Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. Aligning marketing and sales efforts. AI tools to help you level up fast. In other words, you’ll be spending money for the opportunity to sell to people.

CRM

SaaStr

OCTOBER 18, 2024

It’s mission-critical to go multiproduct on time — too early is bad but too late is bad too We’ve written this up already a few times recently on SaaStr already as Jason did a deep dive on this just last week and Parker Conrad’s theory of the compound startup from SaaStr Europa is a masterclass on the matter.

Sales

Highspot

APRIL 20, 2025

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? You’re not alone.

Go To Market

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

SaaStr

JULY 20, 2025

Selling to developers and engineers isn’t like selling to any other buyer. Here are the 10 biggest mistakes he sees startups make when selling to technical buyers—and how to fix them. Hiring Non-Technical Sales Leaders for Technical Products The Mistake : Founders think great sales skills translate to any market.

Engineering

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

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. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM

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

Martech

NOVEMBER 21, 2024

His insights reveal a pressing need for accountability, precision and smarter strategies to optimize go-to-market efforts and manage opportunity costs. A CEO’s perspective on investment effectiveness Risk on marketing investment. When this CEO first said it, I thought, “Someone doesn’t just come up with that.”

GTM

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

Sales Hacker

FEBRUARY 7, 2025

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

Price

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. Virtual Sales Assistants: AI virtual assistants can provide real-time feedback and coaching to salespeople during customer interactions.

Objectives and Key Results

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! Profit is generated by creating happier customers who stay longer and buy more. Customer lifetime value (CLV) is what we should invest in. Theyre rudimentary and feel inconsistent with a customer focus. Whats our goal?

B2B

Highspot

AUGUST 10, 2025

Key takeaways Sell sheets help go-to-market teams deliver relevant, consistent messaging to potential customers, making it easier to tell a unified product story in deal discussions and accelerate leads’ decision-making. This is where personalized sell sheets (a.k.a., What is a sell sheet?

Closing

SaaStr

AUGUST 9, 2025

The first two weeks for a successful VP of Sales in a B2B company should be laser-focused on understanding the business, the team, and the customers. If they can’t, they’ll never truly understand the sales process or be an ally to the customer. Understand the Go-to-Market Motion. Talk to Customers. More here.

GTM

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Customer support to address customer queries and ensure adoption.

Product

SaaStr

JULY 26, 2025

Jonathan Vassel, CRO at Toast helped scale the company from $20M ARR in 2017 to $1.7B+ ARR in Q1 2025 and a stunning $25B market cap. A look back here at the top 10 learnings from his deep dive with Sam Blond on SaaStr CRO Confidential Most SaaS companies sell horizontally to desk workers across multiple industries.

Territory

Highspot

JULY 13, 2025

While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.

B2B

Highspot

AUGUST 11, 2025

Free Resource Guide: What a Good Revenue Software Stack Looks Like Download Now Go-to-market teams at companies across industries fly blind far too often. That means marketing, enablement, and sales can finally row in the same direction. Going to market gets faster, smarter, and more aligned, and reps win more of the time.

GTM

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

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

Highspot

AUGUST 12, 2025

Key Takeaways Increasing go-to-market (GTM) sales velocity means aligning your teams, tools, and training to help reps move fast, stay sharp, and close more with confidence. If your go-to-market organization doesn’t consistently scale sales, you risk falling behind and missing your chance to hit key revenue milestones.

Pipeline

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. We were winning buyers but losing customers. What is a customer’s journey? What is a customer’s journey? They aren’t.

Referrals

Highspot

NOVEMBER 24, 2024

54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. Formal teaching covers essential topics such as sales strategies and customer insights, while self-paced modules allow learners to access resources like tutorials and quizzes at their convenience.

Pitch

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. But one unassuming topic that kept coming up? Use a multi-touch approach by following up cold calls with personalized emails. Cold calling.

Cold Call

Heinz Marketing

MAY 15, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. ICPs align go-to-market teams.

Drivers/motivators

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. You can try out new messaging, gather feedback quickly, and refine your strategy as you go.

Healthcare

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Soft skills training helps sales teams learn to work well with colleagues and customers. What is Soft Skills Training?

Objectives and Key Results

SaaStr

AUGUST 7, 2025

Building Top-Performing Sales Orgs: Hard-Won Lessons from Scaling 4 Unicorns (Including OpenAI’s Hypergrowth from 10 to 500 People) Maggie Hott has spent 15 years building go-to-market teams at four unicorns that collectively represent over $500B in market value. These are her personal views, not those of OpenAI.

GTM

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Product and Go-To-Market. Customer drives everything in the organization. And that’s people.

GTM

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

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

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Sales Hacker

AUGUST 11, 2025

Watch: [link] 16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC. Watch: [link] 18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers. Watch: [link] 47:08 — Rebuilding post-sales into separate customer success and account management functions.

GTM

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. So if you’re not technical enough to understand the product and understand how it works, it’s hard to teach your customers. ( These early conversations helped shape Databricks product, pricing, and go-to-market strategy.

Technical Sales

Martech

DECEMBER 17, 2024

Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. The grey swans are gathering, and when that happens, the likelihood of one or more black swans showing up increases dramatically. Processing.

GTM

PandaDoc

MAY 12, 2025

If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. But have you ever wondered why some customers chase after every sale while others will pay premium prices without batting an eye? So, whats actually going on?

Price