Sales Hacker

APRIL 10, 2018

In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Where Can You Apply This Go To Market Strategy? 1) Across regions. Regions often respond with a 1-2 year delay to the US Market.

Go To Market 96

Go To Market GTM X-functional Territory 96

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago! Have your customers/markets changed? First, do it with marketing.

Process 120

Process Territory Sales Quota 120

Sales Hacker

NOVEMBER 29, 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. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 113

GTM Real Estate Represent Territory 113

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. This simplification streamlined the buying process, making it easier for customers to understand their options and calculate costs.

Price 111

Price E-commerce Cross-sell Profit margin 111

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 74

Territory Drivers/motivators Quota Pipeline 74

Hubspot

JULY 20, 2020

These are the questions that companies are asking themselves as they rewrite their go-to-market strategies and charge headlong into the new economic era. If not, there could be an opportunity to remove friction by introducing a process or system that shares new customer information between different teams. Outside Selling ?

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

Search Engine Land

AUGUST 14, 2024

Sales process. Marketing strategy. You need a place for those leads to go, a process and people to follow up with them and a way to determine which ones are most valuable to your business. Lead qualification and engagement process The real work of a lead gen business begins when a lead hits your CRM. Processing.

CRM 116

CRM Campaign Niche Negotiate 116

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 114

Territory Pipeline Launch Technical Sales 114

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 120

Territory Quota Strategic planning Sales 120

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. 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.

Product 86

Product Territory Sales Price 86

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. The most successful enablement teams prove to be resilient and innovative.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

Sales Hacker

APRIL 1, 2021

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. As they move further down your sales funnel and process, these preferences grow. The future of this space is digital and streamlined.

E-commerce 90

E-commerce Territory Transportation B2C 90

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide?

Growth 106

Growth Territory Referrals Customers 106

Partners in Excellence

JULY 30, 2012

” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process. Some integrate this into the people component of the overall Sales Management Process. I though I’d start to address that here.

Territory 102

Territory Sales Pipeline Growth 102

Veloxy

MAY 3, 2022

Process Street. Veloxy is a Salesforce AppExchange mobile app that helps automate, streamline, and accelerate the sales process. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Process Street's Sales Process Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Operations Process. Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories.

Territory 106

Territory Non-Profits Contract Quota 106

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan.

GTM 103

GTM Territory Commission Strategize 103

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. New hires may bring in their own preferred tools and teams are unlikely to coordinate without a formalized process in place. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. What’s your process for hiring a lot of people to scale an organization? How do you manage year-to-year territory adjustments as your company grows? It can’t change overnight.

Territory 72

Territory Healthcare Sales Retail 72

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Prakash Raina, Co-Founder of Subskribe, and Leslie Hui, VP of Accounting Operations and Finance Transformation at Okta, break down the secrets to unifying SaaS teams, processes, and systems. Are you able to take on moving to new territories?

Finance 98

Finance GTM Government Territory 98

InsightSquared

MARCH 6, 2018

Define Processes and Reporting. Once you’ve established a dedicated owner of your CRM, sales ops will need to define processes and communicate them to the team. Your sales reps will inevitably need help with quoting, proposal generation, and getting orders processed. Go-to-market strategy. For the Future.

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

JANUARY 20, 2022

It’s not a singular process. It’s programmatic and includes the following mainstays: culture, insights, process and tools, and actions. Effective sales coaching should not simply be about going over numbers, tracking goals, and performance-based reviews.

Territory 117

Territory Sales Drivers/motivators Finance 117

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. You want someone who will be able to evolve or reinforce existing sales processes and implement new ones. Enter, the sales operations manager.

Commission 98

Commission Territory Quota CRM 98

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 97

Engineering GTM Territory Management Consulting 97

A Sales Guy

OCTOBER 13, 2016

I’m not sure how many parts it’s going to be, but I do know that it wasn’t worth it to squeeze it all into one post. I’m not gonna start this series with how to hire more sales people or how to add new processes, or how to change the culture or hire a CRO or, or, or. Not all products go to market the same.

Education 126

Education Sales Growth Territory 126

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. To do this, your organization must track key processes and metrics like sales stage, lead source, forecast category, and average sales cycle. If you don’t have a formal sales process in place, prioritize this task.

CRM 131

CRM Pipeline Territory Sales 131

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. The driving organizational force behind a sales team, sales operations/sales ops establishes systems, strategies, and communication methods to ensure the entire sales process is executed effectively.

Territory 98

Territory Strategize Sales Healthcare 98

Martech

DECEMBER 11, 2023

As part of the strategic brand-building process, you must map desired behaviors across each channel you plan to use. Yes, you’re not building a go-to-market plan at this point. Understanding emotions and feelings Almost every marketer discusses creating an emotional connection between the brand and the customer.

Represent 123

Represent Territory Campaign Strategize 123

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

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 123

B2B GTM Customers Cross-sell 123

Hubspot

NOVEMBER 19, 2020

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. How to Create a Market Development Strategy. The decision of when and how to develop your existing market should be a methodical process. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Hubspot

OCTOBER 2, 2019

You can achieve it with a structured sales performance management process. Having a sales performance management process in place is crucial for your team’s overall success. A sales performance management plan adds structure and accountability to your training process. Why Sales Performance Management Matters.

Territory 99

Territory Quota Commission Sales 99

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.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer. Why Do They Buy?

Sales 108

Sales Objectives and Key Results Territory Go To Market 108

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Companies are helping to streamline processes with data and workflows, further reducing the burden on sales teams.

GTM 124

GTM Sales Growth Represent 124

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. It includes everything from onboarding through support to guide every stage of the sales process. Additionally, global partners may need localized content, while regional ones may prioritize relationship building.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52