Sales Hacker

FEBRUARY 6, 2023

We can breathe a sigh of relief and move on to other strategic activities. You name it, the GTM plan is continuously disrupted by it — Sales turnover Layoffs Hiring Promotions Mergers Acquisitions Reorganizations Strategic shifts Funding rounds Recessions Global pandemics Regulatory changes ….and stuff happens !

GTM 85

GTM Territory Commission Strategize 85

SaaStr

OCTOBER 3, 2022

This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market. The market can be as big as we want, but our resources are not unlimited. What is the product strategy? Platform or app?

GTM 86

GTM Strategize Government Inside sales 86

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 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. The Strategic Integration of Technology In a world increasingly driven by technology, the strategic integration of tech solutions is paramount.

Customers 52

Customers Strategize Technology Technology 52

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 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

Martech

DECEMBER 21, 2022

Marketing management focuses on the strategies you develop and deploy to better engage with and reach your target market. As you face challenges with developing your products and services, marketing management continues to move your brand forward with that strategic vision.

Objectives and Key Results 99

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 99

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 104

B2B Customers B2C Inside sales 104

Lead Fuze

JULY 24, 2023

Whether you’re a startup founder, a product manager, or an investor, understanding how to find total addressable market is crucial for your strategic planning. According to industry experts, the ability to accurately calculate your Total Addressable Market (TAM) can significantly influence your business’s growth trajectory.

Strategize 52

Strategize Strategic planning Niche Growth 52

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.

GTM 90

GTM Niche CRM Account management 90

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 78

B2B Process Manufacturing Customers 78

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. This facilitates incentives based on real-time metrics, targeted coaching, and strategic decision-making.

Product 52

Product Objectives and Key Results Sales CRM 52

SaaStr

MAY 16, 2022

Those early days are a classic example of having launched an application before developing a proper go-to-market strategy. Their original approach — to court and sell directly to customer service representatives — didn’t quite translate to Salesforce’s approach. Determine what it is your market really needs.

GTM 85

GTM Pipeline Strategize Represent 85

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. Go global early. Listen to your team.

Cross-sell 91

Cross-sell Account management Clients Growth 91

SaaStr

JUNE 8, 2022

They represent the way companies appear who have lost their human touch in the experiences they deliver to customers. . Markets are always changing with more competitors entering and new needs emerging. . Figure out your strategic objectives. That’s the problem we solve at Front. . Find a way to trigger an emotional response.

Campaign 100

Campaign B2B B2C Click Through Rate 100

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. The question entrepreneurs and founders need to ask themselves is… Is Your Company Still Relevant In A Post-AI World?

GTM 102

GTM Technology Technology Up-sell 102

SalesLoft

NOVEMBER 17, 2020

Personas represent individuals. To allay your stakeholders’ concerns, you need to think and act strategically. Lining up the right people with the right skills helps the implementation go smoothly. Sit down with your marketing content strategist and review existing materials (eBooks, case studies, blog posts, testimonials, etc).

Territory 105

Territory Sales Technology Technology 105

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 72

GTM Launch B2B Growth 72

SaaStr

NOVEMBER 1, 2022

SaaStr had more than 10,000 delegates this year and India was well represented, with 5%-10% of exhibition booths and strong presence on stage. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. .

GTM 85

GTM Cross-sell Niche Strategize 85

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

NOVEMBER 15, 2017

Account-Based Marketing. Account Development Representative. Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. .

B2B 99

B2B E-commerce Cold Call Represent 99

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

NOVEMBER 7, 2019

Companies across industries and geographies are adopting sales enablement with increasing urgency as go-to-market leaders recognize its impact on revenue, customer satisfaction and retention. This represents a 20 percent year-over-year growth from last year’s survey. “No Highspot is the sales enablement platform that reps love.

Technology 61

Technology Technology Legal Networking 61

Heinz Marketing

NOVEMBER 26, 2021

Contact Accuracy Score (metric representing likelihood that a contact is employed where the database says they are and that the contact is reachable by email). To sum it up, a great data intelligence platform provides “ both the data and technology you need to create a more cohesive go-to-market strategy from start to finish.”

CRM 114

CRM Contact Campaign B2C 114

Outreach

MARCH 5, 2019

Adam will be speaking about two things at Unleash: How Outreach can help you make your go-to-market strategy INVINCIBLE How his experience translates to a transition into sales from other careers "I hope I can provide some great insight into how to maximize the effectiveness of reps and tools. Jaimie Buss.

A/B testing 69

A/B testing Inside sales Represent Promote 69

SalesLoft

NOVEMBER 2, 2023

In this article, we’ll cover these critical topics: The inflection point for go-to-market teams A 3-part approach to thinking about AI What accounts should you focus on and why? The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

NOVEMBER 7, 2019

Companies across industries and geographies are adopting sales enablement with increasing urgency as go-to-market leaders recognize its impact on revenue, customer satisfaction and retention. This represents a 20 percent year-over-year growth from last year’s survey. Highspot is the sales enablement platform that reps love.

Technology 40

Technology Technology Legal Networking 40

SaaStr

JANUARY 7, 2021

Customer advocacy is one of the most powerful marketing tools any brand can have. For Rachel Hepworth, VP of Marketing at Pilot, it was a critical tactic that helped her accelerate Slack’s rise to market dominance and a cornerstone of Pilot’s go-to-market strategy today.

Non-Profits 97

Non-Profits E-commerce Drivers/motivators Growth 97

SalesLoft

APRIL 12, 2016

The modern sales “go to market” strategy is an intricate game of chess, each piece representing individual specialized roles across the organizational board. The ones that go beyond technology management and process implementation. And the best allies are modern sales operations leaders are exceptional.

GTM 52

GTM Commission Gaming Launch 52

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

Hubspot

MARCH 21, 2018

47% of all salespeople work in inside sales, with 53% representing outside sales. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? Outside sales represents 52.8%. New research has those answers.

Outside Sales 92

Outside Sales Inside sales Quota Sales 92

SBI

FEBRUARY 25, 2020

It’s a combination of CMOs accepting that the CAP’s (any programs for that matter) goals and activities aren’t aligned to corporate imperatives, and advocate program managers not seeing their true potential or thinking strategically. If you’re thinking, “This is all pretty strategic stuff!” has identified a new segment ripe for growth.

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

NOVEMBER 21, 2019

Sales and marketing have always had different ways of approaching the same problems. This is what has led to the difficulty in coordinating account efforts in strategic ways. The sales jobs of the near future will shift to things that AI still struggles to do: strategic conversations, complex problem-solving , and human relations.

Technology 84

Technology Technology Sales Clients 84

InsightSquared

NOVEMBER 17, 2017

I had a chance to learn about topics that were as varied as our role (sales operations) – from the tactical sessions about project management and Salesforce automation, to the strategic sessions that covered revenue operations and go-to-market strategies for a scaling business.

GTM 54

GTM Sales Represent Strategize 54

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. With an ICP framework, you know that you are going after the correct individuals that have a greater chance of becoming long-term revenue-generating accounts.

Customers 59

Customers Cross-sell Represent Contract 59