Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream.

Go To Market 92

Go To Market GTM X-functional Territory 92

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 99

Growth GTM SQL Strategic partnership 99

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 123

B2B GTM Drivers/motivators Legal 123

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. Because of this it’s essential to have an Account-based marketing (ABM) strategy. What was already a high-growth industry has catapulted into hyper-speed as the world adapted to changing regulations, societal norms and customer needs.

E-commerce 109

E-commerce Growth Cross-sell Objectives and Key Results 109

Martech

APRIL 22, 2025

Together, we provided actionable insights on evolving ABM strategies based on data governance, precision targeting, collaboration and measuring success. The panel emphasized that ABM is no longer about running tactical campaigns for lead generation at the top of the funnel it’s now central to a business’s go-to-market strategy.

Cross-sell 93

Cross-sell Government B2B Pipeline 93

Martech

MAY 14, 2025

.” Fortune 500 CEO, from a recent interview I recently published part of an interview with a public company CFO, which ignited a conversation among marketing, sales and finance leaders across multiple channels. One thing became exceptionally clear: go-to-market (GTM) programs are under intense scrutiny.

GTM 91

GTM Finance Gambling Government 91

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. is an adaptive system, and companies focus on strategies to help them achieve 10x growth. Common SaaS strategies for 10x growth.

Finance 98

Finance GTM Government Territory 98

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. These features give sales managers a clear view of where each rep needs support, along with tailored coaching tips to speed up their growth. Those that use AI realize up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

SaaStr

OCTOBER 3, 2022

All companies depend on growth, and growth has to come from somewhere. This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market. Designing the GTM model. Platform or app?

GTM 109

GTM Strategize Government Inside sales 109

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. Today, they focus on two areas: Helping organizations accelerate how they go to market with AI by providing the best-of-breed technology and innovation. How do you govern the integration and embedding of this technology into your solutions?

X-functional 70

X-functional Government Technology Technology 70

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. Before, they burned $.16

Growth 70

Growth Non-Profits Construction Drivers/motivators 70

Martech

OCTOBER 18, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” In fdact, we’ve invested more in it since we’ve seen so much growth.” The confluence of those has led to so much more operational rigor and content governance standards. “We don’t play the short game.

Government 131

Government Gaming Start-ups User Experience 131

Martech

OCTOBER 19, 2023

One Optimizely executive described their go-to-market as “ threading the needle.” In fdact, we’ve invested more in it since we’ve seen so much growth.” The confluence of those has led to so much more operational rigor and content governance standards. A set of ratified governance standards that are adhered to.

Government 117

Government Gaming Start-ups User Experience 117

SaaStr

APRIL 7, 2022

Luciana: Last year the growth was also meaningful. What is your philosophy around growth if you have one? Unless you just go every day and try to do your best and survive. Growth for us is about massive scaling and hiring. You don’t typically go into Japan and drive huge growth fast, right?

Finance 109

Finance Government Growth Start-ups 109

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. And then along the way. 00:07:00] Um, why make that shift?

GTM 71

GTM X-functional Start-ups Campaign 71

Martech

OCTOBER 31, 2022

A look at IT and marketing data’s relationship. Emerging tech will experience a growth of 104% by 2023 , according to Statistica. That growth is in a market representing hardware, data centers and semiconductors that reached $1.4T The best practice is to also include a marketing focus in the data office.

Technology 109

Technology Technology Growth Government 109

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). It’s just going to lead to churn and so on.

GTM 65

GTM X-functional Start-ups Relationship building 65

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. My sales POC case study. Some additional sales POC resources.

Objectives and Key Results 96

Objectives and Key Results Technical Sales Engineering Sales 96

Martech

MARCH 29, 2023

Adobe announces new innovations to drive B2B experience-led growth Dynamic chat plays a role here too. The advantage is that, if I buy Real-Time CDP, I’m getting access to things like real-time profiles, a governance framework, AI models and many other services.”

B2B 114

B2B Product Launch Campaign 114

Highspot

OCTOBER 17, 2023

in 2022, after growth of 19.7% in 2021” (Market Share Analysis: CRM Sales Software, Worldwide, 2022, Oct. Ease of use, governance and high adoption rates are key reasons why companies including Baker Tilly, Deluxe, Qualtrics, Ritchie Bros., Gartner is a registered trademark and service mark of Gartner, Inc.

Launch 64

Launch Government Sales Strategize 64

Sales Hacker

SEPTEMBER 2, 2020

Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. Field sales are great for: Companies with large enterprise or government customers. The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. Inside sales.

Inside sales 130

Inside sales Cold Call Contract Price 130

Highspot

APRIL 23, 2025

Were also deeply grateful for the warm welcome and ongoing support from local and provincial governments, and especially Trade and Invest BC and the Ministry of Jobs, Economic Development and Innovation, who share our vision of bringing cutting-edge AI and technology jobs to Vancouver. Looking ahead, our growth continues.

Government 52

Government Engineering Launch Networking 52

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. in 2022, after growth of 19.7% in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Highspot

MAY 3, 2024

It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Whether your revenue targets are at risk, you’re trying to turbocharge growth, or you’re looking to improve your bottom line, revenue enablement is for you.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

APRIL 29, 2021

Establishing a process, ensuring clearly defined ownership, and keeping a system of organization are all key aspects of a content lifecycle that promotes growth in your revenue org. Your content committee should work together to establish your playbook for a content lifecycle that supports your go-to-market strategy.

A/B testing 114

A/B testing Sales Quota Promote 114

Heinz Marketing

JULY 10, 2018

Government figures tell us what the median income is. Real estate services tell us what average home prices are nationally and in various markets. A high performing company could show an average comparison to ‘best in class’ orgs surveyed by an analyst firm, yet annual growth could be at triple-digit rates. Why is that?

B2B 53

B2B Real Estate Government Healthcare 53

Highspot

NOVEMBER 7, 2022

It’s more than a purchase; it is an investment in your sales team’s ability to drive revenue growth. A sales enablement tool should enable go-to-market (GTM) teams to support the sales team with content, training, coaching, and analytics — helping sellers provide a stellar buying experience and ultimately drive revenue growth.

Government 52

Government GTM Sales Strategic partnership 52

PandaDoc

MARCH 17, 2025

While RevOps ensures that sales, marketing, and customer success teams are aligned to drive revenue growth, FinOps brings financial accountability and cost efficiency to cloud spending, helping organizations scale sustainably. So, where do the two concepts differ, and how do they work together? What is RevOps ? What is FinOps ?

Legal 52

Legal Finance Strategize Growth 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. Then on the other hand or on top of that, the government’s obviously subsidizing a lot of people who are suffering and so they don’t feel-. You could just even look at today, there’s some volatility in the market.

E-commerce 84

E-commerce Retail Real Estate X-functional 84

Sales Hacker

NOVEMBER 15, 2017

Firmographic is a set of descriptive attributes of prospective organizational customers that can be used to classify firms into relevant or applicable market segments. . Go-to-Market Strategy. business growth, athletic victory, etc.). Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g.,

B2B 105

B2B E-commerce Cold Call Sales 105

Hubspot

SEPTEMBER 5, 2018

It’s given me the hard feedback I’ve needed, celebrated my team’s successes, and gotten me out of more growth troubles than I care to admit. Despite the funnel being my first love, I have to admit that its linear approach to measuring growth is a huge weakness. Using Your Flywheel as a Growth Tool. See, I love the funnel.

Promote 78

Promote Growth Prospecting Education 78

SaaStr

AUGUST 26, 2020

And given the number of investors and the amount of capital that’s in the market, remember that it only takes one yes, that’s all you’re trying to get to, and that one yes will automatically create scarcity for you and get others to say yes, so put your best foot forward and try to get to that one yes.

Pitch 125

Pitch Finance Product Start-ups 125

InsightSquared

JANUARY 30, 2020

It’s the alignment of existing business functions—Marketing, Sales, and Customer Success—into one team that is driven by a single goal: growing revenue. The traditional organization model divides teams by business function, governed by respective departments, such as Sales Ops, Marketing Ops, and Business Ops.

Gaming 77

Gaming B2B Teamwork Drivers/motivators 77

Hubspot

DECEMBER 8, 2020

McKinsey notes that "most [product] categories have seen more than 10 percent growth in their online customer base during the pandemic.". When looking into the near future, "More than 3 out of 4 [consumers] who adjusted their behaviors due to the pandemic said that easing government restrictions will not change their cautious behaviors.

Entertainment 101

Entertainment Gambling Price Campaign 101

SaaStr

SEPTEMBER 13, 2020

You see that both organizations embracing this cloud movement, but specifically in COVID, more and more companies turning to the cloud as their solution for business continuity or for business growth in these times when shelter in place is making on-prem solutions difficult and in many cases, impossible to use. What happens to growth?

Non-Profits 85

Non-Profits Strategize Trust Growth 85

PandaDoc

MAY 12, 2025

A poor pricing strategy erodes trust, damages positioning, and undermines long-term brand growth. If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. Use of PandaDoc services are governed by our Terms of Use and Privacy Policy.

Price 52

Price A/B testing Non-Profits Legal 52

PandaDoc

FEBRUARY 28, 2025

A strategic revenue operations (RevOps) approach can help you optimize your end-to-end customer journey to maximize growth. Marketing, sales, and customer success departments are all aiming for a common goal: to drive revenue. In fact, Gartner shows that 75% of the highest growth companies will have a dedicated RevOps model by 2026.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52