Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. Takeaway: The role of product marketing is more complex/nuanced if you are selling to enterprise.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Partners in Excellence

MARCH 26, 2024

When these large, strategic deals closed, our team and the company celebrated the success. Like most salespeople, I started ‘carrying a bag.’ I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges.

Sell 100

Sell Cross-sell Finance B2C 100

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. Access to more data. Efficiency.

GTM 95

GTM Growth Referrals Cross-sell 95

ConversionXL

JANUARY 18, 2022

To succeed in today’s crowded market, you need to harmonize product marketing and brand marketing. In this article, you’ll learn the difference between brand marketing and product marketing, and how to balance both to stand out above the crowd. Brand vs product marketing: Friends or foe?

Product 110

Product GTM Construction Launch 110

ConversionXL

JUNE 25, 2021

An effective product launch strategy helps you generate awareness, build intrigue, and validate your product positioning. The best product launches take into account the product lifecycle—understanding where it fits into the bigger picture, and how to transition through each phase. But it’s not a linear journey.

Launch 96

Launch Product Non-Profits GTM 96

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area. I start everything with learning.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Gong.io

NOVEMBER 6, 2019

Design Big, Start Small. You don’t come out of the gate—especially if you’re taking over a team that isn’t that data driven, or you’re starting a company from the ground up. Just start with something really basic, like four stages of the funnel. Let’s start adding incremental value. Data Breakout—Why Startups Fail.

Product 48

Product Government Strategize Contract 48

Martech

APRIL 19, 2023

Complex decision-making has become increasingly challenging as strong operational excellence and productivity, especially within marketing organizations , become vital competitive advantages. Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy.

Strategize 112

Strategize GTM Healthcare Strategic planning 112

Highspot

MAY 3, 2024

What’s missing is a strategic approach that unites all your revenue-generating teams. The buyer’s journey doesn’t just start and stop with sales. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Interested to learn more?

Cross-sell 93

Cross-sell GTM Technology Technology 93

Sales Hacker

JANUARY 27, 2024

Audience-aware Effective messaging starts with understanding your audience. Product: These are your end-users who want to know how your product or service can help them achieve specific goals. Start-ups to watch: Roam : This is a virtual office that has started to address the challenge of working with distributed teams.

GTM 90

GTM Niche CRM Account management 90

Salesforce

NOVEMBER 9, 2021

The best ecommerce strategies start with a firm grasp on the present. For a proper, thorough assessment, ask yourself about how you currently go to market. How frequently do customers order products? Keep in mind that only 15% of B2B buyers want to speak to a salesperson when repurchasing the same product or service.

B2B 97

B2B Strategize Legal Represent 97

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Let’s start by answering this simple question: “What is Sales Enablement?”.

Quota 164

Quota Sales Strategize Objection handling 164

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. Product-led growth (PLG) is taking center stage in response to these changing buying patterns and flipped the sales funnel we’ve come to know. RevOps as a unifying force in go-to-market strategy. Not anymore.

Growth 87

Growth Drivers/motivators Go To Market Sales 87

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. Design Big But Start Small You go to the mountain and rethink your business in a post-AI world.

GTM 97

GTM Technology Technology Up-sell 97

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. This key metric provides invaluable insight into the potential revenue opportunities available in your chosen market segment. What is an example of a TAM?

Strategize 52

Strategize Strategic planning Niche Growth 52

SaaStr

FEBRUARY 1, 2024

#1 Thing That Changes in Marketing As You Scale: The Product Maturity Curve Determines Marketing Strategy Your marketing strategy should be extremely tightly aligned to the product maturity curve. When you’re a single-product company, you have a certain footprint in terms of your product.

GTM 74

GTM Growth Education Strategic planning 74

Martech

JANUARY 13, 2023

Amid tightening markets and increasing KPIs, these words have quickly become imperatives for go-to-market (GTM) teams charged with identifying, engaging, generating and expanding revenue and relationships. . Let’s start with the GTM teams with access to AI models and account intelligence.

GTM 126

GTM B2B Pipeline Strategize 126

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Throughout the past few decades, we have witnessed different eras of SaaS: Era 1, SaaS 1.0 : Starting in the early 2000s, SaaS 1.0 was pretty simplified, mostly made up of annual or monthly subscriptions. Set them up for success. . Era 2, SaaS 2.0:

Finance 77

Finance GTM Government Territory 77

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). Start with this.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Sales Hacker

FEBRUARY 20, 2023

These leaders are looking for the right person to own the implementation and management of their company’s go-to-market tech stack. This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Related: Is a Revenue Operations Career Right for You?

Strategize 71

Strategize Consult Growth CRM 71

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. monday hasn’t missed a beat, but before we dive into their secrets, let’s first learn where it all started and what they do today. So, they were forced to build a product that automatically converts.

Growth 63

Growth Non-Profits Drivers/motivators Construction 63

SBI

MARCH 8, 2018

This week I interview Chris Tratar , VP of Product of SAVO. 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.

Gaming 55

Gaming Strategize Government Cross-sell 55

Highspot

JULY 18, 2023

Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. What is Marketing Enablement? Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize 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

SaaStr

OCTOBER 3, 2022

This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? What is the product strategy? Single-product or multi-product? When you can answer these questions confidently, it is time to go to market. Platform or app? What is the pricing?

GTM 82

GTM Strategize Government Inside sales 82

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. As solid as their original product may have been, they spent years failing to draw in actual customers. A great product is necessary, but so is the pipeline for your product. Key takeaways.

GTM 81

GTM Pipeline Strategize Represent 81

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. 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. . US companies follow the same model when they start in India.

GTM 81

GTM Cross-sell Niche Strategize 81

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Interviews with tech executives and venture capitalists on ‘The GTM Podcast’ provide firsthand accounts of successful go-to-market strategies.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Identifying a direction is just the starting point. From paid ads to account executive productivity, inform any decision you can with data.

Cross-sell 87

Cross-sell Account management Clients Growth 87

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. Start the Meeting on Time and End on Time: The majority of board meetings start late and end late; don’t let that happen to yours.

Meeting 91

Meeting GTM Strategize Follow-up 91

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. So we’ll start with the assess phase.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Sales Hacker

NOVEMBER 24, 2023

10 Important Career Tips Advice from seasoned go-to-market executives at the top #1 “ Take control of your own destiny. Leave gracefully and do your best to set the team that remains up for success following your departure. Embrace new challenges without fear of not knowing everything from the start. Let’s get into it.

GTM 84

GTM Trust Growth Start-ups 84

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? What does a chief revenue officer do? That’s … everything. It’s 9 a.m.,

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Martech

JUNE 29, 2022

. “The average B2B customer journey takes 192 days from anonymous first touch to won,” according to Dreamdata in their 2022 B2B Go-to-Market Benchmarks — a statistic described by co-founder and CMO Steffen Hedebrandt as “alarming.” Dreamdata is a B2B go-to-market platform.

B2B 99

B2B Customers B2C Inside sales 99

Heinz Marketing

APRIL 21, 2022

When private equity and venture portfolio companies require significant assistance building their marketing organization and infrastructure, where do they start? Do they have the time and resources to hire a full-time Chief Marketing Officer (CMO)? Can they advise and help them get up to speed and be successful long term?

Strategize 104

Strategize Networking Growth B2B 104