SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. What is your Ideal Customer Profile?

GTM 117

GTM CRM Pipeline Referrals 117

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. Four mistakes companies make when adding GTM to PLG. As your company grows, there is a requirement to add a sales team with a GTM vision.

GTM 113

GTM Price Quota B2B 113

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

FEBRUARY 20, 2025

But your reps dont earn trust with flashy features or a polished pitch. Enter a new era with AI-powered sales training that gives go-to-market (GTM) teams the tools they need to build trust in every conversation. Turn Skeptical Buyers into Confident Customers Buyers are bombarded with cold calls and generic sales pitches.

Trust 52

Trust GTM Pitch Sales 52

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. Whether it’s your first time creating a go-to-market strategy or your tenth, this article will teach you everything you need to know to be successful.

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

SEPTEMBER 27, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. This is no longer news to go-to-market leaders. It also combines your value props to suggest how you might pitch the account. UserEvidence – launched ROI Studies.

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GTM Strategize Launch Pipeline 109

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . What is your average deal size pitched vs. closed? Most organizations make the mistake of just noticing the average value of each existing account, overlooking another crucial element: the average pitched amount. .

Objectives and Key Results 116

Objectives and Key Results Pitch GTM Cold Call 116

Highspot

NOVEMBER 24, 2024

For instance, training teaches salespeople to pitch a product, ask better questions, or handle objections, while enablement ensures they can access customer data or case studies to support their pitch. Sales Pitches and Presentations The first impression a sales rep makes is crucial.

Pitch 52

Pitch Sales Technique Cross-sell 52

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Most opportunities don’t close. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. They are the basis of a powerful GTM plan that builds unmatched market impact and unlimited revenue potential. Now you’re ready to go. Nail your value proposition. Don’t do that.

Launch 110

Launch Product GTM Education 110

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. 4 GTM is expensive and labor-intensive. Th ere’s this belief that the whole mechanics of getting a SaaS product to market — making them aware, hooking their interest, qualifying, and discovery — takes a lot of time. It’s expensive and time-consuming to build software.

GTM 117

GTM UX Appointment Engineering 117

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Create marketing and sales collateral Partners need the same supporting resources that your internal teams rely on. Ensure partners can easily access case studies, one-pagers, email templates, pitch decks, and call scripts.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

SaaStr

NOVEMBER 19, 2023

How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 2. Who Will Win the Go-To-Market AI Race? SaaStr 697: What SaaStr CEO and Founder Jason Lemkin Really Thinks About AI, Sales & Lead Gen In 2024        Top Videos This Week: 1. with Stage 2 Capital Co-founder Mark Roberge 4.

GTM 70

GTM Pitch Strategize Growth 70

Sales Hacker

NOVEMBER 8, 2021

Within the go-to-market world, CS and PS can overlap. Finally, most SDRs are already familiar with much of the collateral developed by marketing such as case studies, white papers, and webinars, and have used the decks the marketing team has prepared in their sales pitches.

Clients 116

Clients Sales GTM Technology 116

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. This is because HubSpot covers all parts of a GTM revenue org in their blog. They provide expert inbound sales content, but also write articles for marketing and service teams. HubSpot Sales. Topics: Prospecting.

Cold Call 103

Cold Call Negotiate Objectives and Key Results Sales 103

SaaStr

NOVEMBER 5, 2023

The 2 Hour Rule The 6 Must-Have Go-To-Market Models Divvy Used to Its $2.5B How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 3. Workshop Wednesday LIVE: Rethinking Sales Compensation for a Consumption-Based GTM with MongoDB 4. Is Your VP Too Hard to Work With?

GTM 62

GTM Pitch Growth Go To Market 62

Gong.io

JANUARY 12, 2021

Carolyn loves that she can listen to the “best of the best” calls and read through the transcripts — not only to memorize the pitch but also make it her own. As a Product Marketing Manager (PMM) since September of 2019, Elvis (err, Elvi) is well-versed in all things Gong. Go To Market (GTM) and enablement.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

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?”

Growth 62

Growth GTM Cross-sell Pipeline 62

Heinz Marketing

MARCH 15, 2021

How to Customize Software to Your Business ” and our guests are Subbu Vempati , CEO at Cuspera and Judy Ash , GTM Adviser and CMO. The idea of selecting your MarTech stack and selecting the right sales and marketing tools is something most marketers are grappling with. It sounds like a good pitch. Judy Ash: Thank you.

Pipeline 120

Pipeline Sales Technology Technology 120

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. With that being said, stop using your standard pitch decks. The company is past the MVP (minimum viable product) and is showing initial signs of success.

Sell 101

Sell Minimum Viable Product Objectives and Key Results Cross-sell 101

Highspot

OCTOBER 23, 2023

Create a Positioning Statement A positioning statement is a brief description of who a product is for, coupled with an explanation of how it meets a specific need of the target market and key differentiator. Its primary aim is to synchronize marketing team endeavors with the brand’s core values and market needs.

Launch 59

Launch Negotiate Product GTM 59

Highspot

MARCH 29, 2022

First up in the #CustomerSpotlight is Michaela Britt, Senior Manager, GTM Onboarding Programs at Workato. My one sentence pitch is that we help companies automate complex workflows with an easy to use platform. Our CEO really believes in enablement and what it can do for the go-to-market organization as a whole.

GTM 52

GTM Launch Pitch Start-ups 52

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. In this approach, it’s paramount to understand that you cannot reach out to all three at the same time with the same “pitch” or “value proposition.”. Top 2 ways to approach your prospect. Hierarchical —.

Prospecting 58

Prospecting SQL GTM X-functional 58

Gong.io

DECEMBER 14, 2022

This will help them fill in the gaps in their ICPs, identify pain points, and discover other nuggets of information they can use to personalize their pitch. Go-to-market outreach. You need to have a strong, sales-led, go-to-market strategy to succeed with target account selling. Move upmarket with Gong.

Sell 62

Sell Cold Call Contract Up-sell 62

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 107

GTM Growth B2B Pipeline 107

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

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Objection refers to a position, statement or view of a prospect which indicates reservation about or disagreement with a particular aspect or the entirety of your sales pitch, lessening the likelihood of a purchase. . Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g.,

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

MAY 20, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.

GTM 101

GTM Engineering Growth X-functional 101

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales motions are defined by your larger go-to-market strategy.

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

MAY 13, 2025

The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. 18:00 Practical data strategies for local businesses and SaaS marketers. 22:00 Why structured data is the foundation of AI-first marketing. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same.

GTM 73

GTM Engineering Start-ups Growth 73

Sales Hacker

NOVEMBER 22, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.

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GTM Sales Represent Government 106

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 78

GTM Sell Pipeline Networking 78

Sales Hacker

SEPTEMBER 20, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Operator was built to change that dynamic by going beyond signals to capture the bigger picture. The report dives into the Evidence Gap and offers actionable steps to fix it.

GTM 74

GTM Launch Electricity Sales 74

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. And to always keep in mind it is about the client, not the product you are pitching. you’re going to lose them. Amy Slater.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. CMO of 6sense & GTM advisor. If your pitch meets that criteria, you have a better chance of a deal. Now, we can’t ignore what’s going on in the market. Your partners may alert you to news they’re hearing in the field.

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GTM Sales Pipeline Inside sales 111