SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 106

Go To Market Growth GTM Product 106

Salesforce

OCTOBER 31, 2023

If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. See how it works What is a go-to-market strategy?

Go To Market 72

Go To Market GTM Objectives and Key Results Price 72

Sales Hacker

OCTOBER 28, 2021

Enablement as a function — not sales enablement, but go-to-market enablement — will continue to rise in prominence because it helps to orient the whole go-to-market team around how buyers want to buy. Meet us here every other week, and we promise to keep it spicy for you. powered by Sounder.

Go To Market 83

Go To Market Sales Meeting Sell 83

Highspot

FEBRUARY 9, 2021

Ultimately, these companies languish, while the perennial members of the Fortune 500 consistently execute their alignment and strategies, armed with the digital dexterity to win as market conditions change. As Highspot’s VP of Product Marketing, I believe that luck is what happens when preparation meets opportunity.

Go To Market 98

Go To Market Technology Technology Pitch 98

Highspot

SEPTEMBER 26, 2023

Highspot Meeting Intelligence supports meetings recorded in both Zoom and Microsoft Teams. In addition, Highspot is uniquely built to work with a customer’s existing meeting intelligence tools including Gong, with integrations for Clari, Salesloft and Outreach coming soon. “We

Meeting 52

Meeting Launch Customer Relationship Management Strategize 52

Martech

NOVEMBER 11, 2021

And it comes to [how you manage] your remote teams, the massive amount of content, personalization, and products that are going to market. They both agree that marketers have to “strike the right balance” between quality and efficiency when evaluating their content strategy and tech stack.

Meeting 134

Meeting Education Trust Pipeline 134

Outreach

OCTOBER 1, 2020

In short, they need to pick up the pace with go-to-market strategy during one of the toughest markets ever. Some tough questions go along with tackling those challenges: How do you motivate your go-to-market team every day during a time of constant uncertainty ?

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

SaaStr

FEBRUARY 21, 2023

Becoming less reliant on human touch takes time and planning, so take a good look in the mirror, determine how much and how fast you can do it, and then form a cross-functional plan that meets your current business goals while also working towards future ones. How do you implement this new plan while also maintaining the current one?

Go To Market 71

Go To Market Growth GTM X-functional 71

Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 73

Go To Market GTM X-functional Territory 73

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Customer and channel partnerships. Sales strategy.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

SaaStr

FEBRUARY 4, 2022

The 10 Keys to A Successful Board Meeting: How to Make Them Great and Not Something Everyone Dreads from Ajay Agarwal, Bain Capital Partner. Over the course of my venture career, I have participated in hundreds of board meetings for seed and Series A companies, growth companies, and public companies.

Meeting 98

Meeting GTM Strategize Follow-up 98

Sales Hacker

JULY 29, 2019

Today he’s discussing how to go to market with an enterprise solution. He has a deep background in enterprise sales, and it’s an incredible conversation about how you go to market with a true enterprise solution. Ed is the co-founder and President of Seismic, where he leads the company’s go-to-market efforts.

Go To Market 52

Go To Market Electricity Healthcare Education 52

Sales Hacker

MARCH 11, 2020

Enter Meeting Math, a new set of numbers for sales and ops leaders, which are actionable rather than conceptual. Developed by Kronologic , Meeting Math focuses on two metrics: Average Value Per Meeting and Lead Deficit. Meeting Metric #1: Average Value Per Meeting. Your value per meeting is $6,250.

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

G2

APRIL 29, 2024

G2 CEO Godard Abel recaps the latest meeting with the company’s Executive Advisory Board (EAB), highlighting the opportunity for AI to drive customer retention, growth, and go-to-market strategies.

Growth 98

Growth B2B Go To Market Meeting 98

Heinz Marketing

NOVEMBER 23, 2023

For professionals in B2B marketing and sales, integrating digital aspects into Go-To-Market (GTM) strategies is not just beneficial but essential. Embracing digital transformation helps companies stay relevant and meet the evolving needs of their clients.

GTM 122

GTM B2B Technology Technology 122

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies.

Pipeline 116

Pipeline Go To Market Cross-sell Sales 116

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Go-to-market motions are shifting.

GTM 100

GTM UX Go To Market CRM 100

Heinz Marketing

SEPTEMBER 3, 2020

This provides a detailed repeatable process for creating truly customer-first, account-based, insight-driven sales and marketing programs. Design your go-to-market plan. It ensures as a marketer you are not throwing MQLs over the wall and ‘crushing your numbers’ while overall the company is not meeting its plan.

GTM 102

GTM SQL Pipeline Campaign 102

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. We also have companies with just OK products but great go-to-market teams, and they’re doing well.”

Sell 103

Sell Cross-sell Finance B2C 103

Martech

JUNE 1, 2023

The go-to-market platform launched Post-Meeting Briefs within the company’s Chorus conversational intelligence platform. Post-Meeting Briefs uses generative AI to create summaries of business meetings that highlight key moments from the meeting and produce action items. Get MarTech! In your inbox.

Technology 101

Technology Technology Launch Service 101

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Martech

JANUARY 29, 2024

Gone are the days when gating all content to meet quarterly MQL KPIs was effective. Sales-generated leads and go-to-market strategies Sales-generated leads, when integrated with marketing strategies, can drive impressive results and should be a part of your go-to-market (GTM) motion.

B2B 124

B2B Lead generation GTM CRM 124

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. It’s a living document that keeps your teams focused and aligned and helps you meet your goals. . What is a go-to-market strategy?

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. As Joseph expresses, “meet your audience where they are. We’re not going anywhere though.

Launch 101

Launch Product GTM Technology 101

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? At Harness, Eubanks leads go-to-market. This is where it gets sticky for many Go-To-Market teams. . Meet the user where they are and how they like to learn. . Sign up here to join them FOR FREE! The Takeaway.

GTM 92

GTM Product Education Growth 92

Sales Hacker

SEPTEMBER 5, 2023

Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change. Melanie Fellay is the CEO and Co-Founder of Spekit , a just-in-time platform that is transforming how we learn at work.

GTM 90

GTM Strategize Networking Go To Market 90

Highspot

APRIL 30, 2024

As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights.

Government 52

Government Sell Sales Go To Market 52

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. Source: RH Blake 2.

B2B 90

B2B Process Manufacturing Customers 90

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. We know that it is unlikely that we will be able to present that proposal, so we need to give our champion a really amazing piece of content to take to the board meeting. That means sales cycles are shrinking.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

SaaStr

APRIL 30, 2024

Kyle went into a board meeting the next month and felt really good about cleaning up deal quality and driving up customer quality. So board meeting number two was a lot better. If you look at your reps’ calendars and they don’t have 3-4 customer-facing meetings every day of the week, you don’t need more reps.

Go To Market 104

Go To Market GTM X-functional Objectives and Key Results 104

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. During her first week, she walked in on a meeting and learned they had oversold their license model and needed help undoing it. The reality was product market fit wasn’t quite there yet.

Growth 96

Growth Launch Territory Legal 96

Heinz Marketing

OCTOBER 21, 2021

So, how do B2B marketing leaders go about determining whether their marketing ecosystems can meet these new business demands? New Research from Integrate and Heinz Marketing. 48% of optimized teams who center their marketing ecosystem around the buyer expect to meet their revenue goals .

Drivers/motivators 120

Drivers/motivators B2B Technology Technology 120

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 109

B2B Customers B2C Inside sales 109

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Next is building a team that meets your needs across various work areas.

Growth 90

Growth Drivers/motivators Go To Market Sales 90

Sales Hacker

SEPTEMBER 22, 2023

Beyond meeting founders and LPs all day, I’m slowly eating my way through New York City. Let’s hear from two experienced go-to-market leaders who have “been there done that” at some of the best PLG companies in SaaS. Another busy week in ‘the city that never sleeps’. Anyway, let’s get into it.

GTM 89

GTM X-functional Inside sales User Experience 89

Search Engine Land

OCTOBER 25, 2023

For example, many businesses go to market by industry, so those types of businesses will need an ICP per each industry market. Dig deeper: How SEO content helps increase sales Tip 4: Integrate and set clear expectations SEO should touch almost every marketing and sales function within a B2B organization.

B2B 114

B2B B2C Non-Profits Education 114

Heinz Marketing

OCTOBER 8, 2020

I haven’t told her that it is one of my goals to make her more social and meet new people for her own emotional growth. Marketing Goal Setting. If you track MQLs, then calculate how many MQL’s are necessary to meet your revenue goal. Marketing Goal Setting – Next Steps. Monitor these in your monthly KPI meetings.

Pipeline 116

Pipeline Growth Start-ups Meeting 116