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 78

GTM X-functional Start-ups Campaign 78

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of meetings scheduled. Number of meetings set. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Number of emails sent. Email Sales Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

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 70

GTM X-functional Start-ups Relationship building 70

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Run a functional investigation. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

DECEMBER 8, 2023

LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. You need a strong point of view on how your product will save x company money or solve their pains. Gone will be the days of spending 2-3 hours researching and practicing discovery questions before a meeting.

GTM 125

GTM SQL X-functional Engineering 125

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io Did it meet expectations in terms of their ability to purchase things, their ability to make decisions, their access to budget? How has been the sales evolution of the go to market motion for LinkSquares? for more information.

Contract 120

Contract X-functional Objectives and Key Results Legal 120

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 89

GTM Negotiate Profit margin Contract 89

ConversionXL

JUNE 25, 2021

X demos booked in introduction, X revenue in growth). This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. That’s rarely the case.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

DECEMBER 17, 2019

That allows us to have a very different go to market strategy. Maybe you could talk about who you’re meeting with when you go to organizations. So, maybe you could just talk about where you’re spending your time, how you’re spending your time, and who you’re meeting with?

Finance 85

Finance X-functional Non-Profits Launch 85

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. Did you consider like, “Hey, I want to be the FP&A analyst,” or something like that, some operational person at a startup, versus trying to go in there and carry a bag and actually close business?

Finance 105

Finance X-functional Pipeline Territory 105

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. She’s the founder of Alternate Route, a go-to market strategy and revenue operations consultancy based here in New York.

Contract 86

Contract CRM Consult Cross-sell 86

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. This can be through an email, a call, an in-person meeting etc. CR(t) —The conversion rate as a function of time to get to a single SQL. Prospecting is about having a conversation with a client.

Prospecting 62

Prospecting SQL GTM X-functional 62

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 91

Pipeline Sales X-functional B2B 91

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Sales motions are defined by your larger go-to-market strategy. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X

E-commerce 96

E-commerce Retail Real Estate Growth 96

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 119

Growth Cross-sell Start-ups X-functional 119

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person.

Non-Profits 94

Non-Profits Strategize Trust Growth 94

Heinz Marketing

MARCH 11, 2019

There is a ton of overlap in kind of some of the use cases that many of those tools support, and I’m just seeing folks being much more diligent about I’m trying to do X and have actually three pieces of technology internally that can partially help me with that, whatever X is.

Pipeline 67

Pipeline Sales B2B X-functional 67

Sales Hacker

JANUARY 7, 2025

Well, what I wanted to dive into, because it’s a personal passion of mine, I’ve been in kind of a partnerships function for a while, at least while I was an operator at Outreach. You know, okay, are we aligned that this new line of product is going to be able to bring this amount of revenue? Fred Viet: That’s good.

GTM 119

GTM Sell Customers Cold Call 119

Sales Hacker

MARCH 2, 2020

How to Get a Meeting with Anyone. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Setting up meetings with corporate decision makers has never been harder. The New Handshake: Sales Meets Social Media.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. If you ever asked me to come to your board meetings, I want this to be the first slide. This is how I think we quantify product market fit.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 119

E-commerce Manufacturing X-functional Retail 119

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Whatever your bar is, your bar is high but tripling, quadrupling going 2.5X

X-functional 82

X-functional E-commerce Retail Growth 82

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. Jason Lemkin: Crossover funds can go where it’s greener. X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 59

Pipeline Sales Drivers/motivators X-functional 59

Sales Hacker

FEBRUARY 19, 2019

Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. So, what does it take to increase deliverability, replies, and booked meetings? Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community.

Cold Call 14

Cold Call Inside sales Sales B2B 14

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 58

X-functional SQL Pipeline Go To Market 58

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. You’re more likely to close deals by x percent when you use this product.”

Pipeline 56

Pipeline Sales Presentation B2B 56

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 63

X-functional Drivers/motivators Start-ups Engineering 63

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security. So my take is, it does not have to be, it’s always amazing to meet customers in person.

Price 65

Price GTM Up-sell Product 65

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 68

Contract Price Commission Conversion 68

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And then the second, he was going to market trying to change pricing. Tom Tunguz: That’s really important.

Contract 12

Contract Price Commission Conversion 12

Martech

DECEMBER 17, 2024

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.

GTM 102

GTM B2B X-functional Up-sell 102

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * I was sending a 100 emails a week and doing those initial meetings for that firm for two years. How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 83

GTM Growth X-functional Referrals 83

Sales Hacker

JANUARY 21, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canvas sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.

GTM 106

GTM Gambling B2B E-commerce 106

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99