-market motion.

GTM 114

GTM Product Go To Market Drivers/motivators 114

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Technical customers report that tasks that previously took weeks are now completed in hours.

GTM 94

GTM Territory Pipeline Growth 94

SaaStr

OCTOBER 18, 2024

On going multi-product Henry adds, “I think the foundational point is if you want high net retention, you get high net retention in two ways. Either a high net renewal rate or a high upsell into the customer base. So if you want to see where AI is going in sales, just pop over to post-sales.

Sales 122

Sales Up-sell Go To Market Gaming 122

Martech

SEPTEMBER 23, 2024

Integration of marketing technologies: A martech manager is responsible for integrating various marketing technologies, such as customer relationship management (CRM) systems, email marketing platforms, social media management tools, and analytics software. Interview questions for a martech manager candidate: 1.

Technology 109

Technology Technology Customer Relationship Management Campaign 109

Martech

OCTOBER 3, 2024

Fifty-two percent of C-suite executives and marketing leaders at B2B technology companies surveyed said AI is assisting in deploying marketing and sales resources more cost-effectively to capture market opportunities. The report, “The Impact of AI on Go-to-Market Strategies, Programs, and Investments,” can be found here.

Launch 70

Launch Technology Technology Campaign 70

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 83

GTM Engineering Customers Cross-sell 83

Martech

DECEMBER 2, 2024

However, for marketers, success lies in understanding the interrelationships within programs that drive outcomes. Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. This is where causal AI performs. Causal AI shows you how to climb it.

GTM 125

GTM Drivers/motivators Pipeline B2B 125

Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Martech

APRIL 9, 2025

However, the real game-changer for go-to-market (GTM) strategies is process-driven automation. With AI handling the heavy lifting, you can dedicate more time to strategic planning, creative experimentation and customer engagement. My agents handle: ICP (ideal customer profile) building. Contact enrichment. Email outreach.

GTM 129

GTM Strategic planning Strategize B2B 129

Highspot

OCTOBER 29, 2024

It ensures reps get relevant feedback when they need it, supporting their skill development and preparing them for customer conversations while allowing managers to conduct more focused and impactful coaching sessions. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

SaaStr

APRIL 30, 2025

Net Dollar Retention >110% and GDR of >95%: The Power of Being a True Operating System ServiceTitans NRR consistently exceeds 110%, even with SMB-heavy customers. This breadth of functionality ensures customers are deeply embedded in the platform, making churn almost impossible. Thats rare. The secret? And 1,000+ of Them.

Non-Profits 57

Non-Profits Strategic partnership Drivers/motivators Strategize 57

Highspot

JANUARY 23, 2025

Without proper product-market fit as part of your go-to-market (GTM) teams strategy, even the best ideas struggle to make an impactor money. Go-to-market training equips you with the marketing, product, and sales skills to avoid launching a product no one needs. The good news?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. Why customer experience is a competitive differentiator in vertical SaaS.

GTM 70

GTM Engineering Customers Cross-sell 70

Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Sales, marketing, and customer support must collaborate and coordinate to deliver personalized, seamless experiences that foster trust. What is customer engagement?

GTM 52

GTM Customers Cross-sell Contract 52

PandaDoc

JULY 7, 2025

It includes robust sales tools that integrate with marketing automation, customer service features, and content management. Essentially, it’s a go-to solution for many businesses. HubSpot is great if you want a single platform to align all of your go-to-market efforts.

CRM 52

CRM Price E-commerce Pipeline 52