Sales Hacker

FEBRUARY 6, 2023

You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and In truth, in the face of these potent forces, the static GTM plan never really stood a chance.

GTM 84

GTM Territory Commission Strategize 84

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. Inside reps have the same quotas and expectations. There’s a balance, though. Their TAMs are just different. The takeaway?

Growth 76

Growth Territory Referrals Customers 76

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. 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. Align your go-to-market teams.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

DECEMBER 4, 2019

According to Sales Enablement Pro’s 2019 report , formalizing enablement in organizations results in higher win rates, as well as overall better quota attainment. Just as marketing has had to mature over the past decade, it’s time for enablement to do the same. Product Marketing, Sales Enablement, and Readiness can clash regularly.

GTM 57

GTM Sales Education Territory 57

The Lost Book of Sales

MAY 13, 2021

If so, ask to see the the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. OTE is your base salary + commission you receive when you've reached your 100% sales quota.

Quota 59

Quota GTM Commission Territory 59

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