Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. I do do my best to be present around friends and family. The number was pretty terrifying. Think clay, think tenor.

GTM 86

GTM Pitch Up-sell Contact 86

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 92

GTM Territory Gaming Sales 92

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 128

Territory Healthcare Growth Go To Market 128

Sales Hacker

JANUARY 8, 2021

If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.

Territory 115

Territory Pipeline Launch Technical Sales 115

Sales Hacker

APRIL 1, 2021

Your customers want to buy online more than ever, whether that’s for a $10 million system or a last-minute birthday present. Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 91

E-commerce Territory Transportation B2C 91

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Generate, analyze and present reports. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning.

Territory 107

Territory Non-Profits Contract Quota 107

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Veloxy

MAY 3, 2022

SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. While the free coffee and occasional door prizes are nice, the forward thinking best practices that are present in webinars are next level. SBI Growth Advisory's KPI Dashboard. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. A segment is a group of customers that can be addressed with the same go-to-market strategy and product. The year is 1999.

Pitch 109

Pitch Education Sales Territory 109

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . This was the natural next step for Gong in its quest for global recognition. .

Angle 153

Angle Represent Drivers/motivators Territory 153

Hubspot

NOVEMBER 19, 2020

In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

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.” I think the “layering” concept Jim presents is a great model for all of us to think about.

Sales 93

Sales Objectives and Key Results Territory Go To Market 93

Martech

MAY 18, 2022

Faster creation means omnichannel experiences can go to market quicker. In regulated markets, brands have to make sure they are compliant in what messages they deliver on specific channels. . This is about granular control of which content is applicable for which markets, regions, brands and channels,” Tant explained. “It’s

Territory 103

Territory Campaign Presentation Go To Market 103

Hubspot

OCTOBER 2, 2019

Many reps have identified skills they want to build or improve upon , such as effective prospecting or presenting in front of groups. Sales territory optimization - The ability to support strategic territory mapping and efficiency. Their areas of expertise include compensation planning and territory management.

Territory 99

Territory Quota Commission Sales 99

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). Inside sales are sales specialists that can present and sell products over the phone and web conferencing tools.

B2B 99

B2B X-functional Cold Call SQL 99

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Assist the CEO and sales leadership team with go-to-market planning.

Finance 114

Finance Cross-sell SQL GTM 114

Hubspot

JUNE 8, 2021

This role is focused on figuring out prospective customers' needs and entails giving demos, running presentations, educating leads on a product or service, addressing a buyer's questions, figuring out exactly what people need to convert, and finalizing the sale. Regional Sales Manager. Image Source. VP of Sales.

Commission 95

Commission Territory Finance Inside sales 95

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Manages day-to-day communications with sales and other go-to-market teams. What Is Sales Organization Structure? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Hubspot

JULY 6, 2021

For example, you may have a VP of Sales for each region your business is present in. Alison Elworthy, EVP of Revenue Operations at HubSpot, says about CROs: “You’re there to support your revenue teams and your go-to-market teams in a way that scales.in

Strategize 88

Strategize Commission Territory Campaign 88

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes. Both are strategic and both are parallel.

GTM 65

GTM Sales Education Territory 65

Heinz Marketing

OCTOBER 7, 2019

And you can find every episode, past, present, and future on salespipelineradio.com. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. So the other thing that we like to do, not only with end users, with our regional sales management team to the channel, is to get wider, deeper, higher.

Pipeline 67

Pipeline Territory Sales Healthcare 67

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Sales operations should work alongside sales leaders and sales enablement leaders to form goals based on experience, market understanding, and experience in the territory. Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Salesforce

NOVEMBER 7, 2023

I didn’t mean to, but nature is bound to take over when you’re sitting through the sixth presentation in a row. A great sales kickoff includes team-building, recognition, interactivity like workshops and discussions, and, yes, presentations (but not too many, please). What should be included in a sales kickoff?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Sales Hacker

JUNE 14, 2018

You might need a team to handle your entire sales process in a new region. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? How will your company support and enable expansion into a new geography or market segment? ( Go To Market Strategy ).

Objectives and Key Results 81

Objectives and Key Results Quota Sales Territory 81

Sales Hacker

APRIL 30, 2018

The right mix of CRM, content library (videos, articles, infographics, social media assets, presentations, podcasts, mobile apps, etc.), In general, Sales Ops handles the daily operational side of the sales organization including territory planning, transactions management, compensation , and systems management. 7) Average Win Rate.

Non-Profits 101

Non-Profits Profit margin Quota Sales 101

Heinz Marketing

MARCH 25, 2019

You can always find every episode of Sales Pipeline Radio, past, present, and future, at SalesPipelineRadio.com. We are featuring some of the best and brightest minds in B2B sales and marketing each week. Social selling just means the usage of social media platforms within a sales go to market strategy or a sales process.

Pipeline 79

Pipeline Sales Up-sell Quota 79

SBI

SEPTEMBER 12, 2018

MediaFly @mediafly MediaFly gives your sales and marketing teams a simple way to create, deliver, and analyze engaging sales presentations all from one technology solution. Go beyond sales enablement to create a sophisticated selling experience that buyers value. Booth 1728. Follow InsideView on Twitter @InsideView.

Territory 47

Territory Appointment Manufacturing CRM 47

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by territory. Revenue by market. Number of demos or sales presentations. Let's take a look at what sales metrics are. Average lifetime value (LTV) of user or customer.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

SEPTEMBER 26, 2019

When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. So you completely change your go to market and that also includes the fact that you need to start an outbound team.

Territory 58

Territory Cross-sell Sales Cold Call 58

The Lost Book of Sales

MAY 13, 2021

Pre-sales materials and presentations 2. If so, ask to see the the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. Discovery call and demo structure 3. Customer case studies and references 4.

Quota 59

Quota GTM Commission Territory 59

Lead Fuze

JANUARY 1, 2022

Account Executives focus on conversations and presenting product values in meetings. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Field reps usually come from the same region and industry. Sales Development Representatives secure such a meeting.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. When buyers aren’t biting, alignment is key to reigniting your go-to-market engine. Closed sales content feedback loop.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. How can we rationalize our use of tools across different go-to-market teams? But this presents a siloed view of your business.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. We’re going to start with some dates that predated COVID and really go to prior SaaStrs. Everyone is trying to figure out the go-to-market learning curve. Byron Deeter. Henry Schuck.

Non-Profits 92

Non-Profits Strategize Trust Go To Market 92

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. The success of the launch relies on a shared strategy across various teams, including sales, product managers, customer support, product marketing, event management, and more. It requires effort from various departments.

Launch 59

Launch Negotiate Product GTM 59