Martech

FEBRUARY 26, 2024

Together with Michelle Martinez (partner/co-founder, Seicho Syndicate), Carol Mendenhall (senior director, marketing operations, Thomson Reuters) and Paul Wilson (chief strategist, GTM Systems Inc.), A: Live chat support is an area that I’ve always felt like never lived up to its potential.

GTM 89

GTM Consult Technology Technology 89

Sales Hacker

OCTOBER 27, 2023

Are there other executives to reach out to who could have strategic impact? Don’t be afraid to ask for support from the executive team Invite them to an event (not just any event) Nobody needs more time booked up on their calendar – inviting prospects to an event must add value to them. See more top GTM jobs here.

Pipeline 94

Pipeline GTM Cross-sell Sports 94

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

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 97

GTM Growth B2B Territory 97

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts.

GTM 75

GTM Cross-sell Government Legal 75

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

MAY 17, 2023

In this week’s episode of CRO Confidential, host Sam Blond wraps up the founder-led sales series with one of the most accomplished sales leaders in the world, Ben Cassidy. Creative Ways To Make Outbound Work For You When you implement any kind of GTM strategy, you want it to work. Launch Day billboards.

GTM 71

GTM Cold Call Customers Networking 71

Heinz Marketing

APRIL 27, 2020

establishing a locked-in list of priorities for the coming weeks) doesn’t allow the ability to be agile as things come up in the meantime. Better to create a strategic product marketing plan up front to ensure the development work (big and small) aligns strategically based on what your customers need.

Assembly Line 90

Assembly Line GTM Strategize Follow-up 90

Sales Hacker

JULY 28, 2023

It’s very difficult for me not to just type it out on the next line… *deep breath* Keep an eye out on Aug 2nd for something we’ve been cooking up over the last few months. We appreciate all of you for supporting this newsletter from the early days and it’s about to get even bigger, better and more valuable for GTM leaders.

GTM 52

GTM Drivers/motivators Follow-up CRM 52

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 96

Meeting GTM Strategize Follow-up 96

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey. Recognizing and addressing these hurdles will set your teams up for success.

Cross-sell 93

Cross-sell GTM Technology Technology 93

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. Result: Low engagement with Salesforce’s GTM teams. Every start-up journey will have bumps in the road, but none of those bumps need be fatal.

GTM 83

GTM Pipeline Strategize Represent 83

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. Brand marketing provides a strategic approach to building relationships between your brand and your customers. Product marketing uncovers where to play and how to win. It uses the insights gained in product marketing to work out how to reach them.

Product 110

Product GTM Construction Launch 110

Hubspot

OCTOBER 31, 2022

Don’t leave it up to chance and network randomly. Before deciding on the medium, you should consider the following for each individual : Do you know someone who could make the introduction? Forgetting About Follow-ups. Sending a friendly follow-up will help you stay on top of their minds. Image source.

Networking 69

Networking GTM Referrals Tradeshows 69

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. While digital buying is also on the rise, making up a quarter of initial purchases, it’s clear that a mix of personal and digital engagement strategies works best. You’re not alone.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Ask the following questions to create an ICP: A buyer persona describes the decision-makers your team will be reaching out to. What is TAS?

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

JUNE 23, 2021

that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Here are the seven best sales blogs (and five bonus sales newsletters!)

Cold Call 82

Cold Call Negotiate Objectives and Key Results GTM 82

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. This includes everything from automating mundane tasks to lighten a rep’s workload to providing the overall strategic plan for the sales organization. What is Sales Operations?

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Follow up with her updates on Twitter at @bridgegroupinc.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. Maybe the hot logo account you had in your strategic list switched to the competition. You can connect with him on LinkedIn or follow him on Twitter.

GTM 37

GTM Territory CRM Strategize 37

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. And it’s really allowed us to just align closer to our customer’s most strategic partner and where they’re going long-term with regards to that. Rico Mallozzi, Sr.

Cross-sell 79

Cross-sell Finance Strategize Technology 79

Martech

MAY 13, 2024

Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory. It aligns GTM effectiveness across three stages: Problem-market fit. Let’s recognize that building a GTM motion is much more like building a product than a project. The problem? Product-market fit.

Go To Market 55

Go To Market Growth GTM Strategize 55

Lead Fuze

JANUARY 1, 2022

This is crazy specific, but you could find all the people that match the following: . Deciding to move forward with OEM partnerships is a strategic decision because it can have an impact on the company as a whole. The licensee, who pays for the technology up front, will be looking to negotiate a volume discount on shipping.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? Jeremey: Like you, many of the folks that I’ve spoken to had some sort of hustle growing up. Stephanie: We built up a super strong account management and account strategy function at Wildfire in the months prior to the acquisition by Google.

Engineering 45

Engineering GTM Territory Strategize 45

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. Everything else we associate with startups follows from growth.”. Sort by last funding date, amount, and series to come up with a list of startups that are preparing for hyper-growth.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

Heinz Marketing

JULY 25, 2023

This blog goes over Sections 1 and 2 (predominantly section 2); my colleague will follow up with a blog on Sections 3-5. Part of why go-to-market (GTM) resonates with our consultants is because as our team seeks continuous improvement, this framework relies on the same kind of mindset: ongoing transformation and continued growth.

Go To Market 97

Go To Market GTM Growth Consult 97

Sales Hacker

NOVEMBER 24, 2023

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. Start-ups to watch: One of the advantages of the OpenAI saga for startups is its illuminating effect on others in the space.

GTM 86

GTM Trust Growth Start-ups 86

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. A winning sales enablement strategy must include the following 5 components: . The ability to accelerate strategic initiatives. According to Gartner, the following attributes are found in world-class sales enablement functions: Aligned to revenue objectives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

AUGUST 26, 2022

There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to. Which of my reps are not following my best practices playbook? Visibility ? Productivity ? Predictability.

GTM 86

GTM CRM Pipeline Growth 86

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The decision to move forward is considered strategic because OEM partnerships can have a wide-ranging impact across an organization. Some examples of friction are as follows.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

FEBRUARY 1, 2024

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. PLG-bottoms-up-self-serve growth is when your product is so intuitive and user-friendly that people can sign up and use it on their own. There’s minimal human intervention.

GTM 77

GTM Growth Education Strategic planning 77

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. These people make up what is called the "buying center." First up is the attract phase.

Go To Market 69

Go To Market Process GTM Launch 69

ConversionXL

JUNE 25, 2021

The typical product lifecycle can be broken down into four stages: Introduction: Your product may still be in development and your marketing goals focus on generating awareness and motivating users to sign up and purchase. Decline: New user sign-ups and revenue begins to decrease. Growth: A sharp increase in users and sales.

Launch 96

Launch Product Non-Profits GTM 96

Gong.io

SEPTEMBER 9, 2021

Subscribe here and follow me to read upcoming research. Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. This article is part of the Gong Labs series, where I publish findings from our data research team. It’s about stakeholders.

Closing 162

Closing Sports GTM Legal 162

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. Matt Garratt: So if you look at the results themselves, if you look at Q1, not too surprising.

GTM 63

GTM Healthcare Pipeline Sales 63

ConversionXL

JANUARY 21, 2020

You also need a strategic plan for your collected data—including why you’re collecting it: Is data collected only because everyone is talking about it? One Account for your company; One Property for all your websites; One roll-up View for all your websites; One View for each website. What are your business requirements?

GTM 73

GTM Territory Strategic planning Appointment 73

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Interned for Experian developing an international GTM strategy.

Finance 103

Finance GTM Cross-sell SQL 103