Martech

MAY 13, 2024

Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory.

Go To Market 54

Go To Market Growth GTM Strategize 54

SaaStr

JULY 7, 2022

In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. You really want to see what great looks like for each role, so you can go and try to find it.”. Mistake 3: Not appreciating go-to-market as a strategic advantage.

GTM 86

GTM Strategize Engineering Go To Market 86

Sales Hacker

FEBRUARY 20, 2023

These leaders are looking for the right person to own the implementation and management of their company’s go-to-market tech stack. This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Related: Is a Revenue Operations Career Right for You?

Strategize 70

Strategize Consult Growth CRM 70

Lead Fuze

JULY 24, 2023

Whether you’re a startup founder, a product manager, or an investor, understanding how to find total addressable market is crucial for your strategic planning. According to industry experts, the ability to accurately calculate your Total Addressable Market (TAM) can significantly influence your business’s growth trajectory.

Strategize 52

Strategize Strategic planning Niche Growth 52

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Tons of software came along to do that quite effectively in recent years.

Quota 164

Quota Sales Strategize Objection handling 164

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Your enterprise must grow, and profitably. Achieving alignment .

Growth 88

Growth Drivers/motivators Go To Market Sales 88

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 93

B2C Pipeline SQL Strategize 93

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). and so on) to the following: .

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 75

B2B Process Manufacturing Customers 75

Martech

OCTOBER 14, 2022

There are plenty of reasons to hold off on hiring an in-house CMO, ranging from the effect on your bottom line to a CMO’s inability to build successful marketing efforts without an established sales cycle to extrapolate from — let alone a team to build out content and campaigns. What is a chief marketing officer (CMO)? Get MarTech!

Non-Profits 112

Non-Profits E-commerce Strategize Consult 112

Highspot

JULY 18, 2023

What if we could equip marketing teams with the resources, tools, knowledge, and skills to do their unique jobs, as well as better support with the sales organization? Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

SaaStr

DECEMBER 11, 2020

Now more than ever, an independent software vendor’s (ISV’s) path to profitability depends upon the strength of their go-to-market strategy. ——— Blog post brought to you by: The post The Channel Maturity Scale: How Do You Measure Up? appeared first on SaaStr.

Profit margin 112

Profit margin Strategize Networking Follow-up 112

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? Instead, the best run meetings utilize the following approach: . By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. Are you looking for the board’s feedback on a specific function or executive?

Meeting 95

Meeting GTM Strategize Follow-up 95

Sales Hacker

JANUARY 27, 2024

HBR, MIT Review, Time, Salesforce, and Nasdaq, and was named one of LinkedIn’s Top Voices for Sales and Crunchbase’s 25 Sales Leaders to Follow. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams. Wrapping up a super energizing trip.

GTM 89

GTM Niche CRM Account management 89

Sales Hacker

NOVEMBER 24, 2023

10 Important Career Tips Advice from seasoned go-to-market executives at the top #1 “ Take control of your own destiny. Leave gracefully and do your best to set the team that remains up for success following your departure. It is far easier to work your way up the career ladder with one employer than to jump around.

GTM 83

GTM Trust Growth Start-ups 83

Highspot

MARCH 18, 2024

This helps automate follow-ups, note-taking, summaries, and transcriptions across different languages. These range from specific product functions to vendor attributes like market longevity, company culture, vertical specialty, and if you can build a lasting partnership with them.

Product 52

Product Objectives and Key Results Sales CRM 52

Veloxy

MAY 3, 2022

KPI Dashboards are perfect for any sales manager to keep tabs on how all of their team’s small wins add up to more revenue. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. SBI Growth Advisory's KPI Dashboard. Is this free or paid?

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

OCTOBER 19, 2022

Her career in the space began immediately following college, and she hasn’t left since. Bigger strategic lifts require more intention. It’s extremely rare that the strategic context of the Head of Sales’ last company is the same at the new company.”. Overcomplicating compensation. Lori Richardson knows sales. Doing it alone.

Commission 95

Commission Finance Quota Strategize 95

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . US companies follow the same model when they start in India. Learnings on GTM.

GTM 85

GTM Cross-sell Niche Strategize 85

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. Scroll on to find ten global sales leaders you should start following today! Why should you follow Jed? Follow Jed on LinkedIn. Why should you follow Dale?

Cold Call 52

Cold Call B2C Sales Follow-up 52

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

PandaDoc

MAY 13, 2024

Sales enablement is a strategic approach that provides resources, tools, and training to empower sales teams, enhancing their effectiveness and efficiency throughout the sales process. Take a look at your sales and marketing teams. This involves tracking leads and sending follow-up reminders to agents.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

SaaStr

JUNE 8, 2022

Teams end up spending more time working through the process than they do actually communicating with customers. Markets are always changing with more competitors entering and new needs emerging. . Figure out your strategic objectives. Are you looking to drive broad-reaching awareness around the market problem you solve?

Campaign 99

Campaign B2B B2C Click Through Rate 99

SaaStr

MAY 16, 2022

We have to think about the goals we’re trying to achieve, followed by the characteristics and traits needed to build the right team for those goals.” — Jonathan Weston, RVP of Salesforce. Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. Take your time!

GTM 80

GTM Pipeline Strategize Represent 80

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth CRM 118

Hubspot

NOVEMBER 19, 2020

Market development is the expansion of your total addressable market (TAM) and how much market share you can expect to claim. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 71

GTM Launch B2B Growth 71

SalesLoft

NOVEMBER 2, 2023

In this article, we’ll cover these critical topics: The inflection point for go-to-market teams A 3-part approach to thinking about AI What accounts should you focus on and why? The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

Heinz Marketing

NOVEMBER 26, 2021

Using data housed in both your CRM and your MAP , you can: See what customers buy, what content they consume, the nature of their conversations with sales reps, and more that helps you understand what problems, solutions, and themes your marketing efforts should focus on. Buying Committee (this is something you’d set up in your settings).

CRM 114

CRM Contact Campaign B2C 114

Sales Hacker

DECEMBER 9, 2022

Approaches vary from top-down (leadership pushes goals all the way to sellers) and bottom-up (sellers and managers determine realistic goals and commitments and roll them up). Model options to improve capacity where needed (enablement, coaching, marketing promotions, headcount, etc.). Connect your entire go-to-market strategy.

Territory 98

Territory Quota Strategic planning Sales 98

Gong.io

SEPTEMBER 9, 2021

Subscribe here and follow me to read upcoming research. I don’t just sell — I coach and direct a go-to-market team.”. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. It’s about stakeholders. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

Martech

FEBRUARY 10, 2022

“We believe marketing technology can help improve those digital experiences – helping your brand grow and increase revenue.”. Acquia’s Customer Experience report found that 94% of marketers claim their organization had changed their digital customer experience strategy in the 18 months following the 2020 pandemic.

Technology 111

Technology Technology Trust Presentation 111

SaaStr

FEBRUARY 1, 2024

You have multiple personas, and all of a sudden, you’re confronted with figuring out what the marketing strategy needs to look like for this kind of Enterprise audience. The last vector of growth that creates complexity is Go-to-Market (GTM), and how you create a GTM motion can make or break your growth cycle.

GTM 77

GTM Growth Education Strategic planning 77

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52