Sales Hacker

DECEMBER 17, 2024

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.

GTM

Sales Hacker

FEBRUARY 7, 2025

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.

Price

SaaStr

JULY 26, 2025

Strategic Implication : Your business model directly determines your go-to-market strategy. If you don’t have the unit economics to support field sales, you need to find other ways to create local market penetration. Face-to-face meetings are often the only way to get their attention.

Territory

SaaStr

JULY 11, 2025

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.

GTM

Heinz Marketing

APRIL 30, 2025

times higher than those that dont, and companies integrating AI into forecasting have seen their forecast accuracy improve by 40%, enabling better strategic decisions. With tools like AI, sales and marketing can be better aligned, increasing overall operational effectiveness. Sales teams utilizing AI experience revenue growth 1.3

Strategize

Martech

JUNE 12, 2025

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.

GTM

Martech

NOVEMBER 11, 2024

The COE execution team: Key team roles and their contributions The execution team operates at the intersection of creativity, technology and strategy, using technical expertise and marketing savvy to produce experiences that resonate with audiences. Collaborating on A/B testing and optimization for enhanced engagement and satisfaction.

A/B testing

SaaStr

JUNE 29, 2025

“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.” ” The Strategic Response : They didn’t just hire more support people—they reimagined customer success as a revenue function.

Cross-sell

Martech

JULY 10, 2025

Use that control to your strategic advantage. Broad surfaces require strategic anchoring The homepage and core website pages need to clarify the “what” of your product and answer the question of “who are you?” You’re early in go-to-market and still validating fit. Landing pages.

Product

Highspot

JANUARY 23, 2025

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.

Objectives and Key Results

Hubspot

JULY 18, 2025

The buyer’s journey helps you attract and convert new leads by meeting them where they are in their decision-making process. They immediately sent onboarding tips like “Review your Join and Recap settings” and showed me how to capture my first meeting notes within minutes. Sometimes through brand storytelling. The result?

Referrals

Highspot

JULY 13, 2025

By strategically positioning themselves as knowledgeable resources on their product or service category and industry through consistent interaction with their target audience, sales reps can execute social selling tactics that enable them to identify new leads and establish and deepen connections with them over time.

B2B

SaaStr

FEBRUARY 7, 2025

Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience. These early conversations helped shape Databricks product, pricing, and go-to-market strategy.

Technical Sales

Highspot

JULY 7, 2025

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.

Sell

Highspot

NOVEMBER 24, 2024

It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. Without a structured plan, enablement teams often find themselves in a reactive mode, fire-fighting urgent short-term tasks rather than focusing on more strategic long-term projects.

Pitch

Highspot

MAY 15, 2025

Choosing the right sales organization structure is one of the most strategic decisions a sales leader can make. It shapes how your team goes to market, how smoothly they work together, and how buyers view your company. Reps covering metro areas like Chicago or Atlanta can bundle meetings and reduce downtime between visits.

Territory

SaaStr

DECEMBER 5, 2024

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.

GTM

Highspot

MARCH 3, 2025

Matthew explained, The biggest thing that’s going to impact the bottom line is the outcome of your customers experience when they engage with you. Go-to-Market employees, like Matthew, undergo extensive training to understand customer needs, uncover business challenges, and craft compelling stories that drive change.

Strategize

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. seller, head of sales, or commercial cofounder).

GTM

Martech

JULY 10, 2025

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.

GTM

Highspot

DECEMBER 19, 2024

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.

GTM

Hubspot

DECEMBER 4, 2024

With AI available, you and your employees can concentrate on producing more strategic and goal-driven work, leading to increased efficiency, problem-solving, and, hopefully, developing more groundbreaking ideas. This means: No more staring at your computer summarizing notes from that one really long meeting that happened last week.

Service

Sales Hacker

MAY 7, 2025

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.

GTM

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. What’s different is how quickly you need to adapt your approach to keep up with market changes.

GTM

Sales Hacker

MAY 7, 2025

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.

GTM

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. The best onboarding programs dont just centralize content they contextualize it, keeping sellers focused and confident.

High impact

Heinz Marketing

JULY 22, 2025

This article builds on that foundation, highlighting how successful marketing leaders leverage conversion data, benchmarks, and financial packaging to create a trusted, mutually beneficial partnership with finance. When forecasts miss, CFOs must act. In many times this means tightening of budgets.

SQL

Highspot

JULY 9, 2025

Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.

GTM

Highspot

APRIL 28, 2025

The go-to-market landscape is evolving fast. Based on our survey of 350 global go-to-market professionals, the answer is clear: Theyre leveraging AI to power go-to-market execution. Today, just 10% of organizations are very effective at driving go-to-market initiatives that deliver business results.

GTM

Sales Hacker

JUNE 24, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? The feedback from last week’s episode where we pulled back the curtain on a private episode from GTM Fund’s annual general meeting, a GM was incredible.

GTM

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Your go to market motion has to be driven by the product.

GTM

Martech

MARCH 6, 2025

Complexity exists everywhere: multiple buyers, products and solutions, markets and geographies, and direct sales versus partner-led sales motions. These documents show the entire organization how marketing and sales currently process leads, where the friction points are and which signals predict revenue.

GTM

Heinz Marketing

NOVEMBER 1, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing Are you continually seeking ways to stay ahead of the competition and meet the ever-evolving demands of your customer s? One strategy that has gained significant traction is marketing orchestration. What Is Marketing Orchestration? Want some help?

Click Through Rate

Sales Hacker

JUNE 17, 2025

Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Product and Go-To-Market. Just last week, we hosted GTM Fund’s first annual general meeting or a DM for short. TriNet exists to make that easier. And that’s people.

GTM

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. That’s why centralized platforms like Highspot are designed to meet SOC 2 Type II, ISO 27001, and GDPR standards.

Manufacturing

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