Highspot

NOVEMBER 24, 2024

Unify Go-to-Market (GTM) Teams Sales enablement training eliminates silos between sales, marketing, product, and the rest of the go-to-market team because it aligns everyone around the same tools, messaging, and goals. You can then plan a workshop to review common objections and response strategies.

Pitch 52

Pitch Sales Technique Cross-sell 52

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. A well-thought-out enablement strategy turns your channel sales partners into confident sellers who can represent your brand with real impact. times more likely to exceed customer retention targets and 2.5

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

JUNE 27, 2022

For example, if a rep has strong discovery and objection handling skills, they’re more likely to be successful than those who struggle in this area. Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. Skills: Sellers must master key skills to be able to close deals.

Objectives and Key Results 120

Objectives and Key Results Objection handling GTM Quota 120

SalesLoft

MARCH 31, 2022

Each department will have the tools that help make their jobs easier so sellers can appreciate marketing for the inbound leads they supply, and marketers will be gratified when they see sales converting those leads into more revenue. .

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Gong.io

OCTOBER 19, 2021

It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. And perhaps most importantly of all, which objection-handling strategies work to soothe their questions about the competition? Use it to focus on the competition.

Quota 164

Quota Sales Strategize Cross-sell 164

Sales Hacker

NOVEMBER 25, 2019

Go-to-market information. We’re going to take a look at each of these categories a little more closely so you can see how they work together. Objection handling) : These are specific claims your competitor makes about your company’s products and/or services, and then the corresponding counter against those claims.

Objection handling 87

Objection handling GTM Cross-sell Sales 87

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all. What’s the difference between sales enablement and Sales Engagement? It’s the question that will help companies stand out as we put 2020 behind us.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). Objections.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Go To Market (GTM) and enablement. He’s on the front lines, if you will.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

OCTOBER 16, 2020

I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. But regardless, you’re going to experience tons of rejections and prospects who don’t want to deal with you.

Prospecting 127

Prospecting Cold Call Referrals Objectives and Key Results 127

SalesLoft

JUNE 6, 2018

With anything from go-to-market strategies or new messaging, your team will be ready to dive right in. Now that you got the flywheel started, it’s important to keep that momentum going and this is where a cadence of weekly sales meetings will help your team. These meetings are often very laid-back with my manager.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52

APACSMA

DECEMBER 4, 2023

Ensure your team is well-prepared to handle diverse scenarios and address customer needs. GTM (Go-To-Market), Sales enablement, sales operations, and integrated marketing teams are all vital components in a successful sales and marketing strategy. Voice of customer shaping the products and user experience.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Highspot

JANUARY 9, 2024

Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. Teach Objection Handling Equipping sales reps to handle objections is vital.

Technique 52

Technique B2B Cross-sell B2C 52

Highspot

APRIL 20, 2021

Enablement leaders, have your go-to-market (GTM) initiatives been landing? Objection handling. Have you equipped your reps with the guidance they need to turn your strategy into action? When targeting a new industry, it’s imperative your reps know how to walk the talk. Competitive info. Best-Practice Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Highspot

MAY 30, 2024

Follow sales training best practices: Implement regular training sessions, including role-playing scenarios, cross-sell and upsell strategies, and go-to-market (GTM) initiatives to ensure teams can handle various sales situations. This includes templates, scripts, presentations, and objection-handling guides.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. What was really important is joining a company whose product already serves the needs of the market. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 104

Growth Cross-sell Contract X-functional 104

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Your team’s unique strategy can change the way companies go to market decades later. Bridget Gleason.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. We have our target account data, we’ve codified our plan of account correspondence, and we know our channels.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

SaaStr

JUNE 3, 2025

These are the executives responsible for driving revenue, understanding customers, and competing in the market. Yet two-thirds of CEOs don’t trust their go-to-market leaders to navigate what 77% of those same CEOs call “a new business era” driven by AI. This isn’t just a skills gap.

Objection handling 64

Objection handling Territory Pipeline Trust 64

Highspot

JANUARY 30, 2025

Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role. For example, AI might detect that one of your teammates is consistently weak in objection handling, prompting you to provide more targeted training in this area. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52

Highspot

MARCH 24, 2025

Inefficient workflows, misaligned sales and marketing operations teams, and chaotic customer success operations can cripple revenue growth and frustrate even the best go-to-market (GTM) teams. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.

GTM 52

GTM Cross-sell Pipeline CRM 52

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 92

GTM Quota Drivers/motivators Sales 92