criteria for success

DECEMBER 1, 2021

Let’s say you have one group of clients where your main point of contact is the Director of Operations. Is there a specific area in the market that’s currently underserved? Use this research to refine your solution as well as your go-to-market and targeting approaches. Does your solution align with market trends?

Clients 98

Clients Territory Drivers/motivators Contact 98

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

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

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? The main reason for the continued move is that most companies report the ideal split to be nearly 50/50. What's the difference between inside and outside sales?

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Hubspot

MARCH 25, 2020

This section is particularly important for regional or language-specific products. Where to Go With Questions. This new feature will let you [ List Main Benefit ]. New from [ Company ]: A Solution for [ Main Problem ]. Here's an example of lazy copy for every situation. Product] Launch Status: Today's Action Items.

Launch 101

Launch Product Contact Follow-up 101

Hubspot

JUNE 8, 2021

Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. Regional sales managers oversee the sales reps in their district, including SDRs, inside and outside sales reps, and account managers.

Commission 94

Commission Territory Finance Inside sales 94

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 129

Sales Networking Drivers/motivators Up-sell 129

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Manages day-to-day communications with sales and other go-to-market teams. What Is Sales Organization Structure? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Heinz Marketing

JULY 10, 2018

Market – regulated, SMB, enterprise, government, regional, international. Early to market, emerging, established market, commodity. Go to market strategy. Marketing content. Marketing tech infrastructure. Unfortunately, many marketers and executives focus solely on the WHAT with the data.

B2B 53

B2B Real Estate Government Healthcare 53

Heinz Marketing

DECEMBER 9, 2021

Orchestration: Kickstart your go-to-market activities across the technologies and channels you know and love. Trigger actions based on key business changes at companies within your entire total addressable market. Also, It would be very good to know the cost of the tool on its main page. Set up times. D&B Hoovers.

B2B 78

B2B Objectives and Key Results Contact Sales 78

SalesLoft

FEBRUARY 21, 2020

In the last 10 years, the idea of delivering disruptive commercial insight to customers and leading them to a related solution has become the sought after go-to-market strategy. This Wright Brothers side story has a lot to teach anyone in the business of complex B2B selling.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

Sales Hacker

APRIL 22, 2019

My career trajectory was from this new market role into a sales management role, with increasing responsibility, mainly because we were trying lots of things that hadn’t been tried before. I can be helpful in go to market. Go be a regional person at a company that is growing really quickly.

Territory 67

Territory Finance Growth Conversion 67

SalesLoft

JUNE 19, 2019

He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. It was my main priority to find a company that thought about culture in the same way that I do, and I found it very quickly with SalesLoft. SalesLoft has a huge market opportunity in EMEA.

Territory 40

Territory Education Technology Technology 40

Sales Hacker

JUNE 9, 2020

Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. ” Sam Jacobs: If you’re not going into consulting or finance, what are you doing with your life? Barrett Boston: Exactly.

Finance 105

Finance X-functional Pipeline Territory 105

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. Second question before we dive into the main topic of the day, which is all going to be about sales, analytics, and KPIs. But I pushed back.

Territory 63

Territory Sales Construction Up-sell 63

Highspot

OCTOBER 23, 2023

Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. Full-Scale Launch The full-scale launch is the main event. Every marketing strategy is leveraged in depth to generate maximum buzz and ensure the product’s success in the market.

Launch 59

Launch Negotiate Product GTM 59

SalesHandy

JULY 12, 2022

Increasing Customer Lifetime Value (CLV): When you have a go-to-market strategy that is targeting the right customers, by default, your customer lifetime value (CLV) will experience a gradual increase. It is said that organizations with an ICP framework have a win rate of at least 68%.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. I would say that was the main learning from building the sales organization that we had over the last years. How you decide on this model and go-to market strategy? Andrei B.: So, this clearly has worked very well for you?

Appointment 50

Appointment Hospitality Sales Inside sales 50

SaaStr

AUGUST 8, 2019

So, you’ve got to split your territory between pools of 2,000, 3,000 prospect per person. I would say that was the main learning from building the sales organization that we had over the last years. How you decide on this model and go-to market strategy? Andrei B.: So, this clearly has worked very well for you?

Appointment 44

Appointment Sales Hospitality Inside sales 44

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. We’re pre-seed, so pretty early on, just cracking into the 5k MRR territory. So we have a freemium, I guess, going back to this topic about freemium and PLG, we have a free plan.

Price 109

Price Product Start-ups Niche 109

SaaStr

NOVEMBER 21, 2019

To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. Pietro : This journey used to end at the legendary, mythical product/market fit. Sorry, we are in B2B territory here, so I’m not making problem myself. growth fund.

B2C 71

B2C B2B Start-ups Growth 71

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 87

GTM Pitch Up-sell Contact 87

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. Fred Viet: And I would say back to the safe plan is, you need to understand that we are in tech and product is important part and you need to make sure you’ve got a strong alignment between the product and the go-to market.

GTM 119

GTM Sell Customers Cold Call 119

Hubspot

APRIL 23, 2025

Heres a breakdown of what youll need across the three main categories: Financial Documents Its a good idea to create a financial packet with copies of important documents that can be shared with serious buyers during due diligence: Gather three to four years of financial statements, tax returns, and profit & loss reports.

Sell 41

Sell Legal Negotiate Non-Profits 41

Sales Hacker

NOVEMBER 13, 2019

There are three main reasons that forecasting fails. If your US team is forecasting on a quarterly basis with only managers submitting and your EMEA region is forecasting weekly and includes reps, then your sales ops team is probably spending hours and days trying to make sense of it all. And who can blame them? Look beyond 90 days.

Pipeline 89

Pipeline Sports Sales Quota 89

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. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 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

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Nobody can go shop in main street America. Prior mistakes at a top table, prior mistakes and go to market, prior mistakes in hiring to avoid those mistakes and try to be off the races without any unforced errors.

X-functional 80

X-functional E-commerce Growth Retail 80

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. Tell me, what’s another main consideration thing?

Sales 84

Sales Start-ups Meeting Follow-up 84

Sales Hacker

OCTOBER 22, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey , Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

Territory 45

Territory Cold Call Pipeline Up-sell 45

Sales Hacker

SEPTEMBER 22, 2020

And I learned a lot about how to run a business and build a business, but it really wasn’t for me, it was a great experience for me for the couple of years that I did that, but I wanted to get back into the field and really run a region. How have you changed your go to market strategy? Sam’s Corner [39:07].

Growth 82

Growth Objectives and Key Results Manufacturing Start-ups 82

Sales Hacker

FEBRUARY 7, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. When looking to make your first data storytelling hire, you could hire either a marketer who wants to dive into data, or a data scientist who wants to become a storyteller.

GTM 87

GTM Finance Real Estate SQL 87

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. So that was really shocking to us that people were starting to pull back. So that’s one example of many.

E-commerce 117

E-commerce Price Start-ups Go To Market 117

Sales Hacker

FEBRUARY 4, 2025

To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. So number one is the modern CFO wants to be, and should be deeply integrated into go to market and product.

GTM 89

GTM Finance Cross-sell X-functional 89

SaaStr

JULY 19, 2019

The main thing you get from doing it a bunch of times is you’ve made all the mistakes already, or a lot of them. You look at my insertion point right now, it’s the large cloud vendors are not in these smaller markets that have bad power infrastructure, and bad internet connectivity, and what have you, like Vietnam or Indonesia.

Cross-sell 62

Cross-sell Up-sell Start-ups Engineering 62

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM 83

GTM Territory Cold Call Price 83