Sales Hacker

JUNE 14, 2021

All of a sudden ABM programs become tactical with a focus on leads and filling the pipeline. They start worrying about how many touchpoints are sales and marketing hitting. For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. But then things change.

GTM 82

GTM E-commerce B2B Profit margin 82

Heinz Marketing

SEPTEMBER 3, 2020

This provides a detailed repeatable process for creating truly customer-first, account-based, insight-driven sales and marketing programs. Design your go-to-market plan. Like win rate, average deal size, amount of pipeline you need to create at each stage. Step 3: Design your Go-To-Market Plan. Find the red.

GTM 114

GTM SQL Pipeline Campaign 114

Sales Hacker

SEPTEMBER 2, 2023

Thanks for reading The GTM Newsletter! Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Where do you think revenue technology is heading? —- Robert Simmons – VP of Sales A lot more automation and AI. 4) AI for modeling.

GTM 82

GTM Negotiate Pipeline Contract 82

Martech

JUNE 28, 2022

To contribute to revenue and customer generation, B2B marketers are cranking out “leads” to help sales generate revenue. Marketers are often using legacy marketing automation-centric practices developed during the first wave of marketing technology and lead generation.

B2B 101

B2B GTM Cross-sell High impact 101

Martech

AUGUST 9, 2023

She is host of the GTM podcast and co-author, with Travis Henry, of the just-released book “Busting Silos.” Prior to Snowflake, Hillary worked at NetApp and Fortinet, and provided go-to-market advice via VC’s and startup advisory boards. Before that, he founded Demandbase and practically invented the ABM technology category.

X-functional 77

X-functional GTM B2B Technology 77

Sales Hacker

JULY 21, 2023

Thanks for reading The GTM Newsletter! Share The GTM Newsletter Alright so let’s kick this off with an intro to Jason Vargas. Now, as co-founder of RevShoppe , he’s focused on designing GTM strategies, creating those strategies as workflows and levering them into a system of action. Anyway, let’s get into it.

GTM 52

GTM Pipeline Prospecting Meeting 52

SaaStr

MAY 16, 2022

Result: Low pipeline generation. Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. A great product is necessary, but so is the pipeline for your product. Mistake #3: Designing tech-first, not market-first. Partners are not vendors.

GTM 83

GTM Pipeline Strategize Represent 83

SaaStr

MAY 13, 2022

Revenue marketing brings marketing into focus to generate revenue or a pipeline that will ultimately lead to revenue. “Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” Overcome GTM fragmentation.

Engineering 89

Engineering Objectives and Key Results GTM Growth 89

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

GTM 114

GTM Pipeline B2B Campaign 114

Hubspot

MARCH 7, 2023

Investing in RevOps is a powerful opportunity to positively impact your company's bottom line: In fact, B2B companies that invest in RevOps report a 10% to 20% increase in sales productivity and 30% reduction in GTM expenses. She adds, "And then you can say, 'Okay, do I have the technology in my stack that can help with my biggest gaps? '

SQL 71

SQL GTM Pipeline Technology 71

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Target Addressable Market (TAM). Is ABSD for you? Infographic).

GTM 69

GTM Education Sales Contract 69

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. Keep a close watch on your KPIs : win rates, average deal cycles, and pipeline coverage, for example. Keep a close watch on your KPIs: win rates, average deal cycles, and pipeline coverage, for example. CMO of 6sense & GTM advisor.

GTM 94

GTM Pipeline Sales A/B testing 94

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

Go To Market 55

Go To Market Growth GTM Strategize 55

Heinz Marketing

JULY 25, 2023

By Sarah Threet , Marketing Consultant at Heinz Marketing At Heinz Marketing, we value continuous improvement and growth and we care about being in-the-know about the latest marketing strategies and best practices so we can deliver the best work to our clients. What is Go-to-Market?

Go To Market 97

Go To Market GTM Growth Consult 97

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

Gong.io

DECEMBER 14, 2022

If the reason is that you can’t add them to your pipeline, target account selling may be the answer. Does your sales team know what’s happening in the wider market, away from your products and your competitors? Market disruptions. New advances in technology. Industry reports are a fantastic source of market intelligence.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Now, let’s take this idea and apply it to the world of marketing metrics. Driving pipeline for sales (SLG). Pipeline better aligns with sales.

GTM 95

GTM Pipeline SQL UX 95

Heinz Marketing

MARCH 15, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 115

Pipeline Technology Technology Sales 115

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Pick a sales strategy.

Go To Market 96

Go To Market Process GTM Education 96

Martech

OCTOBER 28, 2022

Organizations demand that efforts must continue to have a direct impact on the sales pipeline and company revenue. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. .

B2B 119

B2B GTM Cross-sell Quota 119

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise? Right, and every business that grows, evolves in people, process, and technology. What is the process to do it efficiently?

GTM 51

GTM Price Up-sell Product 51

Outreach

SEPTEMBER 23, 2021

But siloed pipeline generation and management , inefficient sales processes , and disparate tools threaten an organization’s ability to drive growth in an era of uncertainty and ever-increasing buyer expectations. Improve pipeline visibility. Organizations need overall sales transformation to truly thrive in the midst of change.

GTM 98

GTM Pipeline Technique Sales 98

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Make sense?

Growth 62

Growth GTM Cross-sell Pipeline 62

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). Design-driven. Value-centric.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Heinz Marketing

JANUARY 13, 2022

There are several elements to consider here: Change within your own marketing organization. Moving from a volume-based approach to a pipeline-based approach is going to change people’s jobs. How the marketing, sales and customer/account management teams work together is also critical to success.

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

ConversionXL

APRIL 7, 2021

While reading a book called “ No Forms, No Cold Calls & No Spam ” by Latané Conant, I came to the realization that many vendors try to position ABM as a $40,000 technology stack problem. So what’s the difference between sales and account-based marketing? ABM is outbound with marketing support.

GTM 98

GTM CRM Cross-sell Cold Call 98

SaaStr

JANUARY 25, 2021

Companies need to look at the company-specific data for their company for where to focus and where not to focus, as well as to understand what’s happening in the pipeline. Engage partners proactively once the sales team understands the value that a partner is going to bring. Last, invest in technology when you need to.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Trish Bertuzzi – Founder of The Bridge Group.

Cold Call 12

Cold Call Inside sales Sales B2B 12

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Go-to-Market Strategy.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. Hang Black. Rachael Rohn.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

MAY 20, 2022

The term sales motion refers to the particular method sales organizations use to bring a product or service to market. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

Gong.io

APRIL 15, 2022

Revenue Intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings to determine the next best action for winning outcomes across an organization’s go-to-market strategy. Revenue Intelligence works within any go-to-market model by applying insights to provide automation. .

CRM 62

CRM Pitch Up-sell GTM 62

SalesHandy

OCTOBER 28, 2022

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. The ultimate goal of outbound lead generation is to pique prospects’ interest in order for them to enter your sales pipeline and eventually nurture them into paying customers.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SalesLoft

NOVEMBER 2, 2023

In this article, we’ll cover these critical topics: The inflection point for go-to-market teams A 3-part approach to thinking about AI What accounts should you focus on and why? The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52