SaaStr

JUNE 25, 2025

But saying yes to everything requires a systematic approach to innovation and go-to-market execution. The Hackathon-to-Product Pipeline Rubrik’s new product development follows a surprisingly grassroots approach. Innovation Process : Systematic hackathon-to-product pipelines can drive meaningful innovation 3.

Legal 102

Legal Cross-sell Government Engineering 102

Heinz Marketing

MAY 10, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Nice.

Pipeline 105

Pipeline Sales Up-sell Growth 105

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

Go To Market 55

Go To Market Growth GTM Strategize 55

Heinz Marketing

MAY 11, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 87

Pipeline Sales Healthcare Manufacturing 87

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Competitive differentiation. Late-stage.

Territory 128

Territory Healthcare Growth Go To Market 128

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

Pipeline 120

Pipeline B2B GTM Campaign 120

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 77

GTM Growth Sell X-functional 77

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. The watering down of the MQL, and adding low-intent lead-scoring prospects to hit targets, results in lower and lower SQL conversion rates.

SQL 138

SQL GTM B2B Pipeline 138

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Here’s why that visibility matters: Beyond understanding who your main champions and blockers are, you want to see whether the whole pack in any given deal is coming along with you, or whether their enthusiasm is concentrated in just a few people. .

Closing 162

Closing Sports GTM Legal 162

SaaStr

JUNE 20, 2025

While competitors debated how much to invest in AI, Palantir made it their primary growth engine, restructuring their entire go-to-market strategy around AIP bootcamps and AI-driven customer success. They launched their Artificial Intelligence Platform (AIP) in mid-2023 and bet the entire company on AI transformation.

Government 115

Government Legal Engineering Growth 115

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 106

GTM Represent Growth Go To Market 106

Martech

APRIL 1, 2024

For simplicity and speed, the win rate can be defined as “pipeline progression rate.” The 400-person event can be good, but it will take a lot of specific sessions to overcome the main hall sessions which usually focus on broad use cases of your product. ELG is a rethinking of the go-to-market force that drives marketing strategy.

Growth 112

Growth B2B Pipeline Presentation 112

Heinz Marketing

MARCH 20, 2023

By Matt Heinz , President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: You love sales.

Pipeline 59

Pipeline B2B Sales Service 59

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. By using predictive analytics, businesses can optimize their sales pipeline and target high-potential leads more efficiently. What you’ll learn: What is product-led sales? Why are product-led sales important? Learn more What is product-led sales?

Product 86

Product Territory Sales Price 86

Martech

JUNE 29, 2022

“The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” Dreamdata is a B2B go-to-market platform.

B2B 112

B2B Customers B2C Inside sales 112

Sales Hacker

SEPTEMBER 2, 2020

In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales 130

Inside sales Cold Call Contract Price 130

Martech

MAY 10, 2022

When Rowan Tonkin joined Planful as CMO three years ago, he faced two main challenges. Tonkin knew the buying dynamic of his customers, mainly mid-market organizations, tended to be very research intensive. A marketing-driven pipeline that works. We changed, effectively, the position inside of a new market.

B2B 98

B2B Customers Pipeline Price 98

Heinz Marketing

JANUARY 20, 2020

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: I don’t know.

Pipeline 62

Pipeline Sales Up-sell Start-ups 62

Sales Hacker

JANUARY 24, 2020

Pipeline/Analytics/Measurement. We land your go-to-market strategy and playbook into a user-friendly interface. Plus, it allows each team member to see the full pipeline of other team members, listen to their calls, and see their pitches. What are the tools you use for Pipeline / Analytics / Measurement?

Pipeline 80

Pipeline Pitch Sales Represent 80

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Prioritize pipeline: If resources are limited, focus RevOps on top-of-funnel pipeline, and expand to post-sales renewals or cross-sell/upsell later.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

JANUARY 27, 2024

Speaking of which, GTMfund’s value proposition perfectly illustrates this week’s main newsletter topic: the critical importance of messaging and positioning. 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 118

GTM Niche CRM Account management 118

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. The downside of channel sales can be broken down into three main categories: loss of control, increased complexity and—of course—reduced per-sales profits. Channel – Cons. Loss of Control.

Sales 145

Sales Networking Drivers/motivators Up-sell 145

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. They helped one portfolio company bring in $25 million in new pipeline and $5.9 Team composure : having all the main functional areas covered in-house, tech companies need tech people and business people.

Territory 97

Territory Finance Healthcare Negotiate 97

Heinz Marketing

SEPTEMBER 26, 2022

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Rusty: Exactly.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Hubspot

NOVEMBER 29, 2022

Today, 57% of sales reps inaccurately forecast their pipeline, according to data from Chorus. This post shares 12 forecasting software that can help you predict, monitor, and optimize your deal pipeline. Simply put, sales forecasting software help the organization predict how much they’re going to make and when. User Review.

Pipeline 87

Pipeline Price CRM Quota 87

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

To get new opportunities, you have to constantly fill your sales pipeline with high-quality leads. According to a recent report by Hubspot , 34% of B2B marketers say generating more leads is their top priority for 2021, while only 14% are concerned with closing more deals. Winning in business is all about winning in sales.

Customers 94

Customers B2B Sales Pipeline 94

Martech

JUNE 26, 2024

Creating brand awareness and pipeline: Goldcast.io was founded in 2020 as a virtual events platform for B2B field and event marketers to host interactive virtual and hybrid events. And the way the economy is, we’re still going to have to be very scrappy, very resourceful and do better with less,” she added. Goldcast.io

B2C 112

B2C Launch B2B Prospecting 112

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 66

GTM X-functional Start-ups Relationship building 66

Hubspot

MAY 8, 2020

Marketing and sales capabilities, the support of teams and organizations, and measurable data tools. Further, your software should complement your main campaign functions. Are you going to be doing a lot of ad targeting? Let's go over some choices. These should be at the frontlines of what you choose. Image Source.

GTM 101

GTM Price Contact Campaign 101

InsightSquared

APRIL 7, 2021

Automate and visualize sales pipelines with customizable stages, risk factors, and scoring methods. Forecast sales numbers based on pipeline factors. Utilize embedded artificial intelligence as a main feature. Live Pipeline Management. The visuals help me see what’s wrong with the pipeline and forecast very quickly.

Pipeline 62

Pipeline Niche Sales CRM 62

Heinz Marketing

AUGUST 25, 2020

Understanding factors like purchase timeframes, number of buying centers and members, as well as what level a purchase decision can be made can massively help marketers and sellers more effectively plan and go to market with the right content, message, channels and expectations in mind. Purchase Influencers.

B2B 122

B2B Sell E-commerce Cross-sell 122

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Kyle Norton – SVP My main RevTech stack isn’t too complex. So Clari/Boostup have a unique spot where they are the place where teams/execs can go to monitor pipeline/sales.

GTM 96

GTM Negotiate Pipeline Contract 96

Sales Hacker

MARCH 18, 2025

And so I started to go-to-market at VMware.And the thing that was exciting for me in retrospect is that. And I really got to understand go-to-market. And most of us have to do that scaled high throughput, process in go-to-market. And they were able to have an absolutely enormous impact on the pipeline.

GTM 63

GTM Sales Pipeline Technology 63

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 Price GTM Territory 103

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market.

Sell 111

Sell CRM Appointment Up-sell 111

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 87

GTM Territory Gaming Sales 87