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.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. He knows that this is no small feat.
Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? They can fit training into their busy schedules without interrupting their work, whether between meetings or on the road.
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. Note-taking during meetings: Sharpens the ability to synthesize information and identify patterns.
As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. While marketing focuses on developing awareness and customer preference, GTM aims to shorten the distance between the product or service and the customer.
More meetings. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Longer sales cycles. Increasingly discerning buyers. Intensifying competition. Economic uncertainty. Thankfully, there’s an answer.
This creates several downstream impacts: Higher rep turnover and longer ramp times Inconsistent product positioning and go-to-market execution Missed revenue goals and declining team performance Deteriorating culture and employee satisfaction “The impact of this is really sunk costs,” Michelle emphasized.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) So I guess I should do a quick bio.
In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability. While many marketing teams struggle to meet their targets, this strategy presents an incredible opportunity to unlock additional revenue.
Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.
Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Product management is in charge of anticipating and meeting customer’s emerging needs. Dig deeper: 5 secrets to cross-functional collaboration in marketing Cross-functional VOC programs give the customer a seat at the table Go-to-market strategies, especially in marketing, often fall victim to magpie syndrome.
With generative AI, you can provide AI-driven content recommendations, meeting insights, and a consistent assessment framework to deliver just-in-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.
A long time friend and colleague asked me to sit in a vendor meeting. More as part of their learning process, they arranged meetings with a few leading companies to see if these types of tools might support what they were trying to achieve. The team invited the CRO and me to sit in a meeting. We aren’t there yet.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. It identifies whether they’re digesting Sales Plays, sharing content, completing training, and booking meetings. When analytics live in siloed systems, it becomes nearly impossible to understand what’s working and what’s not.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. It identifies whether they’re digesting Sales Plays, sharing content, completing training, and booking meetings. When analytics live in siloed systems, it becomes nearly impossible to understand what’s working and what’s not.
Without proper product-market fit as part of your go-to-market (GTM) teams strategy, even the best ideas struggle to make an impactor money. Go-to-market training equips you with the marketing, product, and sales skills to avoid launching a product no one needs. The good news?
A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Customer support to address customer queries and ensure adoption.
Summary The buyer’s journey isn’t just a theoretical framework—it’s a powerful tool for aligning marketing and sales , personalizing engagement, and accelerating pipeline. By understanding how your buyers make decisions and taking action to meet them where they are, you set your go-to-market teams up for success.
The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey. During this phase, the primary focus is on building a product that meets a specific market need and ensuring that early users validate its core functionality.
Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.
Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Conversation intelligence Conversation intelligence examines calls and meetings to assess tone, talk-to-listen ratios, and detect possible objections early. The best AI assistants support email, chat, telephone, and in-person meetings.
“‘A compelling story’ is a narrative that explains why your product or service will meet someone’s needs, especially in sales,” business experts Esther Troy and Gina Fong wrote for Harvard Business Review. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot.
It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. The training program can also include personalized coaching to help sales reps refine their techniques and role-playing exercises to walk them through real-life sales scenarios.
Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. The better you understand your partners, the better you can tailor your enablement strategy to meet their needs based on the number of staff members, skill level, and type of prospect they interact with.
At first, I assumed these were AI outliers—exceptional products in a hot market getting away with unconventional approaches. But new data from ICONIQ’s survey of 205 B2B SaaS GTM executives reveals something much more systematic: AI-native companies are fundamentally restructuring how go-to-market teams operate.
Reps covering metro areas like Chicago or Atlanta can bundle meetings and reduce downtime between visits. Not evolving your structure as things change To stay competitive, your go-to-market strategy must evolve alongside your business. Travel and logistics are also easier. But there are tradeoffs.
To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack. For instance, Highspot’s AI-powered meeting intelligence enables smarter coaching to individual reps.
AI is no longer reserved for enterprises with massive budgets; its now accessible, affordable, and designed to meet businesses where they are. For small and medium business owners, this shift presents an incredible opportunity.
Harnessing AI, data, and tech to drive real outcomes According to Bain’s 2025 B2B Growth Agenda, more than 90% of companies are experimenting with artificial intelligence (AI) and those deploying it at scale are meeting or exceeding their expectations. However, there’s room for improvement. This kind of support pays off.
“If big companies like LinkedIn and Google are already supporting that model, and with Slack, Zoom, and Google Meet advancing, work from home is going to be the big trend.” They booked individual meetings with every client, created QBRs, and started proactive communication about product updates.
You’re early in go-to-market and still validating fit. Proper messaging segmentation is how you meet someone when they’re ready to listen with the exact message only they need to hear. The buying process depends heavily on use case comprehension. Email: See terms.
It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. ” The post What is customer engagement?
As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. Market segmentation. Intent data. Sales activation.
By consolidating relevant resources into a curated experience through Digital Rooms, go-to-market (GTM) teams can remove friction and build trust with buyers, helping them make informed decisions and move deals forward at their pace. In fact, Digital Rooms that include meeting recordings see 2x more viewing time.
These early conversations helped shape Databricks product, pricing, and go-to-market strategy. They set up meetings with Fortune 500 CIOs. Talk to users. We went to the open-source community and asked, What would you pay for? Ron recalls. Solve for the highest-value pain points.
Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. Marketing acumen must meet business acumen Youre competing for resources with everyone else. So, what does this mean in 2025?
Sydney explains: “The advice for the go-to-market teams is, if you’re not yet, which I can’t imagine, but if you’re not yet leading with AI in your story, you better figure out how to do that fast because that’s what buyers are looking for.” People are already buying it.
This means: No more staring at your computer summarizing notes from that one really long meeting that happened last week. No more going crazy, losing sleep, or getting stumped. AI can help you go to market faster. No more trying to organize that idea dump you had at 1 AM into an easy-to-read format.
If you want your sellers to engage effectively with your customers, they need the right tools to meet buyers where they are. The Bottom Line: Meet Buyers Where They Are If your buyers are buying digitally, your sellers need to sell digitally. Its time to meet your buyers where they are and win their trustand their business.
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.
Highspot also announced that it now supports customers running Highspot AI features on customers dedicated Microsoft Azure OpenAI Service environments to meet enterprise security and compliance requirements.
Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.
Fluff—assumption-based systems, overly simplistic heuristics, correlation masquerading as causality—is the dominant currency in modern go-to-market thinking. But what we mean is: we’re doing what we’ve always done, or what everyone else is doing or what feels safe in a meeting. We don’t call it fluff.
Dig deeper: How to align your martech COE with organizational and go-to-market goals CRM and lead management: Building lasting customer relationships This team is pivotal in nurturing relationships and managing leads as they move through the sales funnel. Using data-driven insights to refine content and improve campaign performance.
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