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

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 70

GTM Engineering Customers Cross-sell 70

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

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 103

GTM Product Drivers/motivators Strategize 103

Heinz Marketing

JUNE 26, 2025

But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. 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.

GTM 89

GTM Cross-sell Referrals Pipeline 89

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

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 86

Customers GTM Conversion Meeting 86

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 56

GTM B2C Finance Government 56

Partners in Excellence

DECEMBER 31, 2024

” It’s a very customer centric approach in launching new products. Intensely Customer Centric: It’s success is based on the focus on the value to the customer, how they respond to the product, and what they learn from the customer in their use of the product. pipeline coverage.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : Automating data entry reduces the administrative burden on SDRs and ensures accurate, up-to-date records in the CRM system. Follow-up Automation Challenge : Keeping track of follow-up tasks can be overwhelming, especially as leads move through the pipeline. Missing a follow-up often means missing out on a potential deal.

Objectives and Key Results 98

Objectives and Key Results GTM CRM Follow-up 98

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

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. 3: Payback Periods + Quotas Have Jointly Increased The number of months required to recoup the cost of customer acquisition has increased by 12% on average, which is linear with the increase in sales cycles. This can destabilize your business and have a big impact on cash.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Hacker

DECEMBER 10, 2024

A critical inflection point came when Martin and Levelset’s VP of Customer Success recognized the untapped potential in their existing customer base. Listen to Martin explain more context around this in episode 125 of The GTM Podcast. . “0 to 1’s really hard. 1 to 10’s really hard.

GTM 107

GTM Construction Quota Growth 107

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. It rarely pays off and is certainly not a sustainable pipeline strategy.

GTM 102

GTM Gambling Pipeline Strategize 102

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

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.

GTM 69

GTM Legal Contract Go To Market 69

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 54

Pipeline GTM B2B Follow-up 54

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 78

GTM Growth Sell X-functional 78

Highspot

JULY 9, 2025

Pipeline is harder to build. And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. Buyers are harder to reach. Nearly gone.

GTM 52

GTM Launch Objection handling Negotiate 52

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Um, but, uh, I love that. So let’s get right into it.

GTM 74

GTM X-functional Start-ups Campaign 74

Partners in Excellence

MARCH 13, 2025

What we see is a knowing-doing gap in how so many sellers and GTM professionals work. We know what we should be doing in our jobs and engaging customers. We know we should focus on the customer and their problems. Focusing on our ICP, focusing on what the customer needs, not what we want to talk about.

GTM 82

GTM Pipeline Presentation Follow-up 82

Sales Hacker

MARCH 30, 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. One theme was clear: AI is touching every part of go-to-market.

Cold Call 69

Cold Call GTM Objection handling Sales 69

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams.

B2B 52

B2B Sell GTM Cold Call 52

Highspot

JULY 7, 2025

Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals. Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

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

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Many buyers may value the autonomy and convenience of digital customer journeys. However, every GTM team plays a part in the success of B2B buyer enablement strategies.

B2B 52

B2B GTM Objectives and Key Results Sales 52

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

SaaStr

JULY 1, 2025

While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). They’ve rocketed to $6m ARR in just a few months. The latest AI B2B to go through hyper-growth.

Territory 87

Territory CRM Negotiate Relationship building 87

Partners in Excellence

JUNE 15, 2025

Let’s start with our GTM strategies. First, we need to stop pretending our GTM strategies are working they way they are diagrammed on paper or the screen, that they are working the way we want them to. We continue building plans as if the world, our customers, our people are playing by rules we wrote five years ago.

GTM 82

GTM Pipeline Start-ups Pitch 82

Heinz Marketing

JULY 24, 2025

But the truth is, using buyer signals to drive growth—both with prospects and customers—offers far more insight and impact when done well. What’s Getting Missed (and What to Do About It) Your prospects and customers leave behind useful signals constantly via content engagement, platform activity, buying committee research, and more.

GTM 56

GTM Pipeline Growth Account management 56

Martech

APRIL 2, 2025

There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. Focus on leveraging AI agents to enhance the buyer experience AI agents can improve the customer experience and enable more self-directed purchasing journeys.

B2B 90

B2B GTM Government Strategic planning 90

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 119

Objectives and Key Results Objection handling GTM Pipeline 119

Sales Hacker

JUNE 6, 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. CSMs have summaries of every customer call. Is there a hidden cost?

GTM 53

GTM Objection handling Cold Call Follow-up 53

Heinz Marketing

JULY 18, 2025

Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline. That full funnel approach is what we call the Predictable Pipeline Method – a blueprint for b2b demand generation success.

GTM 54

GTM Healthcare Pipeline Manufacturing 54

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