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Territory or Vertical: What’s the Best Sales Team Structure for Your Business?

Highspot

Should we organize our sales team by region or industry? What is a territory-based sales structure? In a territory-based structure, your reps own opportunities and accounts within defined geographic regions. For example, a rep covering Texas must understand regional energy markets and local procurement norms.

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Lead gen advertising in the automation era: How any brand can succeed

Search Engine Land

Digital advertising has evolved quite a bit since I started working in paid media. If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. Aligning marketing and sales efforts. AI tools to help you level up fast.

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Improve Go-To-Market Success with Microlearning

Highspot

Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Microlearning increases knowledge retention by up to 80% compared to traditional training formats. Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? You’re not alone.

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10 Things That Are Different in Vertical SMB Sales with Toast’s CRO

SaaStr

billion in ARR (up 31% YoY) and 140,000 total locations (up 25% YoY). Density Changes Everything About Territory Design The Traditional Approach : Most SaaS companies segment territories by company size or revenue potential. Strategic Implication : Your business model directly determines your go-to-market strategy.

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How SaaS Pricing Evolves Across Different Company Stages

Sales Hacker

From your first paying customers to enterprise domination, here’s how successful SaaS companies level up their pricing game to maximize growth and profitability at every turn. The Startup Stage: Finding Product-Market Fit The startup stage is the foundation of any SaaS companys journey.

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CRO Confidential: How Codium Built A Billion-Dollar AI Company and a Winning Sales Machine with VP of Worldwide Sales, Graham Moreno

SaaStr

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. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

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🚀 Top 5 SaaStr Learnings from G2’s 2025 Buyer Behavior Report: You Gotta Be AI

SaaStr

G2 has its latest Buyer Behavior report out and while most of its take-aways are things we know or should know, it’s a wake-up call for anyone thinking AI isn’t important in their category: 🚀 Top 5 SaaStr Learnings from G2’s 2025 Buyer Behavior Report 1. Same technology, completely different go-to-market approaches