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

The 5% Institute

MAY 26, 2023

In today’s competitive business landscape, having effective go-to-market strategies is crucial for organizations aiming to maximize their success. By carefully planning and executing their entry into the market, businesses can gain a competitive edge, capture the attention of their target audience, and achieve sustainable growth.

Go To Market 52

Go To Market Objectives and Key Results Customer Relationship Management Price 52

Sales Hacker

JUNE 27, 2022

We ran a survey of more than 900 sales organizations and found that 93% have spent the time identifying and documenting their ideal customer profile (ICP) , which outlines the key qualities that make a buyer a great fit for a seller’s solutions. Skills: Sellers must master key skills to be able to close deals. Channel sales.

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. . We’ve invested in content specialists to build rich content and focused on the voice of the customer.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”. Pricing breakdowns, testimonials, compete snippets, objection handling — an SEP should handle it all.

Objectives and Key Results 138

Objectives and Key Results Sales Cross-sell Technology 138

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Refine Sales Process A smooth and efficient sales process is key to maximizing revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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. Design-driven.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

OCTOBER 16, 2020

As a result, most qualified prospects in the Enterprise space are also being prospected by every other SDR or AE around. As a result, a salesperson will naturally jump in and tell the prospect why they are calling. Instead, ask simple questions like, “How’s your day going? The key is to engage smarter.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

APACSMA

DECEMBER 4, 2023

In today’s fast-paced business landscape, a potent sales strategy is the key to staying competitive and reaching your revenue objectives. In this blog post, we will guide you through the steps to build a robust sales strategy that drives results and propels you toward success.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

Highspot

APRIL 20, 2021

Enablement leaders, have your go-to-market (GTM) initiatives been landing? If you haven’t already built sales plays into your enablement strategy, now is the time to leverage them to reinforce your key priorities and equip your reps with the guidance they need to succeed. Objection handling. Competitive info.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Hubspot

JULY 18, 2025

Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs. Michael Capote , chief marketing officer (CMO) of German Car Depot , highlights how they intentionally mirror their online voice in their physical service experience.

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

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 44

Territory Cross-sell Up-sell Objection handling 44

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Anita Nielsen is a best-selling author and sales performance coach. The moment I realized I was in control.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Highspot

JANUARY 30, 2025

Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role. This type of coaching doesnt just help you drive success in an individual dealit emphasizes sustainable skill-building that drives results across every deal in the pipeline. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52