SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The salespeople we thought were going to be in a role or territory are gone. It’s 2019, Still Segmenting and Planning in Excel?

GTM 37

GTM Territory CRM Strategize 37

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. Listen to this episode for answers questions like: What characteristics does she look for when hiring? What exactly is value engineering?

Engineering 45

Engineering GTM Territory Strategize 45

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. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Align your go-to-market teams.

Territory 52

Territory X-functional Cross-sell Sales 52

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

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. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes.

GTM 57

GTM Sales Education Territory 57

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Engage partners proactively once the sales team understands the value that a partner is going to bring. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 65

Cross-sell GTM Territory Sales 65

The Lost Book of Sales

MAY 13, 2021

Maybe the strategic priority is to get new logos instead of just cold-hard revenue. 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.

Quota 59

Quota GTM Commission Territory 59

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Referral.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. “Amy has a passion for the art of strategic communication and. And she needs a hug every now and then. Shari Levitin. Amy Reczek. Amy Slater.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98