Highspot

OCTOBER 29, 2024

This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives. AI acts as a customer or prospect, providing feedback and coaching based on the rep’s performance.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Despite all the AI buzz, the phones are still ringing and still driving pipeline. But one unassuming topic that kept coming up? Cold calling.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.

B2B 52

B2B GTM Objectives and Key Results Sales 52

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 71

Territory Drivers/motivators Quota Pipeline 71

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Marketing’s job is to promote the product’s value so prospects will come and talk to you. A live Q&A session with engineering can clarify technical details that might stump a prospect.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Heinz Marketing

JULY 24, 2025

Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. But the truth is, using buyer signals to drive growth—both with prospects and customers—offers far more insight and impact when done well. If you didn’t catch it live, you can watch the full session here.

GTM 57

GTM Pipeline Growth Account management 57

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. This leads to more intelligent decision-making for sales outreach and accelerates buyers through the sales pipeline. Those that use AI realize up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

JUNE 6, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. AI is transforming how go-to-market teams operate. SDRs are prospecting faster. Marketers are shipping more content. Marketers are shipping more content. CSMs have summaries of every customer call.

GTM 54

GTM Objection handling Cold Call Follow-up 54

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. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. 29:00 How to scale with customer empathy and GTM precision.

GTM 86

GTM Engineering Customers Cross-sell 86

Sales Hacker

JULY 16, 2025

The GTMnow Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI. That means your team spends less time chasing and more time closing.

GTM 63

GTM Pipeline Follow-up Trust 63

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today.

GTM 107

GTM Growth B2B Pipeline 107

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. In those scrappy early days, the first sales hire sets the tone for your entire go-to-market engine. Its important to avoid the common pitfall of hiring reps before having enough pipeline.

GTM 108

GTM Cross-sell Pipeline Strategize 108

Heinz Marketing

JULY 22, 2025

Predictive Analytics & Historical Lift Tools like MadKudu, Clari, and 6sense surface buying signals and model how prospects behave. Historical lift analytics also help forecast: If a $100K account-based effort generated 20% more pipeline historically, show how similar investments should produce predictable returns again.

SQL 54

SQL Finance X-functional CTR 54

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. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. 29:00 How to scale with customer empathy and GTM precision.

GTM 74

GTM Engineering Customers Cross-sell 74

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. ” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 80

GTM Growth Sell X-functional 80

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. ” The post What is customer engagement?

GTM 52

GTM Customers Cross-sell Contract 52

SaaStr

JULY 9, 2025

The Open Source Advantage : Databricks leveraged their open source community of millions of Spark users to identify prospects and validate market need. ” Technical reps naturally understand how to train and optimize AI tools because they think in systems.

Technical Sales 71

Technical Sales Commission Pipeline Negotiate 71

Martech

MARCH 26, 2025

Clickworthy headlines with deeper insights “I understand the frustration of seeing how something as mundane as data quality can make or break the success of a company’s go-to-market strategy,” said Camela Thompson, an operations veteran who contributed her expertise to the survey and report.

Launch 120

Launch Promote Campaign Trust 120

Sales Hacker

JULY 11, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Wrap an agent around an existing workflow If your team already has some structure (regular pipeline reviews, onboarding processes, forecast prep, etc.) Here’s one example: PATH 2. It costs just ~$0.30

Launch 83

Launch GTM SQL CRM 83

SaaStr

JUNE 23, 2025

AI tools for prospecting, email sequencing, and lead qualification mean a smaller team can handle the same (or greater) volume of outbound activity. Those that simply cut SDR teams without reimagining the function may find themselves struggling to fill their pipelines in an increasingly competitive market.

B2B 67

B2B Cold Call Pipeline Engineering 67

Highspot

DECEMBER 5, 2024

While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They dare to go beyond whats historically been possible. Sellers often dont have time to personalize every outreach to prospects.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? You know, okay, are we aligned that this new line of product is going to be able to bring this amount of revenue?

GTM 117

GTM Sell Customers Cold Call 117

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? Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. Trying to exist to make that easier.

GTM 70

GTM Legal Contract Go To Market 70

Sales Hacker

OCTOBER 25, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Marketing, sales, CS, product and even ops all play a role in building pipeline.

Product 64

Product GTM Niche Growth 64

Highspot

MARCH 7, 2025

They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. What is a Revenue Operations Framework A RevOps framework is your playbook for turning sales, marketing, and customer success into a cohesive, revenue-generating machine. That’s where RevOps frameworks come in. The result?

Growth 52

Growth GTM Objectives and Key Results CRM 52

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. This allows your sales leaders to focus on coaching, content strategy, and pipeline support where it has the biggest impact. Of course, all of this hinges on trust.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

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 69

GTM X-functional Start-ups Relationship building 69

SaaStr

JUNE 9, 2025

The Death of Volume-Based Go-to-Market One of the most striking insights from Rangan was how AI is forcing a complete rethink of traditional B2B sales metrics: “We’ve gotten used to in the old playbook, increase the volume of leads, increase the amount of pipeline, increase everything. “The AI was so good.

B2B 71

B2B Up-sell Conversion Engineering 71

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Given how tough this market is, I figured it would be valuable to break down exactly how we did it. Just like in Enterprise Sales, you often get one shot with your prospect (or in this case, an investor).

GTM 78

GTM Sell Pipeline Networking 78

Sales Hacker

FEBRUARY 24, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Your videos should demonstrate your expertise by solving your prospects’ problems, not selling with promotional content. The 7 steps GTMfund took to oversubscribe a fundraise in the toughest market in two decades.

B2B 83

B2B GTM Cross-sell Education 83

Martech

DECEMBER 3, 2024

“You need twice as much pipeline as you thought you needed to hit the same revenue. And that pipeline is harder to get than it used to be. When Hopping was at Gartner, just a few years ago, the simple way to grow pipeline was to crank up paid search. “Now it’s like 12% to 17%,” said Hopping.

B2B 122

B2B GTM Pipeline B2C 122

SaaStr

JUNE 20, 2025

While competitors debated how much to invest in AI, Palantir made it their primary growth engine, restructuring their entire go-to-market strategy around AIP bootcamps and AI-driven customer success. In 5 days, they deploy working AI solutions on real customer data, converting prospects to paying customers at unprecedented speed.

Government 115

Government Legal Engineering Growth 115

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. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.

GTM 82

GTM Sales CRM Start-ups 82

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers.

CRM 97

CRM Follow-up Pipeline Territory 97

SaaStr

APRIL 1, 2025

While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer. The Bottom Line:AI isn’t yet revolutionizing sales the way it is transforming software development.

GTM 80

GTM Territory Cold Call Price 80