Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. He knows that this is no small feat. .

GTM

SaaStr

DECEMBER 20, 2024

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Pitch

Highspot

JULY 9, 2025

Powered by Highspot Nexus , the company’s unified AI and analytics engine, the new role-based and specialized agents learn alongside go-to-market (GTM) teams to guide sellers, marketers, and enablement teams with insights and actions tailored to their work. Lots of AI tools can act.

Go To Market

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. Create Compelling Economic Incentives For sales talent, compensation is critical.

GTM

Sales Hacker

NOVEMBER 26, 2024

5:39) The importance of customer experience from the first marketing touch. (8:38) 47:58) One thing that is working for Kim in go-to-market right now. 5:39) The importance of customer experience from the first marketing touch. (8:38) 47:58) One thing that is working for Kim in go-to-market right now.

GTM

Sales Hacker

NOVEMBER 15, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Plus, an analysis of the top 75 trending sales AI tools. Product : HG Insights. You’re not alone.

GTM

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

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

GTM

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. Sales, marketing, and customer success teams should work from a unified playbook and metrics from day one. Begin by revisiting your Ideal Customer Profile (ICP).

Go To Market

SaaStr

OCTOBER 18, 2024

You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ ” The best sales leaders are the ones that are even better recruiters than the CEO. It’s recruiting five or six.”

Sales

SaaStr

JULY 23, 2025

Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Align Sales, Marketing, and Customer Success These teams need to work as one unit. Misalignment here is one of the biggest killers of growth.

B2B

SaaStr

JANUARY 8, 2025

In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.

Objectives and Key Results

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. This shift becomes evident in how marketing implements its measurement program.

GTM

SaaStr

MARCH 16, 2025

He spent over eight years scaling their marketing from zero to supporting a multi-billion dollar public company. Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. The problem?

Negotiate

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. Designing products backwards from the go-to-market motion.

GTM

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. In the turbulence of SaaS and B2B markets — where shrinking deal sizes, longer sales cycles and tighter budgets have become the norm — guessing isn’t just risky; it can get you fired.

GTM

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. That’s because identifying the right growth levers is only half the equation. The difference?

Growth

Martech

NOVEMBER 7, 2024

ABM platforms enabled marketers to peer into the crystal ball of intent data, identifying which accounts were in-market for solutions. They unlocked digital marketing superpowers at the company level, helping marketers communicate more effectively with executive leaders and colleagues in sales.

B2B

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. PLG and SLG arent competitors, theyre partners in growth.

Growth

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Objectives and Key Results

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. acquisition and later scaling Cartas revenue from $20M to $450M, Jeff has seen every kind of market cycle, product pivot, and team evolution. Others stand the test of time. Theyre timeless.

Growth

SaaStr

NOVEMBER 8, 2024

CRO Confidential podcast host Sam Blond chats with the CEO and co-founder of Clay, Kareem Amin, about two major topics: The evolution of Go-To-Market systems: where we are today with the incorporation of AI, and where we’re headed. It blends AI and SaaS and can speed up the outbound Go-To-Market process.

GTM

Sales Hacker

FEBRUARY 7, 2025

In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm. Each growth stage demands its own pricing approach, and getting it right can mean the difference between stagnation and explosive growth.

Price

Search Engine Land

AUGUST 14, 2024

Aligning marketing and sales efforts. Sales process. Marketing strategy. We might call these conversions, but it’s important to remember that no actual sale is being made. To know if you’re approaching this correctly, ask yourself questions such as: What does our sales process look like? Copy and creative.

CRM

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.

GTM

SaaStr

JULY 26, 2025

Toast’s CRO Jonathan Vassel shared fascinating insights on how vertical SMB sales is fundamentally different—and why those differences can become massive competitive advantages. Here are 10 key lessons from Toast’s remarkable journey scaling vertical SMB sales: 1. Toast just reported Q1 2025 results showing $1.7

Territory

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. Before hiring their first sales reps, the founders personally closed millions in revenue. Their strategy?

Territory

Heinz Marketing

APRIL 30, 2025

In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.

Strategize

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. Tips for sales leaders Set clear expectations. Align cold calling with broader sales strategies. Tips for sales reps 1.

Cold Call

Martech

SEPTEMBER 23, 2024

Answer: The role of a marketing technology (martech) manager is pivotal in bridging the gap between marketing and IT within an organization. This position focuses on leveraging technology to enhance marketing efforts and drive business growth. Here are the key responsibilities and functions of a MarTech Manager: 1.

Technology

SaaStr

APRIL 30, 2025

. $60B+ in Payments Processed Annually: FinTech as a Revenue Driver ServiceTitan processes over $60B in payments annually, and while software remains their primary revenue driver, payments are a critical growth vector. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market. But it’s early.

Non-Profits

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Does that inspire trust? Probably not.

Product

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Pitch

Highspot

JULY 13, 2025

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. 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.

B2B

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results

Martech

NOVEMBER 27, 2024

McKinsey highlights that a remarkable 75% of AI’s value will be realized across five business functions, three of which are non-technical: customer operations, marketing and sales. Go-to-market (GTM) teams play a key role in delivering value to their organizations.

GTM

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. Brand and reputation are central.

GTM