Sales Hacker

JULY 8, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.

GTM 79

GTM Sales CRM Start-ups 79

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 89

GTM Territory Gaming Sales 89

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 95

GTM Quota Drivers/motivators Sales 95

SaaStr

APRIL 8, 2025

Instead: Find greenfield opportunities where AI enables previously impossible solutions Build new workflows rather than just AI-enabling existing ones Target departments or functions where bottom-up adoption can flourish 3. Take FeatureByte – they can tell prospects: “This process normally takes 6 months and $2M per dataset.

X-functional 79

X-functional Healthcare Government Networking 79

Sales Hacker

MAY 27, 2025

With over two decades at the forefront of techs biggest transformationsfrom on-prem to cloud to AISean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption. Navigating payroll, benefits, and compliance shouldnt slow you down.

GTM 66

GTM X-functional Start-ups Go To Market 66

Sales Hacker

APRIL 22, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Harmony is an entrepreneurial marketing leader with deep expertise in building global go-to-market strategies at growth startups. Sophie Buonassisi: Definitely.

GTM 94

GTM Campaign Pipeline Launch 94

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. The SMB segment—going upstream vs. downstream. Where Can You Apply This Go To Market Strategy? Regions often respond with a 1-2 year delay to the US Market.

Go To Market 95

Go To Market GTM X-functional Territory 95

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. Nail down one small niche of a market before you hit the gas to scale. Now, they have over 22 BDRs. They grew 2.5x

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

ClickFunnels

AUGUST 8, 2021

The latter definition applies to sales prospecting , not lead generation, though. Collect email addresses (either via native email marketing functionality or via a third-party integration). There are a ton of lead generation apps out there that do not offer the full functionality required to build a lead generation funnel.

Lead generation 246

Lead generation A/B testing X-functional Price 246

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 99

B2B X-functional Cold Call SQL 99

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. These will be unique to each prospect.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. A prospect is a company or person who matches the profile of a client. Four Prospecting Approaches. 2) Outbound Prospecting.

Prospecting 59

Prospecting SQL GTM X-functional 59

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. How well are your salespeople prospecting? Percentage of prospects who agree to a conversation. Percentage of prospects who move to the next step. Average contract value (ACV). Call-backs.

X-functional 101

X-functional Quota Cross-sell Contract 101

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Run a functional investigation. is probably random.

UX 126

UX X-functional A/B testing User Experience 126

SaaStr

DECEMBER 8, 2023

LLMs Change How Companies Go to Market Massive changes are happening on the tech side of an organization. In 2017 or 2018, it was easy to prospect in companies. In 2017 or 2018, it was easy to prospect in companies. Then, tools like Salesloft and Outreach emerged and took prospecting mainstream. Personalization.

GTM 123

GTM SQL X-functional Engineering 123

Heinz Marketing

MAY 16, 2022

Tune in to hear more about prioritizing the customer experience and learn: the difference between the infinite loop of prospect experience and lead management. the risk of aggressive over-marketing. And so, thankfully, I hear more companies talk less about lead management and more about prospect experience. Matt : Yep, yep.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. Set the stage by demonstrating you understand your prospects current reality. What go-to-market activity have we already tried? What go-to-market activity could we try?

UX 120

UX Clients Service Niche 120

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment.

GTM 86

GTM Negotiate Profit margin Contract 86

Sales Hacker

JUNE 9, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communications for each prospect, every time enabling personalization at scale, previously unthinkable. Some teach marketing. Check them out at outreach.io. Some have caught on.

Finance 101

Finance X-functional Pipeline Territory 101

Heinz Marketing

OCTOBER 25, 2021

Sendoso has done a phenomenal job of building some content case studies, success stories focused on how people are really breaking through and staying connected with their prospects pun intended because the event they just produced called connected had some great content on it. What if it had X? What if it had Y?

Pipeline 122

Pipeline Sales Growth X-functional 122

SBI

SEPTEMBER 8, 2014

What problem/s are you solving for sales and/or marketing organizations? Umberto: InsideView allows companies to leverage market intelligence to find, and engage with, prospects and customers. Nancy: What would you challenge sellers and/or marketers to think about for the near term? . Nancy: What does InsideView do?

Up-sell 51

Up-sell Closing Sell X-functional 51

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. She’s the founder of Alternate Route, a go-to market strategy and revenue operations consultancy based here in New York.

Contract 83

Contract CRM Consult Cross-sell 83

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 89

Pipeline Sales X-functional B2B 89

Highspot

MAY 20, 2022

Sales motions are defined by your larger go-to-market strategy. Prospecting: Tailored to your approach to prospecting. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Top of Mind.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 117

E-commerce Manufacturing X-functional Retail 117

Heinz Marketing

FEBRUARY 5, 2018

Not so that we’re functioning as a curation and we’re positioning it in a different kind of segment than it would normally be on our site. But again, we’re still going back to all our user generated data in the first place and then just reorganizing that and showcasing it in different ways. We did this thing.

Pipeline 55

Pipeline B2B Sales Pitch 55

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 98

Quota Growth Product Closing 98

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 58

Pipeline Sales Drivers/motivators X-functional 58

Heinz Marketing

APRIL 2, 2018

I got a chance to check out the product and what you guys are building, and very impressive the way you guys are rethinking essentially just general design and presentations and specifically visual presentations for Go To Market teams. You’re more likely to close deals by x percent when you use this product.”

Pipeline 53

Pipeline Sales Presentation B2B 53

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Kind of solve the problem.

X-functional 63

X-functional Start-ups Drivers/motivators Go To Market 63

ConversionXL

JUNE 2, 2020

We have feature X that they don’t.”. You need to match it and go far beyond to avoid the sameness trap, or have a completely different take on it. Your competitor has feature X, you need feature X. Often, they go for the obvious—stuff like “easy-to-use” email marketing. Can your differentiation be features?

A/B testing 162

A/B testing X-functional Price Gaming 162

SaaStr

AUGUST 19, 2020

In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way from awareness to evaluation, purchase, and then pricing and renewals. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings.

E-commerce 117

E-commerce Price Start-ups Gaming 117

Sales Hacker

FEBRUARY 19, 2019

Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. In this webinar How To Bump Prospect Engagement By 50% , Lauren revealed some of the closely guarded trade secrets on increasing email engagement. Chris Orlob – Senior Director, Product Marketing at Gong.io.

Cold Call 13

Cold Call Inside sales Sales B2B 13

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 79

GTM Growth X-functional Referrals 79

Sales Hacker

JANUARY 28, 2025

To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. And you could say they’re still going through hyper growth, um, but really excited to, to dive into your journey.

GTM 100

GTM X-functional Price Pipeline 100