Highspot

MAY 15, 2025

It shapes how your team goes to market, how smoothly they work together, and how buyers view your company. It also gives your customers a consistent experience no matter who theyre talking to. For example, a rep covering Texas must understand regional energy markets and local procurement norms. But sales structures arent fixed.

Territory 52

Territory Healthcare Hospitality Sales 52

SaaStr

JUNE 20, 2025

These aren’t general-purpose tools — they’re laser-focused solutions targeting specific SaaS incumbents: Healthcare & Life Sciences : 14 companies in CB Insights’ AI 100 Disrupting: Epic, Cerner, Veeva Advantage: Domain-specific data and regulatory expertise Financial Services : AlphaSense ($1.4B

Government 115

Government Legal Engineering Growth 115

Highspot

NOVEMBER 2, 2022

2, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced surging customer adoption and usage as companies leverage its capabilities to equip, train and coach reps, and analyze their programs to improve sales performance. SEATTLE, Nov. Doubled revenue across the U.K.,

Growth 98

Growth Product Customers Healthcare 98

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Market Fit. 2 Go-To-Market Approach and Expansion.

Territory 128

Territory Healthcare Growth Go To Market 128

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Both strategies should align with your sales, marketing, and customer enablement goals. Partners should receive content and training that reflects the same value messaging and customer journey as your internal teams.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 59

Go To Market Electricity Healthcare Education 59

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Those that use AI realize up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They focus on their ideal customer profile. They target those that are in-market and those that should be showing intention. But then things change.

GTM 108

GTM E-commerce B2B Profit margin 108

SaaStr

JULY 15, 2024

The product, the customers, and the GTM were completely different. Customers never logged into the backend application. Is it: Customers Technology Go to market For example, some companies start in healthcare to build an EHR. You enter the market and discover nobody is looking to buy a new EHR.

GTM 100

GTM SQL Hospitality Healthcare 100

Martech

FEBRUARY 5, 2024

Once you choose a publisher and run a campaign, the process of optimizing and making changes is equally manual, often involving outreach to a customer success or service team. It helps cover the commissions for sales, salaries for customer success reps and the license fees for any platform they use in the process. Get MarTech!

B2B 118

B2B Healthcare Commission Campaign 118

Salesforce

NOVEMBER 19, 2024

A helpful text message that helps you navigate the healthcare system. MomentMarketers are practitioners, brand leaders, and operations professionals who strive to create these seamless and exceptional customer experiences. They use data and AI to deliver great campaigns, elevate customer engagement, and help their companies grow.

Healthcare 64

Healthcare Networking Education Campaign 64

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Field sales are great for: Companies with large enterprise or government customers.

Inside sales 130

Inside sales Cold Call Contract Price 130

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. Distributors are assigned a team to help them develop an annual marketing plan and get the most out of the programs, using the Partner Central website.

B2B 113

B2B Cross-sell Hospitality Healthcare 113

Martech

APRIL 19, 2023

Applications of decision intelligence DI applies to various decision-making problems, such as resource allocation, risk management, strategic planning, and, yes, marketing. I’ve used it in developing systems and platforms for complex energy, finance, policy, and marketing decisions.

Strategize 123

Strategize Healthcare GTM Strategic planning 123

SaaStr

DECEMBER 8, 2023

The Enterprises at the forefront are starting to adopt techniques around fine-tuning their models to personalize them for every single user and customer, where data doesn’t leak between customers, so it’s highly personalized for any kind of complexity and use cases. Another learning was to invest in customer success work early on.

GTM 123

GTM SQL X-functional Engineering 123

Sales Hacker

FEBRUARY 7, 2018

However, in a SaaS model , the customer acquisition team can grow revenue to $1M in year 1. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 100

Growth GTM SQL Strategic partnership 100

Heinz Marketing

SEPTEMBER 19, 2022

And a lot of companies sometimes aim a little too large when they think about their target addressable market. Well, we are in healthcare so we can sell to anyone in healthcare, right?” But as strategists, if we want to plan a smart go-to market, we should be thinking differently. ” Well, yes and no.

Pipeline 104

Pipeline Healthcare B2B Sales 104

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 93

GTM Quota Drivers/motivators Sales 93

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. With over $5 billion under management, their portfolio includes more than 200 companies in technology and healthcare. Region : East Coast. Noteworthy investments : LinkedIn, Pinterest, and Twitch. launch than a prototype.

Territory 97

Territory Finance Healthcare Negotiate 97

Salesforce

OCTOBER 22, 2021

If your sales teams spend precious hours manually entering customer data, for example, a sales ops professional would research ways to automate that task. The end result is a sales team better able to deliver on customers’ needs. ” Sales ops uses CRM data to paint a holistic picture of your customer journey. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. How do you describe the value drivers that make customers buy? This is a companywide question that permeates your go-to-market messaging. It never ends. Have one funnel.

Territory 81

Territory Healthcare Sales Retail 81

Heinz Marketing

SEPTEMBER 6, 2021

So, very excited to have with us today, the Chief Marketing Officer of Newsela , Adriel Sanchez. We’re a Vidyard customer too, unscripted, and we’re very happy with them as well. How big of a shift was it to go from commercial to public sector? The next place they go is the district next door. You were at SAP.

Pipeline 111

Pipeline Sales Up-sell Government 111

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. There we go. So everyone is adjusting their go to market strategy. Adnan Chaudhry: Thanks, Matt.

GTM 79

GTM Pipeline Healthcare Sales 79

SaaStr

JUNE 10, 2021

Ep #402: Mårten Mickos, CEO of HackerOne, explains their innovative approach of packaging customer value derived from a variety of activities into an annually recurring subscription offering that delivers outstanding value to customers while simplifying the buying process and the customer journey.

Customers 62

Customers Price Contract Objectives and Key Results 62

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Prepares sellers for customer engagements via training and onboarding activities. Moves customers through your sales process quickly.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target their ideal customers and watch what they do on social media. They target those who are in-market, consuming content from them. The company learned that once they made the sale, marketing should not be handed off to sales.

E-commerce 52

E-commerce B2B Healthcare Sales 52

Heinz Marketing

MAY 11, 2020

This week’s episode is entitled “ Marketing’s Leadership Moment: Pivots and more with Kevin Marasco ” Kevin is the CEO of Zenefits. It’s a lot of change– changing how they communicate with customers, changing their content strategy. So for customers, we gave them free product.

Pipeline 86

Pipeline Sales Healthcare Manufacturing 86

Heinz Marketing

OCTOBER 7, 2019

Go to Intercom.com/deals to jump on customer intent in the moment. I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. Then see everything else Intercom can do. Like a whole lot more deals.

Pipeline 66

Pipeline Territory Sales Healthcare 66

SaaStr

SEPTEMBER 13, 2020

Another collection of their customers actually turned their kitchens into service offerings. Then they found somewhere in like year 2014 and ’15 that they could layer in something like payments as an additional way to monetize their customer base. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 90

Non-Profits Strategize Trust Growth 90

SBI

JUNE 17, 2025

SERVICES SERVICES OUR SERVICES Go-to-Market Strategy Consulting Data-driven commercial value creation assessment, strategy and tailored execution plans to drive growth​. Training Skills-based training and content licensing to improve the sales and customer success team productivity. And that’s where most companies fall apart.

Growth 26

Growth GTM Transportation Healthcare 26

PandaDoc

FEBRUARY 28, 2025

A strategic revenue operations (RevOps) approach can help you optimize your end-to-end customer journey to maximize growth. Marketing, sales, and customer success departments are all aiming for a common goal: to drive revenue. Want to drive more reliable profit for your organization? What does this mean for your business?

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. The company was doing phenomenally well and our customers were doing phenomenally well before March hit. Nobody can go shop in Main Street America. The Squares absolutely, Yelp to some extent absolutely. It’s dramatic.

E-commerce 89

E-commerce Retail Real Estate X-functional 89

Partners in Excellence

JANUARY 19, 2018

And then, unfortunately, there are too many, that while they might know the buying process or have a sales process or have a sales methodology–they simply don’t use them, instead choosing the Bumper Car approach to engaging the customer and selling. We have to be aligned with the customer and their buying process.

Process 54

Process Sell Drivers/motivators Sales 54

Hubspot

FEBRUARY 15, 2017

“Effie,” in this context, is short for “effectiveness,” especially within marketing. Like the program above, these awards go to marketers whose work has been particularly effective in “ contribut[ing] to a brand's success. ”. Past Winner of Note: "Delivering on CX for North Highland".

Campaign 78

Campaign B2B B2C Promote 78

SaaStr

OCTOBER 22, 2019

It’s not like small business owners coalesce in certain places, you can just go to the local small business meetup to find a bunch of customers. My co-founder Rob, who’s sitting over there, he likes to say, “There are a thousand shitty ways to acquire a small business customer and you have to be good at all of them.”

Government 46

Government Technology Technology User Experience 46

SaaStr

AUGUST 8, 2019

I’m very happy to talk about SMB sales today because if you think about it, healthcare is a very nice economic sector. How you decide on this model and go-to market strategy? I mean if you think about the healthcare industry, what you have to take into account is that there is a huge sales pressure on doctors.

Appointment 48

Appointment Hospitality Sales Inside sales 48