Sales Hacker

NOVEMBER 14, 2023

Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 91

GTM Growth Referrals Contract 91

SaaStr

JULY 7, 2022

When you make a hire, don’t do so before you go back to the characteristics you identified as great during your informational interviews. When you find those characteristics in your hiring pool, act fast to hire and then be strategic in how you retain them. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 88

GTM Strategize Engineering Go To Market 88

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.

GTM 89

GTM Strategize Networking Go To Market 89

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

Martech

AUGUST 28, 2023

CMO turnover cripples strategic thinking Whether or not the CMO adds tech, the turnover rate means the strategic view of the stack is constantly changing. of them are heads of sales that are now running marketing,” he said. They don’t really know about marketing and they acknowledge that. Currently, “99.9%

Government 96

Government Technology Technology Strategize 96

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. He was also my VP of Strategic and North America Sales at SuccessFactors, when we drove four straight years of 100% or more ARR growth.

GTM 59

GTM Appointment Strategize Sales 59

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. . The best and most important revenue opportunity already is in your world — your customer base. Don’t stand still, act now.

GTM 129

GTM B2B Pipeline Strategize 129

Martech

APRIL 19, 2023

In 2019, Google’s first Chief Decision Officer, Cassie Kozyrkov, established a new decision intelligence engineering discipline to augment data science with behavioral science, economics, and managerial science to focus on the next business advantage beyond the data. Strategic intelligence. Next, DI reduces risk and uncertainty.

Strategize 116

Strategize GTM Healthcare Strategic planning 116

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales. Their peers.

B2C 95

B2C Pipeline SQL Strategize 95

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Bigger strategic lifts require more intention. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. Top 10 sales compensation challenges.

Commission 96

Commission Finance Quota Strategize 96

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Building the engine. Your enterprise must grow, and profitably.

Growth 91

Growth Drivers/motivators Go To Market Sales 91

Partners in Excellence

FEBRUARY 23, 2022

We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. Many organizations go to market exclusively through channel partners. Channels are a critical part of any organization’s growth and go to market/customer strategies.

Strategic partnership 100

Strategic partnership Sales Strategize Commission 100

Sales Hacker

FEBRUARY 20, 2023

These leaders are looking for the right person to own the implementation and management of their company’s go-to-market tech stack. This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Related: Is a Revenue Operations Career Right for You?

Strategize 71

Strategize Consult Growth CRM 71

Highspot

SEPTEMBER 26, 2023

We’re solving these challenges with Meeting Intelligence, arming enablement with the tools to not only guide coaching conversations, but also to hold managers and reps accountable for landing the strategic initiatives that drive better revenue outcomes.” “We’ve

Meeting 52

Meeting Launch Customer Relationship Management Strategize 52

Martech

MAY 30, 2023

Prior to that she served as HP’s global head of virtual reality for go-to-market and content partnerships, executive vice president of media and marketing at Singularity University and vice president of marketing for NBCUniversal Media.

Entertainment 117

Entertainment Sports Gaming Technology 117

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 64

GTM Growth Profit margin Contract 64

Sales Hacker

FEBRUARY 6, 2023

We can breathe a sigh of relief and move on to other strategic activities. You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and stuff happens !

GTM 85

GTM Territory Commission Strategize 85

Heinz Marketing

APRIL 21, 2022

Finding such a full-time key strategic resource takes a significant investment of resources and time. It’s easy enough to create a plan and get tasks done, but … Can they tie tasks to a larger integrated vision of what marketing should be—that is an engine for growth rather than a cost-center?

Strategize 104

Strategize Networking Growth B2B 104

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success. Such podcasts are hosted by seasoned sales coaches such as Jeffrey Gitomer of ‘Sell or Die’, Brian G.

Gaming 233

Gaming Sell GTM Technique 233

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. The right person to do that might be you, but it might be a sales engineer or someone from customer success.

Closing 162

Closing Sports GTM Legal 162

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation. “The

Territory 29

Territory Engineering Strategize Technology 29

Highspot

JULY 18, 2023

Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business. Why is Marketing Enablement Important? Marketing enablement is not a new idea, but few companies take an intentional, strategic approach.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling?

B2B 90

B2B GTM Objectives and Key Results X-functional 90

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. Tremendous research shows that top engineering talent prefers startups over big companies. What about talent?

GTM 102

GTM Technology Technology Up-sell 102

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Sales ops helps you scale. Sales ops experts communicate and minimize risks.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

MARCH 1, 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. Consider the overnight success of a celebrity-owned product.

GTM 72

GTM Launch B2B Growth 72

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 78

B2B Process Manufacturing Customers 78

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. In this episode, you’ll hear a recap of 2023 at GTMfund and Max’s predictions for 2024 – from M&A, to remote work, to the role of the SDR.

GTM 90

GTM Niche CRM Account management 90

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . PP could be a strategic enabler of GTM scale up if done well. Coordination with engineering teams is a relatively easier problem to solve.

GTM 85

GTM Cross-sell Niche Strategize 85

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Well-strategized, thoroughly researched and carefully tailored GTM efforts provided greater operational advantages. Together with the CRO and COO, we identified over-engineered experiences.

Go To Market 101

Go To Market GTM Strategize Growth 101

Sales Hacker

NOVEMBER 24, 2023

10 Important Career Tips Advice from seasoned go-to-market executives at the top #1 “ Take control of your own destiny. Led by Lars Nilsson , who coined the phrase account-based sales development himself, this will be both a strategic and tactical session. Let’s get into it. This week’s newsletter is sponsored by Flex.

GTM 84

GTM Trust Growth Start-ups 84

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. Go global early.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Gong.io

OCTOBER 6, 2021

Gong has spread across teams, divisions, markets, and the globe. What can best be described as a ‘Reality Revolution’ has transformed way beyond just go-to-market teams, helping companies make smarter decisions. Marketers use Gong. These stories are not limited to just individual salespeople and front-line leaders.

Territory 62

Territory Strategize Launch Go To Market 62

SaaStr

MAY 5, 2021

The result was a more strategic roadmap, which helped us win customers faster. Armed with these insights, product ops built templates and processes to make sure we communicate the right level of information at the right time to both customers and our go-to-market teams. 25-50M: Create and/or mature your operating system.

Product 110

Product Launch Growth Strategize 110

Sales Hacker

FEBRUARY 9, 2024

Currently, he operates his own consultancy helping leaders with marketing strategy and AI in GTM. In this episode, you’ll get insight on how to leverage AI with tactical use case examples, a three-step framework for leveraging AI in go-to-market, and career growth advice. View the launch live demo on demand.

GTM 67

GTM Real Estate Launch B2B 67

SaaStr

OCTOBER 11, 2023

You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. What Converted Customers In The Early Days Both co-founders of monday are unique because they’re both engineers. So, how did two engineers get out of tech?

Growth 64

Growth Non-Profits Drivers/motivators Construction 64