Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Give your teams one place to find what they need Every sales rep spends way too much time searching for the most up-to-date tech specs, pricing, or region or industry-specific content.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. So that’s one model that work on the more you’re going to build that, then the challenge to, I would say, switch and help your partner to switch from an implementation model to more like a sales engine as well. You got to find your lane and hyper-specialize.

GTM 117

GTM Sell Customers Cold Call 117

ConversionXL

SEPTEMBER 20, 2018

To put your SaaS in the best position to win, you need to pick a go-to-market strategy that will place your SaaS on high ground. Put Your SaaS Go-to-Market Strategy on High Ground. First off, what is a go-to-market strategy? Is your SaaS Go-To-Market Strategy at Risk? Tidal Waves. Tidal Waves.

Go To Market 289

Go To Market GTM Profit margin Education 289

Sales Hacker

MAY 20, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. The go-to-market tech that drives that engine. Overall insight about operations. 00:01:00] Love to hear.

GTM 106

GTM Engineering Growth X-functional 106

SaaStr

JULY 16, 2025

Restructure marketing around what works : Raaz moved field marketing under sales leadership, recognizing that regional alignment matters more than organizational charts. As one of Wiz’s first five employees, she spent two and a half years building the product organization before her CEO asked her to take over marketing.

Product 97

Product Territory Growth Entertainment 97

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 86

GTM Pitch Up-sell Contact 86

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When it came to raising from larger institutional investors, we were navigating unfamiliar territory. You cannot openly market or solicit the fact that you are raising a fund. Well, lets go and help them.

GTM 78

GTM Sell Pipeline Networking 78

Sales Hacker

FEBRUARY 4, 2025

To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. So number one is the modern CFO wants to be, and should be deeply integrated into go to market and product.

GTM 88

GTM Finance Cross-sell X-functional 88

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 92

GTM Territory Gaming Sales 92

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 102

CRM Follow-up Pipeline Territory 102

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM 83

GTM Territory Cold Call Price 83

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 63

GTM Up-sell Start-ups Gaming 63

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

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 128

Territory Healthcare Growth Go To Market 128

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 97

Engineering GTM Territory Management Consulting 97

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 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 122

GTM Sales Growth Represent 122

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 127

Pipeline E-commerce Cross-sell Referrals 127

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

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 95

Commission Territory Finance Inside sales 95

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

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 26

Territory Engineering Strategize Technology 26

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

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 100

Product Negotiate Quota Cross-sell 100

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

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 114

Finance Cross-sell SQL GTM 114

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

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 Launch Strategize 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

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 67

Growth Cross-sell Territory Engineering 67

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

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

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 67

Pipeline Territory Sales Healthcare 67