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

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 133

Go To Market Quota GTM Price 133

SaaStr

OCTOBER 1, 2024

In the latest edition of SaaStr’s Workshop Wednesday , Sara Varni, Datadog ‘s CMO, shares how to build pipeline and create alignment across sales and marketing. While these insights seem like pipeline 101, they aren’t always implemented. Each of these companies had different GTM motions. 1: A Commercial Example.

GTM 118

GTM Pipeline Drivers/motivators Growth 118

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 106

Product GTM Legal Launch 106

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 55

Pipeline GTM B2B Follow-up 55

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 124

GTM Growth Referrals Cross-sell 124

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 77

GTM X-functional Start-ups Campaign 77

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 89

B2B GTM Government Strategic planning 89

Sales Hacker

FEBRUARY 13, 2024

Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. The post GTM 81: Signal-Based Sales and Entering GTM 5.0 Alexa Grabell is the Co-Founder and CEO of Pocus.

GTM 120

GTM Go To Market Sales Pipeline 120

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 111

GTM Construction Quota Growth 111

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. Then, you look at variable costs, and you cut marketing.

GTM 124

GTM Pipeline Growth Quota 124

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 111

GTM Represent Growth Go To Market 111

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? At the same time, economic and customer consumption models are shifting.

GTM 131

GTM B2B Drivers/motivators Sports 131

Partners in Excellence

JULY 19, 2024

In the press of developing and executing our GTM strategies, there’s a tendency to be preoccupied with our own organizations, products, goals. More marketing programs, more outreach, higher levels of activity, more pipeline, and on and on. We focus on the things we do, losing sight of our customers. I see this in reviews.

Customers 142

Customers GTM Meeting Technique 142

Sales Hacker

FEBRUARY 27, 2024

Prior to joining Exponea, Amanda served as Vice President, Demand Generation at Blueshift, a Customer Data Platform, and before that served as Vice President of Marketing, Americas and Global Programs at Basware, a financial software company. Advice on navigating a company rebrand and challenges the belief that marketing generates pipeline.

GTM 123

GTM Finance Pipeline Growth 123

Sales Hacker

AUGUST 13, 2024

Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable’s success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale.

GTM 123

GTM Growth B2C B2B 123

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 104

Objectives and Key Results GTM CRM Follow-up 104

Sales Hacker

APRIL 2, 2024

Discussed in this Episode: Aligning marketing and sales is crucial for the success of a company, and marketers should focus on numbers and pipeline models from the early stages. Curated dinners and high-quality content are effective strategies for building relationships and engaging prospects and customers.

GTM 128

GTM Pipeline Go To Market Prospecting 128

Sales Hacker

MARCH 26, 2024

He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category — a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. Pocus turns data into revenue.

GTM 121

GTM Pipeline B2B Go To Market 121

Sales Hacker

APRIL 16, 2024

21:05 – Balancing product-led growth with customer-centricity. 28:35 – The importance of aligning presales, sales, and customer success. 21:05 – Balancing product-led growth with customer-centricity. 28:35 – The importance of aligning presales, sales, and customer success.

GTM 108

GTM Pipeline B2B Growth 108

Sales Hacker

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Highlights: (14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems. (18:44)

GTM 123

GTM Pipeline Sales Gaming 123

Sales Hacker

MARCH 12, 2024

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers. The post GTM 85: A $2.6

GTM 124

GTM Growth Strategic partnership Pipeline 124

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. The theme for the year is go-to-market convergence.

GTM 121

GTM Pipeline CRM Go To Market 121

Sales Hacker

MARCH 19, 2024

Discussed in this Episode: Marketing plays a crucial role in preparing a company for a successful exit by building awareness, generating pipeline, and creating a compelling narrative. 20:29) Narrowing down your ideal customer profile (ICP) without breaking the bank. (22:49) 08:19) Operational excellence: the key to startup success. (13:38)

GTM 117

GTM Management Consulting Growth Pipeline 117

Sales Hacker

JULY 30, 2024

Why focusing on generating pipeline is often better than optimizing conversions. How to leverage customer marketing and “raving fans” as an early acquisition channel. 33:35 – Mistakes made at Zenefits: investing in rev ops too late, deprioritizing customer experience, hiring too fast.

GTM 118

GTM Finance Pitch Campaign 118

Sales Hacker

JANUARY 22, 2024

Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 111

GTM Pipeline CRM B2B 111

Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. See more top GTM jobs here. Let’s get into it. Let’s get into it.

Pipeline 124

Pipeline GTM Cross-sell Sports 124

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Let’s start at the beginning — with the customer. Step 1: Identify Your Ideal Customer Profile (ICP) Who are you selling to?

GTM 119

GTM CRM Pipeline Referrals 119

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 72

Cold Call GTM Objection handling Sales 72

Sales Hacker

NOVEMBER 5, 2024

34:35) Implementing “PG Tuesday” as an effective pipeline generation strategy. (31:55) 34:35) Implementing “PG Tuesday” as an effective pipeline generation strategy. (31:55) The post GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy appeared first on GTMnow.

GTM 104

GTM Drivers/motivators Pipeline Sales 104

Sales Hacker

JANUARY 2, 2024

He has been a leader at Gong for eight years, previously holding titles of Chief Customer Officer and Chief Operating Officer. Highlights: (6:55) How AI solutions are still only scratching the surface in terms of driving deep, strategic value for customers. (10:00) Two stages of AI advancements and which is more valuable.

GTM 121

GTM Pipeline CRM Strategize 121

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 125

Objectives and Key Results Objection handling GTM Pipeline 125

Sales Hacker

JANUARY 9, 2024

He oversaw all things GTM there, including G&A and Product. Now, he is the Co-Founder of Thena (thena.ai), a seed-stage startup backed by Lightspeed and First Round, where they’re helping companies service and engage their customers in Slack. Balancing product requests from large customers vs your overall roadmap.

GTM 119

GTM Pipeline CRM Growth 119

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 87

GTM Pipeline Presentation Follow-up 87

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. 51:42 Why agentic AI makes customer relationships and long-term value even more critical. 51:42 Why agentic AI makes customer relationships and long-term value even more critical.

GTM 70

GTM X-functional Start-ups Relationship building 70

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. The best demand-gen marketers are machines who generate pipeline and brag about what they did.

GTM 84

GTM Cross-sell X-functional Pipeline 84