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

Partners in Excellence

JUNE 23, 2025

As revenue operators, our job is to find and close customers. Whether it’s net new customers, retention/renewal, expansion. Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral damage, or worse, a means to our ends.

GTM 114

GTM Customers Pipeline Trust 114

SaaStr

JUNE 24, 2025

ICONIQ’s latest report, surveying 205 GTM executives in April 2025 , reveals a market splitting in two: AI-forward companies pulling dramatically ahead while traditional SaaS companies struggle with flat growth, longer sales cycles, and declining conversion rates. vs $8.7K), and dramatically leaner operations.

GTM 77

GTM B2B SQL Quota 77

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

NOVEMBER 12, 2024

As businesses prepare for 2025, go-to-market (GTM) strategies are undergoing major shifts driven by new technology, evolving customer demands and increased executive scrutiny. This forecast highlights the key trends, challenges and opportunities reshaping GTM strategies for the coming year. Some were B2C, many were B2B.

GTM 122

GTM Go To Market B2C Objectives and Key Results 122

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

Search Engine Land

OCTOBER 8, 2024

This powerful, free tool enriches your existing analytics and customer profiling, offering deeper insights into user behavior. This article covers what Microsoft Clarity is and how to set up custom events to maximize its value for your website. To do this, we can build a segment where users have reached a custom URL.

GTM 105

GTM UX Campaign Referrals 105

Martech

DECEMBER 17, 2024

And what great GTM impact they’d be losing if they bet the money on something else. If were all honest for a moment, what we think we know about how marketing powers GTM is meagre and often mistaken. In short, most C-suites are out of patience with the known unknowns and the unknown unknowns swirling around and through GTM.

GTM 102

GTM B2B X-functional Up-sell 102

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. Platform-market fit is about scaling, improving execution and tracking key metrics by customer groups.

GTM 112

GTM Product Cross-sell Profit margin 112

Sales Hacker

NOVEMBER 15, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.

GTM 111

GTM Cold Call Strategic partnership Follow-up 111

Martech

JULY 16, 2025

The key to better engagement with prospects and customers might be all around you. In this episode of Conversations with MarTech, we talk to Korina Edwards, vice president of marketing at Vidyard, about how sales, marketing and customer success teams are using video to improve engagement and grow their business. Email: See terms.

GTM 71

GTM Conversion Meeting Prospecting 71

Martech

AUGUST 13, 2024

Misnomer or not, the term has stuck, and in essence means the possibility of CDPs activating data within a customer’s data warehouse (or “lakehouse”). “Be absolutely engaging,” is the motto of customer engagement platform Braze. Does that mean the data is being copied into Braze?

Customers 118

Customers GTM Launch Campaign 118

Sales Hacker

NOVEMBER 19, 2024

He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey.

GTM 113

GTM Process Drivers/motivators Strategic planning 113

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. Up to 56% of companies missed revenue targets in 2024, according to GTM Partners. Causal AI helps us build a GTM framework based on data-driven learning. This is where causal AI performs.

GTM 125

GTM Drivers/motivators Pipeline B2B 125

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen. Share Tag GTMnow so we can see your takeaways and help amplify them.

GTM 114

GTM X-functional Pipeline Construction 114

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

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. Prospect research.

GTM 129

GTM Strategic planning Strategize B2B 129

Partners in Excellence

MARCH 5, 2025

I speak with lots of leaders about their GTM strategies. My social channels are dominated by experts suggesting the GTM strategies. One of the things I’ve started doing is counting how many times they use the word, “Customer.” And the concept of a customer never arises in these equations.

Customers 93

Customers GTM Conversion Meeting 93

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

Martech

OCTOBER 10, 2024

This powerful, free tool enriches your existing analytics and customer profiling, offering deeper insights into user behavior. This article covers what Microsoft Clarity is and how to set up custom events to maximize its value for your website. To do this, we can build a segment where users have reached a custom URL.

GTM 73

GTM UX Campaign Referrals 73

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 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing.

GTM 55

GTM B2C Finance Government 55

Sales Hacker

APRIL 4, 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. The shift to a new operating model: the GTM AI Operating System.

GTM 104

GTM X-functional Engineering Government 104

Martech

SEPTEMBER 5, 2024

The customer journey for B2B software is long and complex for everything but the most basic, inexpensive products. Demos, for example, are typically the gateway to a traditional sales-led GTM strategy. In response, vendors have several strategies to get the product in front of prospects.

B2B 126

B2B Non-Profits CTR Click Through Rate 126

Heinz Marketing

JUNE 26, 2025

And across marketing, sales, and customer success, teams are flying blind without a clear view of what buyers and customers are actually signaling. The real power comes from aligning your GTM teams to act on those cues. If you’re still optimizing for form fills, you’re missing the real cues. Sales cycles are slower.

GTM 89

GTM Cross-sell Referrals Pipeline 89

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Technical customers report that tasks that previously took weeks are now completed in hours. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 97

GTM Territory Pipeline Growth 97

Heinz Marketing

SEPTEMBER 24, 2024

Consider tools that offer customization and can accommodate an expanding team or an increasing volume of leads. If you have further questions on AI tools or streamlining your workflow for GTM ease, feel free to contact us ! Prioritize tools with intuitive interfaces that streamline tasks without requiring extensive training.

Objectives and Key Results 97

Objectives and Key Results GTM CRM Follow-up 97

Partners in Excellence

DECEMBER 19, 2024

We keep doing the same things we’ve always done……… until, suddenly we realize the world and our customers have changed. We know that something we did didn’t resonate with the customer. We always try to do a debrief with the customer to understand why they chose to do something else.

GTM 126

GTM Price Customers Product 126

Sales Hacker

NOVEMBER 12, 2024

As the leader of Crunchbase’s go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Neal is also an active board member, advisor, and investor in several high-growth startups.

GTM 109

GTM Customers Growth Go To Market 109

Sales Hacker

JUNE 24, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 69

GTM Legal Contract Go To Market 69

Sales Hacker

JUNE 17, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. TriNet exists to make that easier.

GTM 84

GTM Customers Construction X-functional 84

SaaStr

NOVEMBER 20, 2024

Be Customer Zero The GitHub Copilot extension is an AI pair programmer tool that helps programmers write code faster and smarter. So what does Elizabeth mean by being customer zero? Historically, the burden of customer feedback fell on the solutions engineers and CS architects. Let’s touch on the process component.

Product 104

Product GTM Legal Launch 104

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Integrate persona-based data for effective lead analysis Personas are like the fictional characters of your ideal customers, crafted from real data and insights. As your business evolves, your scoring model should adapt to new trends, customer behaviors and goals.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122