Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Sales, marketing, and customer success teams should work from a unified playbook and metrics from day one. Reach out if you need help.

Go To Market 105

Go To Market Negotiate High impact Territory 105

SaaStr

JULY 23, 2025

Managing revenue operations (RevOps) in a SaaS company is all about aligning sales, marketing, and customer success to drive growth efficiently. Build a single source of truth for all revenue-related metrics—pipeline, churn, CAC, LTV, NRR, etc. Align Sales, Marketing, and Customer Success These teams need to work as one unit.

B2B 102

B2B Pipeline Quota Growth 102

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. In the turbulence of SaaS and B2B markets — where shrinking deal sizes, longer sales cycles and tighter budgets have become the norm — guessing isn’t just risky; it can get you fired.

GTM 127

GTM Drivers/motivators Pipeline B2B 127

Search Engine Land

AUGUST 14, 2024

Aligning marketing and sales efforts. Sales process. Marketing strategy. We might call these conversions, but it’s important to remember that no actual sale is being made. To know if you’re approaching this correctly, ask yourself questions such as: What does our sales process look like? Copy and creative.

CRM 116

CRM Campaign Niche Negotiate 116

Martech

NOVEMBER 1, 2024

Account-based expansion — targeting growth within existing customer accounts — could be the key to sustainable growth, faster sales cycles and lower acquisition costs. Marketing, sales, customer success and operations — all elements of GTM — work together to drive revenue growth across these areas.

Growth 137

Growth GTM B2B Strategize 137

Heinz Marketing

JUNE 5, 2025

A buyer-aligned strategy helps teams build meaningful engagement, personalize content, and collaborate more effectively with sales to convert leads into customers. In this blog, we’ve compiled the most frequently asked questions B2B marketers ask when mapping the buyer’s journey and aligning with the sales cycle to accelerate deals.

B2B 62

B2B Pipeline Campaign Sales 62

Martech

JULY 17, 2024

As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital. Transitioning to a product-market fit demands a cohesive GTM strategy that aligns the entire organization.

GTM 103

GTM Product Drivers/motivators Strategize 103

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 54

Pipeline GTM B2B Follow-up 54

SaaStr

JULY 20, 2025

As CRO of Databricks, he’s built one of the most successful developer-focused sales organizations in the world. Hiring Non-Technical Sales Leaders for Technical Products The Mistake : Founders think great sales skills translate to any market. “They want salespeople who can add value on the technical front.

Engineering 104

Engineering Sell Non-Profits Technical Sales 104

PandaDoc

JULY 7, 2025

If you’re a growing business, you’ll likely face a familiar challenge: how to manage leads, track deals, and keep everyone on your sales team aligned without losing your mind. With the help of a solid CRM, you can improve your sales efficiency and long-term growth. See also Sales pipeline vs sales funnel: What’s the difference?

CRM 52

CRM Price E-commerce Pipeline 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. Before hiring their first sales reps, the founders personally closed millions in revenue. Their strategy?

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Highspot

JULY 13, 2025

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media.

B2B 52

B2B Sell GTM Cold Call 52

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. Tips for sales leaders Set clear expectations. Cold calling.

Cold Call 71

Cold Call GTM Objection handling Sales 71

Martech

JUNE 26, 2025

As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Without that oversight, companies will trade near-term wins for long-term growth, weakening brand equity and enterprise relationships that sales alone can’t sustain.

GTM 106

GTM Strategize Pipeline Engineering 106

SaaStr

JULY 22, 2025

The Bottom Line : Go-to-market leaders face brutal turnover rates, with both Chief Marketing Officers and Chief Revenue Officers averaging just 1.8 years) Even VP-level GTM roles struggle: VP of Sales (2.0 years), VP of Marketing (1.9 The CMO who got fired 18 months in when the pipeline dried up.

GTM 83

GTM Pipeline Quota Start-ups 83

Heinz Marketing

APRIL 30, 2025

In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.

Strategize 71

Strategize Sales Technology Technology 71

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Highspot

FEBRUARY 20, 2025

You ask a straightforward question about a feature or even ROI experienced by others in your same industry, and the sales rep stumbles. Buyers rely on sales reps as credible sources of truth, so you risk losing deals if your reps don’t truly understand the product. Does that inspire trust? Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Highspot

MAY 15, 2025

Should we organize our sales team by region or industry? Sales leaders everywhere know that structure determines outcomes. Choosing the right sales organization structure is one of the most strategic decisions a sales leader can make. Why does sales team structure matter? But sales structures arent fixed.

Territory 52

Territory Healthcare Hospitality Sales 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Here are three tips for leveraging AI-driven analytics to drive rep behavior change and improve sales performance. It identifies whether they’re digesting Sales Plays, sharing content, completing training, and booking meetings.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Here are three tips for leveraging AI-driven analytics to drive rep behavior change and improve sales performance. It identifies whether they’re digesting Sales Plays, sharing content, completing training, and booking meetings.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

MAY 26, 2025

Sales enablement, training, and RevOps teams can leverage analytics tools uniquely. Sales teams are pouring more time and money into training than ever, yet many leaders struggle to know what’s moving the needle. Are sales reps absorbing the right skills? Is coaching making a difference?

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They require the orchestration of: Product marketing. Intent data.

GTM 102

GTM Gambling Pipeline Strategize 102

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. What is an AI sales assistant, and how does it work?

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Heinz Marketing

MAY 15, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. ICPs align go-to-market teams.

Drivers/motivators 84

Drivers/motivators B2C Cross-sell B2B 84

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

GTM 86

GTM Engineering Customers Cross-sell 86

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. Why are product-led sales important?

Product 86

Product Territory Sales Price 86

Heinz Marketing

JULY 24, 2025

Most revenue teams still rely on surface-level engagement to steer their go-to-market efforts. Sales and customer success often get left out of the loop. Even when marketing is doing a good job surfacing insights, they often don’t make it into the hands of the people who can act in time.

GTM 57

GTM Pipeline Growth Account management 57

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

GTM 74

GTM Engineering Customers Cross-sell 74

Heinz Marketing

JULY 18, 2025

Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline. We bring a foolproof approach for exceeding sales, marketing and go-to-market goals with our clients.

GTM 54

GTM Healthcare Pipeline Manufacturing 54

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

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. Marketers are shipping more content. Skill gyms” by function Sales: Live call blitzes, objection sprints, AI call debriefs. SDRs are prospecting faster.

GTM 54

GTM Objection handling Cold Call Follow-up 54

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Martech

APRIL 2, 2025

There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. Use cases for AI agents in B2B marketing, sales and product. Click to expand.

B2B 90

B2B GTM Government Strategic planning 90