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 117

Objectives and Key Results Growth Engineering Quota 117

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

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. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 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

SaaStr

OCTOBER 18, 2024

” For example, when you hit a $100M, you just can’t sell enough to drive 40 points of new growth. Even if your net retention is a hundred, itt’s much more difficult to sell $40 million of net new logos. ” If you hire a magnet, then the talent just flocks to it.

Sales 122

Sales Up-sell Go To Market Gaming 122

Martech

NOVEMBER 7, 2024

They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account. Dig deeper: Maximizing your B2B spend: Is account-based marketing worth it? B2B CMOs are making up for lost time as they pioneer innovative uses of data and martech to deliver faster and more measurable growth.

B2B 131

B2B Contract CRM GTM 131

Search Engine Land

AUGUST 14, 2024

In other words, you’ll be spending money for the opportunity to sell to people. You need a place for those leads to go, a process and people to follow up with them and a way to determine which ones are most valuable to your business. Review it and let it inform your go-to-market strategy, such as handling objections.

CRM 116

CRM Campaign Niche Negotiate 116

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Top benefits of using an AI sales assistant The best AI sales assistants automate repetitive tasks (think data entry and follow-ups) so your reps can focus on selling. Asynchronous selling Buyers don’t always want a sales call.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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 108

Price E-commerce Cross-sell Profit margin 108

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 71

Growth GTM Cross-sell Negotiate 71

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. But what about the rest?

GTM 110

GTM Drivers/motivators Legal Finance 110

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

PandaDoc

JULY 7, 2025

With the help of a solid CRM, you can improve your sales efficiency and long-term growth. HubSpot’s CRM is part of their greater growth platform. It includes robust sales tools that integrate with marketing automation, customer service features, and content management. Essentially, it’s a go-to solution for many businesses.

CRM 52

CRM Price E-commerce Pipeline 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Scale the performance of your go-to-market initiatives Over half (55%) of organizations are unable to effectively drive their go-to-market initiatives—and it’s largely the consequence of siloed teams, tools, and data that prevent execution.

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. Scale the performance of your go-to-market initiatives Over half (55%) of organizations are unable to effectively drive their go-to-market initiatives—and it’s largely the consequence of siloed teams, tools, and data that prevent execution.

GTM 52

GTM Go To Market Pipeline Gaming 52

Martech

APRIL 30, 2025

Dig deeper: Driving customer growth with value-based B2B marketing Are we optimally organized? The best salespeople are innovative marketers. The best marketers sell every day of their lives. How are we going to market? Despite that many companies, especially new ones, use wide-net marketing tactics.

B2B 114

B2B GTM Commission Strategize 114

Highspot

OCTOBER 29, 2024

To sum up the importance of generative AI on sales coaching, CEO of Highspot, Robert Wahbe notes that: “The bad news is today’s sales professionals face arguably the hardest selling environment in a decade.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. This could include cost savings, efficiency gains, or revenue growth potential.

Product 52

Product GTM Objectives and Key Results Cross-sell 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. Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. This is not reality. Did you know?

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 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. Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling.

Cold Call 68

Cold Call GTM Objection handling Sales 68

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. Leveraging Investors for Growth Another underutilized growth channel? ” Building the Right Sales Motion In Databricks early days, the sales team was largely inside sales, selling to tech startups in Silicon Valley.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

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

SaaStr

JUNE 29, 2025

Pivoted Fast When Product-Market Fit Was a Mirage The Brutal Truth : “Everyone loves the idea, but everyone hates the product. ” In Y Combinator’s 10-week program, Deel burned through 20% of their time selling a payments platform that nobody wanted. No one wants to use our product for two weeks.”

Cross-sell 73

Cross-sell Commission Account management Strategize 73

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. The go-to-market strategies look great in planning decks. Sales, marketing, and revenue leaders are asking more of their teams than ever: Adopt new tools faster. Hit growth targets sooner.

GTM 52

GTM Cross-sell Pitch Go To Market 52

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.

GTM 53

GTM Objection handling Cold Call Follow-up 53

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

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. But what about the rest?

GTM 100

GTM Drivers/motivators Legal Finance 100

SaaStr

JUNE 6, 2025

Legitimacy and Credibility Being based in the Bay Area still signals legitimacy, especially when selling to enterprise customers or raising capital. This shortens feedback loops and helps you iterate faster on your product, go-to-market strategy, and more. #6. Downtown SF is turning into the global AI district.

Start-ups 89

Start-ups B2B Networking Up-sell 89

Salesforce

JULY 25, 2024

Investing in our partners, like you, is essential for growth and accessing new benefits. As an ISV navigating the competitive landscape, you understand the importance of expanding your market reach and optimizing revenue channels. Co-Selling Benefits: Gain advantage by aligning with Salesforce and AWS co-selling strategies.

GTM 78

GTM Growth Up-sell Represent 78

SaaStr

DECEMBER 5, 2024

Sydney explains: “The advice for the go-to-market teams is, if you’re not yet, which I can’t imagine, but if you’re not yet leading with AI in your story, you better figure out how to do that fast because that’s what buyers are looking for.” People are already buying it.

GTM 109

GTM Cold Call Follow-up Technology 109

Sales Hacker

JANUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. acquisition and 7 startups The most successful companies understand that product and go-to-market strategy must be deeply interconnected. If not, a product-led growth (PLG) strategy may not be the right fit.

GTM 99

GTM Cross-sell Finance Price 99

Highspot

MAY 26, 2025

Coaches and trainers accelerate skill growth with personalized learning Generic training rarely sticks. For example, analytics might show that sales reps who complete a strategic selling course increase deal velocity by 10%, or that consistent just-in-time coaching improves forecasting accuracy.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

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.

Price 52

Price A/B testing Non-Profits Legal 52

Highspot

JULY 9, 2025

Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. Those are high-level benefits.

GTM 52

GTM Customers Cross-sell Contract 52