Sales Hacker

OCTOBER 15, 2024

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. The post GTM 117: From 0 to Acquisition in 3.5

GTM 108

GTM Growth E-commerce Pipeline 108

SaaStr

NOVEMBER 20, 2024

Historically, the burden of customer feedback fell on the solutions engineers and CS architects. A New GTM Mental Model for AI Products That feedback told GitHub that people who weren’t using the GitHub platform still wanted to use Copilot for Business. You have to listen on the product front and the GTM front.

Product 104

Product GTM Legal Launch 104

Heinz Marketing

APRIL 3, 2025

By Carly Bauer , Marketing Consultant at Heinz Marketing Every company has a go-to-market (GTM) strategy. But not every company has a GTM engine that works. The Reality: Most GTM Motions Are Misaligned by Default Even the best strategies begin to break down once execution starts. Coordinated Plays: GTM motions (e.g.,

GTM 82

GTM Go To Market Launch Pipeline 82

Martech

MARCH 3, 2025

For decades, the marketing qualified lead (MQL) has been the centerpiece of B2B go-to-market (GTM) strategies. It’s not just an outdated metric; it represents a way of thinking that disconnects GTM teams from real business impact, misaligns incentives and fails to reflect how modern buyers behave.

B2B 126

B2B GTM Drivers/motivators Legal 126

Sales Hacker

MAY 16, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. The market also took notice. ZoomInfo shares jumped 7.4%

GTM 68

GTM Represent Legal Go To Market 68

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. It rarely pays off and is certainly not a sustainable pipeline strategy.

GTM 67

GTM Gambling Pipeline Strategize 67

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.

GTM 83

GTM Territory Gaming Sales 83

Martech

DECEMBER 3, 2024

“You need twice as much pipeline as you thought you needed to hit the same revenue. And that pipeline is harder to get than it used to be. When Hopping was at Gartner, just a few years ago, the simple way to grow pipeline was to crank up paid search. One of the slides shown read: “Is GTM the new ABM?”

B2B 125

B2B GTM Pipeline B2C 125

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 118

GTM Growth Referrals Cross-sell 118

Sales Hacker

FEBRUARY 13, 2024

Pocus is mission control for your pipeline. The significance of shifting from traditional ‘predictable revenue engines’ to data-driven, personalized, and intention-focused go-to-market strategies to enhance sales effectiveness. The post GTM 81: Signal-Based Sales and Entering GTM 5.0

GTM 112

GTM Go To Market Sales Pipeline 112

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. That’s just marketing.

GTM 71

GTM X-functional Start-ups Campaign 71

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday 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. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 103

GTM Represent Growth Go To Market 103

Sales Hacker

AUGUST 13, 2024

29:56) Iterable’s marketing team now has a dedicated expansion pipeline goal. (33:39) They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there.

GTM 117

GTM Growth B2C B2B 117

Sales Hacker

AUGUST 20, 2024

Highlights: (14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems. (18:44) With Vanta Questionnaire Automation, GTM teams can complete security reviews up to 5X faster. The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.

GTM 117

GTM Sales Pipeline Gaming 117

SaaStr

MAY 29, 2025

They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management. Digital Sales Engineers (SEs) that join every customer call. The CRO Hiring Playbook Has Forever Changed The interview process for revenue leadership roles now at Owner includes a mandatory AI component.

GTM 88

GTM Negotiate Cross-sell CRM 88

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. Then, you look at variable costs, and you cut marketing.

GTM 122

GTM Pipeline Growth Quota 122

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes.

GTM 88

GTM Campaign Pipeline Launch 88

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. Sometimes they are quite powerful (given good prompt engineering), but this is not coaching. So what is coaching?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Sales Hacker

MARCH 30, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. One theme was clear: AI is touching every part of go-to-market.

Cold Call 67

Cold Call GTM Objection handling Sales 67

Sales Hacker

NOVEMBER 5, 2024

Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. 34:35) Implementing “PG Tuesday” as an effective pipeline generation strategy. (31:55) 34:35) Implementing “PG Tuesday” as an effective pipeline generation strategy. (31:55)

GTM 96

GTM Drivers/motivators Pipeline Sales 96

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. The best demand-gen marketers are machines who generate pipeline and brag about what they did.

GTM 83

GTM Cross-sell X-functional Pipeline 83

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. building data hug out, which was in the predictive forecasting, you know, pipeline management space.

GTM 65

GTM X-functional Start-ups Relationship building 65

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? What is GTM Operational Excellence?

GTM 52

GTM Cross-sell Pipeline CRM 52

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 135

GTM B2B Sales Pipeline 135

Sales Hacker

SEPTEMBER 19, 2024

For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving.

GTM 94

GTM Contact Pipeline Launch 94

Highspot

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Below are four reasons GTM teams stumble. The good news is that you can fix this.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

Sales Hacker

APRIL 1, 2021

“A misleading advertising term to trick talented ops & analytics folk to join just so they can spend their days rebuilding salesforce reports on incomplete/incompatible data sets over and over again. ” — Richard Makara , Growth Engineer at Paddle. “BI, Revenue Optimization” — Keith Jones , Manager, GTM Systems at MURAL.

Pipeline 118

Pipeline Angle GTM Consult 118

Sales Hacker

MARCH 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization.

GTM 63

GTM Sales Pipeline Technology 63

Sales Hacker

MAY 9, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies. AI is transforming the process of building products.

GTM 82

GTM Launch Represent Growth 82

Sales Hacker

OCTOBER 25, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. More for your eardrums The GTM Podcast – subscribe on Apple , Spotify , YouTube or wherever you listen. More for your eyeballs 40+ ICP marketing plays. Or, ICP marketing.

Product 64

Product GTM Niche Growth 64

Partners in Excellence

JULY 19, 2024

In the press of developing and executing our GTM strategies, there’s a tendency to be preoccupied with our own organizations, products, goals. More marketing programs, more outreach, higher levels of activity, more pipeline, and on and on. ” “How do we help Larry get the support he needs? I see this in reviews.

Customers 143

Customers GTM Meeting Technique 143

Highspot

MAY 27, 2025

But when the inevitable budget prioritization battles arose, enablement often found itself relegated, a worthy cause, overshadowed by seemingly more urgent demands to build pipeline and close more deals. Why this persistent lag?

Go To Market 52

Go To Market GTM Strategize Growth 52

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Sales 115

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Over the past 5-7 years, Sapphire has seen in its data the base composition of GTM teams at best-in-class companies changed dramatically. No one is quarterbacking the entire GTM engine.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Heinz Marketing

MARCH 15, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 120

Pipeline Sales Technology Technology 120

SaaStr

MAY 13, 2022

Tracy Kraft, VP of Global Revenue Marketing at Demandbase, breaks down her strategy for building successful revenue marketing engines for large multinational companies and small startups. Revenue marketing brings marketing into focus to generate revenue or a pipeline that will ultimately lead to revenue. Overcome GTM fragmentation.

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

Sales Hacker

JANUARY 19, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Register below to attend live or get the recording.

Growth 118

Growth GTM CRM Launch 118