Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Cartas customer onboarding didnt just reduce churn, it became a flywheel for expansion, referrals, and upsell across PE and VC networks. The future of GTM is AI-powered. Flawless implementations earned trust (and more logos).

Growth 69

Growth GTM Cross-sell Negotiate 69

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. Let’s break it down Why ecosystem-led growth? Refer a friend 2.

GTM 119

GTM Growth Referrals Cross-sell 119

Sales Hacker

FEBRUARY 21, 2024

Referrals are the lifeblood of sales. 84% of all buying decisions start with a referral. Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. A “referral playbook”? We decided to go bigger. A podcast series?

Referrals 101

Referrals GTM Networking Represent 101

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 89

CRM Follow-up Pipeline Territory 89

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. Another influential piece of Toast’s go-to-market structure is incentives. In the U.S. It’s a two-way street.

Growth 104

Growth Territory Referrals Customers 104

Martech

APRIL 17, 2025

rehook.ais solution manages coupons, discounts, gamification, loyalty programs and referrals. This unified system offers affordable marketing automation tools and dashboards for entrepreneurs, agencies and small business owners. Landbase launched the Campaign Feed, an enhancement to its agentic AI platform for go-to-market operations.

E-commerce 108

E-commerce Launch Networking Referrals 108

Sales Hacker

NOVEMBER 14, 2023

Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 118

GTM Growth Referrals Contract 118

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. Those are high-level benefits.

GTM 52

GTM Customers Cross-sell Contract 52

ConversionXL

OCTOBER 7, 2022

This calculation goes beyond marketing costs and advertising dollars to include product costs, labor costs, shipping costs, and any other expenses that contribute to attracting and securing customers. If you’re not converting customers at the volume you’d like or you’re spending more to get people over the line, go back to the drawing board.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. Top of funnel: Stop cold calling, get a referral. of partner managers report that exchanging warm introductions with partners is part of their go-to-market strategy. Shaking the Partner Money Tree.

Pipeline 120

Pipeline E-commerce Cross-sell Referrals 120

Sales Hacker

SEPTEMBER 27, 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. This is no longer news to go-to-market leaders. Product : Apollo.

GTM 107

GTM Launch Strategize Pipeline 107

SaaStr

DECEMBER 16, 2022

You have to invest a lot of time to get a channel going, to get referrals, to acquire customers…and then work on customer satisfaction. Scaling your go-to-market efforts. Hiring right and optimizing for efficiency are the two critical components of go-to-market motion that result in scaling up revenue. .

Niche 111

Niche Price Drivers/motivators Finance 111

ClickFunnels

AUGUST 8, 2021

Now Landingi market their software as a “Your Go-To Marketing Solution”, so we assume that their aim is to offer an all-in-one marketing platform. Referral suite. Marketing automation. Shopify marketing. So if you are serious about sales funnels, get yourself a ClickFunnels account. Website pop-ups.

Lead generation 246

Lead generation A/B testing X-functional Price 246

Sales Hacker

OCTOBER 16, 2020

I noticed that over the last fiscal year, the company had pumped in an additional $188 M (33% increase) of marketing dollars in their go-to-market initiatives as they were looking to bring new products to market. Getting a referral. Lastly, look at the press releases and news sources.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

SaaStr

FEBRUARY 12, 2022

Once the rapport is there, you can incentivize referrals. Build a clear map of your TAM so you can identify where to focus your go-to-market efforts. For example, Gorgias offered a free iPhone to anyone who referred a client. . Romain’s Final Takeaways. Increase the efficiency of the channels that already work.

Customers 98

Customers GTM Referrals Growth 98

Heinz Marketing

JANUARY 7, 2022

By Maria Geokezas , COO and VP of Client Services at Heinz Marketing. Content marketing has defined the last two decades, but there’s a go-to-market strategy that’s been capturing lots of attention — product-led growth. Word-of-mouth user referrals and viral attention are the ultimate propellants for product-led growth.

Growth 119

Growth Product Intrinsic Referrals 119

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 133

GTM Market share Growth Technology 133

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. content marketing (blogging, podcasts, free downloads); 2. referrals (recommendations from existing customers and other people); 4. outbound marketing (cold email, cold calling), and 5. partnerships (joint ventures, affiliate marketing). Gatekeeper. General Manager.

B2B 105

B2B E-commerce Cold Call Sales 105

Heinz Marketing

MAY 16, 2022

Matt : So what if you could make it so that your best source of referrals was, in fact, from people that had never bought from you? But some of those people that don’t buy can still be champions and advocates and referrals for you and that very much fits into the calculation of earned growth. It’s just as important in B2B.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 80

GTM Engineering Customers Cross-sell 80

Martech

DECEMBER 21, 2022

Product management : This aims to develop or bring a new product to the market. This is closely related to “go-to-market” strategies. You identify and market your products to existing customers, but you also work to retain them as longtime customers.

Objectives and Key Results 102

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 102

Cience

OCTOBER 6, 2020

To this point, Company X has relied on network and referral sales, with its CEO taking many of the initial meetings. When getting ready to launch their first Outbound Go-To-Market, the same personas that took initial meetings (referrals from CEOs and CMOs) will be much more difficult to entice without the benefit of familiarity.

B2B 105

B2B Lead generation Contact CRM 105

SaaStr

JULY 19, 2023

Step Three: Map Your GTM to Your Acquisition Funnel The next thing to think about is how the go-to-market organization maps to the customer acquisition funnel. Consider thanking customers who spread the word about your product, and create a reward system or a referral program. Are the AEs outbounding? Don’t be conventional.

GTM 98

GTM Referrals Growth Quota 98

Sales Hacker

SEPTEMBER 2, 2020

The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Now 50% of their customers are from inbound and referrals. Upsales: $15k ACV and $7.5M No-Touch Sales.

Inside sales 130

Inside sales Cold Call Contract Price 130

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Green is a “go after them.” Yellow is you’re not going to outbound them. Red is a no-go. They’re ideal, and you’ll sell them.

GTM 117

GTM CRM Pipeline Referrals 117

SaaStr

NOVEMBER 7, 2023

Go-to-Market is expensive and labor-intensive. It gives treatment area, sizing, positioning, diet planning, referrals, etc. Four Common Assumptions About SaaS There are many, many assumptions and standard ways of doing SaaS, with four of them being: You need deep domain expertise to design the app.

GTM 117

GTM UX Appointment Engineering 117

Heinz Marketing

JANUARY 10, 2020

How about feedback on your intended go-to-market plan and/or product road map? Sales referrals? For example, if you believe analysts should (or historically) generate qualified sales referrals, how many would make the paid relationship worthwhile? Will analyst insights replace the need for primary in-market research?

Referrals 53

Referrals Negotiate Contract High impact 53

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 67

GTM Engineering Customers Cross-sell 67

Sales Hacker

JUNE 23, 2021

This article dives into the math (no really, there is actual math) about creating your go-to-market model in a sustainable way. How to contribute: The best way to get your idea into an article with First Round Review is to look for an intro or referral to their editors.

Cold Call 102

Cold Call Negotiate Objectives and Key Results Sales 102

Hubspot

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) You should also talk to your existing customers to get referrals and recommendations to their network. We all know buyer research is changing.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

Sales Hacker

MARCH 2, 2021

And he really worked the referrals. He really worked his referral business so that was pretty interesting. Sam Jacobs: What are some of the lessons that you learned over the last 12 months, just in terms of how COVID impacted the business, how it impacted how you go to market, your forecasting, things like that?

Referrals 65

Referrals Cross-sell Contract Sales 65

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. Dosh , for example, gives customers and their friends bonuses for referrals: . However, on a more granular graph, the introduction phase would be preceded by a product development stage. Image source.

Product 142

Product Minimum Viable Product Price Promote 142

Hubspot

JULY 2, 2020

Event marketing, including attending industry events or hosting your own event. Customer marketing and utilizing referrals. Featured Tool: Marketing Plan Template. Production Marketing Mix Template. Finally, a production marketing mix template is best utilized for internal reference. Download this Template.

Retail 101

Retail Promote Price Profit margin 101

SalesLoft

OCTOBER 21, 2016

Go-to-Market alignment: segment the ICP by value and align to the GTM (organization, target list, and offers + plays). Right now, most Marketing teams have a “marketing database.” ICP creation: categorize and share the ICP to drive buy-in (firmographic, environmental, and behavioral). Remember, the ICP is about cheating.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Hubspot

FEBRUARY 6, 2014

During this time, we started thinking Kickstarter could be a great avenue to go to market. We''ve been pleasantly surprised by how engaged the Kickstarter community is -- our largest number of backers come from within the referral traffic from Kickstarter. December 2013: We got really busy! Kickstarter Community.

Campaign 78

Campaign Commission Angle Follow-up 78

Sales Hacker

APRIL 30, 2018

Thus, win rates, repeat business, referrals, sales cycles, and customer success improve significantly. from prospect to marketing qualified lead, from sales qualified lead to won opportunity and to a closed deal). . The percentage of deals that includes a go to market strategy with a Partner. 7) Average Win Rate.

Non-Profits 98

Non-Profits Profit margin Quota Sales 98