Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA.

GTM 87

GTM Territory Gaming Sales 87

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. That would be bad.

GTM 99

GTM Drivers/motivators Legal Finance 99

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.

GTM 73

GTM X-functional Start-ups Campaign 73

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. 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.

GTM 67

GTM X-functional Start-ups Relationship building 67

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. It’s a myriad of factors, but one of the most critical reasons being poor planning.

Go To Market 52

Go To Market GTM Promote Technique 52

SaaStr

FEBRUARY 2, 2022

As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 113

Growth Product GTM X-functional 113

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . As long as you do it efficiently , you can go deeper with customers, using team-selling as your differentiator. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. They’re all on board – marketing, sales, product, customer success, and executive leaders. Marketing automation tools. Your GTM teams are made up of people, and people are resistant to change how they learn and sell.

GTM 120

GTM Contract Quota Sales 120

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The OEM is gaining scale, more customers – and giving up higher profit margins that could be obtained by going direct to customers. And if yes, to what extent?

GTM 86

GTM Negotiate Profit margin Contract 86

Sales Hacker

DECEMBER 4, 2019

It creates a legal structure that says, “If you steal, there will be consequences.” Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally.

GTM 63

GTM Sales Education Territory 63

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. The marketing team ran a super successful campaign and generated hot leads. Unified data problems.

Finance 114

Finance Cross-sell SQL GTM 114

Hubspot

FEBRUARY 20, 2025

Consider these seven as you decide how your business will go to market (GTM) or how you might pivot to stay afloat. According to CEO and Co-Founder Lee Lance , the decision centered around a GTM strategy emphasizing product-led growth (PLG). 7 Business Models You Need to Know 1.

Retail 36

Retail Manufacturing GTM Price 36

SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business.

Growth 109

Growth Up-sell GTM Legal 109

InsightSquared

NOVEMBER 7, 2019

While it might be tempting to Slack or run over to your ops/legal team, we know it’s a nightmare for the person on the other end. The go-to-market chain is filled with members from marketing to finance and each department has an extremely important role to play to secure a deal. Deal Des/Rev Ops Review Process.

GTM 9

GTM Sports Legal Finance 9

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. It also ensures that GTM teams cover all the crucial details needed for a successful sale.

GTM 52

GTM Retail Drivers/motivators Contract 52

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. Rico Mallozzi, Sr. Rico Mallozzi: Yeah.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Highspot

MAY 20, 2022

Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. Align your go-to-market teams. Product: Details approach for specific product line. Post Sales: Details the post-sale handoffs.

Territory 52

Territory X-functional Sales Cross-sell 52

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. Using an OEM go-to-market strategy. What joint GTM strategy options will you lead with? Dedicated sales team.

Negotiate 52

Negotiate Profit margin Contract Price 52

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. So to [00:03:00] join for free, go to superhuman. com slash GTM. Now that’s superhuman.

GTM 81

GTM Pitch Up-sell Contact 81

Sales Hacker

FEBRUARY 14, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One of our differentiators is go-to-market (GTM) support, so we offered that edge to investors in our pipeline.

GTM 77

GTM Sell Pipeline Networking 77

Sales Hacker

APRIL 15, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. He helped Gong go from zero to hundreds of millions in revenue, while achieving a multi-billion-dollar valuation. May 7th | Virtual | Free.

GTM 62

GTM B2B Follow-up Campaign 62

SaaStr

DECEMBER 21, 2023

By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. Series B is where the go-to-market expertise is essential – you have to know how to truly understand who your target customers are and set up an experimental channel strategy. I led Series B in Casetext in 2016.

Gambling 116

Gambling GTM Legal Contract 116

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. Amy Slater is Global Vice President and GTM leader for Cybersecurity company Palo Alto Networks. Amy Slater. Bridget Gleason.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Outreach

JUNE 3, 2021

Here are the top 10 Unleash takeaways from every angle of our very own GTM team: Harmony Anderson , Senior Director of Demand Generation. Companies are now able to make decisions quicker but they still need to go through the ‘buying’ process. There were so many great nuggets of knowledge that came out of Unleash 2021!

GTM 59

GTM Objectives and Key Results Angle Legal 59

SaaStr

NOVEMBER 2, 2019

How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? The people may not necessarily–the same people who are extremely successful in SMB sales may not be successful in your mid market [inaudible 00:17:12] and those people really need that team.

Price 61

Price GTM Up-sell Product 61

SaaStr

FEBRUARY 17, 2025

Here’s what’s actually working, what isn’t, and the key metrics that matter. This mirrors what we’re seeing across the SaaS industry – lots of excitement, but most teams are still early in actual implementation.

GTM 98

GTM Legal Consult Strategize 98

Sales Hacker

FEBRUARY 7, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. His last role was the CFO of Landing, where he oversaw the companys Finance, Legal and People operations.

GTM 82

GTM Finance Real Estate SQL 82

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Why HG Insights? I love it.

GTM 112

GTM Construction Up-sell Cross-sell 112

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. His last role was the CFO of Landing, where he oversaw the companys Finance, Legal and People operations.

GTM 83

GTM Finance Cross-sell X-functional 83