Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? ” For what?

GTM 71

GTM Cold Call UX Price 71

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. The secret to aligning GTM & finance teams. Prakash Raina.

Finance 79

Finance GTM Government Territory 79

Veloxy

FEBRUARY 15, 2024

They provide a platform for insights into the sales process and strategies, offering the convenience of learning anytime, anywhere. They offer beginner-friendly content aimed at helping novices understand the sales process and develop their skills. Make it Happen Mondays, hosted by John Barrows, is another podcast worth noting.

Gaming 233

Gaming Sell GTM Technique 233

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. We must deeply understand our prospects’ challenges and give them a holistic, consultative process to consider a Highspot investment.

GTM 59

GTM Appointment Strategize Sales 59

Martech

DECEMBER 19, 2022

In this article, we will: Sprinkle in knowledge gained from a recent roundtable with B2B marketing leaders on the data, tools and processes used in sales and marketing account-based go-to-market (GTM) motions. What is the number one value proposition of intent in today’s GTM efforts?

GTM 122

GTM B2B Strategic planning Drivers/motivators 122

Sales Hacker

DECEMBER 8, 2023

The greatest technology does not always win. Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. We’re not going anywhere though.

Launch 101

Launch Product GTM Technology 101

Martech

JANUARY 4, 2023

B2B marketing is as direct and personalized as it gets. You’ve also got to know their company’s processes, organization and purchasing cycles. ” Business Insider named him one of the 32 Most Powerful People in Business Technology. Her 20 years as a go-to-market leader proves she knows whereof she speaks.

B2B 124

B2B GTM Pipeline Consult 124

Sales Hacker

JUNE 14, 2021

For more than five years, Schneider National pushed out generic messaging around “better people, process and technology”. They did not see themselves in the “story” that was being told, which is why they ignored all outreach (social, email, live, and phone conversations) by sales and marketing.

GTM 81

GTM E-commerce B2B Profit margin 81

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. At this point, marketing can develop campaigns appropriate to the target account’s buying process stage.

B2B 120

B2B Drivers/motivators CRM GTM 120

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. in 2022, after growth of 19.7% in 2022, after growth of 19.7%

Customers 64

Customers GTM Account management Government 64

Sales Hacker

FEBRUARY 9, 2024

Event: Demo Day by Demostack on Tuesday, February 20th – this event is tailored to CROs, VP Sales and Presales leaders and offers strategies for a more efficient demo process. As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up.

GTM 67

GTM Real Estate Launch B2B 67

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not. We know the facts.

B2B 115

B2B GTM Cross-sell High impact 115

SaaStr

JANUARY 11, 2024

We often start speaking with a startup when they have GTM questions rather than seeking capital which then leads to an investment opportunity over time. Our mission at Stage 2 Capital is to support the next generation of entrepreneurs and their startups with go-to-market expertise and capital.

Mechanical Engineering 112

Mechanical Engineering GTM B2B Technology 112

Tibor Shanto

SEPTEMBER 23, 2021

Rather than a feel-good theory fueled soliloquy, Mike delivers a solid process, road tested and proven in real world and company settings. It turns out, sales enablement isn’t just training, or content, or technology. A Managed Process. Human performance technology. Business process management. Big Messages .

GTM 167

GTM Sales Consult Quota 167

Heinz Marketing

APRIL 15, 2021

For this complex buying journey, a new approach to how go-to-market teams align and coordinate their actions is required. While the marketing and sales teams still need a healthy separation, they need seamless alignment. Both sales and marketing teams need to understand the buyer’s motivations and deliver a consistent message.

GTM 137

GTM Sales Follow-up Education 137

Sales Hacker

SEPTEMBER 8, 2023

Thanks for reading The GTM Newsletter! These tools include Large Language Models (LLMs) and DS / ML applications – LLMs are currently one of the hottest and most-watched areas in the field of Natural Language Processing (NLPs). Hottest GTM job of the week: Head of Customer Success at Regrello , more details here.

GTM 90

GTM Launch Growth Networking 90

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Workshop Wednesdays are live interactive workshops held each week. When Chris came to Celonis, they had one industry. Today they have 14.

Engineering 72

Engineering GTM Territory Management Consulting 72

APACSMA

DECEMBER 4, 2023

Zeenath Kuraisha, CEO of APACSMA shares, “[Establishing SMART goals] sounds simple in theory, and everyone talks about it, but it can become quite complex when you get into the actual process of drafting one. Not quite sure what an effective sales funnel or sales process for your business looks like? Book a free session with us.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Heinz Marketing

JUNE 23, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing Interested in hearing seasoned CMOs’ insights on 2023 go-to-market strategies? By “whiteboarding’ the full demand generation production line and identifying weak spots, you create visibility and accountability for every step of the process.

B2B 79

B2B GTM Cross-sell Trust 79

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 92

X-functional GTM B2B Technology 92

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. Latané refers to this process as Finding the Red – looking for spots in the plan that either aren’t performing or are at risk of falling short.

GTM 102

GTM SQL Pipeline Campaign 102

Martech

JANUARY 6, 2023

I’ve worked with hundreds of marketing and go-to-market leaders. In three of five cases, there was a prevailing mindset that a new GTM or brand value strategy must always be external hires. Unless the GTM strategy is a pivot, look closer to internal candidates. As an internal candidate. As a selection committee.

GTM 121

GTM Growth Education Drivers/motivators 121

SalesLoft

APRIL 12, 2016

That’s when I learned that the modern sales operations leader can be the biggest force multiplier in your GTM. The modern sales “go to market” strategy is an intricate game of chess, each piece representing individual specialized roles across the organizational board.

GTM 52

GTM Commission Gaming Launch 52

Martech

APRIL 19, 2023

The focus of DI is not just on the technology but on how it augments human decision-making processes. I’ve used it in developing systems and platforms for complex energy, finance, policy, and marketing decisions. Other use cases include customer satisfaction, marketing attribution, and competitive and go-to-market strategies.

Strategize 122

Strategize GTM Healthcare Strategic planning 122

Martech

JULY 14, 2022

B2B marketers have employed account-based marketing (ABM) for well over a decade, of course, but the space has evolved rapidly over the past two to three years. Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual.

B2B 125

B2B GTM Technology Technology 125

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. The reason is that revenue enablement works to break down silos between sales and other departments through shared goals, technology, and centralized support.

Cross-sell 52

Cross-sell GTM Technology Technology 52

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

Sales Hacker

MARCH 15, 2022

Go to try.mindtickle.com/sales-hacker to learn more. Get accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence. He’s worked closely with C-level executives to refine their GTM hiring practices. That’s an intense type of market dynamic.

GTM 95

GTM Technical Sales Quota Growth 95

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

SaaStr

MAY 13, 2022

Revenue marketing brings marketing into focus to generate revenue or a pipeline that will ultimately lead to revenue. It helps eliminate silos by aligning cross-functional teams around the goal of generating revenue through iterative processes. “Marketing is not a service provider. Marketing is not a cost center.

Engineering 88

Engineering Objectives and Key Results GTM Growth 88

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

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 73

SQL GTM Pipeline Technology 73

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. Central to this process is focusing on the customer experience, leveraging product data to shape marketing and sales strategy, and adhering to a comprehensive product launch checklist.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

JULY 20, 2022

Mistake #1: Premature GTM acceleration. Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. How can founders and executive leaders avoid falling victim to the pitfalls of premature go-to-market acceleration? You can see Dave’s slides here.

GTM 78

GTM Cross-sell Finance Growth 78

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

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 120

GTM Pipeline B2B Campaign 120

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