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

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. 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. What is the holdout for that sales rep?

GTM 103

GTM Territory Commission Strategize 103

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. The TL;DR: Sales role hiring is rebounding in 2024 after a difficult 2023.

GTM 124

GTM Sales Growth Represent 124

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

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. Expanding into New Regions [24:45].

Territory 89

Territory Hospitality Consult Engineering 89

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. This makes a gif search engine extremely valuable to the most-used products of our time. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed.

Pipeline 123

Pipeline E-commerce Cross-sell Referrals 123

Hubspot

JUNE 8, 2021

You may also need to collaborate with the marketing team to manage personalized materials or advertising for leads, so a background in cross-functional collaboration is helpful for landing a job. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600. Sales Engineer.

Commission 94

Commission Territory Finance Inside sales 94

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . The team rejected it immediately. Wait… what? Bruno, welcome to Gong’s next chapter.

Angle 153

Angle Represent Drivers/motivators Territory 153

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. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. Discord launched Clyde Hubspot launched Chatbot Snapchat launched MyAI Spotify was able to offer better recommendation engines — AI DJ. OpenAI got out of beta and innovation labs and into users’ hands.

Growth 117

Growth Launch Territory Legal 117

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Assist the CEO and sales leadership team with go-to-market planning. Unified data problems.

Finance 117

Finance Cross-sell SQL GTM 117

SaaStr

SEPTEMBER 12, 2023

The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. • The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans.

Price 113

Price Contract Territory Quota 113

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 106

Drivers/motivators Engineering Promote Up-sell 106

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. There was a consensus among CPOs we met that product leaders need to be close to the customer vs. engineering. Coordination with engineering teams is a relatively easier problem to solve. Bundling is real.

GTM 117

GTM Niche Cross-sell Contract 117

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? The inside sales and sales engineer teams each build a strong presence in this area. What's the difference between inside and outside sales?

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

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.

Territory 22

Territory Engineering Strategize Technology 22

Openview

APRIL 11, 2018

We do a monthly global all hands and regional all hands even more frequently. We want to ensure there is a good platform to celebrate all the fantastic things going on in the business and share best practices. We continue looking for ways to celebrate our team in a way that fits culturally. The traits of product-led salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Heinz Marketing

MARCH 25, 2020

The following blog post was written based on new research from Heinz Marketing and 6Sense. Yet creating a predictable revenue growth engine is no small task, nor is it one that can be done overnight. The (Mis)alignment of Sales and Marketing. Click here to access the full research report.

Growth 70

Growth Cross-sell Territory Engineering 70

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

Highspot

AUGUST 31, 2021

Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. Whether you decide to go all-in on account-based sales or prefer an inbound approach, the best practices above are sure to help you secure long-term success.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. So the other thing that we like to do, not only with end users, with our regional sales management team to the channel, is to get wider, deeper, higher.

Pipeline 74

Pipeline Territory Sales Healthcare 74

SaaStr

JANUARY 21, 2022

Go-to market mechanisms don’t translate. From mechanisms and look and feel of the marketing campaigns to messaging and evaluation methods—everything works differently in Consumer and Enterprise. This helped them market Grammarly Business to serve enterprises at scale effectively.

B2C 98

B2C B2B Non-Profits Launch 98

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. For example, you can invite product managers to host “office hours” and share the rationale behind new features or have marketers explain upcoming campaign angles to the sales team.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

SEPTEMBER 26, 2019

When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. So you completely change your go to market and that also includes the fact that you need to start an outbound team.

Territory 58

Territory Cross-sell Sales Cold Call 58

Hubspot

JULY 2, 2020

Think about geographic location -- make sure your supply meets regional demand, and plan for whether or not what you're selling will be available in a certain city, a state, the country, or worldwide. Social media marketing — both organic and paid — on channels such as LinkedIn, Facebook, and Instagram. Download this Template.

Retail 101

Retail Promote Price Profit margin 101

Heinz Marketing

JULY 10, 2018

B2B marketers want to know how their marketing ops and demand generation performance compares to industry benchmarks. This is especially common from SaaS executives with engineering backgrounds because it’s easy to measure things like uptime and speeds and feeds. Early to market, emerging, established market, commodity.

B2B 54

B2B Real Estate Government Healthcare 54

Hubspot

MARCH 2, 2017

Source: Content Marketing Institute. Ahrefs offers SEO marketing tools and a blog that includes original research and analysis. If you’re in the business of search engine marketing or linkbuilding, Ahrefs is a must-bookmark. Lots of its research focuses on consumer habits and market research in regions around the world.

B2C 78

B2C CTR Technology Technology 78

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. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

SaaStr

AUGUST 27, 2019

But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels. What does that look like?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

SBI

SEPTEMBER 10, 2020

Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services today announced the release of major new updates to its IT Deal Alert Priority Engine TM platform that significantly increase sales and marketing teams’ abilities to achieve success. TechTarget, Inc. About TechTarget.

Technology 39

Technology Technology Launch Prospecting 39

SalesLoft

JULY 11, 2019

She is the Director of Customer Value at Pendo.io, but it’s a role she prepared for with 8 years at Google where she learned about value engineering. In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. Value Engineering.

Engineering 45

Engineering GTM Territory Niche 45

SaaStr

JUNE 27, 2019

As we talk about that journey, the enterprise has been the growth engine for the last several years. We also have our engineering headquarters in Portland, Oregon. It was an inside sales team calling on all regions around the world. We had a headquarters office in San Francisco. It’s usually a collaborative approach.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. When buyers aren’t biting, alignment is key to reigniting your go-to-market engine. Closed sales content feedback loop.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Salesforce

NOVEMBER 7, 2023

Often a sales kickoff will include partners from other teams, like solution engineering and customer success, who are critical to the sales cycle. Use the sales kickoff to discuss product announcements that will help your sellers go to market. Excitement. Sellers begin their pitches by understanding the customer’s why.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SalesLoft

JUNE 21, 2022

As a value engineer, I am constantly talking with sales teams about the ROI of sales tech. If you had to guess, what percent of your sellers are actively using the sales technology you’ve purchased? . If you said less than half, you’re not alone. Most of the teams I talk with need technology to help create, close, and keep business.

Negotiate 52

Negotiate Legal Finance Technology 52

Gong.io

NOVEMBER 25, 2019

Somebody’s got a bigger patch, and somebody’s got a smaller territory. . Compared to their B-player counterparts, A-players spend three more hours with customers, an extra 10 minutes collaborating with specialists like sales engineers and solution architects, and an extra hour meeting with their direct manager, every week. podcasts.

Price 71

Price Strategize Up-sell Cold Call 71

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Whether it’s engineering or product help or even the finance team or marketing team. What was really important is joining a company whose product already serves the needs of the market.

Territory 43

Territory Cross-sell Up-sell Objection handling 43