Sales Hacker

SEPTEMBER 19, 2023

Links and Resources Sam’s LinkedIn: [link] SamSalesConsulting: [link] LinkedIn Influencer Playbook: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

GTM 125

GTM Trust Cold Call High impact 125

Partners in Excellence

FEBRUARY 23, 2022

Channels are a high impact route to market, they enable us to connect with customers we can’t easily connect with. We train them, we provide marketing programs, content. We drive marketing programs to keep these partners supplied with leads. We create contests and SPiFs to entice the partner sales people.

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Heinz Marketing

JUNE 16, 2021

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Aligning sales and marketing departments is not just about internal cohesion. Marketing must believe sales follows up with the leads it generates. This trust is built over time.

High impact 131

High impact Campaign Trust Gaming 131

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

JUNE 28, 2022

And it should be emphasized that B2B teams and marketers have begun their transformation as marketing works across their entire company to play a more proactive role in all revenue and customer generation aspects. Drive the shift from push to pull marketing.

B2B 120

B2B GTM Cross-sell Cold Call 120

Heinz Marketing

MAY 20, 2021

Sales and marketing alignment is a shared system of communication, strategy, accountability, and goals that enable marketing and sales teams to operate as a unified organization. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 129

Campaign Cold Call Sales Education 129

SaaStr

JANUARY 28, 2022

But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? The go-to-market playbook. The go-to-market segment worked together on key metrics across the revenue board. This has been our key to go up-market and scale at TripActions.

Quota 96

Quota Pipeline Go To Market Up-sell 96

SaaStr

OCTOBER 3, 2022

When you can answer these questions confidently, it is time to go to market. The market can be as big as we want, but our resources are not unlimited. Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. We must find the sweet spot.”.

GTM 111

GTM Strategize Government Inside sales 111

Highspot

MAY 15, 2025

A well-thought-out enablement strategy turns your channel sales partners into confident sellers who can represent your brand with real impact. Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Whenever you train your internal sales team, loop in your partners, too.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Partners in Excellence

AUGUST 26, 2020

We also look at the Who when we are looking at the overall organizational structure and some of our go to market strategies. We are taught things like “How to qualify, how to handle objections, how to close……” Likewise, as managers, we tend to focus a lot on the What and How.

Start-ups 100

Start-ups High impact Technique Follow-up 100

Heinz Marketing

SEPTEMBER 6, 2021

I want to get into what you’ve done in Newsela, but I mean, let’s talk about public versus private sector marketing and go-to-market in general. How big of a shift was it to go from commercial to public sector? What were some of the biggest pivots you saw in differences in your go-to-market strategy?

Pipeline 117

Pipeline Sales Up-sell Government 117

Highspot

NOVEMBER 24, 2021

For enablement leaders, this means asking what needs to change about your go-to-market strategy – and whether your approach to enablement is capable of making those changes stick. Finally, you must be able to analyze and measure the impact of your work to optimize your program. Have You Achieved Operational Excellence?

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

Highspot

OCTOBER 7, 2020

Our platform allows revenue leaders to land strategic initiatives by changing the behavior of their teams — driving consistent revenue performance and drawing a direct line from go-to-market initiatives to business outcomes.” The platform’s Scorecards offer a comprehensive view of the impact of go-to-market initiatives.

Launch 52

Launch Go To Market High impact Pitch 52

Heinz Marketing

JANUARY 10, 2020

Looking for market insights from those already deeply embedded with history and perspective? How about feedback on your intended go-to-market plan and/or product road map? At minimum stack-rank these and estimate their impact/value on the business. Sales referrals? Instant customer-centric content?

Referrals 53

Referrals Negotiate Contract High impact 53

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Technique Growth 52

Highspot

JUNE 11, 2020

Sales and marketing alignment is a shared system of communication, strategy, and goals that enable marketing and sales to operate as a unified organization. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Strategize together.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Heinz Marketing

MARCH 29, 2021

And so it’s been really fun, to answer your question, it’s been super interesting and it’s been fun to be high impact as far as the Ambition right now. Matt Heinz: Well, I bet it’s been fun just as more people discover the need to have sort of remote, sort of, sales management tools.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Highspot

JUNE 6, 2023

The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook. Build it and they will come’ is a myth in today’s competitive markets, no matter how incredible your product is. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. This helps them have successful conversations and improves go-to-market initiatives by 50%. The flexibility of our platform supports managers and sellers by identifying what’s working and what’s not.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. This helps them have successful conversations and improves go-to-market initiatives by 50%. The flexibility of our platform supports managers and reps by identifying what’s working and what’s not.

Sales 52

Sales Technique Cold Call Technology 52

SBI

JANUARY 12, 2022

1] With Second Nature, sales leaders can accelerate the rolling out of critical go-to-market changes while enabling frontline managers to provide high-impact coaching in terms of performance improvement and deal-level coaching.

Launch 31

Launch Pipeline Sales High impact 31

SBI

AUGUST 31, 2020

Seismic , the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced the launch of new Interactive Content capabilities, enabling marketers and sellers to deliver high impact, personalized content at scale. About Seismic.

Launch 26

Launch Commission Presentation High impact 26

Highspot

DECEMBER 8, 2020

Most sales organizations are built to support salespeople, whether that’s funneling content requests to marketing, to determining which sales support functions you invest in. This way, every action you take to enable sales will, by default, enable your buyers to purchase.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Salesforce

JULY 28, 2022

Sales leaders like Belal Batrawy , head of GTM (Go To Market) at GTM Buddy, implement tech that helps reps stay focused on high-impact selling activities instead of manual tasks. Automation can minimize risk, reduce human error, and help you concentrate on tasks that move the needle.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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. Your team’s unique strategy can change the way companies go to market decades later. Bridget Gleason.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

FEBRUARY 1, 2019

Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. Harry Stebbings: I totally agree with you in terms of that high impact.

Customers 45

Customers Price Cross-sell Start-ups 45

SaaStr

FEBRUARY 10, 2025

25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. From Sales-Led to Product-Led: How Apollo.io

Growth 63

Growth Product A/B testing Strategize 63

Sales Hacker

APRIL 22, 2025

11:06 Why nailing 3-5 core use cases beats going broad or too niche. 14:01 How to keep up with a market that changes every week (hello, agentic AI). 27:02 Harmonys lean, high-impact program playbook for early-stage teams. 33:01 Hot take: marketing shouldnt be measured by pipeline alone. Have access to.

GTM 93

GTM Campaign Pipeline Launch 93

ConversionXL

JUNE 19, 2019

Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. Viola Eva: “Using Algorithmic Content Analysis for High-Impact SEO Upgrades”.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90