Sales Hacker

DECEMBER 5, 2023

Writer is an AI writing tool that helps teams write in the same tone and style so that all of the company’s communications are consistent and representative of the brand. Writer has one of the best marketing teams and has spread like wildfire with customers, including Spotify, HubSpot, L’Oreal, Accenture, and many more.

GTM 93

GTM Customers Finance Represent 93

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 88

GTM Contract Represent CRM 88

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. We’re not going anywhere though. The greatest technology does not always win.

Launch 100

Launch Product GTM Technology 100

SaaStr

MARCH 13, 2023

I really liked this summary from CRO Jesse Gomez: Cold calling represents one piece of a comprehensive go to market. It’s to folks that already have taken at least a “pre-action” in many cases (been to the website, been to an event, etc.). That’s not true raw cold calling.

Cold Call 107

Cold Call GTM Appointment Represent 107

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 92

GTM Pipeline SQL UX 92

Martech

MARCH 30, 2022

TrustRadius, the software review and evaluation site, which includes martech offerings alongside other software categories, will integrate with Demandbase One allowing B2B marketers to engage with in-market buyers researching software on the site. Demandbase One is the go-to-market suite offered by ABM specialist Demandbase.

B2B 84

B2B Represent Launch Price 84

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. Fortunately, conversational marketing can help you create the kind of experience that modern buyers expect.

GTM 123

GTM B2B Conversion Objectives and Key Results 123

SaaStr

JULY 19, 2022

Representing less than 1% of unicorns led by Latino founders, Drift is building an equitable, enduring company to transform the way businesses buy from businesses. Reprise is the only complete demo creation platform that go-to-market teams turn to when they need to create live and guided demo experiences.

Represent 86

Represent User Experience Technology Technology 86

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

GTM 93

GTM Quota Construction Contact 93

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Impact Areas Frequently, Solutions Engineers operate “behind the scenes” without directly linking to revenue in the same way as quota-carrying sales representatives.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

SaaStr

AUGUST 3, 2023

link] 2023 Sep 6-8 tracking to: 53% women speakers 61% less represented speakers 80% new voices 26% CEOs 23% CROs and CMOs 27% Top VCs 104 Workshops already scheduled, spooling up! Mark Roberge, GP at Stage2 Capital and ex-CRO at HubSpot: Who Will Win the Go-to-Market AI Race — Startups or Incumbents?”

Represent 69

Represent Growth Go To Market Product 69

Highspot

FEBRUARY 22, 2021

It connects everyone from marketing and sales to post-sales in delivering a unified buying experience that wins, retains and expands customer relationships,” said Robert Wahbe, CEO, Highspot. “Scaling your go-to-market strategy is a complex process with a large gap between strategy and action. We close this gap.

Growth 129

Growth Strategize Sales Contact 129

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 77

B2B Process Manufacturing Customers 77

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 102

B2B Customers B2C Inside sales 102

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. Go-to-market Partners released a report using G2 data.

Go To Market 76

Go To Market Follow-up Trust Up-sell 76

Highspot

DECEMBER 11, 2023

Research from Highspot reveals that sales representatives spend only 25% of their time actively selling. A systematic approach to equipping, training, and coaching sellers not only increases their selling time but also maximizes their effectiveness, fostering efficient growth in both private and public markets.

Sports 52

Sports Negotiate Sales Gaming 52

Heinz Marketing

JANUARY 19, 2024

This led to a growing tech stack that was not consistently used nor aligned, and it ultimately never addressed their go-to-market problem. What steps should Operations take to gain buy in from the entire marketing team, enabling ease of orchestration? Step 1. Plan a continuous communication campaign.

Campaign 101

Campaign Represent Education Clients 101

SaaStr

FEBRUARY 22, 2022

For example, Zoom had a scalable eCommerce store that acted as an outlet for customers to be enabled and serviced without a sales representative. But we don’t do it with the same sales processes, representatives, or go-to-market tactics.

Networking 91

Networking Represent Sales Quota 91

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . The older brand had firmly established that for us. Next up was the logotype.

Angle 153

Angle Represent Drivers/motivators Territory 153

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. Expanding your footprint opens doors to multiple markets and opportunities to introduce your product. Listen to your team.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers.

Growth 98

Growth Customers Territory Strategize 98

Sales Hacker

JANUARY 27, 2024

As an incredible go-to-market leader expresses: “since adding Roam, I’ve eliminated 90% of my recurring meetings and my average meeting is roughly 7 minutes. In this episode, you’ll hear a recap of 2023 at GTMfund and Max’s predictions for 2024 – from M&A, to remote work, to the role of the SDR. That’s it, that’s all.

GTM 89

GTM Niche CRM Account management 89

SaaStr

NOVEMBER 23, 2022

It’s up to the CRO to keep a company’s marketing and product strategy in the kind of lockstep that drives it to produce the revenue it needs. For example, over the years, Angolia’s go-to-market strategy has tied together every part of its company, from finance to legal. . The life of a CRO is all about results.

Drivers/motivators 109

Drivers/motivators Trust Legal Finance 109

Highspot

MARCH 18, 2024

For example, forecasting analytics allows sales representatives to better understand and predict customer preferences, enabling them to customize their strategies throughout the customer journey, including during sales negotiations. Highspot provided a solution for equipping, training, and coaching their sales representatives.

Product 52

Product Objectives and Key Results Sales CRM 52

Spiro Technologies

MAY 26, 2023

But whatever setup is used it is important that everyone in the organization is aligned on what each stage represents. It’s also crucial to extend this knowledge beyond Spiro users and ensure that everyone on the go-to-market team understands the stages and their impact on the business.

Pipeline 52

Pipeline CRM Represent Contract 52

Highspot

NOVEMBER 2, 2022

Over the last year, Highspot connected more than 12 million salespeople, channel partners, services reps and customers in digital sales experiences, representing a 50 percent increase in platform usage from the previous year. SEATTLE, Nov. Companies are under pressure to not only protect the bottom line, but to achieve more with less.

Growth 98

Growth Product Customers Healthcare 98

Martech

AUGUST 19, 2022

Before transitioning marketing tasks to new labor markets, it’s critical to understand what tasks must stay “close to home” and what can be done “away from home.” Context represents the cultural, social, or business environment that must be deeply understood to do the work successfully.

Campaign 102

Campaign Represent Education Closing 102

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 71

GTM Launch B2B Growth 71

Sales Pop!

AUGUST 3, 2023

Rev Ops becomes an indispensable ally for companies with a go-to-market strategy that demands seamless collaboration across departments and shared tools. Embracing the Revolution Revenue Operations (Rev Ops) represents a paradigm shift in the way businesses approach their operations, customer experience, and technology integration.

Customers 52

Customers Strategize Technology Technology 52

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. It’s not fun making cold calls on your kitchen table, getting hung up on, and not having a teammate to go talk to and blow off some steam with.

GTM 71

GTM Cold Call UX Price 71

SaaStr

SEPTEMBER 5, 2022

Many product-led companies do not go to market with the right pricing. Think of a team of five to ten recruitment representatives who need to send out contracts for signature. Companies may try a freemium option or a user-based model to start.

Contract 99

Contract Price Growth User Experience 99

Martech

OCTOBER 14, 2021

Your revenue operations team can reliably get inbound leads into the hands of your sales representatives in roughly two minutes, executing every step of your lead management process along the way. You must also account for the overhead homegrown has in terms of ongoing maintenance and adapting to changes as your go-to-market strategy evolves.

SQL 99

SQL Pipeline Technology Technology 99

Sales Hacker

FEBRUARY 6, 2023

In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. You see something in the market, you make a hypothesis, and you test it, and then quickly roll it out. COVID is an obvious example of market volatility.

GTM 84

GTM Territory Commission Strategize 84

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. You can go viral with multiple accounts later. Account executives (your quarterbacks).

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

SaaStr

JUNE 12, 2020

A few thoughts to at least think about: Try to pay “market” to all your employees as soon as you can. But you do have to go to market rates once you can afford to. And in the end, employees that are under market for an extended period of time have a lot of expectations back. You are asking too much, otherwise.

Represent 83

Represent Start-ups Go To Market 83

Martech

JULY 19, 2022

Digital experience platform Sitecore has announced the availability of Experience Management Cloud (XM Cloud) representing the transition of its core CMS solution, as well as associated capabilities like personalization, to a modern cloud architecture.

A/B testing 92

A/B testing Niche User Experience Represent 92