SaaStr

APRIL 30, 2024

Lesson #1: Just Say No Once he joined, Kyle quickly discovered that Owner had a leaky bucket and had either bad or no targeting on prospects, was closing a lot of poor-fit customers, and there were a lot of miss set expectations from sales so customer handoff was sketchy at best. Invest way earlier than you think in prospect data.

Go To Market 116

Go To Market GTM X-functional Objectives and Key Results 116

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

SaaStr

NOVEMBER 8, 2024

CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed. It blends AI and SaaS and can speed up the outbound Go-To-Market process.

GTM 106

GTM Growth Campaign Cold Call 106

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 123

Go To Market Growth GTM Product 123

Martech

SEPTEMBER 11, 2024

For example: Marketing is responsible for attracting prospects to the top of the funnel and is sometimes measured on converted revenue. Robust martech stacks support marketing and are barely used outside of marketing team goals. In most SaaS and B2B organizations, silos exist for practical reasons. Lead scoring.

Cross-sell 111

Cross-sell Customers UX A/B testing 111

SaaStr

JULY 27, 2022

As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. . If you approach an SMB with a heavily involved sales process, they will likely move on or go to your competitor.

Go To Market 97

Go To Market B2C GTM Price 97

Salesforce

MARCH 20, 2025

A product manager accelerates go-to-market strategies via an AI agent that instantly analyzes customer feedback and predicts trends. Consider a B2B sales team using an agentic workflow to manage follow-ups with prospective customers. A prospect takes an action, like downloading a white paper.

Strategize 124

Strategize Finance Prospecting Follow-up 124

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. But one unassuming topic that kept coming up?

Cold Call 68

Cold Call GTM Objection handling Sales 68

SaaStr

JUNE 20, 2025

The Team Reality Check: Your Biggest Blind Spot Here’s the uncomfortable truth most SaaS leaders won’t admit: your current engineering team may not be equipped for AI transformation. Industry observers like Josh Bersin remain skeptical about replicating complex systems like Workday’s payroll and compliance frameworks.

Government 112

Government Legal Engineering Growth 112

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers.

CRM 98

CRM Follow-up Pipeline Territory 98

Martech

DECEMBER 3, 2024

” Looking at Google searches, Hopping found that the number of queries around the term “account-based” has slightly declined; the number around “go-to-market,” while lower, is growing. On the contrary, that remains “a given for your go-to-market strategy,” as Hopping puts it.

B2B 120

B2B GTM Pipeline B2C 120

Sales Hacker

JULY 1, 2025

With powerful features like an AI research assistant, manual sequence steps, a browser extension for prospecting, and an all-in-one tasks dashboard, it’s designed to handle the busywork so sellers can focus on what really matters. This episode explores how to apply product thinking to Go-To-Market. Now onto the episode.

GTM 76

GTM Growth Sell X-functional 76

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. What you’ll learn: What is product-led sales?

Product 86

Product Territory Sales Price 86

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 70

Territory Drivers/motivators Quota Pipeline 70

Sales Hacker

NOVEMBER 8, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Nine lessons from going multi-product, drawing on examples from both Stripe and Watershed.

GTM 109

GTM Customers Hospitality UX 109

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. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Sales Hacker

FEBRUARY 13, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

GTM 114

GTM Go To Market Sales Pipeline 114

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Work to win over prospects and accounts that have been active with your company and in your pipeline.

GTM 133

GTM B2B Sales Pipeline 133

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Pipegen Tuesdays to rally both teams on prospecting. Its AI engine drives demand, boosts visibility across Google and GPT, follows up with leads, and rebooks past clients. Zoca solves for that.

GTM 105

GTM Cross-sell Pipeline Launch 105

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. Stuck trying to engage a prospect? Access to more data.

GTM 120

GTM Growth Referrals Cross-sell 120

Highspot

OCTOBER 29, 2024

This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Rons advice: Your best sales tool is a happy customer talking to a prospect. You gotta know the product cold.) Talk to users. Ron recalls.

Technical Sales 66

Technical Sales Inside sales Cross-sell Account management 66

Sales Hacker

OCTOBER 25, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Attention At Attention, call recordings and CRM auto-fill are just the beginning.

Product 64

Product GTM Niche Growth 64

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Rebby: Ultimately the sales engineering role is a revenue function.

Engineering 52

Engineering Sales Education Finance 52

Martech

APRIL 17, 2025

Landbase launched the Campaign Feed, an enhancement to its agentic AI platform for go-to-market operations. Recurly introduced Recurly Compass, an AI-powered growth engine, a Shopify integration for ecommerce subscriptions and new plug-and-play payments functionality. ZoomInfo updated its ZoomInfo Copilot solution.

E-commerce 108

E-commerce Launch Networking Referrals 108

Martech

OCTOBER 14, 2021

Problems with orchestrating processes across multiple tools aren’t limited to lead management, either: If you work in RevOps, you’ve certainly earned some battle scars when trying to make the litany of software tools across your go-to-market org play nice. But nobody gets off easy. This approach has its own challenges.

SQL 117

SQL Pipeline Technology Technology 117

Sales Hacker

SEPTEMBER 18, 2024

This is a special 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. Help your team close more deals. Check out Attention. The TL;DR: Sales role hiring is rebounding in 2024 after a difficult 2023.

GTM 121

GTM Sales Growth Represent 121

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? These are three vertical SaaS startups talking about what is working in Go-To-Market. I was there first Go-To-Market hire, and then Gaiia for about a year.

GTM 69

GTM Legal Contract Go To Market 69

InsightSquared

OCTOBER 3, 2019

Combination of leading revenue intelligence solution with activity data capture and next best action sales engine offers industry’s most complete platform to drive predictable growth. All data and learnings are captured providing customers with the most sophisticated machine learning engine for revenue organizations. “At BOSTON — Oct.

Pipeline 22

Pipeline B2B Growth Trust 22

Sales Hacker

SEPTEMBER 16, 2021

But during the last few years, new nomenclature has emerged, such as proof of value (POV), pilot, guided trials, and workshops that can cause confusion both with prospects and account executives as to what should be used to win the opportunity. Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end.

Objectives and Key Results 98

Objectives and Key Results Technical Sales Engineering Sales 98

SaaStr

DECEMBER 8, 2023

A Merger of Two Personas — Software Engineer and ML Engineers Ten years ago, your data stack involved systems that produced data. Now, those ML engineers are becoming part of the core workflow. LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization.

GTM 120

GTM SQL X-functional Engineering 120

SaaStr

JULY 7, 2022

Mistake 3: Not appreciating go-to-market as a strategic advantage. Your business suffers when you myopically focus only on the product instead of recognizing other engines that might be to your strategic advantage. ZoomInfo is one of the most efficient go-to-market companies in software, with nearly 40% operating margins.

GTM 106

GTM Strategize Engineering Go To Market 106

Martech

JUNE 3, 2024

Dig deeper: SaaS buyers: The process is frustrating How to adapt your horizontal software for vertical markets Horizontal products can succeed in a vertical-focused market by genuinely becoming intensely vertical. While you can continue using horizontal go-to-market strategies, you risk burning out your team without a clear plan.

Growth 133

Growth Pharmaceutical B2C Construction 133

SaaStr

OCTOBER 19, 2021

And because they think anyone actually needs their product, they underoptimize their initial go-to-market strategies, or worse, don’t even really have a good one. We have CRM, call center, Gmail, web site, Slack, a sales team that does close deals without your product, a marketing team that does acquire leads, etc.

Product 110

Product Prospecting CRM Closing 110

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. “It’s not me.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

AUGUST 26, 2022

This is data that reflects all the actions your sales team takes when interacting with prospects. For example, if the email velocity with a prospect suddenly drops, you can dig deeper to find the reason: Is the rep not being proactive with the account lately? Or is there a need to touch base with the prospect with a creative offer?

GTM 105

GTM CRM Pipeline Contact 105

Sales Hacker

NOVEMBER 2, 2021

Personalization makes a difference in prospect response. He’s a sales leader with over 14 years of experience, with an MBA and engineering background. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine.

Drivers/motivators 103

Drivers/motivators Engineering Promote Up-sell 103