Martech

MARCH 3, 2025

For decades, the marketing qualified lead (MQL) has been the centerpiece of B2B go-to-market (GTM) strategies. It has shaped how marketing teams operate, how sales teams prioritize outreach, and how executives measure marketing’s contribution to revenue. However, the MQL no longer fits this purpose.

B2B 126

B2B GTM Drivers/motivators Legal 126

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We look define our markets by groupings having similar characteristics. They may be in certain market or industries. For example, technology, finance, health care, retail and so forth. And they are important.

GTM 139

GTM Customers Finance Territory 139

Martech

APRIL 7, 2025

Add to this the recognition that a tiny percentage of our potential customers are in-market at any time. The meltdown of growth-at-all-costs in SaaS indicates the need for agility and a call to rethink how we go to market. A Wynter survey of CFOs found that 73% are supportive or cautious but open to brand marketing.

B2B 122

B2B Drivers/motivators Finance Pipeline 122

Salesforce

MARCH 20, 2025

A finance team streamlines operations, thanks to an AI agent that reconciles transactions, flags discrepancies, and generates reports in seconds. A product manager accelerates go-to-market strategies via an AI agent that instantly analyzes customer feedback and predicts trends. The result?

Strategize 124

Strategize Finance Prospecting Follow-up 124

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Account Executive in Enterprise Technology. Sales strategy.

Go To Market 84

Go To Market Up-sell Sales Strategize 84

SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. And we expect our salespeople to understand the technology. We tend to be very technical. Talk to users.

Technical Sales 67

Technical Sales Inside sales Cross-sell Account management 67

Partners in Excellence

MARCH 26, 2024

” Why I’m So Interested In Selling I worked as a finance manager for a large tech company early in my professional career. ’ I applied for a sales position and leveraged relationships with sales leaders from my role as a finance manager. Initially, I provided the models to sales teams.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

OCTOBER 18, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Vanta Your deal is almost closed, and all that’s left is the security review. Link to slides.

GTM 99

GTM E-commerce Real Estate Networking 99

Sales Hacker

NOVEMBER 19, 2018

Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks. The benefits of a career in finance on evaluating companies. How did you go from finance to leading a startup sales team?

Finance 69

Finance Growth Start-ups CRM 69

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. This results in higher sales growth and improved customer satisfaction Broaden market reach: Partners can often access niche markets through avenues that were previously unavailable to you, like healthcare or finance.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. With over $5 billion under management, their portfolio includes more than 200 companies in technology and healthcare. Hyde Park Ventures funds early-stage technology companies in the Midwest. Region : East Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

SaaStr

JUNE 13, 2021

Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance. 4 The architecture of your technology should complement your go-to-market model. Build your technology with your business in mind. Subscribe. #4

Growth 97

Growth Finance B2B Technology 97

SaaStr

MARCH 18, 2025

To build a successful AI company in 2024 and beyond, you need: More substantial tech depth Proprietary technology advantages A clear path to production use cases Navigating the “False Indication of Interest” AI founders face a unique challenge: the “false indication of interest” phenomenon.

Growth 67

Growth Government Customers Healthcare 67

Sales Hacker

SEPTEMBER 2, 2020

The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Companies operating in well-digitized industries (media, IT, finance, professional services).

Inside sales 130

Inside sales Cold Call Contract Price 130

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Winning marketing organizations self-regulate. ” Here’s the problem with that mindset.

GTM 135

GTM Market share Growth Technology 135

Martech

APRIL 19, 2023

The focus of DI is not just on the technology but on how it augments human decision-making processes. Applications of decision intelligence DI applies to various decision-making problems, such as resource allocation, risk management, strategic planning, and, yes, marketing. In such cases, technology limitations may prevent a solution.

Strategize 127

Strategize Healthcare GTM Strategic planning 127

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. will remain important pieces of the puzzle.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Sales Hacker

APRIL 21, 2021

Proliferation of marketing and sales technology. Develop a strong understanding of a basic sales process from top to bottom and think about where processes need to be improved and what technology makes things more efficient.”. Once you’ve done that schedule lunch or coffee with the finance leader in their organization (or prof.

Finance 114

Finance Cross-sell SQL GTM 114

Salesforce

AUGUST 24, 2021

Over the past 20 years of my career, I’ve analyzed the digital economy, enterprise technology, and the evolution of customer behaviors. Believe me when I tell you: teams and companies aren’t using CRM technology to its full potential as the engine for customer-centered growth. Read The State of CRM. View the study.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Heinz Marketing

NOVEMBER 26, 2021

Information Technology. To sum it up, a great data intelligence platform provides “ both the data and technology you need to create a more cohesive go-to-market strategy from start to finish.” Funding Dates (by funding round and period of time). Last Funding Amount (Min—Max). Total Funding Raised (Min—Max).

CRM 122

CRM Contact Campaign B2C 122

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Rico Mallozzi, Sr.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Martech

JUNE 28, 2022

To contribute to revenue and customer generation, B2B marketers are cranking out “leads” to help sales generate revenue. Marketers are often using legacy marketing automation-centric practices developed during the first wave of marketing technology and lead generation.

B2B 122

B2B GTM Cross-sell Cold Call 122

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 117

GTM Pipeline SQL UX 117

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Commission 98

Commission Territory Quota CRM 98

Salesforce

OCTOBER 4, 2024

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. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Martech

OCTOBER 31, 2022

A look at IT and marketing data’s relationship. Technology is developing exponentially. That growth is in a market representing hardware, data centers and semiconductors that reached $1.4T Now couple this technology growth with the ever-changing face of marketing where technology is having a profound impact.

Technology 113

Technology Technology Growth Government 113

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind.

B2B 125

B2B Drivers/motivators CRM Contact 125

SaaStr

JULY 20, 2022

Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. How can founders and executive leaders avoid falling victim to the pitfalls of premature go-to-market acceleration? Hire according to empirical indicators, not the financing plan. a company will hire rapidly to achieve scale.

Cross-sell 101

Cross-sell GTM Finance Growth 101

SaaStr

APRIL 7, 2022

I can give you marketing examples about how robots are sitting on my laptop and then in the cloud doing work for us that we hate doing, the work that is done in a contact center or in an airline or work that’s done in your finance business. The market now called RPA, which is the fastest path to using AI in a company now.

Finance 107

Finance Government Growth Start-ups 107

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against. Nearly half of their time is spent selling remotely (i.e.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

JUNE 17, 2023

Their approach: Reduced unnecessary expenses Invested in technology for automation and process streamlining Focused on customer retention strategies Prioritized high-margin products or services This plan helped them thrive in challenging market conditions. It wasn’t luck – it was strategic planning and execution.

Growth 107

Growth E-commerce Profit margin Strategize 107

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. According to Forrester, companies that aligned people, processes and technology across their sales and marketing teams achieved 36% more revenue growth and up to 28% more profitability.

Gaming 98

Gaming Cross-sell Sales Finance 98

SaaStr

AUGUST 26, 2020

That technology, as it’s getting cheaper, more flexible, more accessible is democratizing access and doing so most profoundly in industries and functions and for constituencies that haven’t been able to leverage technology in the past. The fourth major risk that investors are evaluating is go-to-market risk.

Pitch 122

Pitch Finance Product Start-ups 122

Sales Hacker

JANUARY 20, 2022

Smart sales coaching platforms solve for this with the right technology. An investment in sales coaching has a top-line impact that increases key metrics 5 to 25% for revenue teams across finance, energy, logistics, and SaaS. In a recent productivity predictor , employees are 1.2x

Territory 114

Territory Sales Drivers/motivators Finance 114

SalesLoft

APRIL 25, 2019

It’s my pleasure to share SalesLoft has finalized our Series D financing. This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. The 7th Fastest-Growing Technology Company in North America by Deloitte. This is bigger than us. How are We Different?

Growth 90

Growth Commission Networking Up-sell 90

Sales Hacker

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. CRM application licenses a natural language search technology. ERP system licenses graph database technology. Enterprise OEM software licensing is a multibillion-dollar segment of the software industry.

GTM 85

GTM Negotiate Profit margin Contract 85