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

SalesLoft

APRIL 12, 2016

I made it my mission to meet and build relationships with the best modern sales operations leaders in the game. That’s when I learned that the modern sales operations leader can be the biggest force multiplier in your GTM. They strategically design the GTM to propel their company to exponential growth.

GTM 52

GTM Commission Gaming Launch 52

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. ” Door #1: Behind this door is a GTM strategy focused on leading with products and services. Let’s play a thought experiment. CROs which will you choose… ?”

GTM 83

GTM Quota Presentation Up-sell 83

Sales Hacker

JUNE 28, 2021

Or is it an entirely different way of thinking about marketing’s role in the GTM/revenue org? Digital transformation: Meet buyers where they are by digitally transforming marketing channels. It’s more than just creating buyer personas and journeys; it’s bringing the voice of the customer into the GTM organization.

GTM 103

GTM B2B Growth Gaming 103

Martech

APRIL 7, 2023

To do this, the GTM team must have a strategy and playbook on how to help their customers tackle the status quo (i.e., J : Judging the situation to create the right game plan for each customer First, as marketers, we need to know the pipeline and the best opportunities as well as our sales colleagues. how to change now).

B2B 115

B2B Customers GTM Pipeline 115

Highspot

MAY 30, 2024

Revenue enablement can help meet these expectations effectively by driving a more holistic view of the customer journey and full alignment on revenue generation. Tailor your engagement strategies for each stage using scripts, content, and sales plays designed to meet each touchpoint’s demands.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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. Most of the CMOs we spoke to emphasized how their developer relationship team was a game changer in driving customer love. PMF and GTM execution are table stakes. That’s too tactical.

GTM 85

GTM Cross-sell Niche Strategize 85

SaaStr

MARCH 22, 2023

But it also defines your GTM efforts. One probably wants a proposal and face-to-face meetings, while the other likely wants a highly technical, bottom-up experience. Experiment constantly and everywhere in your global GTM organization. The commercial market you choose to build and offer your customers defines you, yes.

Growth 79

Growth Cross-sell GTM Up-sell 79

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. Snow says this is a momentum game. Budget — the number Divvy would present to the board with an 80% chance of meeting this number, a.k.a. Whether you implement one or all of these GTM models, the critical takeaway is that consistency is key.

Go To Market 81

Go To Market GTM Quota Up-sell 81

SaaStr

MARCH 9, 2022

For example, you could either verticalize the GTM or consider a broader horizontal play. Clayton shares the indicators that reveal that you’re on track to meet your billion-dollar goal. Seismic Shift Changes the Game. Dive Deeper or Go Broader. Extend Your Reach Through Efficient Channels. Five Clear Signs You’re on Your Way.

Cross-sell 97

Cross-sell GTM Price Growth 97

SaaStr

JUNE 15, 2021

The Return to the Startup Game. Bansal felt passionate about enhanced software delivery, the need that Harness meets for developers. The GTM strategy that worked for one company may not work for another. Modern GTM: Embrace the Pincer Sales Motion. That builds great business.”. The Second Unicorn Experience.

GTM 78

GTM Strategize Gaming Start-ups 78

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

Sales Hacker

AUGUST 4, 2023

Thanks for reading The GTM Newsletter! My life was taken on a wild journey, where I had the chance to meet and hopefully positively affect the lives of hundreds of thousands of people. Then came the game-changing addition of Gaetano DiNardi, Alina Benny, and Josh Giardino. See more top GTM jobs here. Let’s get into it.

GTM 62

GTM Non-Profits Sales Start-ups 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 the context of today’s environment, GTM teams are always talking about priorities. It’s no longer a buzzword relegated to niche corners of the tech world.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

SaaStr

AUGUST 25, 2023

To some extent, if you have the hottest startup in the world, the full package, you can play some games with investors. But freemium on its own is not a GTM strategy. PLG is not a GTM strategy. #1 “Ask VCs for advice when you want money. Ask for money when you want advice.” There’s a gem of truth in this. The takeaway?

GTM 73

GTM Engineering Closing Start-ups 73

InsightSquared

APRIL 7, 2020

This fast-growing approach is changing the game in B2B sales and marketing organizations—and for good reason. There’s still plenty of time to jump on the RevOps train, but it’s clear companies are recognizing the opportunity to evolve operations capability across the GTM functions to meet their growth and efficiency needs.

GTM 62

GTM B2B Gaming Growth 62

SaaStr

APRIL 26, 2022

Think long-game. Step One: Have a family meeting. Tip Ten: Use GTM Accurately. Tip Six: Both CMO and CRO Should Drive Revenue and LTV. Ensure that both marketing and sales understand that they are both responsible for driving revenue. At the end of the day, they should ultimately measure to LTV. Tip Seven: Expect Expertise.

GTM 75

GTM Networking Strategize Growth 75

SaaStr

FEBRUARY 13, 2024

If you schedule a meeting, that meeting is held and meets some criteria, the SDR receives credit. The constraint is a volume game. The focus of the GTM org was on generating more demand. There are two metrics Sam sees most commonly used to measure performance. Opportunities.

E-commerce 67

E-commerce Networking A/B testing GTM 67

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

Gong.io

JUNE 11, 2021

Call scripts are “templates” for how to run an effective meeting. No matter where they exist and in what format, having demo scripts ensures your sales reps are on top of their game as your product evolves with new and enhanced features. See the ICP section above. Say this” and “don’t say that.” Use these words (but not those).

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

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. For a small licensee working with a much larger company, this can be a game-changing form of advertising. OEM deals affect many divisions within the licensee’s company.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

JUNE 23, 2021

This is because HubSpot covers all parts of a GTM revenue org in their blog. He’s been in the sales game for a while and has helped thousands of sales reps improve their prospecting. Running meetings. HubSpot Sales. They provide expert inbound sales content, but also write articles for marketing and service teams. Sales plans.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

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. Your GTM strategy will be a clear step-by-step roadmap for launching your product. Not bad for one sentence.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

MAY 12, 2021

A sales talk track is an outline for sales reps to follow during meetings with prospective customers. By having a great discovery call, you are set up for a successful follow up meeting. If you go in with a script and are not ready to deviate from it… it’s hard to win any game that way.”. Hold up: What is a talk track?

Objectives and Key Results 76

Objectives and Key Results A/B testing Sales GTM 76

Gong.io

APRIL 15, 2022

Meetings are now more efficient as every interaction is now captured automatically. When it comes to teams, productivity is the name of the game. The unfiltered voice of your customer is a game-changer. . New reps are ramping up faster and getting over 100% quota within the first few months of their ramp.” . AKA, they WIN more.

CRM 62

CRM Pitch Up-sell GTM 62

Lead Fuze

JANUARY 1, 2022

If there is a disagreement on pricing, the party that proposed the deal structure can then alter it to meet their needs. Minimums: The licensee must meet an annual minimum commitment in order to make the relationship with the licensor appealing. What joint GTM strategy options will you lead with? Why should they buy vs. build?

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

MARCH 12, 2018

After a full day of listening to some of the world’s most innovative sales and marketing leaders at Revenue Summit, I walked away with mindblowing learnings to help up my sales game and prepare me for 2018. There’s no place like Revenue Summit to meet and learn from some of the top sales and marketing leaders!

GTM 44

GTM Territory Sales Referrals 44

Martech

OCTOBER 28, 2022

But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . This chase is a never-ending game of trying to get credit for a lead versus measuring investment more holistically for impact. Marketing-sales alignment is thinking too small.

B2B 125

B2B GTM Cross-sell Quota 125

ConversionXL

MAY 11, 2017

Companies do it for a wide variety of reasons – SEO, branding, GTM strategy , etc. Knowing your goals upfront will help you structure the research to meet those goals. Your PODs is how you win the game. – and you can definitely use it for UX and conversion optimization, too. Are you looking to refine the messaging?

UX 131

UX User Experience Cross-sell A/B testing 131

Sales Hacker

OCTOBER 30, 2018

As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings. She is an experienced and strategic GTM leader who loves driving revenue growth. An engaging speaker and innovative seminar leader, Joanne is changing the business of sales.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Sales Hacker

OCTOBER 7, 2021

See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. It was a game-changer in my career. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Not sure where to start? No one does it alone. Amy Slater.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MAY 22, 2020

336: 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. And so I did that, I was just active on every online community platform I could.

Start-ups 83

Start-ups Objectives and Key Results Networking Manufacturing 83

Sales Hacker

AUGUST 7, 2020

Keynote Speaker – Sales Kickoff – Sales Conference – Sales Meetings – Game Changing Strategist. World Wide Leader, Global GTM Sales Methodology Enablement. Alexa Kobayashi. Managing Director. S&P Global Market Intelligence. Jill Konrath. JILL KONRATH. Monika Kozdrowiecka. CEO Founder. Sarah Lacey.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. It was a board meeting I’ll never forget. We all know and could name several successful B2C and B2B companies.

B2B 53

B2B B2C Technology Technology 53

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. It's also worth noting that go-to-market strategies aren't exclusive to physical products.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 10, 2019

How should North Star’s be segregated between GTM teams and biz ops teams? You said you believe in eliminating the handoffs between GTM teams and the redundancy of MQLs and SQLs. Those are people that want to buy your product, potentially, and you are treating them like it’s a bond game.

X-functional 51

X-functional SQL Pipeline GTM 51

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 96

Go To Market Process GTM Education 96