SaaStr

AUGUST 15, 2024

Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. If you can align your GTM strategy and product, you can unlock frictionless growth more easily. Listen to your customers.

GTM 124

GTM Objectives and Key Results Strategic planning Growth 124

Sales Hacker

FEBRUARY 3, 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. Key capacity planning elements: Losing a mid-market rep can cost a company 35-40% of their quota capacity for the year.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. What you’ll learn: What is a go-to-market strategy? Why is a go-to-market strategy important? See how it works Why is a go-to-market strategy important?

Go To Market 119

Go To Market Objectives and Key Results GTM Price 119

Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. You will see how ABM was used to: Create $2M wins with an account that sales and marketing were “chasing” for more than five years with no results.

GTM 111

GTM E-commerce B2B Profit margin 111

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

APRIL 5, 2023

Shah is the Senior Vice President of Go-To-Market Strategy, Operations, and Enablement at Guild Education and formerly held the same role at Brex, working alongside Blond. Considering aspects of sales and GTM strategies. For example, how do you think about ICP, and what markets should you go after? Enablement.

GTM 98

GTM Education Objectives and Key Results Territory 98

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. The result? But alignment doesn’t always happen on its own.

Growth 52

Growth GTM Objectives and Key Results CRM 52

SaaStr

OCTOBER 3, 2023

“Irregardless of the stage you’re in, success is about aligning GTM teams around a common goal of delivering repeatable customer value in a way that generates growth,” Borland says. Key Differentiators (Kd) Your position is to directly address the key differentiators and why your solution is the best. Through customer stories.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. See how it works What is a go-to-market strategy? A go-to-market strategy is a step-by-step plan for introducing a new product to buyers.

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

Highspot

FEBRUARY 29, 2024

Go to market launches are critical for most companies. of 30,000 new products are released into the market for customers to use. By putting together an all-star go-to-market team, you can ensure that you are set up for success. What is a Go-to-Market Strategy? Who is on the GTM Team?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

FEBRUARY 8, 2022

The key to closing bigger deals is to pitch bigger amounts. An excellent way to achieve this is by sharing data and insights with your clients—numbers that consolidate your efforts and show them they’re getting real results. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Sales Hacker

JUNE 27, 2022

We ran a survey of more than 900 sales organizations and found that 93% have spent the time identifying and documenting their ideal customer profile (ICP) , which outlines the key qualities that make a buyer a great fit for a seller’s solutions. Skills: Sellers must master key skills to be able to close deals. Channel sales.

Objectives and Key Results 122

Objectives and Key Results Objection handling GTM Quota 122

Highspot

OCTOBER 14, 2024

Leaders quickly realize the importance of revenue operations (RevOps) and how aligning go-to-market teams under one unified approach can boost performance, improve operational efficiency, and increase revenue. A revenue operations strategy outlines the steps, objectives, and KPIs needed to maximize revenue growth.

Teamwork 52

Teamwork Objectives and Key Results Cross-sell Follow-up 52

Heinz Marketing

JANUARY 13, 2022

As marketing organizations embrace revenue responsibility, work in more integrated ways across the organization, we need more than just new playbooks and definitions. We need to help key organizational groups adopt and navigate that change successfully. An equally coordinated approach across the seller’s go-to-market teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

SaaStr

MAY 13, 2022

“Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” ” It’s essential for marketing to work in sync with sales and other departments, such as customer service and pre-sales. Marketing is not a cost center.

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

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). Objections. Design-driven.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Refine Sales Process A smooth and efficient sales process is key to maximizing revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

JUNE 23, 2021

How to combat objections. They also use data to create state of sales reports about key trends, giving readers a competitive advantage in the challenging world of sales. This is because HubSpot covers all parts of a GTM revenue org in their blog. We love that Gong is the place to go for analytical advice and guidance.

Cold Call 106

Cold Call Negotiate Objectives and Key Results Sales 106

APACSMA

DECEMBER 4, 2023

In today’s fast-paced business landscape, a potent sales strategy is the key to staying competitive and reaching your revenue objectives. In this blog post, we will guide you through the steps to build a robust sales strategy that drives results and propels you toward success.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Highspot

APRIL 20, 2021

Enablement leaders, have your go-to-market (GTM) initiatives been landing? If you haven’t already built sales plays into your enablement strategy, now is the time to leverage them to reinforce your key priorities and equip your reps with the guidance they need to succeed. Objection handling. Competitive info.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Now that you’re a startup expert let’s talk about how you can help them achieve their growth objectives. It’s no longer just an idea. Why Should You Sell Into Startups?

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. a subscription or authentication interface) or other entities that control access to a person or object with a desired attribute such as a premium feature in case of a software service, or the ability to make purchase decisions in case of a corporate executive. Key Accounts. Gatekeeper. Onboarding.

B2B 105

B2B E-commerce Cold Call Represent 105

Highspot

AUGUST 26, 2024

Key Takeaways Revenue operations bridges gaps between teams to drive sustainable revenue growth and achieve better business outcomes. Revenue operations also connects existing systems and tools in the tech stack—such as CRM, marketing platforms, and analytics—to enable automatic data exchange and coordinated actions across departments.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Strategize 52

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Sales motions are defined by your larger go-to-market strategy. Compete: Tailored to over landing competitive differentiators and overcoming objections. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. It was the focus, the laser focus on that one priority, that one objective that allowed us to really move into a hyper growth mode as a company.

B2B 69

B2B B2C Technology Technology 69

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. We need to be inside the ecosystem because that’s a key model for us.

GTM 116

GTM Sell Customers Cold Call 116

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. Given how tough this market is, I figured it would be valuable to break down exactly how we did it.

GTM 79

GTM Sell Pipeline Networking 79

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Anita Nielsen is a best-selling author and sales performance coach. The moment I realized I was in control.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

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. The end result? This year, I’m most excited about how I can help watch for objection trends— and not just IF we get a response, but how they respond. Harish Mohan , SVP of RevOps. “A

GTM 59

GTM Objectives and Key Results Angle Legal 59

Sales Hacker

FEBRUARY 19, 2019

In this webinar, executive Sales coach Josh Braun discussed how to best respond to the most common objections while cold-calling. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Jaimie Buss – VP of Sales, North America at Zendesk.

Cold Call 13

Cold Call Inside sales Sales B2B 13

Heinz Marketing

DECEMBER 20, 2024

Marketing orchestration, often viewed as the next evolution in marketing operations, focuses on creating synergy across channels, teams, and technologies to drive consistent and scalable results. What Is Marketing Orchestration? Here are the key requirements: 1.

GTM 98

GTM Go To Market Objectives and Key Results Campaign 98

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Highspot

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. The result? What is Go-To-Market Efficiency and Why Does It Matter?

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 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 96

GTM Quota Drivers/motivators Sales 96