Highspot

JANUARY 23, 2025

Skipping GTM planning can lead to disastrous results, like misaligned teams, wasted resources, and failed launches, as seen in notable product flops. We’ve all been thereexcited about a product idea, convinced it will change the game, only to launch it and hear crickets. You don’t have to learn these lessons the hard way.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

MARCH 21, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Look for specific in-product behaviors that indicate expansion potential (e.g.,

Growth 74

Growth GTM Product Government 74

Martech

JULY 30, 2024

Email marketing is a powerful method for nurturing leads and converting them into customers. Through targeted email campaigns, businesses can sustain direct communication with their audience, deliver personalized content and efficiently promote their products or services.

X-functional 113

X-functional Territory Customer Relationship Management CRM 113

Sales Hacker

FEBRUARY 7, 2025

The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey. During this phase, the primary focus is on building a product that meets a specific market need and ensuring that early users validate its core functionality.

Price 106

Price E-commerce Cross-sell Profit margin 106

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 93

Go To Market GTM X-functional Territory 93

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. Product : HG Insights. Feeling that AI FOMO? You’re not alone.

GTM 110

GTM Real Estate Represent Territory 110

Hubspot

JULY 20, 2020

Is a remote workforce a threat to productivity or a boon for hiring? Is a fully online marketing strategy going to bring companies and customers closer together, or drive them further apart? Are rapidly adopted tech tools going to stimulate internal alignment or drive a wedge between teams? and unknowns. Outside Selling

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

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 71

Territory Drivers/motivators Quota Pipeline 71

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. Probably not.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. Is your product sound, and does it solve a big problem for customers, enough for you to scale? Can your product solve more of their problems?

Territory 126

Territory Healthcare Growth Go To Market 126

SaaStr

JUNE 6, 2025

They’re 12-18 months ahead of Western markets in adoption curves 9. Same technology, completely different go-to-market approaches When buyers do engage, they’re much more qualified but need faster, more technical conversations Bottom Line : The SaaS buying journey has been completely rewired by AI.

Territory 58

Territory Pitch Price Finance 58

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 109

Territory Pipeline Launch Technical Sales 109

Search Engine Land

AUGUST 14, 2024

Among the advantages of a well-oiled AI setup are: Improved productivity. Your ads and landing pages should use the same language and design principles as your sales emails, pitch decks and other marketing materials. How will your product or service help them? Lower risk of error. Always-on account safeguards. Quality of leads.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

JUNE 4, 2025

The Numbers That Haven’t Moved in 20 Years Rangan dropped two statistics that should haunt every go-to-market leader: 25-35% The percentage of time sales reps spend actually in front of customers. She’s not talking about AI as another productivity tool. But here’s the kicker: this isn’t a new problem.

CRM 98

CRM Follow-up Pipeline Territory 98

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 85

GTM Territory Gaming Sales 85

Openview

APRIL 11, 2018

But even if you have a great product, there will come a point where you simply need to build out a sales function. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We dogfood our own products. They respect product.

Product 100

Product Negotiate Quota Cross-sell 100

Highspot

JUNE 23, 2025

Meanwhile, execution varies by team or region because there’s nothing to reinforce consistent adoption. Imagine your team is launching a new product. With Highspot, reps across every region follow the same playbook, get trained on the same positioning, and share content tailored to each stage of the buyer journey.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Hubspot

MARCH 25, 2020

There are few times more exciting in a company than during a product launch. Anticipation brews and a sense of optimism emerges around the prospect of a growth in market share. Still, a question always arises when a new product launches: do enough people know about this product launch for it to be successful? What is it?

Launch 101

Launch Product Contact Follow-up 101

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 104

Growth Territory Referrals Customers 104

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. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

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. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 81

Territory Healthcare Sales Retail 81

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. This keeps sales productive and ensures that the company is getting the most out of existing resources. You see something in the market, you make a hypothesis, and you test it, and then quickly roll it out.

GTM 101

GTM Territory Commission Strategize 101

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. . Are you able to take on moving to new territories? New service offerings. Prakash Raina.

Finance 98

Finance GTM Government Territory 98

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Analyze your specific sales and market, then look across the globe.

E-commerce 84

E-commerce Territory Transportation B2C 84

A Sales Guy

OCTOBER 13, 2016

In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. The market is not educated on the product or service and therefore educating prospects is key.

Education 126

Education Sales Growth Territory 126

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

Sales Hacker

JANUARY 20, 2022

When reps are happier in their roles and with their work, their productivity and performance can increase substantially. In a recent productivity predictor , employees are 1.2x as likely to feel productive when they feel connected at work. In a recent productivity predictor , employees are 1.2x It’s a win/win situation.

Territory 114

Territory Sales Drivers/motivators Finance 114

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. They’ll take you through their own personal experiences, from creating a scalable product strategy to building an enduring company that puts people and purpose before profit.

GTM 120

GTM Territory Price Growth 120

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. Too many teams still pass buyers from marketing to sales to customer success like a glorified bucket brigade. Guess what?

GTM 98

GTM Territory Finance E-commerce 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

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Have you introduced new products to existing or new markets? Have you changed or shifted your go-to-market strategies? It’s supposed to make you much more productive, efficient, and effective. New plans and programs.

Process 116

Process Territory Sales Quota 116

Hubspot

NOVEMBER 19, 2020

Is there an opportunity to increase market penetration? Is there any way you could engage in further product diversification? Companies hoping to increase revenue can do so in a variety of ways — such as an increase in advertising budget, expanding their sales team, and investing heavily in product development.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Sales Territory Assignment and Growth Forecasting.

Territory 105

Territory Non-Profits Contract Quota 105

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. “Last year, we released industry-first, native product capabilities that are fundamentally changing how companies drive business outcomes. . According to Gartner, Inc., Buckley, T. October 23, 2020).

Growth 98

Growth Customers Territory Strategize 98

InsightSquared

MARCH 6, 2018

In addition, sales ops should also focus on training your reps on anything from product to process to the various tools they’ll be using daily. As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Go-to-market strategy.

Contract 119

Contract CRM Territory Sales 119

Salesforce

OCTOBER 22, 2021

The stronger your sales op team, the more efficient and productive your sales team will be. According to a survey conducted by McKinsey among 12,000 sales professionals, sales ops teams drive up to a 10% increase in sales productivity each year. What kinds of companies are buying your product? Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

JULY 28, 2021

Before you start diving into product demos and trials, create a team of stakeholders to take part in the evaluation. Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. How do I evaluate sales forecasting tools?

CRM 129

CRM Pipeline Territory Sales 129