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

Highspot

JULY 13, 2025

A combination of ambitious revenue targets from their leadership teams, lots of competition, and shifting market conditions means reps have to make every second of their workdays count. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot.

B2B 52

B2B Sell GTM Cold Call 52

Highspot

MAY 26, 2025

For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. Quota attainment: By linking training and content to sales outcomes, sales enablement analytics show what works. For example, sales reps with access to high-engagement content and onboarding hit quota 30% more often.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

SaaStr

JUNE 29, 2025

” What Revenue Operations Actually Means : “The operations team that supports the revenue function, which can support sales, design the quota, design commissions, and design go-to-market strategies and leverage data to make good strategies for the team.” Today, we call it the revenue operations function.”

Cross-sell 75

Cross-sell Commission Account management Strategize 75

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Those that use AI realize up to 20% better revenue outcomes.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

SaaStr

MARCH 2, 2025

But with each new product, the go-to-market motion became increasingly complex. Start with a quota-carrying, revenue-generating team and teach them empathy, rather than trying to transform CSMs into a revenue team.” As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective.

Growth 77

Growth Cold Call Cross-sell Account management 77

SaaStr

JULY 9, 2025

The Evidence: Owner sees 3-4x productivity gains, but only from AI-native reps At Windsurf, 7 out of 10 seasoned reps quickly shot over their annual quota , with one rep closing $1.6 It’s making great salespeople unstoppable while leaving everyone else behind.

Technical Sales 70

Technical Sales Commission Pipeline Negotiate 70

Sales Hacker

NOVEMBER 22, 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. Measure impact : Track adoption and its effect on performance metrics like quota attainment and velocity.

GTM 106

GTM Sales Represent Government 106

Highspot

APRIL 14, 2025

As your business grows, go-to-market initiatives change, and new solutions are launched, the material reps digest when they first join your company should evolve as well to reflect those changes. Customers who train their reps with Highspot report a 24% increase in average rep quota attainment.

High impact 52

High impact Government Quota Strategize 52

Highspot

JULY 9, 2025

Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Sales, marketing, and CS aligned to serve them , not just quota math. More for your eardrums Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups.

Growth 72

Growth GTM Cross-sell Negotiate 72

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. Quota buffers should range from 5% to 35%, depending on the companys growth stage and risk tolerance.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. Artificial intelligence (AI): AI tools like Salesforce AI leverage predictive analytics to analyze historical data and project future sales trends, helping sales teams make informed decisions about their strategies, quotas, and goals.

Product 86

Product Territory Sales Price 86

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP.

B2B 75

B2B GTM Drivers/motivators Manufacturing 75

Highspot

OCTOBER 23, 2024

In a sales environment where 72 percent of salespeople don’t expect to make quota , businesses worldwide must improve the efficiency and effectiveness of the GTM initiatives that bring their products and services to market, including retention, cross-selling, product launches, sales methodology adoption, and more.

GTM 52

GTM Launch Cross-sell Quota 52

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 1, 2025

While scaling from 3 to 75 go-to-market team members, Codeium / Windsurf found that AI transformed their sales process in completely different ways depending on the size of the customer. Despite all the sales tech we’ve deployed in the past decade (Gong, Outreach, etc.),

GTM 83

GTM Territory Cold Call Price 83

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. But here’s the kicker: this isn’t a new problem. It’s been this way for decades.

CRM 102

CRM Follow-up Pipeline Territory 102

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. What would you say the biggest impact that has on overall go-to-market.

GTM 66

GTM X-functional Start-ups Go To Market 66

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

SaaStr

NOVEMBER 30, 2023

A great product, while necessary, isn’t sufficient to build a market leader and eventually a public company. Companies that win a market are just as good at Go-to-Market as they are at building great products. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company?

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 126

Go To Market Growth GTM Product 126

SaaStr

NOVEMBER 1, 2023

GTM Model #2: Budget, Quota, Goal At all times, you have three different numbers — budget, quota, and goal. Quota — What you point your team toward and roll up all individual numbers to. All they need are the quota and goal numbers. It’s hard to get quota right. The six GTM models Divvy used going from 0 to a $2.5B

Go To Market 108

Go To Market GTM Quota Up-sell 108

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. The post High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of Go-to-Market appeared first on SaaStr.

Go To Market 109

Go To Market Territory Technique A/B testing 109

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B A simple change in how you measure success means: More alignment in the funnel Everyone can go a little faster. If you take losses, you’re going to get more losses. The budget, quota, goal framework helps you to manage this balancing act.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

APRIL 30, 2024

Take on less and go deeper with it to have more success. The way we build financial models, the cell for the number of deals per quarter is always something like reps times quota. The post How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton appeared first on SaaStr.

Go To Market 120

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

Sales Pop!

AUGUST 2, 2023

If you already have a sales team, check if they’re hitting their target metrics and quotas. It becomes challenging to rely on a generalized partner to possess the specific skills required to successfully introduce your product into a new market or expand your presence in a fiercely competitive landscape.

Represent 242

Represent Lead generation Sales Commission 242

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. There are endless ways to divide quotas across territories and teams. The bottom line is, your quota methodology needs to align with your business objectives.

Territory 117

Territory Quota Strategic planning Sales 117

Gong.io

OCTOBER 19, 2021

It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. Why is ramp time so critical for new reps?

Quota 164

Quota Sales Strategize Cross-sell 164

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). With systems thinking, the whole is greater than the sum of its parts. Everything Starts With A Definition.

GTM 167

GTM Sales Consult Quota 167

Veloxy

MAY 3, 2022

Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. 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. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

A Sales Guy

APRIL 16, 2012

The solution to this problem is to draw a line, not letting hunters sell a deal below $4,000 and raise their quota to $20,000 a month instead of $10,000. Look to create separation among your different go to market strategies. Now your average deal size for hunters is NO LESS than $4,000 a month. You’ve created separation.

Inside sales 117

Inside sales Outside Sales Sales Price 117

Sales Hacker

OCTOBER 19, 2022

As your baseline, I recommend an attainment goal that includes 80% of your team reaching quota and quotas that are 5x that of the OTE. Secondly, transparency into compensation is key for reps to know how they can hit their OTE and achieve 100% of quota. Providing transparency. Let it be easy to make money.

Commission 123

Commission Finance Quota Sales 123

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Every minute that goes by off-target is $8.30 unbooked, unearned, and unrealized.”

GTM 122

GTM Quota Contact Construction 122

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Aim to create an environment where everyone can thrive, not just hit their sales quota. Create a single source of truth to empower go-to-market teams. Drop the quota.

Growth 98

Growth Quota Intrinsic Cross-sell 98