Partners in Excellence

DECEMBER 24, 2012

We’re getting ready to launch the New Year with a bang. Always the new quotas and compensation plans. Have you changed or shifted your go-to-market strategies? We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year.

Process 117

Process Territory Sales Quota 117

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 91

GTM Quota Drivers/motivators Sales 91

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. But launching a successful product-led sales motion requires more than just a great offering. Do your homework: Before launching your product or service, do a round of beta testing, collect feedback, and adjust your product or service as necessary.

Product 86

Product Territory Sales Price 86

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. market tapped, signaling massive growth potential. In the U.S.

Growth 103

Growth Territory Referrals Customers 103

Sales Hacker

DECEMBER 21, 2017

When ARR consistently exceeds $10 million, then a separate unit managed by a new Sales Operations Director may be launched. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Deals desk.

Territory 105

Territory Non-Profits Contract Quota 105

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

NOVEMBER 2, 2022

Highspot helps drive this work with insight into what’s working and what’s not, so we can build seller programs that increase quota attainment.” In the two years since its launch, customers are eagerly taking advantage of the Training and Coaching feature set, adding on average one course every one-and-a-half months.

Growth 98

Growth Product Customers Healthcare 98

Sales Hacker

MARCH 15, 2022

Sales development school, marketing school, and more for your entire team. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. Go to try.mindtickle.com/sales-hacker to learn more. Product marketing, customer success, etc.

GTM 103

GTM Technical Sales Quota Growth 103

SBI

MARCH 8, 2018

Go-To-Market Changes – We deliver content & knowledge about new products, market segments, competitive threats, cross/upsell opportunities, and marketing programs to sellers quickly to help them leverage changes in go-to-market strategy to win more business. of sellers make quota. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Highspot

JUNE 25, 2021

When building a go-to-market (GTM) strategy, it’s critical for sales and marketing teams to align on a number of factors, such as target audience, messaging, and what type of content to share throughout the buyer journey. . Align First, Engage Second.

GTM 59

GTM Drivers/motivators Launch Follow-up 59

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Understanding how you go to market is essential to choosing a sales methodology.

Cross-sell 85

Cross-sell Consult Sales Education 85

Heinz Marketing

AUGUST 30, 2021

We need a whole new go to market on sales generated pipeline at scale. And this is a great study done by Topo, of the 50% of sellers that don’t make their quota. of those sellers not making quota, it’s because of poor time management. You could say that 83.4% I have a kink in the armor.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Are the stress of quotas and working your way up from the bottom worthwhile? Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Highspot

APRIL 14, 2025

As your business grows, go-to-market initiatives change, and new solutions are launched, the material reps digest when they first join your company should evolve as well to reflect those changes. Customers who train their reps with Highspot report a 24% increase in average rep quota attainment.

High impact 52

High impact Government Quota Launch 52

Sales Hacker

JANUARY 21, 2019

How to launch new cities for a global endeavor and how to be successful. With Chorus, more reps meet quota, new hires ramp faster, leaders become better coaches, and everyone in the organization can collaborate over the actual voice of the customer. We’re going to market in about a month. What You’ll Learn.

B2C 16

B2C Territory Follow-up Inside sales 16

Highspot

JULY 31, 2020

Manages day-to-day communications with sales and other go-to-market teams. Secure your sales team’s success by carefully defining their roles and responsibilities within your go-to-market team — and invest as necessary in the supporting functions they need to thrive. Tracks and reviews sales performance metrics.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Gong.io

JULY 21, 2021

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. How can we rationalize our use of tools across different go-to-market teams? How are buyers responding to our new product launch?

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

NOVEMBER 1, 2022

This means empowering reps with content, training, and guidance — but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Sales Quota Attainment. Refresh your sales strategy. Sales Content Usage.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right.

Non-Profits 81

Non-Profits Strategize Trust Go To Market 81

SBI

JUNE 28, 2021

For instance, a program staffed with just one person might fail because that person can’t get everything launched and rolled out. Reps need to understand that learning will help them perform better, which will increase their quota achievement and also advance their career. Gregory Keshian Chief Product Officer, Brainshark.

Sell 40

Sell Finance Sales Quota 40

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. Our products and solutions allow these organizations to launch and provision remote and remotely access their network infrastructure all over the world.

Pipeline 72

Pipeline Territory Sales Healthcare 72

Highspot

MAY 20, 2022

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. Sales motions are defined by your larger go-to-market strategy. Align your go-to-market teams. on their own. The success of your new product line is not guaranteed.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JULY 15, 2022

Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. They think they can hire these agencies to prove out sales and marketing, they can’t.

Growth 117

Growth Cross-sell Start-ups X-functional 117

Highspot

JANUARY 9, 2024

This integration ensures that training supports key business activities such as meeting quotas, new acquisitions, product launches, and marketing campaigns. Highspot’s AI-driven platform empowers sellers with tailored content and sales playbooks, boosting go-to-market and sales success by 50%.

Technique 52

Technique B2B Cross-sell B2C 52

Highspot

APRIL 14, 2023

How to Launch the Most Effective Sales Training Program Effective sales training means arming sales reps with essential sales techniques and transforming new skills into daily habits and winning behaviors. This helps them have successful conversations and improves go-to-market initiatives by 50%.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

How to Launch the Most Effective Sales Training Program Effective sales training means arming sales reps with essential sales techniques and transforming new skills into daily habits and winning behaviors. This helps them have successful conversations and improves go-to-market initiatives by 50%.

Sales 52

Sales Technique Cold Call Technology 52

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 73

GTM Healthcare Pipeline Sales 73

Sales Hacker

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Measure impact : Track adoption and its effect on performance metrics like quota attainment and velocity.

GTM 105

GTM Sales Represent Government 105

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. more likely to hit quota. Prospect Intelligence.

Customers 22

Customers Tradeshows Technology Technology 22

SaaStr

MARCH 2, 2025

.” Growth Tactic #2: The Compound Startup Approach to Product Expansion Rippling has expanded from 4 products to 30+ in just a few years, exemplifying what Parker Conrad calls the “compound startup” approach continuously launching new products to drive expansion. “It’s a cultural thing that humans can learn.

Growth 72

Growth Cold Call Cross-sell Account management 72

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. I managed a team of senior sales people and carried an individual quota. What is one a-ha moment you’ve had in your sales career?

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

SEPTEMBER 20, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Product : Apollo. Incubating a Company Inside GTMfund: Operator.ai

GTM 73

GTM Launch Electricity Sales 73

SaaStr

AUGUST 26, 2022

Get two AEs that hit quota. If you have two hitting quota and the VP of sales is good, even if they’re new, even if they’re a stretch VP, they’ll figure out what the two are good at and hire 3 through 30. If you hire a VP of sales before you have two reps that can hit quota, the risk factor is massive.

Quota 98

Quota Growth Product Closing 98

Sales Hacker

MARCH 28, 2018

Interests outside of my own quota had led me to work with colleagues in Customer Training, Product Marketing, and Channel Sales. The Content Marketers Blueprint helped me close several deals during a grueling time at HubSpot. Lead flow died, for the first time in my tenure, teams missed quota. 2) Launching a new product?

Launch 73

Launch Quota Up-sell Sales 73

Sales Hacker

MAY 27, 2025

With over two decades at the forefront of techs biggest transformationsfrom on-prem to cloud to AISean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption. What would you say the biggest impact that has on overall go-to-market.

GTM 65

GTM X-functional Start-ups Go To Market 65

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. “We With myTrailhead, we can launch new training content in a couple of days.”.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. Your quotas are now combined.

Sell 106

Sell Territory Quota Up-sell 106