Sales Hacker

MARCH 12, 2024

Discussed in this Episode: Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. Product-market fit is not static, and both the product and the market need to constantly align. 12:26) Learning from the past: Market cycles and founder experiences. (17:15)

GTM 98

GTM Growth Strategic partnership Pipeline 98

Gong.io

FEBRUARY 1, 2023

Recognized by business leaders for Best Value for the Price, Best Feature Set, and Best Relationship At Gong, helping our customers shift to higher-value strategic business activities is a key focus as we work daily to help go-to-market teams execute against their strategies to ensure business success and boost reps’ productivity.

Price 62

Price Strategize Trust Pipeline 62

Sales Hacker

MARCH 8, 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. Why Ecosystem-Led Growth for GTM? What can you win?

GTM 95

GTM Growth Cross-sell Referrals 95

Highspot

MAY 9, 2023

It takes you half the time and resources that it used to, streamlining workflows across the strategic enablement process of equipping, training, coaching, and analyzing your revenue teams. Right now generative AI is demonstrating pivotal potential in three key areas: Automation – save time for strategic work.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Martech

APRIL 19, 2023

Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. We also call this market intelligence which provides businesses with current industry trends and makes sense of consumer behavior to navigate a future course of action. Next, DI reduces risk and uncertainty.

Strategize 122

Strategize GTM Healthcare Strategic planning 122

Lead Fuze

JULY 24, 2023

Whether you’re a startup founder, a product manager, or an investor, understanding how to find total addressable market is crucial for your strategic planning. According to industry experts, the ability to accurately calculate your Total Addressable Market (TAM) can significantly influence your business’s growth trajectory.

Strategize 52

Strategize Strategic planning Niche Growth 52

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model. Era 3, SaaS 3.0:

Finance 80

Finance GTM Government Territory 80

Salesforce

SEPTEMBER 19, 2023

CROs work to connect different revenue-related functions, from marketing to sales, customer success, pricing, and revenue operations ( RevOps ). Trait 2: Data-obsessed CROs own the go-to-market strategy. They drive pricing and product structure, and they set the buyer journey. It’s storytelling.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 65

GTM Growth Profit margin Contract 65

Sales Hacker

OCTOBER 19, 2022

Bigger strategic lifts require more intention. It’s extremely rare that the strategic context of the Head of Sales’ last company is the same at the new company.”. From there, you can identify which of those priorities sales compensation can reinforce – and those sales coaching, pricing, or proper training can accomplish.

Commission 96

Commission Finance Quota Strategize 96

Highspot

APRIL 16, 2020

Customer experience has become more critical to revenue goals, with one study finding that CX will overtake price and product as the key brand differentiators by the end of this year. You may have great content, but how do you align that content with strategic initiatives and land it internally with sales teams?

Quota 98

Quota Strategize Price Technology 98

Martech

DECEMBER 21, 2022

Marketing management is a process that helps you plan, develop and implement promotional strategies and campaigns with the right team members and teams. With the best people executing the right marketing plans, you can promote your company’s services and products, adjust pricing, and increase your profits while reducing costs.

Objectives and Key Results 102

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 102

Salesforce

APRIL 7, 2022

It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy.

Pipeline 97

Pipeline GTM Quota Pitch 97

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. That means you will get smaller deal sizes as you will face pre-defined buying needs and price pressures.

GTM 81

GTM E-commerce B2B Profit margin 81

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” Well-strategized, thoroughly researched and carefully tailored GTM efforts provided greater operational advantages. Of course, sales reps are going to optimize the route to conversion.

Go To Market 112

Go To Market GTM Strategize Growth 112

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. They can also be more strategic, such as a discussion on whether to consider entering into a new business, changing pricing, or adding a new GTM motion.

Meeting 97

Meeting GTM Strategize Follow-up 97

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Price and product are only two of many operational GTM levers.

GTM 133

GTM Market share Growth Technology 133

Hubspot

JULY 6, 2021

As revenue generation is dependent on the customer, a CRO also maintains a customer-first mindset and makes strategic decisions based on their needs. A CRO focuses on sales, with relation to everything that goes into driving them, like marketing campaigns or product pricing. CRO Marketing and Product Responsibilities.

Strategize 86

Strategize Commission Territory Campaign 86

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Sales Hacker

MARCH 1, 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. Consider the overnight success of a celebrity-owned product.

GTM 72

GTM Launch B2B Growth 72

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. New integration between market leaders delivers the benefits of Allego’s sales learning and readiness platform with Seismic’s advanced sales enablement solution. Rowe Price.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well. Learnings on GTM.

GTM 86

GTM Cross-sell Niche Strategize 86

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

SaaStr

OCTOBER 11, 2023

You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. Was this strategic? They would spend $300k on performance marketing and, after one month, saw 50% back from that campaign. They tracked every penny.

Growth 65

Growth Non-Profits Drivers/motivators Construction 65

SaaStr

JANUARY 7, 2021

Customer advocacy is one of the most powerful marketing tools any brand can have. For Rachel Hepworth, VP of Marketing at Pilot, it was a critical tactic that helped her accelerate Slack’s rise to market dominance and a cornerstone of Pilot’s go-to-market strategy today.

Non-Profits 98

Non-Profits E-commerce Drivers/motivators Growth 98

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Operations need to not only define and strategize an effective process but execute and often adapt that process to ensure it is always working for the organization. There are several teams that work directly with sales—sales enablement, customer success, and marketing.

CRM 105

CRM Territory Sales B2B 105

Lead Fuze

NOVEMBER 30, 2021

Sales and marketing teams adopt ABS and ABM programs in order to be strategic. They target those who are in-market, consuming content from them. Many companies are committed to diversity, but need better sales and marketing strategies when they see that 60% of accounts don’t want to change. But then things change.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Gong.io

AUGUST 12, 2022

Unlike conversation intelligence, revenue intelligence automatically captures customer interactions, analyzes them to provide insights, and applies those learnings across an organization’s go-to-market strategy. The more information you have regarding what kind of sources your vendor uses for their AI training (i.e.,

Conversion 62

Conversion Prospecting Pipeline Strategize 62

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. Pricing: Pro, $7.25

Objectives and Key Results 74

Objectives and Key Results SQL Sales Campaign 74

ConversionXL

JANUARY 18, 2022

Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. Muun’s more well-known competitors had more features and better pricing. Both companies suffered from a fatal lack of marketing. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

Cience

OCTOBER 6, 2020

Human-curated lead lists are built from scratch; it’s the best way that combines machine precision but with strategic-backed human decision making. In this instance, Company X may define their target audience as Marketing Managers, Rev Ops, Email Marketing titles, and a separate cadence for C-suite audiences, including CMOs and CEOs.

B2B 105

B2B Lead generation Contact CRM 105

ConversionXL

AUGUST 24, 2021

What does the day-to-day of a marketing manager look like? Marketing touches every part of a company. Marketers can be involved in product development to ensure the product aligns with the customers’ needs, in communicating price points, in finding the best angles to keep customers coming back, and so on. Source: Zippia.

Promote 141

Promote Campaign Pitch Niche 141

Lead Fuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Understanding OEM software Pricing Models. Product management, engineering, customer success, sales and marketing departments all play a role in determining whether or not this should be done. Pricing models. There are many pricing models that can be used for licensing.

Negotiate 52

Negotiate Profit margin Contract GTM 52

The Lost Book of Sales

AUGUST 15, 2021

Ask about the pricing of products and services, get an understanding of the discount capability particularly if you've identified problems with organizational readiness. Maybe the strategic priority is to get new logos instead of just cold-hard revenue. If so, ask to see the go-to-market strategy.

Cross-sell 98

Cross-sell Gambling GTM Territory 98