Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Key capacity planning elements: Losing a mid-market rep can cost a company 35-40% of their quota capacity for the year. As the job market heats up, assuming all top talent will stay is risky. This isnt enough.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Heinz Marketing

SEPTEMBER 21, 2020

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 114

Pipeline Sales Start-ups Clients 114

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Get together and create a business plan framework for one key account in a geographic vertical. You can go viral with multiple accounts later.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Sales Hacker

JUNE 14, 2021

All of a sudden ABM programs become tactical with a focus on leads and filling the pipeline. They start worrying about how many touchpoints are sales and marketing hitting. You will see how ABM was used to: Create $2M wins with an account that sales and marketing were “chasing” for more than five years with no results.

GTM 111

GTM E-commerce B2B Profit margin 111

Highspot

MARCH 7, 2025

Key Takeaways RevOps frameworks streamline your technology stack, clean up CRM data, and get sales reps using sales tools. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. The result? It’s a practical way to work better and deliver results.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS. 22:00 Results from the UCE initiative: accelerated deal velocity and customer retention.

GTM 69

GTM Engineering Customers Cross-sell 69

Heinz Marketing

JANUARY 13, 2022

As marketing organizations embrace revenue responsibility, work in more integrated ways across the organization, we need more than just new playbooks and definitions. We need to help key organizational groups adopt and navigate that change successfully. An equally coordinated approach across the seller’s go-to-market teams.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Heinz Marketing

NOVEMBER 22, 2024

If you want to elevate your B2B marketing game, dive into a recent conversation with Matt Heinz , Heinz Marketing’s President and Founder, and Katie Hollar , VP of Marketing at Clutch. They tackled the essentials of building agency partnerships that drive real results. Matt: Start with clarity on your objectives.

B2B 52

B2B Objectives and Key Results Niche Gaming 52

Anthony Cole Training

OCTOBER 14, 2014

Are you consistently improving the quantity and or quality of your pipeline? How is your go-to-market message – is it consistent? Do you have people who work well with your corporate objectives? They are not taking responsibility for results. Is #5 on the team better than #5 from last year’s team?

Objectives and Key Results 120

Objectives and Key Results Drivers/motivators Sports Sales 120

SaaStr

OCTOBER 3, 2023

Step 1: Create A Teaming Mindset Around A Common Goal Teaming is the new selling as companies move towards integrating go-to-market focused on revenue and the shared goal of delivering repeatable customer value that generates growth. Pipe generation — Attracting your target market with active buying intent into your pipeline.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Below are the key steps to help you build a robust product training program: 1.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

FEBRUARY 29, 2024

Go to market launches are critical for most companies. of 30,000 new products are released into the market for customers to use. By putting together an all-star go-to-market team, you can ensure that you are set up for success. What is a Go-to-Market Strategy? Who is on the GTM Team?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams. The result?

Engineering 127

Engineering Objectives and Key Results Drivers/motivators Teamwork 127

Heinz Marketing

AUGUST 5, 2021

Some platforms are more robust whereas others help with a few key components and might rely on the integration of other systems to complete the strategy. This doesn’t have to be your criteria but could be some key differentiators between platforms. Account targeting functionality. Can the platform identify new accounts to target?

B2B 124

B2B Objectives and Key Results Campaign CRM 124

Gong.io

DECEMBER 21, 2021

In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Heinz Marketing

JUNE 17, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The podcast is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Kris: Yeah.

Pipeline 73

Pipeline Sales B2B Objectives and Key Results 73

SaaStr

MAY 13, 2022

Revenue marketing brings marketing into focus to generate revenue or a pipeline that will ultimately lead to revenue. “Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” Key Takeaways.

Engineering 98

Engineering Objectives and Key Results GTM Growth 98

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Hold yourself accountable to how well the go-to-market engine is working across the whole team.”

Objectives and Key Results 98

Objectives and Key Results Customers Teamwork Drivers/motivators 98

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. But the best SEPs go beyond activities, enabling sales leaders to dig deep into messaging, pipeline, and customer campaigns. SEP innovation will result in awesome breakthroughs to help sales teams engage in the optimal next best action in real-time.”.

Objectives and Key Results 139

Objectives and Key Results Sales Cross-sell Technology 139

Heinz Marketing

JUNE 3, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 65

Pipeline Sales Objectives and Key Results B2B 65

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer. The Sales Stack.

Sales 108

Sales Objectives and Key Results Territory Go To Market 108

Martech

MARCH 10, 2022

As a result, many businesses are trying to reinvent themselves, adapt to new business models and technologies, adhere to new consumer expectations, and keep pace with their competitors. Meet pipeline objectives and key results (OKRs) for ABM campaigns. Get the daily newsletter digital marketers rely on.

E-commerce 110

E-commerce Growth Cross-sell Objectives and Key Results 110

Sales Hacker

JUNE 23, 2021

How to combat objections. They also use data to create state of sales reports about key trends, giving readers a competitive advantage in the challenging world of sales. To learn everything you need to know about building your sales pipeline, check out this comprehensive guide for sales leaders and reps. Pipeline management.

Cold Call 106

Cold Call Negotiate Objectives and Key Results Sales 106

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

JUNE 14, 2018

It’s true that outsourcing your sales to a third-party provider can yield favorable results. There are many outsourcing companies, but which of them can actually hold a sales quota and get results? 4) DON’T expect immediate results. 5) DO ensure sales and marketing are aligned. Go To Market Strategy ).

Objectives and Key Results 80

Objectives and Key Results Quota Sales Territory 80

Sales Hacker

DECEMBER 3, 2018

Outreach makes customer facing teams more effective and approves visibility into what really drives results. Meghan Gill: Our sales reps, one of their key responsibilities that’s quite distinct from an SA is pipeline generation, right? Sam Jacobs: What are your key insights from running developer marketing for so long?

Product 80

Product Angle Objectives and Key Results Sales 80

Sales Hacker

NOVEMBER 15, 2017

A business development representative (BDR) or sales development representative (SDR) is a sales specialist focusing on finding new prospects, establishing foundational relationships, and refreshing the sales pipeline with new leads for account executives. Go-to-Market Strategy. Key Accounts. Gatekeeper. General Manager.

B2B 105

B2B E-commerce Cold Call Represent 105

Hubspot

NOVEMBER 28, 2023

After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. Let’s have a look at five key areas where these two departments should collaborate.

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

Highspot

JUNE 11, 2020

Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. What does marketing do for sales? What does sales do for marketing? What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Gong.io

APRIL 6, 2020

Key Points to Remember. The objectives the company wants me to get to, laying that out, and then organizing myself and saying, “All right, what are the things I need to do to get there?” Looking long term and making sure you’re spending your time on things that get you big wins is the biggest key. Key Sales Metrics.

Closing 62

Closing Objectives and Key Results Territory Contact 62

PandaDoc

FEBRUARY 28, 2025

Enter RevOps, an approach that creates a cross-functional revenue engine by aligning these integral teams objectives and responsibilities. Align on goals : Collaborating on go-to-market strategies, engagement efforts, and shared KPIs can help departments work more effectively towards the common objective of driving revenue growth.

E-commerce 52

E-commerce Objectives and Key Results Contract Pipeline 52

InsightSquared

JULY 1, 2021

A complete revenue intelligence platform unites several key technologies and processes, and addresses the data and analytical limitations that have long hindered operations teams. . Go-To-Market Strategy. The organization’s plan to deliver its specified value proposition to customers to achieve a competitive market advantage.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Sales Hacker

MAY 27, 2019

What are Scott’s key principles to success? How to assess your go to market strategy. Sam Jacobs : What are your key tenets or principles when you’re assessing a situation? Sam Jacobs : So when you’re coming to an organization, how are you approaching that pipeline generation capability and developing it?

Product 78

Product Objectives and Key Results Up-sell Contract 78

Hubspot

OCTOBER 17, 2018

But with a little bit of light shed on how growth hacking works -- and how marketers have successfully experimented with it before -- you'll be on your way to producing your own significant results. At its core, there are five major pillars to growth hacking: Evaluate current marketing initiatives. Let it run.

Growth 101

Growth Objectives and Key Results A/B testing Campaign 101

Highspot

JULY 18, 2023

Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them. It involves providing your marketers with everything they need – from the technology, tools, processes, content, training, and analytics – to increase pipeline and drive sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Hubspot

JULY 25, 2023

Data Analysis/Reporting Using machine learning, AI tools excel at analyzing or manipulating large data sets (like a sales pipeline!). Tools enable companies to understand their pipeline and revenue at a deeper level. Generative capabilities can produce visual reports for you to share with key stakeholders.

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

Highspot

DECEMBER 19, 2023

The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline. It harmonizes sales and marketing to ensure focus on unified business targets. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52