Sales Hacker

NOVEMBER 8, 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. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.

GTM 109

GTM Customers Hospitality UX 109

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

A Sales Guy

OCTOBER 13, 2016

We all want to grow up and be the big girls or boys on the block, right? In business, there hopefully comes a time when your current structure and way of going to market no longer works. This can be seen in startups who are first to market. The sales team has to do very little selling. We all wanna get big.

Education 126

Education Sales Growth Territory 126

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Hire early sales reps who are excellent at discovery and customer education. They set up meetings with Fortune 500 CIOs. Create environmentswhether through events, forums, or Slack communitieswhere customers sell for you.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 81

GTM Engineering Customers Cross-sell 81

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

Product 86

Product Territory Sales Price 86

Highspot

NOVEMBER 25, 2020

Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. Companies invest in annual sales kickoffs for three reasons: to inspire, motivate, and educate their sales teams.

Education 122

Education Drivers/motivators Sales Up-sell 122

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

SaaStr

APRIL 13, 2025

As we gear up for 2025 SaaStr Annual, May 13-15 in SF Bay , we wanted to take a look back at one of your favorite SaaStr conversations with Parker Conrad at SaaStr. Parker came to London to share just what he’s learned building a $12B+ compound start-up. IT Cloud : Setting up employees in apps, device management, and IT systems.

Cross-sell 62

Cross-sell Launch UX Up-sell 62

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 59

Go To Market Electricity Healthcare Education 59

Highspot

NOVEMBER 24, 2024

At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. Are new reps ramping up faster? Together, they create a powerful combination that can impact revenue growth.

Pitch 52

Pitch Sales Technique Cross-sell 52

ClickFunnels

AUGUST 8, 2021

Instead, they focus on just one element of it, e.g. landing pages, pop-ups, etc. Our co-founders, Russel Brunson and Todd Dickerson, each had over a decade of experience selling online via sales funnels. The reason we are bringing this up is that all that extensive funnel building experience went into our software.

Lead generation 246

Lead generation A/B testing X-functional Price 246

Highspot

MAY 26, 2025

Think about it as educational data mining with a purpose. The Society for Learning Analytics suggests that historical data analytics in higher education and corporate training can improve outcomesespecially when enhanced by data science methods like artificial intelligence and machine learning.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Heinz Marketing

JUNE 21, 2021

Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. But maybe let’s just start back up a minute and just sort of maybe just introduce yourself.

Pipeline 98

Pipeline Start-ups Go To Market Education 98

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? Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape. Vera Kutsenko: I’m only one person.

GTM 69

GTM Legal Contract Go To Market 69

SaaStr

APRIL 16, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. Your Marketing Site Really Should Be Even Better Than Your Product Dear SaaStr: How Much Of My Startup Do I Need To Sell In Each Venture Round? appeared first on SaaStr.

Education 96

Education Contract Go To Market Up-sell 96

PandaDoc

JULY 7, 2025

HubSpot is great if you want a single platform to align all of your go-to-market efforts. Pipeline management Customizable pipelines with visual dashboards, multiple pipeline support, and activity-based selling. The setup is fast, and your team can be up and running in just a few days. Seems like a no-brainer, right?

CRM 52

CRM Price E-commerce Pipeline 52

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 68

GTM Engineering Customers Cross-sell 68

Sales Hacker

MARCH 8, 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. Sales tactics like cold calls often have a low conversion rate.

GTM 120

GTM Growth Referrals Cross-sell 120

Heinz Marketing

APRIL 15, 2021

For this complex buying journey, a new approach to how go-to-market teams align and coordinate their actions is required. While the marketing and sales teams still need a healthy separation, they need seamless alignment. Consider your buyer personas when you are developing your marketing and sales materials.

GTM 138

GTM Sales Follow-up Education 138

Heinz Marketing

SEPTEMBER 29, 2020

If you’ve read my blog about How to Market and Sell to the B2B Buying Committee , then you know just how complex a B2B purchase decision can be – in fact today, it’s more complex than ever. ” They’re looking for information that helps educate. They need help to understand the implications of inaction.

B2B 140

B2B Education B2C Strategize 140

Openview

MARCH 16, 2018

Building an outbound sales motion is not new, and yet almost every company makes the same three mistakes in the first months of getting up and running. Excited by a large market and countless use cases, they take what comes to them. A segment is a group of customers that can be addressed with the same go-to-market strategy and product.

Pitch 109

Pitch Education Sales Territory 109

Heinz Marketing

MAY 20, 2021

Segmented from one another, marketing would work the top of the funnel and sales would work the bottom. Once a lead was ready for sales, it would be handed off and in many cases, never hear from marketing again. What Does Sales Do For Marketing? Market dynamics. What Does Marketing Do For Sales? Customer health.

Campaign 125

Campaign Cold Call Sales Education 125

SaaStr

FEBRUARY 8, 2022

Since they sell ads, value also means how many recurring clients contribute to a significant chunk of their yearly revenue by assessing six-month or year-based account value. This expertise requires team training and seller education. . Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Martech

JUNE 3, 2024

Software market growth: Taking a horizontal vs. vertical focus A vertical software company offers solutions tailored to specific markets, such as plumbers, auto dealerships or food distributors. Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management.

Growth 133

Growth Pharmaceutical B2C Construction 133

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). But the weird thing is —.

Education 113

Education Pipeline Clients Follow-up 113

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 112

B2B Cross-sell Hospitality Healthcare 112

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Source: Zippia.

Promote 141

Promote Pitch Campaign Niche 141

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty.

GTM 52

GTM Customers Cross-sell Contract 52

Heinz Marketing

SEPTEMBER 6, 2021

This week’s show is called “ Selling into the Public Sector: Strategies & Tactics that Wor k “ My guest is Adriel Sanchez , CMO at Newsela. And if you like what you see here, you can check out past episodes, either on LinkedIn or all of our past episodes, back to the very beginning, up on salespipelineradio.com.

Pipeline 114

Pipeline Sales Up-sell Government 114

Hubspot

APRIL 22, 2018

Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling. Describe your educational background.

Education 101

Education Hospitality Networking B2C 101

Martech

AUGUST 5, 2021

Three out of four B2B buyers want to self-educate and try before they buy. To show up in places where small-and medium-sized business (SMB) owners search and have the best chance at capturing a lead, try these tips: Optimize your website for search engines. Challenge #2 to scale your agency: Knowing what to sell and when.

Pipeline 109

Pipeline CRM Customer Relationship Management Clients 109

SaaStr

DECEMBER 8, 2023

You could feed in transcripts from Gong and have it analyze that and write a next steps follow-up email that’s beautiful and personalized. The landscape is rising up for how to make those people as successful as they can be. Many teams failed before, and by merging the two and speeding up performance, many will succeed.

GTM 123

GTM SQL X-functional Engineering 123

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. At Zoom, we sell to individuals, small businesses, large enterprises, 50% of the Fortune 500 and also, the Global 10. But we don’t do it with the same sales processes, representatives, or go-to-market tactics.

Networking 109

Networking Represent Sales Quota 109

Heinz Marketing

JANUARY 13, 2022

If your marketing scorecards still show “up and to the right” vanity metrics, and/or if your board still thinks your job in marketing is to just generate MQLs, you have a higher mountain to climb to affect change there. None of these reach the bar of a true, integrated account-based go-to-market motion.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Hubspot

DECEMBER 4, 2024

In this post, I’ll explore specific ways that AI is transforming businesses of all sizes, why it could be a worthwhile investment, and I’ll also share what you need to know to get your business up to speed, equipped for anything, and ready for future developments in tech. AI can help you go to market faster.

Service 64

Service Manufacturing Prospecting Campaign 64

Sales Hacker

SEPTEMBER 29, 2023

As Nicole Wojno-Smith (VP of Marketing, Tackle – Series C)expresses, “there’s never not going to be a need to educate buyers – own your search terms and find a way to build content in a way that engages across all the channels your buyers live in.” SEO is a hot topic with the advances of AI and its inevitable impact.

GTM 126

GTM B2C Growth Territory 126