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? Kevin Walker: if you’re doing a strong founder-led sales motion, the hardest thing to scale is yourself Vera Kutsenko: I did not expect it to go viral, and it did.

GTM 69

GTM Legal Contract Go To Market 69

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. For new listeners, quick refresher. And ultimately take it public on the New York Stock Exchange. TriNet exists to make that easier. And that’s people.

GTM 84

GTM Customers Construction X-functional 84

Sales Hacker

JUNE 27, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. It’s a 340-slide deep dive into how AI is reshaping business, product, and go-to-market strategy. This compounding dynamic is showing up across early-stage SaaS: Teams deploying AI SDRs to handle 80% of outbound.

GTM 91

GTM Legal Trust B2C 91

Sales Hacker

JULY 8, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. 47:45 Data as the new moat: how to build durable product advantage in the AI era. I love this part.

GTM 79

GTM Sales CRM Start-ups 79

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. You know, Meta in Europe?

GTM 89

GTM Territory Gaming Sales 89

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 107

GTM Customers Non-Profits Growth 107

Sales Hacker

APRIL 18, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Go-to-market teams need to rewrite the brand awareness playbook for a world where content marketing, SEO, and PPC all look very different. The rise of AI has changed the game and not in the way most marketers hoped.

GTM 92

GTM Click Through Rate B2B Trust 92

Sales Hacker

MAY 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Marketing and sales ops dig in together, then assign ownership for next steps. AI doesnt replace alignment, but it speeds up clarity. You can also leverage AI to strengthen feedback loops. Start with shared goals.

GTM 106

GTM Cross-sell Pipeline Launch 106

Martech

OCTOBER 18, 2022

Adidas VP global marketing Erika Wykes-Sneyd at the DPAA Global Summit in New York. Using these ideas, Wykes-Sneyd developed a go-to-market strategy with the same foundations in consumer and category research that she uses with other product launches. How is that identification going to show up?

Gaming 142

Gaming Government Pitch Technology 142

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.

GTM 122

GTM Sales Growth Represent 122

SalesLoft

APRIL 25, 2019

This office joins our locations in Atlanta, New York, San Francisco, and Guadalajara. This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. It’s why we get up every day. You inspire us to never give up in serving you relentlessly.

Growth 90

Growth Commission Networking Up-sell 90

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time. Not directly, at least. Not directly, at least.

Cross-sell 96

Cross-sell Niche Sales Quota 96

Salesforce

APRIL 7, 2022

You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. The best way to improve your numbers is not to spend all your time focusing on the majority of leads that aren’t going to come through — but on the leads that most likely will. sign up now.

Pipeline 97

Pipeline GTM Quota Pitch 97

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. Reps working from home need to be willing to converse without selling. Subscribe to the Sales Hacker Podcast.

Contract 83

Contract CRM Consult Cross-sell 83

Heinz Marketing

SEPTEMBER 6, 2021

This week’s show is called “ Selling into the Public Sector: Strategies & Tactics that Wor k “ My guest is Adriel Sanchez , CMO at Newsela. And if you like what you see here, you can check out past episodes, either on LinkedIn or all of our past episodes, back to the very beginning, up on salespipelineradio.com.

Pipeline 111

Pipeline Sales Up-sell Government 111

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. We’re on iTunes. And on Stitcher.

Objectives and Key Results 120

Objectives and Key Results Finance Start-ups Prospecting 120

Sales Hacker

NOVEMBER 17, 2020

Matt’s a marketer at heart with a unique blend of creative and operational expertise. Before Vertify, Matt built the media technology, marketing and operations practice at RSG Media in New York City. I grew up with Nolan Ryan and Craig Biggio and these guys with the Astros. He lives in Austin. We liked risks.

Start-ups 107

Start-ups Technology Technology B2B 107

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. The good news is, there’s a solution. Sign up now Thanks, you’re subscribed! Guess what? You’re not alone.

GTM 98

GTM Territory Finance E-commerce 98

Heinz Marketing

SEPTEMBER 19, 2022

Matt: So, there was a lot of topics that we said we might want to talk about here, and I certainly want to talk about mistakes companies make in who they choose to sell to, and how companies build out their addressable market. In a lot of cases, it is just up to the reps or up to SDRs to figure that out.

Pipeline 104

Pipeline Healthcare B2B Sales 104

SalesLoft

FEBRUARY 21, 2020

By Spencer Wixom, VP of Marketing at Challenger. The following headline ran in The New York Times on December 18 , 1903: “Senators Demand Facts On Panama.” This Wright Brothers side story has a lot to teach anyone in the business of complex B2B selling. What was said in The Times that day is not particularly interesting.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

ConversionXL

NOVEMBER 29, 2018

A freemium or free-trial approach impacts the micro-conversion of an unpaid product sign-up. And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. Cross-sells. So what should you do first?

Customers 119

Customers Cross-sell Referrals Networking 119

Heinz Marketing

MARCH 1, 2021

We also have multiple people on the selling team. So if you have an insight, it’s not as binary as saying, “Well, let’s put that into an email sequence,” or, “Hey sales person, go mention this on your call.” We are featuring every week some of the best and brightest minds in B2B sales and marketing.

Pipeline 126

Pipeline Sales Up-sell Start-ups 126

Sales Hacker

AUGUST 11, 2023

I’ve had about two months now to process the news, and couldn’t be more excited to hit the gas pedal on the new brand. We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. We’ve got some big articles and podcast dropping next week.

GTM 83

GTM Sales Launch Pipeline 83

Sales Hacker

JULY 13, 2021

Learn how the team follows up with every lead in record time and how they turn people that attend virtual events into prospects. Today’s virtual selling environment demands a new kind of approach, one that prioritizes the buyer above all else. And I wound up taking it and five months later I started Xerox.

Objectives and Key Results 103

Objectives and Key Results Electricity Start-ups Networking 103

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 94

E-commerce Retail Real Estate X-functional 94

Sales Hacker

JULY 24, 2018

He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. Understanding how buyer group preferences impact selling decisions and strategies. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. What You’ll Learn.

Negotiate 46

Negotiate Strategize Sales Pipeline 46

Sales Hacker

DECEMBER 30, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. How’d you get here?

Cross-sell 53

Cross-sell Contract Pharmaceutical Quota 53

Gong.io

MARCH 30, 2020

So if you’re a new rep and you start at HubSpot, everyone around you wants to help you. Or people don’t want to share best practices because they feel that it takes away from their own selling time. Can we come up with events that don’t have alcohol as a part of our entertainment?”.

Territory 62

Territory Sales Appointment Entertainment 62

SaaStr

DECEMBER 17, 2019

So if you’ve ever had to start a new job and walk in with a voided check and then they take that voided check and they figure out how to process your payroll. So, the image that I have as a vapid tech reporter is sort of everything is up into the right for that period of time in order to reach that … is that true?

Finance 85

Finance X-functional Non-Profits Launch 85

SaaStr

AUGUST 27, 2019

We are an enterprise VC fund in New York City. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone.

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 84

GTM Pipeline Healthcare Sales 84

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 69

B2B B2C Technology Technology 69

SaaStr

DECEMBER 26, 2019

Guillaume : Now that we have the MarTech outlook and the marketing shifts, a couple of things. I want to invite you all to go on Slido. So if we can pop up the Slido slide and I want to invite you all to take your phone and go on slido.com for this session so that you can start asking the panel questions. Alice : Hi.

B2C 75

B2C CRM Product Engineering 75

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. We are so excited today to have a good friend and also one of the top operators in New York City on the show, Megan Bowen. What You’ll Learn. What Managed by Q does. Building a Customer Success Strategy.

Customers 63

Customers Account management X-functional Hospitality 63

Sales Hacker

APRIL 24, 2018

5) Balancing your Go To Market Strategy with Customer Experience [10:30]. I’m your host, Sam Jacobs, founder of the New York Revenue Collective. Emmanuelle Skala : We sell restaurant platforms to restaurants, obviously. We sell mostly to SMB restaurants but we also sell to enterprise and mid-market restaurants.

Customers 50

Customers Account management Go To Market Follow-up 50

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. I’m your host Sam Jacobs, founder of The New York Revenue Collective. Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . Subscribe to the Sales Hacker Podcast. And on Stitcher.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. So it really focused our efforts on selling larger deals and go after the enterprise space. For instance, my first rep from Marketo, he was the first rep at Marketo in New York. And are you still closing?

Territory 58

Territory Cross-sell Sales Cold Call 58