Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. However, if you’ve been listening to the chatter on LinkedIn over the past two years, that evolution has gained speed and influence.

SQL 77

SQL GTM B2B Pipeline 77

SBI

JULY 12, 2018

We call it Sales Tech Game Changers. This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Nancy: What are the top 3 ways your solution changes the game for a sales organization? TAM definition to measure and improve market penetration. Connect with him on LinkedIn or Twitter.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Martech

DECEMBER 7, 2023

.” Right now, Cardii’s target audience is B2B marketers. “The primary use cases we are thinking about are right across the go-to-market spectrum,” said Steele. ” Dig deeper: Why we care about AR and VR: A guide for marketers Engaging with employees Cardii also presents occasions to honor employees.

B2C 108

B2C Sports B2B Gaming 108

Highspot

MAY 30, 2024

In this post, we’ll take a deep dive into: The Importance of Revenue Enablement Proven Revenue Enablement Strategies How to Overcome Revenue Enablement Problems The Importance of Revenue Enablement Modern buyers expect personalized experiences and seamless interactions across various channels in today’s ever-changing market.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

FEBRUARY 16, 2024

Dave Wilkins (Founder of SDR Nation of EMEA) points out that with declining email open rates, relying solely on emails as the source of meetings is ineffective. Superbowl was quite the game. For marketers, the ads were even better though. Some of the top ads as voted from marketers in the GTMfund community: Duolingo’s Debut.

GTM 94

GTM Quota Construction Contact 94

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 90

GTM Niche CRM Account management 90

SaaStr

MAY 27, 2023

So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. There is so much wisdom and practical advice out there if you go looking for it. It’s called winging it.

Gaming 72

Gaming Trust Cross-sell Closing 72

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually. Penny Orme , Commercial Director at iManage.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Gaming 53

Gaming Tradeshows SQL Clients 53

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. They want value.

Gaming 66

Gaming Customers Construction Contract 66

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

Hubspot

AUGUST 9, 2022

You make those role play sessions more involved and realistic — or have them dive in and conduct real calls, videos, meetings, or emails.". We also touched base with Ryan McRae — Go-To-Market-Enablement Sales Trainer at HubSpot — to see what he had to say about the topic. "Finally you end by having reps 'do.' Make eye contact.

Technique 72

Technique Sales Entertainment Contact 72

Veloxy

MAY 3, 2022

Sales can be an intimidating numbers game. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. They stimulate significant ideation and curiosity, initiating sales meetings and related projects. Sales Calculators. Number of prospects.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

OCTOBER 16, 2020

Their calendars are blocked with 76 meetings. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Shifting your mental game. However, Russell only plays 16 – 19 games every 365 days. Lots of time.

Prospecting 106

Prospecting Cold Call Referrals Objectives and Key Results 106

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. 0 out of 100 had any sort of meeting like that. Thanks for being part of the GTM community.

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Gong helps up an SDRs game by enabling them to filter calls by a keyword objection and then further filter to objections that still lead to an opportunity — the objection was overcome!

Follow-up 118

Follow-up Objection handling GTM Meeting 118

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. But it also defines your GTM efforts. Otherwise, it won’t work. Read Crossing The Chasm.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

FEBRUARY 13, 2024

This could be the first Go-To-Market hire where you’re still doing founder-led sales, or you still have a founder as the sales leader and a couple of AEs pushing to hire an SDR to supplement demand gen. If you schedule a meeting, that meeting is held and meets some criteria, the SDR receives credit. Opportunities.

E-commerce 67

E-commerce Networking A/B testing GTM 67

Highspot

MAY 27, 2020

Customer relationships should be considered a marathon and not a sprint if you hope to win the long game. Customer insights such as these are also extremely valuable because they give your marketing team critical input for effective messaging, content, and campaigns. What to Show.

Drivers/motivators 81

Drivers/motivators B2B Education Gaming 81

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Why it matters : If your people put too much time into tasks other than sales (admin, meetings, etc.), It’ll show up here soon enough.). Sales ops covers a lot, because it has to.

Quota 62

Quota Pipeline Sales Contract 62

Gong.io

DECEMBER 14, 2022

This isn’t a numbers game — it’s about quality over quality. You want to sell the meeting so that you can gather information. Winning deals have at least three people from the buyer’s side involved in meetings. Go-to-market outreach. Achieve higher annual contract value (ACV). Not bad for one sentence.

Sell 62

Sell Cold Call Contract GTM 62

Salesforce

NOVEMBER 7, 2023

Use the sales kickoff to discuss product announcements that will help your sellers go to market. Use the sales kickoff to present on trends, risks, and opportunities in your target industries, so sellers can bring more expertise to the table when they meet with customers. Don’t do it.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

ConversionXL

JUNE 2, 2020

Tesla needs to remain a constant innovator to play that game. But meeting expectations is table stakes. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Often, they go for the obvious—stuff like “easy-to-use” email marketing. They’ll always catch up.

A/B testing 162

A/B testing X-functional Price Gaming 162

Heinz Marketing

MARCH 29, 2021

We can figure out what the category of that is or what Gardner enforcer we’ll call that down the line, but you have a lot of the rituals, as we’ve been talking about, of how you used to manage a sales team, hold them accountable, create culture, get people to ramp and on board and ultimately meet objectives.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Growth Technique 52

Gong.io

APRIL 15, 2022

Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Revenue Intelligence works within any go-to-market model by applying insights to provide automation. .

CRM 62

CRM Pitch Up-sell GTM 62

SalesLoft

NOVEMBER 2, 2023

Artificial intelligence (AI) has become a hot topic in recent years, dominating discussions at keynotes, executive meetings, and industry events. 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?

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

Gong.io

AUGUST 12, 2022

These plays will be used with call recording software that allows for note-taking during meetings or reviewing game tapes after sessions. With conversation intelligence, you are able to get in-depth analytics into these recordings to identify winning plays.

Conversion 62

Conversion Prospecting Pipeline Strategize 62

SalesLoft

APRIL 12, 2016

I made it my mission to meet and build relationships with the best modern sales operations leaders in the game. The modern sales “go to market” strategy is an intricate game of chess, each piece representing individual specialized roles across the organizational board. But this couldn’t be more wrong.

GTM 52

GTM Commission Gaming Launch 52

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook.

Closing 52

Closing Product Objectives and Key Results Quota 52

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). See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

SEPTEMBER 10, 2018

“Hunters” typically have salaries tied to revenue; “farmers” usually get compensated based on renewal percentages; “prospectors” might receive pay for setting up qualified meetings. Related: The Saas Executive’s Guide to Building a Winning Go-to-Market Strategy. How can our compensation plan be gamed?

Quota 83

Quota Represent Cross-sell Drivers/motivators 83

Salesforce

JULY 28, 2022

To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Set clear performance expectations — and rise to meet them. And, when possible, ask the prospect for more information so you can adjust the deal to meet their needs. “We

Cross-sell 98

Cross-sell GTM Quota Contract 98

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 34

Conversion Legal Contact Finance 34

Sales Hacker

FEBRUARY 1, 2022

Nelson Gilliat: The premise behind the book is that the go to market model for most B2B companies nowadays is outdated. We’re going to pay you a full, proper salary and bonus. If you don’t meet our expectations, it’s like any other role. Nelson, welcome to the show. We all look at turnover for an SDR.

Commission 90

Commission Quota Assembly Line Sales 90

ConversionXL

NOVEMBER 23, 2022

Although more and more companies are joining the game, the stability of market positions is astonishing. Salesforce, for example, increased its revenue market share to 18.4% A marketing strategy should include a go-to-market plan that is sales-led and product assisted. In-person events FTW!

B2B 94

B2B Objectives and Key Results Relationship building Growth 94