SaaStr

NOVEMBER 17, 2023

The premise is that big companies ride the iterative disruptive wave and get so big that they have to sell big products for big profits. Jeff Bezos Didn’t Set Out To Sell Books Jeff Bezos didn’t set out to be a book salesman, but that was the first product. But he didn’t start out selling everything. What about talent?

GTM 102

GTM Technology Technology Up-sell 102

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 Finance 115

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! You can’t ctrl-c / ctrl-v a GTM motion). AE’s need to be experienced with more complex selling (more stakeholders, longer sales cycles, etc). It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. The #1 reason Sapphire sees amongst its portfolio companies is that it’s gotten much harder in the last 18 months to sell software and that’s been reflected in a decline in the core AE sales attainment.

Go To Market 89

Go To Market GTM Non-Profits Quota 89

SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Finding Product Market Fit — Typically has a marketing or sales leader, or you’re doing founder-led sales and product engineering and building. Why is teaming the new selling?

B2B 90

B2B GTM Objectives and Key Results X-functional 90

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. That took into consideration things like use cases, and the personas that they’re selling to.

Engineering 73

Engineering GTM Territory Management Consulting 73

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 93

Go To Market GTM Cross-sell Growth 93

SaaStr

NOVEMBER 1, 2023

Learn six GTM models Divvy used on their incredible journey from 0 to a $2.5B So, before you start thinking about these GTM models, you have to think about the attributes of your team. And remember, the GTM models that work for Divvy only worked because the team was great. It stands for the top three and bottom three.

Go To Market 83

Go To Market GTM Quota Up-sell 83

Sales Hacker

OCTOBER 20, 2023

Marketing is the greenfield content creation engine, working with sales as they are pivotal to the content creation process. Thanks for reading The GTM Newsletter! More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here. Sales teams understand the pains and needs of the customer.

GTM 106

GTM Education Sales B2B 106

Sales Hacker

MARCH 1, 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 72

GTM Launch B2B Growth 72

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts.

GTM 91

GTM Manufacturing Meeting Quota 91

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). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Experimental vs. Scale.

Go To Market 103

Go To Market Growth GTM Product 103

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. The Logistics of Going Multi-Product GTM only exists on the back of a product that real customers need. Who is going to do the selling? What are those incentives?

Product 92

Product GTM Cross-sell Commission 92

Sales Hacker

NOVEMBER 10, 2023

This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. Andy Mowat (VP of GTM Ops at Carta ) defines customer advocacy as engaging your customers to turn them into champions for your product and brand. GTM Total Compensation and Rewards Manager at Vanta – more details here.

GTM 94

GTM Intrinsic Customers Contract 94

Sales Hacker

FEBRUARY 9, 2024

If it does, a little alarm bell should go off in your head because it means you may no longer be doing customer discovery – you’re actually selling. Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. Share The GTM Newsletter That’s it, that’s all.

GTM 67

GTM Real Estate Launch B2B 67

SaaStr

NOVEMBER 7, 2023

4 GTM is expensive and labor-intensive. There are a lot of amazing salespeople in this business, and this is a big chunk of running a great SaaS business or a great GTM motion. #4 The ability for your teams to show or articulate the value of your product will be more effortless. Foundation models will do that.

GTM 99

GTM UX Appointment Engineering 99

Sales Hacker

FEBRUARY 2, 2024

If selling up-market and doing higher ACV deals, most likely 90% of these are being touched by sales, marketing, and partners. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all. Meaning, revenue is a team sport. Have a great weekend!

GTM 93

GTM Pipeline SQL UX 93

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Businesses have much more to do than just create and sell product. Not focusing on GTM is a big miss.”. A strong GTM team is a valuable weapon. So how did they do it?

GTM 88

GTM Strategize Engineering Go To Market 88

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them.

GTM 96

GTM Territory Networking B2B 96

Sales Hacker

NOVEMBER 3, 2023

Save Your Seat More for your eyeballs : Enough hunch-based selling. Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Hottest GTM jobs of the week: Growth Marketing Manager at Spekit – more details here. Sales Engineer at Vividly – more details here.

GTM 88

GTM Represent Growth CRM 88

SaaStr

DECEMBER 8, 2023

At SaaStr Annual , he was joined by Jordan Tigani, Founder and CEO of Mother Duck Maggie Hott, GTM at OpenAI , and Sharon Zhou, Co-Founder and CEO of Lamini to discuss the new architecture for building Software-as-a-Service applications with data and machine learning at their core. What about the GTM side?

GTM 95

GTM SQL X-functional Engineering 95

SaaStr

JULY 27, 2022

If a SaaS business hopes to win over the SMB market successfully, it will need a precise GTM approach. At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . Secret 5: Build a B2C Rather Than a B2B Marketing Engine.

Go To Market 76

Go To Market GTM B2C Price 76

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! Thanks for being part of the GTM community. As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter!

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”.

Closing 162

Closing Sports GTM Legal 162

SaaStr

JANUARY 11, 2024

We often start speaking with a startup when they have GTM questions rather than seeking capital which then leads to an investment opportunity over time. in Mechanical Engineering from Lehigh University. Stage 2 Capital invests $4M to $6M in first checks into B2B software companies that are around $1M ARR.

Mechanical Engineering 108

Mechanical Engineering GTM B2B Technology 108

SaaStr

NOVEMBER 1, 2022

Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. These have several implications on GTM structure as the organization scales – very large SaaS companies often shift to a sector/geo verticalized GTM post a threshold ARR.

GTM 85

GTM Cross-sell Niche Strategize 85

Sales Hacker

AUGUST 11, 2023

Scott’s right hand woman, Sara Delborrello , back here for a special edition of The GTM Newsletter Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s get back to the good stuff. This is critical given the diverse range of prospects we’re selling to at Crunchbase. See more top GTM jobs here.

GTM 64

GTM Sales Launch Pipeline 64

SaaStr

MAY 29, 2022

SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. Top Videos This Week: 1.

GTM 85

GTM Drivers/motivators Engineering Up-sell 85

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. Automatically, the sales rep had responsibility for the next step and started selling a little differently and caring about what they didn’t care about before. Sell, Design, Build was built out of frustration and realizing their resources were precious.

Go To Market 81

Go To Market GTM Quota Up-sell 81

SalesLoft

JANUARY 16, 2024

In Qualified’s latest video series GTM AI , host Sarah McConnell sits down with leaders from the most cutting-edge SaaS companies to learn how their AI-fueled products can modernize your GTM motion. It’s time-consuming and takes away precious selling time. Selling is hard. But that’s not all. What do you say?

Process 52

Process GTM Objectives and Key Results Objection handling 52

SaaStr

JUNE 13, 2021

“Bottom Up vs. Top Down Selling in the Enterprise with ThoughtSpot’s CEO” A really great session on how to combine the two sales motions. #2. 6 “Flywheelin’: 10 Learnings from Atlassian’s Unique GTM Model” One of my favorite sessions from Enterprise from Atlassian’s CRO. .

GTM 89

GTM Engineering Up-sell Sell 89

Martech

MAY 2, 2024

Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. When a certain threshold of members and engagement is reached, it’s time for the account executives to follow up and start selling. But who knows if the person in that job is involved in buying your particular product or service?

B2B 117

B2B Drivers/motivators CRM GTM 117

Martech

APRIL 20, 2023

Jay Baer Jay is a customer experience and marketing keynote speaker and emcee who has written six best-selling books on customer acquisition and retention and founded five multi-million dollar companies from scratch. How to Build Your Customer-Driven Growth Engine.” LinkedIn: Don Peppers (329K followers) Twitter: @DonPeppers (10.5K

Customers 109

Customers Non-Profits GTM Consult 109

SaaStr

MAY 15, 2022

SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. Co-Founder Lloyed Lobo.

GTM 84

GTM Up-sell Engineering Growth 84

SaaStr

AUGUST 8, 2022

With sessions like… Optimizing GTM for PLG . The Playbook to Building Your SDR Growth Engine. Mastering the Mid-market: Lessons on Building and Selling into Scaling Enterprises. Building a Scalable GTM Motion on a Shoestring Budget. Dini Mehta, CRO @ Lattice. Lars Nilsson, VPS @ Snowflake.

GTM 92

GTM Launch Networking Growth 92

SaaStr

DECEMBER 22, 2023

But there’s a single metric that can reflect market demand, product market fit, how well a GTM engine is executing, and the quality of the product- and that is the CAC (customer acquisition cost) payback period. Of course, ARR growth and cash burn are the most important.

Product 98

Product Transportation GTM Cold Call 98

SaaStr

JULY 31, 2022

7 Secrets to a Successful SMB GTM Strategy with PayFit and Accel. A deep dive on selling to SMBs and more from SaaStr Europa. ” Why Engineers Leave with Plato, Change.org & Notion‘s COOs. The profitable growth strategy every marketer needs to understand with the CMOs of Box, Salesforce & Attentive.

GTM 98

GTM Price Gaming Growth 98