Sales Hacker

NOVEMBER 15, 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. Plus, an analysis of the top 75 trending sales AI tools. Product : HG Insights. You’re not alone.

GTM

Martech

JULY 17, 2024

As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital. Transitioning to a product-market fit demands a cohesive GTM strategy that aligns the entire organization.

GTM

Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. Sales, marketing, and customer success teams should work from a unified playbook and metrics from day one. Reach out if you need help.

Go To Market

Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 49:07) The effectiveness of small group events in go-to-market strategies. (31:55) Youre not alone. Why HG Insights?

GTM

Sales Hacker

NOVEMBER 19, 2024

Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. 9:41) Challenges in aligning different go-to-market functions. (14:12) 14:12) Time-blocking strategies for sales leaders. (20:26)

GTM

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. In the turbulence of SaaS and B2B markets — where shrinking deal sizes, longer sales cycles and tighter budgets have become the norm — guessing isn’t just risky; it can get you fired.

GTM

Heinz Marketing

APRIL 30, 2025

In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development. In this webinar , t hey delved into real-world applications, debunked prevalent myths, and shared strategies to harness AI effectively in sales development.

Strategize

Martech

SEPTEMBER 23, 2024

Budget management: The martech manager may also be involved in managing the budget for marketing technology investments, ensuring that resources are allocated effectively to support marketing initiatives. This includes tracking key performance indicators (KPIs) and generating reports for the marketing team.

Technology

SaaStr

JULY 26, 2025

Toast’s CRO Jonathan Vassel shared fascinating insights on how vertical SMB sales is fundamentally different—and why those differences can become massive competitive advantages. Here are 10 key lessons from Toast’s remarkable journey scaling vertical SMB sales: 1. Toast just reported Q1 2025 results showing $1.7

Territory

Martech

APRIL 30, 2025

Whether for sales or CX, commissions are paid on the transaction. To customers, marketing is a label with no specific value. The label sales may even make you wince. Please hold while I transfer you to sales.) Having separate sales and marketing departments is an old and inefficient way to operate.

B2B

Sales Hacker

FEBRUARY 7, 2025

During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. In its early stages, Nosto operated on a performance-based pricing model, charging clients a commission on sales directly attributed to its product recommendations.

Price

SaaStr

APRIL 30, 2025

These products, like Fleet Pro and Dispatch Pro, are not just add-onstheyre strategically designed to deepen customer reliance on the platform while increasing ServiceTitans effective earn rate from 1% to 2% of GTV. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market. But it’s early.

Non-Profits

Partners in Excellence

JANUARY 7, 2025

The team went through the usual litany of CRM, sales enablement, research, marketing/outreach, conversational intelligence and other platforms. We are really looking to transform our go to market strategies, particularly with our larger customers, in these sectors. We aren’t there yet.

Process

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. Brand and reputation are central.

GTM

Martech

JUNE 26, 2025

As AI-powered workflows become central to sales and RevOps, go-to-market (GTM) execution is increasingly dominated by high-volume, sales-led outreach. Without that oversight, companies will trade near-term wins for long-term growth, weakening brand equity and enterprise relationships that sales alone can’t sustain.

GTM

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. Before hiring their first sales reps, the founders personally closed millions in revenue. Their strategy?

Territory

Highspot

JULY 13, 2025

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media.

B2B

Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.

Go To Market

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention.

Pitch

SaaStr

AUGUST 7, 2025

Building Top-Performing Sales Orgs: Hard-Won Lessons from Scaling 4 Unicorns (Including OpenAI’s Hypergrowth from 10 to 500 People) Maggie Hott has spent 15 years building go-to-market teams at four unicorns that collectively represent over $500B in market value. These are her personal views, not those of OpenAI.

GTM

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Attributes such as empathy, communication, and critical thinking directly influence sales performance. Soft skills training helps sales teams learn to work well with colleagues and customers.

Objectives and Key Results

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B

SaaStr

JULY 11, 2025

Sales isn’t going anywhere in the Age of AI. OpenAI has a big sales team, Windsurf does, Anthropic has a great one. Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with what appears to be a skeleton GTM team.

GTM

Highspot

MAY 15, 2025

Should we organize our sales team by region or industry? Sales leaders everywhere know that structure determines outcomes. Choosing the right sales organization structure is one of the most strategic decisions a sales leader can make. Why does sales team structure matter? But sales structures arent fixed.

Territory

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They require the orchestration of: Product marketing.

GTM

Martech

NOVEMBER 11, 2024

The COE execution team: Key team roles and their contributions The execution team operates at the intersection of creativity, technology and strategy, using technical expertise and marketing savvy to produce experiences that resonate with audiences. Coordinating with marketing and sales teams to create seamless customer journeys.

A/B testing

Highspot

MAY 26, 2025

Sales enablement, training, and RevOps teams can leverage analytics tools uniquely. Sales teams are pouring more time and money into training than ever, yet many leaders struggle to know what’s moving the needle. Are sales reps absorbing the right skills? Is coaching making a difference?

Objectives and Key Results

SaaStr

JUNE 29, 2025

Scaled Sales Without Revenue Operations (And Paid Dearly) The Explosion : From 2 AEs to 50 AEs in one year. ” The Problem : “One thing that I did not understand is the support to the sales team, which is very, very important. The sales machine that should have been accelerating was actually decelerating.

Cross-sell

SaaStr

FEBRUARY 7, 2025

His view is your sales team teaches your customers how to get value out of your product. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales

Martech

JULY 10, 2025

Use that control to your strategic advantage. Broad surfaces require strategic anchoring The homepage and core website pages need to clarify the “what” of your product and answer the question of “who are you?” You’re early in go-to-market and still validating fit. Landing pages.

Product

Hubspot

JULY 18, 2025

The customer’s journey is critical because a sale is the starting point for earning trust, satisfaction, and eventually, advocacy. Sometimes, through relationship-building right after the sale. By improving their onboarding flow and adding milestone emails, we helped customers get value faster and increased retention by 18%.

Referrals

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. For decades, marketing and sales have failed this test. Targeted sales tools. But that logic is falling apart. Now we can.

GTM

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell

SaaStr

DECEMBER 5, 2024

Sydney explains: “The advice for the go-to-market teams is, if you’re not yet, which I can’t imagine, but if you’re not yet leading with AI in your story, you better figure out how to do that fast because that’s what buyers are looking for.”

GTM

Martech

NOVEMBER 21, 2024

In a candid conversation, he shared why traditional metrics fail to address the critical uncertainties of marketing spend and how a shift in mindset is essential for navigating today’s volatile landscape. A CEO’s perspective on investment effectiveness Risk on marketing investment. Brand and reputation are central.

GTM

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. The go-to-market strategies look great in planning decks. The go-to-market strategies look great in planning decks. Yet, this is exactly where many GTM teams fall short. Sound familiar?

GTM

Highspot

DECEMBER 19, 2024

Buyer behaviors and expectations have evolved rapidly, creating new challenges for sales teams to navigate. Forresters 2023 B2B Sales Survey reveals that while 63% of sales leaders expect digital buying behaviors to have a significant impact on their business in the next two years, only 37% are prioritizing digitizing the buyer journey.

GTM