SaaStr

NOVEMBER 17, 2023

We’re on the brink of one of the biggest technological advancements of our lifetime — AI. At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. So, who wins?

GTM 98

GTM Technology Technology Up-sell 98

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? As SaaS businesses expand, we are seeing more technology, business acquisitions, and inorganic growth. The secret to aligning GTM & finance teams. The people, processes, and technology within a business must all be on the same page.

Finance 75

Finance GTM Government Territory 75

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success. The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts.

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 can control our GTM strategy. Martin has been a successful CEO and COO multiple times over.

GTM 59

GTM Appointment Strategize Sales 59

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. Yet most organizations do not think about how they will strategically accelerate accounts toward revenue.

GTM 80

GTM E-commerce B2B Profit margin 80

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 118

GTM B2B Strategic planning Drivers/motivators 118

Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes.

GTM 89

GTM Niche CRM Account management 89

Sales Hacker

FEBRUARY 9, 2024

Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. Currently, he operates his own consultancy helping leaders with marketing strategy and AI in GTM. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.”

GTM 67

GTM Real Estate Launch B2B 67

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? TRUST “We are a human-first business.” – Helen Baptist As we track progress toward our bigger strategic vision with small wins, admit where you suck.

B2B 93

B2B GTM Cross-sell Trust 93

Heinz Marketing

JULY 29, 2022

By Maria Geokezas , Chief Operating Officer at Heinz Marketing. As a strategic consulting firm, our number one objective is to ensure our people are armed with the experience and know-how to help our clients achieve their B2B goals. ON24 FastForward Playbook – a GTM workbook based on Predictable Pipeline methodology.

Pipeline 111

Pipeline B2B GTM Consult 111

Tibor Shanto

SEPTEMBER 23, 2021

The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. It turns out, sales enablement isn’t just training, or content, or technology. Human performance technology. Mike highlights the risk of ignoring the frontline sale manager. Organization behavior.

GTM 167

GTM Sales Consult Quota 167

Martech

APRIL 19, 2023

The focus of DI is not just on the technology but on how it augments human decision-making processes. Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. I’ve used it in developing systems and platforms for complex energy, finance, policy, and marketing decisions.

Strategize 118

Strategize GTM Healthcare Strategic planning 118

APACSMA

DECEMBER 4, 2023

This holistic approach positions your business strategically and aids in the development of a winning strategy aligned with your customer’s objectives. GTM (Go-To-Market), Sales enablement, sales operations, and integrated marketing teams are all vital components in a successful sales and marketing strategy.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

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

MAY 13, 2024

Since Marc Andreessen brought “Product-Market Fit” into mainstream startup vocabulary in 2007, this term has been seen as the ultimate goal for startups, often viewed as the holy grail of initial success. Its interpretation varies widely, leading to strategic misalignments that can quietly derail a company’s growth trajectory.

Go To Market 55

Go To Market Growth GTM Strategize 55

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. How well do your sales, marketing, and customer support teams collaborate? What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

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. Are you selling a product to marketing people?

GTM 52

GTM Pipeline Prospecting Meeting 52

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. We pounded the pavement for three years building technology and we were just blinded by how little true customer demand there was.” — Vasu Prathipati . Mistake #3: Designing tech-first, not market-first.

GTM 79

GTM Pipeline Strategize Represent 79

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” ” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns.

Go To Market 102

Go To Market GTM Strategize Growth 102

SaaStr

MARCH 31, 2022

Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike. Director of GTM Ops, Sapphire Ventures. And IDG just recently released the 2020 Cloud Computing Survey that showed over one third of IT budgets are spent on cloud computing technologies. Rico Mallozzi, Sr. The funnel is actually inverted.

Cross-sell 75

Cross-sell Finance Strategize Technology 75

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

The Lost Book of Sales

AUGUST 15, 2021

🇩🇪 🛫 ➡ 🛬 🇫🇮 The pause in blog activity comes from me having moved out from Munich, Germany over to Finland for starting my Master’s degree studies at the LUT University of Technology. Maybe the strategic priority is to get new logos instead of just cold-hard revenue.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Does your sales team know what’s happening in the wider market, away from your products and your competitors? Market disruptions.

Sell 62

Sell Cold Call Contract GTM 62

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

Lead Fuze

JANUARY 1, 2022

The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. ERP systems can use graph database technology to store and analyze relationships between various data sets.

Negotiate 52

Negotiate Profit margin Contract GTM 52

InsightSquared

NOVEMBER 17, 2017

Dreamforce ties together some of the most important things in my career — community, technology, and professional development. Attending this year also came with the added bonus of going with a large group of coworkers from InsightSquared, since we were also a sponsor.

GTM 54

GTM Sales Represent Strategize 54

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? In order for us to win upmarket, in order for us to really capture the mindshare of big strategic customers, we can’t just sell on the value of our technology working. How advice does Stephanie have for identifying a mentor?

Engineering 45

Engineering GTM Territory Strategize 45

Sales Hacker

SEPTEMBER 11, 2020

VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. Nor is it necessary for a startup to work on technology, or take venture funding, or have some sort of ‘exit.’ That means a majority of their investments are write-offs.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

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

Sales Hacker

JANUARY 13, 2021

This article was written for technology professionals who would like to learn more about OEM deal strategies and structures. CRM application licenses a natural language search technology. ERP system licenses graph database technology. Enterprise OEM software licensing is a multibillion-dollar segment of the software industry.

GTM 74

GTM Negotiate Profit margin Contract 74

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SalesLoft

AUGUST 19, 2022

Your company’s go-to-market (GTM) strategy likely includes dozens of touch points from the time a buyer is a prospect until they are renewing as a customer. When each moment is complex and there are dozens of moments to strategize, you might need to visualize the process. What is an Engagement Strategy?

GTM 98

GTM Strategize Consult Prospecting 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?”

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Develop a strong understanding of a basic sales process from top to bottom and think about where processes need to be improved and what technology makes things more efficient.”. Alisa Goldschmidt ).

Finance 100

Finance GTM Cross-sell SQL 100

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

Sales Hacker

APRIL 29, 2021

With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. Not to mention, you run the risk of some pretty “interesting” content going out with your brand on it.

A/B testing 102

A/B testing Sales Quota GTM 102