Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. For example, an AI virtual assistant will learn your team’s objection-handling scripts and suggest talking points, like those tied to competitors’ offerings, to bring up on tough calls in which prospects push back.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. It’s often too difficult due to a lack of clear goals, limited resources, and misalignment between sales, training, and marketing efforts. So, why the hesitation?

Pitch 52

Pitch Technique Sales Cross-sell 52

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. When you get it right, partner enablement boosts partner performance, strengthens brand consistency, and nurtures long-term, high-value relationships built on mutual growth. Did you know?

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. SEPs will soon encompass all the tools that you are using now in one solution,” Matt Millen, Chief Growth Officer at Sapper Consulting, told me.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Gong.io

OCTOBER 19, 2021

How does revenue operations drive growth? It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition?

Quota 164

Quota Sales Strategize Cross-sell 164

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy. Let’s make those sales goals a reality!

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Partners :These can be VARs, marketing partners, etc. Target markets and verticals : The key segments and industries your competitor is targeting. Go-to-market information.

Objection handling 86

Objection handling GTM Cross-sell Sales 86

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). Data to uncover pockets of growth.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Go To Market (GTM) and enablement. Customer Success Leader, Devon Kirschmann.

Follow-up 118

Follow-up Objection handling GTM Up-sell 118

Highspot

MARCH 24, 2025

Leveraging automation and predictive analytics provides your ops team with actionable insights, enabling them to manage customer relationships proactively and accelerate revenue growth. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.

GTM 52

GTM Cross-sell Pipeline CRM 52

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 91

GTM Quota Drivers/motivators Sales 91

Sales Hacker

OCTOBER 16, 2020

Growth strategy. I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. Hey real quick, and I’ll let you go. Distribution channels. Partnerships.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

Highspot

JANUARY 9, 2024

Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell B2C 52

Highspot

MAY 30, 2024

It ensures all customer-facing teams are equipped to provide a cohesive, consistent customer experience that maximizes growth. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

APRIL 16, 2018

Sam Jacobs : Wow, and tell us about your growth plans for 2018. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Each of those teams has a VP of Sales. Then supporting both of those teams is an SDR layer.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 105

Growth Cross-sell Contract X-functional 105

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG).

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. Target contacts, accounts, opportunities, funding, competitors, news, growth rates, etc.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

SaaStr

JUNE 3, 2025

These are the executives responsible for driving revenue, understanding customers, and competing in the market. Yet two-thirds of CEOs don’t trust their go-to-market leaders to navigate what 77% of those same CEOs call “a new business era” driven by AI. This isn’t just a skills gap.

Objection handling 67

Objection handling Territory Pipeline Trust 67

Highspot

JANUARY 30, 2025

Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role. Rather than a one-size-fits-all approach, it ensures training and coaching are aligned with clear performance metrics and business objectives. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52