Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Invest in technical excellence early Solutions engineers are your secret weapon as complexity grows. Be the quarterback of the deal.

Growth 72

Growth GTM Cross-sell Negotiate 72

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

JULY 9, 2025

The Evidence: Owner sees 3-4x productivity gains, but only from AI-native reps At Windsurf, 7 out of 10 seasoned reps quickly shot over their annual quota , with one rep closing $1.6 It’s making great salespeople unstoppable while leaving everyone else behind.

Technical Sales 73

Technical Sales Commission Pipeline Negotiate 73

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 95

GTM Quota Drivers/motivators Sales 95

SaaStr

APRIL 1, 2025

While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer. Despite all the sales tech we’ve deployed in the past decade (Gong, Outreach, etc.),

GTM 82

GTM Territory Cold Call Price 82

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. Imagine telling your board you’re only using 40% of your AWS infrastructure or 40% of your engineering team’s output.

CRM 101

CRM Follow-up Pipeline Territory 101

Sales Hacker

MAY 27, 2025

With over two decades at the forefront of techs biggest transformationsfrom on-prem to cloud to AISean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption. What would you say the biggest impact that has on overall go-to-market.

GTM 66

GTM X-functional Start-ups Go To Market 66

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Sales Hacker

DECEMBER 21, 2023

Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams.

Engineering 125

Engineering Objectives and Key Results Drivers/motivators Teamwork 125

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company?

Go To Market 109

Go To Market GTM Cross-sell Growth 109

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 126

Go To Market Growth GTM Product 126

SaaStr

NOVEMBER 1, 2023

GTM Model #2: Budget, Quota, Goal At all times, you have three different numbers — budget, quota, and goal. Quota — What you point your team toward and roll up all individual numbers to. All they need are the quota and goal numbers. It’s hard to get quota right. The six GTM models Divvy used going from 0 to a $2.5B

Go To Market 108

Go To Market GTM Quota Up-sell 108

SaaStr

FEBRUARY 20, 2024

Gusto is a high-velocity, high-scale acquisition and expansion engine, and one we can all learn from. In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same.

Go To Market 109

Go To Market Territory Technique A/B testing 109

SaaStr

APRIL 30, 2024

You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. The growth engine from both sales and marketing should to be working before you add gas to it. Take on less and go deeper with it to have more success. They’re the engine of the business.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B A simple change in how you measure success means: More alignment in the funnel Everyone can go a little faster. If you take losses, you’re going to get more losses. The budget, quota, goal framework helps you to manage this balancing act.

Go To Market 98

Go To Market GTM Quota Up-sell 98

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. Check out my article, How to Build Sales Compensation Plans that Increase Retention and Productivity.

Commission 123

Commission Finance Quota Sales 123

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Mistake #1: Putting your growth team into marketing. Engineers don’t want to work in marketing. When you put your growth team in marketing, it doesn’t attract engineers.

GTM 113

GTM Price Quota B2B 113

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Openview

APRIL 11, 2018

Just like how Darragh has written about the traits he looks for in exceptional engineers, here’s what I value most when looking for great salespeople for Intercom. They care about more than quotas. Great sales people care deeply about driving to cross their own personal quotas, but they care about the company too.

Product 100

Product Negotiate Quota Cross-sell 100

Sales Hacker

FEBRUARY 18, 2019

If you missed episode 44, check it out here: PODCAST 44: From Sales Engineer at Salesforce to building a $100M company w/ Travis Bryant. How to use quota to drive outcomes and results. How Do You Set Sales Quotas: Psychologically or Financially? How Do You Set Sales Quotas: Psychologically or Financially? We’re on iTunes.

Quota 89

Quota Sales Promote Up-sell 89

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Building a unified revenue team Divvy’s revenue organization sustains the go-to-market engine responsible for its hypergrowth.

Objectives and Key Results 98

Objectives and Key Results Customers Teamwork Drivers/motivators 98

Sales Hacker

JUNE 27, 2022

Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. Sales engineers. For example, a goal for a sales engineer is to perform structured demos, while one for a customer success manager might be to minimize churn. How to leverage the IRP to create a team of quota crushers.

Objectives and Key Results 119

Objectives and Key Results Objection handling GTM Quota 119

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. Getting the product right is important, but building strong engineering, product, and sales teams is critical. Listen to your team.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Sales Hacker

AUGUST 26, 2022

Without confidence in the data, sales and marketing teams are left to work in the dark. There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to.

GTM 106

GTM CRM Pipeline Contact 106

Sales Hacker

MARCH 15, 2022

Sales development school, marketing school, and more for your entire team. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. Go to try.mindtickle.com/sales-hacker to learn more. Learn more at joinpavilion.com.

GTM 103

GTM Technical Sales Quota Growth 103

Sales Hacker

FEBRUARY 6, 2023

In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. You see something in the market, you make a hypothesis, and you test it, and then quickly roll it out. COVID is an obvious example of market volatility.

GTM 102

GTM Territory Commission Strategize 102

Sales Hacker

NOVEMBER 2, 2021

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. Appy is a top performer at his company, Blend.

Drivers/motivators 104

Drivers/motivators Engineering Promote Up-sell 104

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Sales Engineer. Sales engineers have a unique combination of technical engineer skills and business acumen. Engineering (for sales engineers). Image Source. Management.

Commission 95

Commission Territory Finance Inside sales 95

SaaStr

SEPTEMBER 12, 2023

10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out Read this post if you aren’t sure if your VP of Sales is doing to make it. “Jason lists 10 warning signs that a VP of Sales may not work out at a startup. The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. •

Price 113

Price Contract Territory Quota 113

Highspot

JANUARY 19, 2024

The majority of your team should spend the majority of their time selling with proven tactics that surpass quotas. Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Businesses that prioritize enablement witness the benefits of increased quota attainment and win rates.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market.

Sell 111

Sell CRM Appointment Up-sell 111

Sales Hacker

SEPTEMBER 13, 2022

But it has also enabled us to push the market from a competitive perspective in the way that allows us to dictate how people consume go-to-market technology. But our motto and motion is to dictate change on others as much as we possibly can, while also still being able to deliver an effective and efficient go-to-market motion.

Growth 101

Growth Up-sell Sell Quota 101

Hubspot

NOVEMBER 29, 2022

Core features include: A Time Series artificial intelligence engine. The ability to switch between four different types of forecasts, each with its quota and adjustment data. Custom quota metrics. Freshsales allows users to set custom quota metrics based on specific sales goals. What We Like. What We Like. User Review.

Pipeline 87

Pipeline Price CRM Quota 87

Sales Hacker

MAY 23, 2018

It automatically captures and analyzes your team’s conversations so you can transform your team into quota-shattering super-sellers. Derek Grant: SalesLoft is a technology company here in Atlanta that overlays Salesforce.com and it helps you codify your go to market strategy. And, we’ve got one sales engineer.

Pipeline 60

Pipeline Quota Contract Healthcare 60

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right.

Non-Profits 92

Non-Profits Strategize Trust Go To Market 92

Heinz Marketing

AUGUST 30, 2021

And so yeah 10% of any company’s revenue was a bit of a line item, and we’re going to get into this. We re-engineered all of our people process and technology, we were able to work on our business in ways I hadn’t been able to in five years because I was gone. What spun out of that, was we developed a second company.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We can control our GTM strategy. In 2024 we’re excited to deliver these kinds of outcomes for new and existing customers the world over.

GTM 59

GTM Appointment Sales Strategize 59