Heinz Marketing

NOVEMBER 23, 2023

For professionals in B2B marketing and sales, integrating digital aspects into Go-To-Market (GTM) strategies is not just beneficial but essential. This post aims to dissect how digital transformation is reshaping GTM approaches, highlighting the benefits, challenges, and practical strategies for B2B professionals.

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GTM B2B Technology Technology 123

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. How Common Room unifies siloed data to enable a 360-degree view of the customer.

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GTM Customers CRM Go To Market 86

Sales Hacker

DECEMBER 5, 2023

Writer has one of the best marketing teams and has spread like wildfire with customers, including Spotify, HubSpot, L’Oreal, Accenture, and many more. Writer’s decision to make PLG table stakes and how they leverage their motion to secure enterprise customers. 36:56) May’s strategy for recruiting A players. (42:55)

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GTM Customers Finance Represent 94

Sales Hacker

JANUARY 30, 2024

Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). Using events as a way to engage with customers and drive conversations. Repositioning and reframing to differentiate from incumbents.

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GTM UX Finance Growth 80

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. Creativity in marketing should be balanced with alignment to sales goals and objectives. 34:51) One thing that is working for Kyle in go-to-market right now.

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GTM Pipeline Go To Market Prospecting 107

Sales Hacker

MAY 28, 2024

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. How to create alignment and shared metrics between sales and marketing teams.

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GTM Go To Market B2C B2B 85

Sales Hacker

OCTOBER 6, 2023

Thanks for reading The GTM Newsletter! In partnership with Jorge Peñalva , the CEO of Lang.ai , and the team at G2 we’ve built the first framework to implement AI for GTM teams. If your GTM motion is not working today, it’s certainly not going to work with AI. “A Back in Vancouver after a month in NYC. Let’s get into it.

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GTM Finance Technology Technology 93

Sales Hacker

MAY 21, 2024

Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. Referenced: The Happy Customer Festival on June 4, 2024. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. It’s flexible, scalable ABM built for you.

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GTM Go To Market B2B Networking 93

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.

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GTM CRM Pipeline Go To Market 89

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. For more information, head over to withsynch.com.

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GTM Pipeline B2B Go To Market 88

Sales Hacker

MARCH 12, 2024

It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers. 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. The post GTM 85: A $2.6

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GTM Growth Strategic partnership Pipeline 98

Sales Hacker

MARCH 19, 2024

20:29) Narrowing down your ideal customer profile (ICP) without breaking the bank. (22:49) 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. 08:19) Operational excellence: the key to startup success. (13:38)

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GTM Management Consulting Growth Pipeline 84

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Executives can also convince themselves that sales will provide enough “air cover.”

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GTM Market share Growth Technology 116

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. Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018.

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GTM CRM Pipeline B2B 81

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.

GTM 90

GTM Finance Pipeline Growth 90

Sales Hacker

OCTOBER 17, 2023

Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase.

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GTM B2B CRM Launch 105

Sales Hacker

DECEMBER 22, 2023

GTM Leader Perspectives Highlighting 25 GTM perspectives on what is working and career advice “What’s one tactic or strategy that’s working for you?” Giving customers optionality, allowing them to buy how they’re comfortable buying ( Sean Marshall – former Senior Vice President of Sales at Klaviyo).

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GTM Construction Consult Promote 83

Sales Hacker

SEPTEMBER 18, 2023

Thanks for reading The GTM Newsletter! It was truly a special weekend with an incredible community of GTM leaders and operators. Thank you for reading The GTM Newsletter. I hope you’re starting off the week strong. The GTMfund team has been spread across the globe lately, big things happening! Anyway, let’s get into it.

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GTM Start-ups Follow-up CRM 90

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?

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GTM CRM Pipeline Referrals 97

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support.

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B2B Cross-sell Customers GTM 117

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. It involves leveraging conversational tools like chatbots, messaging apps and live chat to interact with prospects and customers.

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GTM B2B Conversion Objectives and Key Results 124

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. Defining the role of B2B GTM strategies.

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GTM B2B Drivers/motivators Sports 114

Sales Hacker

FEBRUARY 6, 2023

After the sales team returns home, they unpack their bags and hit the streets, energized and excited to hit the ground running. Sales faces a revolving door of change. In truth, in the face of these potent forces, the static GTM plan never really stood a chance. What is continuous GTM planning? stuff happens !

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GTM Territory Commission Strategize 85

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

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Gaming Sell GTM Technique 233

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 88

GTM CRM Pipeline Strategize 88

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. During Sean ‘s most recent operating role he spent 4.5

GTM 91

GTM Growth Referrals Contract 91

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.

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GTM CRM Pipeline Growth 87

Sales Hacker

AUGUST 29, 2023

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company’s rapid growth from 250 to 2000 people. by Slack), Snackpass and Stytch.

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GTM Finance Education Start-ups 75

SaaStr

NOVEMBER 14, 2023

Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. What Is A “Consumption” Business In the old days of software, you had a company like Oracle that popularized the perpetual license where customers own the software and vendors own the market.

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GTM Quota Sales Cross-sell 64

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005. And…monthly bonus podcast episodes dropping the first Thursday of every month.

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GTM Consult Sell Engineering 93

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? This week, however, is full of hot takes.

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GTM Cold Call UX Price 71

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.

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GTM Objectives and Key Results Growth CRM 118

Iannarino

APRIL 1, 2023

As B2B sales organizations continue to reorganize their go-to-market (GTM) sales teams, there is a convergence into revenue teams. These teams comprise sales, marketing, sales operations, sales enablement, and customer success (once called customer service).

B2B 233

B2B GTM Sales Clients 233

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Let’s first start with how Cloudinary came to be.

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Growth GTM Product Consult 102

Martech

MARCH 7, 2023

Such attention benefits your go-to-market strategy across sales, marketing, brand, digital, product and more. Double down on content exclusively for your audience and buyers This may sound obvious, but often our content efforts are focused on the traditional definition of our ideal customer profile. Get MarTech! In your inbox.

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GTM B2B Gaming Education 104

Sales Hacker

SEPTEMBER 5, 2023

Links and Resources Mel’s LinkedIn: [link] Spekit’s Website: [link] 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. And…monthly bonus podcast episodes dropping the first Thursday of every month.

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GTM Strategize Networking Go To Market 89

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. It’s official.

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GTM Up-sell Price Start-ups 68