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 80

GTM Engineering Customers Cross-sell 80

Sales Hacker

SEPTEMBER 27, 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. This is no longer news to go-to-market leaders. Product : Apollo. Let’s get into it.

GTM 108

GTM Strategize Launch Pipeline 108

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. Those are high-level benefits.

GTM 52

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

GTM 68

GTM Engineering Customers Cross-sell 68

Sales Hacker

APRIL 22, 2025

11:06 Why nailing 3-5 core use cases beats going broad or too niche. 14:01 How to keep up with a market that changes every week (hello, agentic AI). 33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. The future of GTM is here.

GTM 91

GTM Campaign Pipeline Launch 91

Sales Hacker

SEPTEMBER 2, 2020

The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Now 50% of their customers are from inbound and referrals. Low-Touch Sales. No-Touch Sales.

Inside sales 130

Inside sales Cold Call Contract Price 130

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Green is a “go after them.” Yellow is you’re not going to outbound them. Red is a no-go. They’re ideal, and you’ll sell them.

GTM 114

GTM CRM Pipeline Referrals 114

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. Sales Pipeline. Gatekeeper. Sales Cycle.

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

JUNE 23, 2021

To learn everything you need to know about building your sales pipeline, check out this comprehensive guide for sales leaders and reps. Pipeline management. This article dives into the math (no really, there is actual math) about creating your go-to-market model in a sustainable way. Topics: Value selling.

Cold Call 103

Cold Call Negotiate Objectives and Key Results Sales 103

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Number of referral requests. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual).

X-functional 101

X-functional Quota Cross-sell Contract 101

Hubspot

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) Want more content like this?

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

Hubspot

NOVEMBER 28, 2023

Sales and marketing teams today must break away from traditional silos and forge powerful, collaborative alliances. Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution. The result?

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

Gong.io

DECEMBER 14, 2022

If the reason is that you can’t add them to your pipeline, target account selling may be the answer. You can even ask existing clients to give you referrals. Go-to-market outreach. You need to have a strong, sales-led, go-to-market strategy to succeed with target account selling. Check out LinkedIn profiles.

Sell 62

Sell Cold Call Contract Up-sell 62

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 66

GTM X-functional Start-ups Relationship building 66

Outreach

JANUARY 3, 2022

What we do know is that go-to-market teams are more innovative and driven than ever, and we will continue to be there every step of the way to help you – our customers – succeed. While we know significantly more than we did a year ago, the world still feels unpredictable in many ways – including the rise of a new kind of sales force.

CRM 40

CRM Pipeline Referrals Meeting 40

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

SaaStr

APRIL 7, 2022

One thing I didn’t mention earlier that is important in a go to market perspective, which we do different than our competitors, is in addition to building out the direct and the touch base, we do foster community online. It is that just about spreading the pipeline as wide as possible, just hiring a big HR team or processes.

Finance 107

Finance Government Growth Start-ups 107

Highspot

NOVEMBER 1, 2022

This means empowering reps with content, training, and guidance — but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success. Sales Pipeline Coverage. Build a robust referral network.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SalesLoft

JUNE 20, 2019

In this properly dubbed “sales nerd explosion,” Pete and Jeremey discuss everything from the concept of “selling ice to an Eskimo” to a hiring pipeline to the necessity of sales math in modern sales. Why should you approach hiring as a pipeline activity? Listen to this episode for answers you can apply today.

Territory 63

Territory Sales Construction Up-sell 63

Hubspot

OCTOBER 17, 2018

Brianne Kimmel is the go-to-market strategy advisor for the CEO of Voyage , and she previously led Growth Marketing at Zendesk. She also taught over 5,000 students at General Assembly in courses such as Intro to Digital Marketing, Introduction to Social Media Strategy, and Community Driven User Acquisition.

Growth 101

Growth Objectives and Key Results A/B testing Campaign 101

Heinz Marketing

MARCH 22, 2021

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. This and a lot more!

Pipeline 133

Pipeline Referrals Angle Sales 133

Heinz Marketing

JANUARY 15, 2018

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 59

Pipeline Non-Profits Sales B2B 59

Sales Hacker

FEBRUARY 23, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies.

GTM 117

GTM Sell Finance Contact 117

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 113

GTM Sell Customers Cold Call 113

Sales Hacker

MAY 13, 2025

Discussed in this Episode: Why marketers must now structure content not for humans, but for machines. How Yext evolved from managing listings to powering AI-ready data pipelines. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 72

GTM Engineering Start-ups Growth 72

Sales Hacker

MARCH 2, 2020

Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

ConversionXL

NOVEMBER 23, 2022

This allows Speero to understand the business priority and adapt their growth, pipeline and test bandwidth models. A marketing strategy should include a go-to-market plan that is sales-led and product assisted. Speedo’s experimentation strategy for Codecademy was built around three questions: Where are you testing first?

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SaaStr

NOVEMBER 21, 2020

So if you are in the modern world, 2021, you are going to market, as a brand manufacturer, as a retailer, as a distributor, any of these models, in a hundred different ways. So first and foremost, you want to have control of your go-to-market, and you’ve got to have the ability to sell to your customer yourself.

E-commerce 114

E-commerce Manufacturing X-functional Retail 114

SaaStr

JULY 11, 2019

You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? When you go with such a strong message, that’s what got us in the first couple of years after ’14, that got Talkdesk to grow as much as it did. Referral sources, Salesforce and Zendesk.

Launch 108

Launch Technology Technology Up-sell 108

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Where’s pipeline being created? It wasn’t just engineering, product, and design roles. So for us, we’re looking at a lot of things.

Sales 104

Sales Price Quota Start-ups 104

SalesHandy

OCTOBER 28, 2022

The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy. The ultimate goal of outbound lead generation is to pique prospects’ interest in order for them to enter your sales pipeline and eventually nurture them into paying customers.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Sales Hacker

DECEMBER 8, 2017

AI technology will provide an immense amount of insights and triggers that will help sales professionals as they go throughout the sales cycle. The sales industry as a whole will begin to rely on these triggers to become more proficient at prospecting and generate more pipeline. – John Barrows , Owner, JBarrows Sales Training.

Sales 108

Sales Cross-sell Up-sell Pipeline 108

SaaStr

JUNE 3, 2020

What is the right way to structure their sales pipeline? Michael Katz: So I took over sales, after we re-orged the go-to-market teams at the end of Q3 2019. We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. Who should be involved in analyzing this data?

Pipeline 89

Pipeline Meeting Start-ups Up-sell 89

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 77

GTM Growth X-functional Referrals 77

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 112

GTM Construction Up-sell Cross-sell 112

Sales Hacker

APRIL 11, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Great SEO shows up in CAC, leads, pipeline, and revenue. Udi Ledergors new book, Courageous Marketing, is a marketing masterclass. The future of GTM is AI-powered. Thats when growth took off. Every deal?

GTM 85

GTM E-commerce Cross-sell Referrals 85