Martech

JULY 10, 2025

Fluff—assumption-based systems, overly simplistic heuristics, correlation masquerading as causality—is the dominant currency in modern go-to-market thinking. A measurement consultancy sells more dashboards by providing correlation-heavy reports that feel comprehensive rather than the more complex work of isolating true causal drivers.

GTM 60

GTM Finance Drivers/motivators Government 60

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . Implement value drivers for accountability.

Drivers/motivators 125

Drivers/motivators Trust Legal Finance 125

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve bets help us anticipate market saturation or operational bottlenecks before they happen. If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Martech

APRIL 3, 2025

Its how we go to market with better strategies to begin with. The pendulum swings back: Full-funnel rebalance Unsurprisingly, performance marketing quickly became the CMOs favorite child. Lets also be honest: as marketers, many of us have also looped in our CFOs along the way. Instead, treat it as a driver of strategy.

Campaign 90

Campaign Drivers/motivators Growth Finance 90

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver. We could also add a sixth business driver to the list. Unified data problems.

Finance 114

Finance Cross-sell SQL GTM 114

Martech

MAY 2, 2024

Each role will have an agenda, meaning what it cares about and what motivates it. The point is that your marketing messages should vary based on each member’s particular interests. What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member.

B2B 121

B2B Drivers/motivators CRM Contact 121

Sales Hacker

OCTOBER 19, 2022

In a reasonably sized, mid-market company, RevOps drives it,” Mark said. Then the CFO and Finance team enter to look at it from a financial viability perspective, find loopholes, and determine if the plan is still profitable for the company. Find out what matters to them, what motivates them, and why they work. Doing it alone.

Commission 122

Commission Finance Quota Sales 122

SaaStr

DECEMBER 16, 2022

Rippling positioned itself as an all-in-one solution for employee management across HR, IT, and finance. Outbound marketing to investors and potential users is an essential growth driver, especially in the early stages of business growth. Scaling your go-to-market efforts.

Niche 112

Niche Price Drivers/motivators Finance 112

SaaStr

FEBRUARY 14, 2023

Gross Margin Is A Critical Driver Of Health Gross margin is a critical driver of healthy unit economics. Burn Multiples Showcase Efficiency Why do burn multiples matter in today’s market? Key Takeaways The SaaS “crash” reminds us to drive our investing from corporate finance fundamentals. 5x is best. 8x is better.

Profit margin 104

Profit margin Drivers/motivators Cross-sell Growth 104

Highspot

MAY 15, 2025

For example, your healthcare team might cover the West, while your finance team covers the East. To help your team stay motivated, keep things fair so everyone has a real shot at hitting their numbers. Not evolving your structure as things change To stay competitive, your go-to-market strategy must evolve alongside your business.

Territory 52

Territory Healthcare Hospitality Sales 52

Martech

JUNE 28, 2022

And it should be emphasized that B2B teams and marketers have begun their transformation as marketing works across their entire company to play a more proactive role in all revenue and customer generation aspects. Drive the shift from push to pull marketing.

B2B 119

B2B GTM Cross-sell Cold Call 119

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. Without being prompted, an innovative and critical-thinking rep might weigh different financing options for a customer’s unique budget constraints.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Sales Hacker

JANUARY 20, 2022

An investment in sales coaching has a top-line impact that increases key metrics 5 to 25% for revenue teams across finance, energy, logistics, and SaaS. Investing in, connecting with, and motivating the reps you currently have has never been more crucial.

Territory 114

Territory Sales Drivers/motivators Finance 114

SaaStr

AUGUST 5, 2021

They don’t get credit for making things better, but they’re motivated to do their job more efficiently at a lower price. With garage-dwellers the product-market fit is still questionable. High-rollers seek growth, as long as the go-to-market part of their P&L is finding efficiency.

Up-sell 104

Up-sell Sell Finance Price 104

Hubspot

JUNE 8, 2021

People in this role need to be great at monitoring and motivating salespeople, so they must have the skills to lead a team and dig into the details and analyze sales data. You're self-motivated and enjoy having a goal to reach. Money is a motivator that makes you want to work harder and smarter. Management. Psychology.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. – Marcus Lo, Head of Finance, Crunchbase. Go Find Your Unicorn.

Sell 102

Sell Minimum Viable Product Objectives and Key Results Cross-sell 102

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. So I like to say that if sales is like a train, then sales compensation is the driver. Why don’t we actually go down the line?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. This requirement often arises when selling into specific verticals, such as finance, pharmaceutical, or government. Market exposure.

GTM 86

GTM Negotiate Profit margin Contract 86

Hubspot

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Allows sales reps to build their skills. Image Source: Anaplan. Price: Contact Anaplan.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

DECEMBER 2, 2019

Motivations of an individual contributor vs. a manager. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. Most recently she worked at Crayon, which is an early-stage market intelligence platform. I understand accounting and finance. What You’ll Learn.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Hubspot

OCTOBER 23, 2019

The choice to separate the more community-driven brand from the technology was motivated by necessity, but also proved to be prescient -- the community needed to grow regardless of whether or not they bought Gainsight. We decided we weren't going to talk about Gainsight in the early days of Pulse. Focus on long-term results.

Product 64

Product Finance Growth Meeting 64

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive. Makes individual motivation difficult.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 40

Conversion Legal Contact Finance 40

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong!

GTM 53

GTM Contract Cross-sell Account management 53

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Global Business Unit.

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

APRIL 24, 2018

The transformative moments in customer experience that driver customer delight. 5) Balancing your Go To Market Strategy with Customer Experience [10:30]. They look across product, finance, marketing, and sales and look at ways that we can improve the customer experience. What You’ll Learn. 12) Sam’s Corner.

Customers 49

Customers Account management Go To Market Follow-up 49

Sales Hacker

NOVEMBER 26, 2018

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. . The true motivation comes from setting and achieving goals ambitiously. What You’ll Learn.

Sales 65

Sales Sports Pipeline CRM 65

SBI

JUNE 28, 2021

Hire the right team to be able to create and maintain your programs, roll them out effectively, and keep the team motivated to complete their training. Most recently, he was in charge of product, growth, marketing and customer solutions at Rekener. Greg: There are three key elements. Commit to the program. Twitter.

Sell 40

Sell Finance Sales Quota 40

SaaStr

OCTOBER 31, 2019

Obviously, the cloud business, and so I think we’ve seen over the last decade that AWS now is arguably the biggest driver of value for Amazon as they are approaching this trillion-dollar market cap milestone, and the same goes for Microsoft. You can’t talk with a founder without talking about financing.

Finance 45

Finance Retail Growth Drivers/motivators 45

Sales Hacker

DECEMBER 17, 2019

Pete Kazanjy: I like to fancy myself kind of accidental sales leader in so far as I’d done up until five or six years ago, my background was primarily in product management and product marketing and I got into sales and revenue acquisition through necessity from my last software company, TalentBin. That’s the first thing.

Cross-sell 53

Cross-sell Sales Contract Up-sell 53

SaaStr

JULY 25, 2021

Again, I’m talking about a B2B business because sales productivity is really a measure to some sense of product market fit. It’s a measure of your overall go to market business or functions and some measure of frankly, of the value that customers perceive of your product. Jyoti Bansal: Great.

Up-sell 104

Up-sell SQL Product Start-ups 104

SaaStr

AUGUST 29, 2019

Because our go to market, we were spared that, but if you go to market is very high touch sort of enterprise field sales, you will be under incredible pressure in the early days to become that custom. But when you’re small, I would take a hard time betting on like a single partnership as there as the main driver.

Growth 50

Growth Start-ups Drivers/motivators Objectives and Key Results 50

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. When you are new to the federal government market, it is a challenge to gain relationships with agencies and departments.

Negotiate 52

Negotiate Profit margin Contract Price 52

Sales Hacker

APRIL 16, 2018

Whether it’s engineering or product help or even the finance team or marketing team. But I think I’d spend a little bit more time on that one because I’ve been part of or I’ve advised companies where the go to market strategy is far out ahead of the product. The Road to Being a CRO.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

DECEMBER 5, 2019

So just recognizing when you’re talking with a big company, what their mandate is, how they’re motivated. Big companies, CVCs, they can get creative with financing, so generally don’t lead rounds. One of the things that we said at the very beginning is that we’re not just going to be financial capital.

Strategize 59

Strategize Strategic partnership Start-ups Up-sell 59

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

FEBRUARY 23, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Together, these calendars provide a single operating cadence.

GTM 118

GTM Sell Finance Contact 118