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For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. Today it’s ROI.
Powered by Highspot Nexus , the company’s unified AI and analytics engine, the new role-based and specialized agents learn alongside go-to-market (GTM) teams to guide sellers, marketers, and enablement teams with insights and actions tailored to their work. GARTNER is a registered trademark and service mark of Gartner, Inc.
Think of it as the core of your marketing strategy, where all tools and processes support your business goals. But how do you ensure your martech efforts are in lockstep with the goals of different organizational and go-to-market functions? Increase cross-sell and upsell revenue by 25%. Processing.
.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Product-market fit. Platform-market fit. Value is at the core of Jason’s approach.
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.
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) So I guess I should do a quick bio.
Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? Sales enablement: A role-play scenario to refine the SPIN selling technique or tackle pricing objections. Marketing alignment: A short module refining messaging based on new sales conversations. You’re not alone.
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. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.
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. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. The data speaks for itself!
When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. The same marketing techniques used for prospecting can be used for upselling and cross-selling: Segmentation. Personalized communication. Lead scoring.
Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Top benefits of using an AI sales assistant The best AI sales assistants automate repetitive tasks (think data entry and follow-ups) so your reps can focus on selling. Asynchronous selling Buyers don’t always want a sales call.
In other words, you’ll be spending money for the opportunity to sell to people. You need a place for those leads to go, a process and people to follow up with them and a way to determine which ones are most valuable to your business. Review it and let it inform your go-to-market strategy, such as handling objections.
” For example, when you hit a $100M, you just can’t sell enough to drive 40 points of new growth. Even if your net retention is a hundred, itt’s much more difficult to sell $40 million of net new logos. ” If you hire a magnet, then the talent just flocks to it. It will be a big change and a lot of friction.
And if you’re not leveraging AI solutions in your go-to-market motions, you’re already behind. In this eBook, we’ll cover: How today’s top sales leaders are incorporating AI into their go-to-market motions. How tools like ZoomInfo Copilot can help teams sell smarter and win faster — at scale.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. What is Codeium and Windsurf?
Having joined Checkr from Google in 2022, Lindsay shared valuable insights about identifying and executing on major opportunities for improvement within an already mature go-to-market organization. Checkr’s go-to-market strategy was already well-established when Lindsay joined in 2022.
The report, “The Impact of AI on Go-to-Market Strategies, Programs, and Investments,” can be found here. Lemma , a platform for emerging media, launched Lemma Infibid, a new system for publishers to sell ad space. However, smaller firms, with more limited resources, plan to concentrate more on process redesign.
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.
Technology as a service (XaaS), sold on a subscription basis, is rapidly becoming the dominant go-to-market model in the industry. Sell outcomes. Many companies have been on a journey to transform and optimize their sales organizations for XaaS, but the clock is ticking, and the runway for making these changes is shortening.
They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account. Dig deeper: Maximizing your B2B spend: Is account-based marketing worth it? Because these platforms demand continuous management and optimization, the ongoing costs of staff time and resources can be significant.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Scale the performance of your go-to-market initiatives Over half (55%) of organizations are unable to effectively drive their go-to-market initiatives—and it’s largely the consequence of siloed teams, tools, and data that prevent execution.
Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Scale the performance of your go-to-market initiatives Over half (55%) of organizations are unable to effectively drive their go-to-market initiatives—and it’s largely the consequence of siloed teams, tools, and data that prevent execution.
To sum up the importance of generative AI on sales coaching, CEO of Highspot, Robert Wahbe notes that: “The bad news is today’s sales professionals face arguably the hardest selling environment in a decade.
Product training is a structured learning process that helps team members understand, communicate, and sell a product. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. What is Product Training? Customer support to address customer queries and ensure adoption.
HubSpot is great if you want a single platform to align all of your go-to-market efforts. Pipeline management Customizable pipelines with visual dashboards, multiple pipeline support, and activity-based selling. Guided selling experience : Use rules-based engines and dynamic pricing to help sales reps give accurate quotes.
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. But what about the rest?
They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. This episode explores how to apply product thinking to Go-To-Market. at an earlier stage, you just have to take big swings.
At its core, sales training teaches sales reps how to sell, imparting essential skills and techniques for engaging customers. On the flip side, sales enablement provides the tools to sell better. This encompasses access to content, information, and technology that sales reps can leverage to engage customers more effectively.
Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. What is partner enablement?
Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.
This setup works best if your company has a broad customer base, sells products that require local support, or needs to navigate regional differences. For example, a rep covering Texas must understand regional energy markets and local procurement norms. And in smaller verticals, your reps may struggle to build pipeline consistently.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Integrate cold calling into a multi-channel outreach strategy, ensuring consistency across all touchpoints, including email campaigns and social selling.
During this stage, SaaS businesses often expand their teams, invest in marketing, and refine their go-to-market strategies. Additionally, this stage involves deepening relationships with existing customers through upselling and cross-selling, as well as identifying opportunities for strategic partnerships and integrations.
The best salespeople are innovative marketers. The best marketerssell every day of their lives. How are we going to market? Despite that many companies, especially new ones, use wide-net marketing tactics. B2B is personal it always has been and always will be.
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. ICPs align go-to-market teams.
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. But adding another tool won’t fix your go-to-market motion, if there’s no clear definition of success, or alignment on how to get there.
Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. What’s more, these VPs and directors know their sellers must use influential and captivating sales materials that marketing creates to address buyers’ wants, needs, and challenges.
If the initial go-to-market pricing strategy is off, by the time the company makes an adjustment, damage is already done. For businesses, selling to buyers with high price sensitivity usually means operating in more competitive environments where even minor pricing missteps can impact market share.
The owner also owned a magazine; I was operations director there, did a lot of graphic design, but was also in charge of selling advertising. I learned about the operation of business and not just the discipline of marketing. A: I was really fortunate to have an experience at that Leadership Resources company.
These commercial leaders are also prioritizing frontline coaching, customer segmentation, optimizing marketing spend, and improved tech adoption. In fact, 29% of companies use disparate go-to-market tools, even as the industry moves toward consolidation. And all that waste hits the bottom line.
Thats a generally true statement, but its especially true for go-to-market functions, particularly those that find their meaning as multipliers of sales effectiveness and efficiency. B2B marketers still dont know how to sell the pen on marketings extraordinary contributions as a multiplier of business performance.
These early conversations helped shape Databricks product, pricing, and go-to-market strategy. ” Building the Right Sales Motion In Databricks early days, the sales team was largely inside sales, selling to tech startups in Silicon Valley. Talk to users. Ron recalls. Solve for the highest-value pain points.
Pivoted Fast When Product-Market Fit Was a Mirage The Brutal Truth : “Everyone loves the idea, but everyone hates the product. ” In Y Combinator’s 10-week program, Deel burned through 20% of their time selling a payments platform that nobody wanted. No one wants to use our product for two weeks.”
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