SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?

GTM 96

GTM Territory Pipeline Growth 96

Highspot

MAY 27, 2025

Reflecting on my 25+ years leading revenue organizations, one thing has remained constant: the pressure to deliver consistent, predictable growth. The modern evolution of enablement transcends the tactical, becoming a strategic imperative and a key differentiator between teams driving predictable growth and those falling behind.

Go To Market 52

Go To Market GTM Strategize Growth 52

Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Shared KPIs: Establish KPIs that reflect each department’s contribution to account success, such as engagement metrics, pipeline acceleration, and customer retention.

Go To Market 105

Go To Market Negotiate High impact Territory 105

Martech

JULY 17, 2024

A marketing VP’s dilemma In 2022, Emma was the confident VP of Marketing for a thriving SaaS analytics platform. Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. Fast-forward to 2024, and Emma’s reality has shifted. Sound familiar?

GTM 103

GTM Product Drivers/motivators Strategize 103

SaaStr

DECEMBER 20, 2024

Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. Michelle uses a framework from Mike Weinberg with her frontline sales managers called RPA results pipeline activity.

Pitch 104

Pitch Promote Sales Pipeline 104

Search Engine Land

AUGUST 14, 2024

Businesses committed to growth need agencies more than ever before – not only to do the work and get results, but to help them navigate evolving platforms based on their years of experience. Recreate your sales pipeline. Review it and let it inform your go-to-market strategy, such as handling objections. Quality of leads.

CRM 116

CRM Campaign Niche Negotiate 116

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 78

GTM Growth Sell X-functional 78

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 54

Pipeline GTM B2B Follow-up 54

PandaDoc

JULY 7, 2025

With the help of a solid CRM, you can improve your sales efficiency and long-term growth. Pipedrive is a CRM centered on sales and built for pipeline visibility and productivity. It stands out with its visual sales pipeline, making lead management and activity tracking more intuitive and actionable.

CRM 52

CRM Price E-commerce Pipeline 52

SaaStr

JULY 22, 2025

The Bottom Line : Go-to-market leaders face brutal turnover rates, with both Chief Marketing Officers and Chief Revenue Officers averaging just 1.8 years), VP of Marketing (1.9 The CMO who got fired 18 months in when the pipeline dried up. years VP of Marketing: 1.9 Pipeline conversion drops 20%?

GTM 82

GTM Pipeline Quota Start-ups 82

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Key Growth Drivers 1.

Territory 73

Territory Drivers/motivators Quota Pipeline 73

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They’re battle-tested, data-driven and growth-proven.

GTM 102

GTM Gambling Pipeline Strategize 102

Martech

JUNE 26, 2025

As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Marketing’s core mandate — owning the customer journey, shaping positioning and building trust — is at risk. It can take years to rebuild trust with an alienated customer.

GTM 106

GTM Strategize Pipeline Engineering 106

Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. This execution gap is a major barrier to growth, largely driven by disconnected teams working in silos.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Heinz Marketing

JULY 24, 2025

Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. But the truth is, using buyer signals to drive growth—both with prospects and customers—offers far more insight and impact when done well. If you didn’t catch it live, you can watch the full session here.

GTM 57

GTM Pipeline Growth Account management 57

Highspot

OCTOBER 29, 2024

This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives. Highspot Sales Coaching Software: Your Always-on Coaching Assistant Make sales coaching faster and more effective with Highspot’s AI-powered sales coach.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Heinz Marketing

APRIL 30, 2025

The Necessity of AI in Modern Sales and Marketing Our discussion opened with a compelling statistic: 72% of high-performing sales teams leverage AI to enhance pipeline performance. Sales teams utilizing AI experience revenue growth 1.3

Strategize 71

Strategize Sales Technology Technology 71

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. By tying team activity back to business outcomes like pipeline generation and win rate, you can also assess how these programs impact GTM performance. Managers can’t coach effectively. Organizations struggle to identify performance gaps and scale success.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. By tying team activity back to business outcomes like pipeline generation and win rate, you can also assess how these programs impact GTM performance. Managers can’t coach effectively. Organizations struggle to identify performance gaps and scale success.

GTM 52

GTM Go To Market Pipeline Gaming 52

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Despite all the AI buzz, the phones are still ringing and still driving pipeline. But one unassuming topic that kept coming up? Cold calling.

Cold Call 69

Cold Call GTM Objection handling Sales 69

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

JULY 13, 2025

While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.

B2B 52

B2B Sell GTM Cold Call 52

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Drive Business Growth with Partner Networks Your resellers, channel partners, and distributors are just as important to GTM success as your sales force.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

MAY 26, 2025

Coaches and trainers accelerate skill growth with personalized learning Generic training rarely sticks. Revops leaders align training to pipeline and revenue goals RevOps leaders care about predictable revenue. Metrics for RevOps include: Enablement ROI: Measure and prove how training investments impact revenue growth.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

MARCH 7, 2025

Choose or blend a framework to match your growth stage for steady, predictable revenue gains. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 107

GTM Growth B2B Pipeline 107

SaaStr

JULY 6, 2025

Beyond the obvious metrics of explosive revenue growth (48% YoY at almost $1B ARR!!) The Cohort Expansion Phenomenon: Multi-Year Growth Rates Customer cohorts show remarkable durability and growth over time. Here are the hidden gems: 1.

Represent 106

Represent Education Growth Pipeline 106

Sales Hacker

JUNE 6, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. AI is transforming how go-to-market teams operate. Marketers are shipping more content. Marketing: Positioning teardown workshops, edit GPT drafts. SDRs are prospecting faster. That’s real impact.

GTM 53

GTM Objection handling Cold Call Follow-up 53

Heinz Marketing

JULY 18, 2025

Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline. We bring a foolproof approach for exceeding sales, marketing and go-to-market goals with our clients.

GTM 54

GTM Healthcare Pipeline Manufacturing 54

Heinz Marketing

JULY 22, 2025

Historical lift analytics also help forecast: If a $100K account-based effort generated 20% more pipeline historically, show how similar investments should produce predictable returns again. For this quarter, we’re forecasting $750K pipeline, based on funnel metrics and historical lift from similar campaigns.”

SQL 54

SQL Finance X-functional CTR 54

Sales Hacker

JULY 16, 2025

The GTMnow Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI. That means your team spends less time chasing and more time closing.

GTM 62

GTM Pipeline Follow-up Trust 62

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. This leads to more intelligent decision-making for sales outreach and accelerates buyers through the sales pipeline. Those that use AI realize up to 20% better revenue outcomes. Can sales managers use AI to role-play training sessions?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. 29:00 How to scale with customer empathy and GTM precision.

GTM 83

GTM Engineering Customers Cross-sell 83

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The 5-phase framework that grew Outreach from $0 to $230M ARR Outreachs first salesperson, Mark Kosoglow , played a pivotal role in driving the companys growth from $0 to $230 million in ARR.

GTM 106

GTM Cross-sell Pipeline Strategize 106

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. 11% digital sales growth. Favorability lift in key markets. But that logic is falling apart. Case depends on evidence quality and time horizon.

GTM 56

GTM B2C Finance Government 56