Highspot

FEBRUARY 20, 2025

Does that inspire trust? Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Whether a sales rep is on a call or a marketer is crafting an online ad, consistent messaging prevents over-promising and under-promising and ensures a unified customer experience.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

MAY 15, 2025

Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Consistent partner sales techniques: Clear guidelines and messaging prevent partners from going rogue or overlapping with your prospecting efforts. Active support builds trust and loyalty, not a set-it-and-forget-it dynamic.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Sales Hacker

NOVEMBER 29, 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. Reflection across go-to-market trends, but also on the investment front (not to mention community !).

GTM 111

GTM Real Estate Represent Territory 111

Highspot

JULY 7, 2025

To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JANUARY 7, 2025

I think that’s true in a lot of different regions. On how those customers are buying, who are the trust advisors? It’s exactly that, the trust advisor. So they really want to have a trust advisor. Sometimes it’s the IT shop at the corner. They went to the same school.

GTM 115

GTM Sell Customers Cold Call 115

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Give your teams one place to find what they need Every sales rep spends way too much time searching for the most up-to-date tech specs, pricing, or region or industry-specific content.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Hubspot

APRIL 23, 2025

You dont have to be best friends but you do have to be able to trust them. Prepare to go to market. As you get closer to going to market, its also important to get your financials in a row to paint the best possible picture for your potential buyers. Start early. Step out of solopreneur mode and put on a CEO hat.

Sell 48

Sell Legal Negotiate Non-Profits 48

Sales Hacker

MAY 20, 2025

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 is your host, Sophie Boni, VP marketing at VC Firm GTMfund, and our media brand here GTMnow I am joined today by a very special guest.

GTM 103

GTM Engineering Growth X-functional 103

Sales Hacker

FEBRUARY 14, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Most of these LPs were C-Suite revenue leaders that Max Altschuler (GTMfund GP) and I had known for years so there was already a foundation of trust. You cannot openly market or solicit the fact that you are raising a fund.

GTM 77

GTM Sell Pipeline Networking 77

Sales Hacker

FEBRUARY 4, 2025

To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. If they set the tone as an enforcer, it’s going to be naturally really hard for CRO to approach. We have a joke.

GTM 84

GTM Finance Cross-sell X-functional 84

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. manage all the SMBs in the mid-market.

GTM 89

GTM Territory Gaming Sales 89

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM 82

GTM Territory Cold Call Price 82

Sales Hacker

APRIL 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.

GTM 62

GTM Up-sell Start-ups Gaming 62

Highspot

MAY 30, 2025

Build buyer trust through tailored, secure engagements Modern buyers expect more than just relevancethey expect trust. In an AI-first world, earning that trust starts with protecting data, making confidentiality and privacy table stakes for todays buyers. higher viewing time.

Meeting 52

Meeting Territory Trust Go To Market 52

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. 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. What is the holdout for that sales rep?

GTM 102

GTM Territory Commission Strategize 102

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. They own a geography and are trusted advisors to the restaurant space in their “patch.” In the U.S. The takeaway?

Growth 106

Growth Territory Referrals Customers 106

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. Trusted by Aetna, a CVS Health company; DocuSign, Dow Jones, General Motors, Nestle, Twitter, Verizon Media and many more, we are proud to drive strategic growth for leading companies across the world.

Growth 98

Growth Customers Territory Strategize 98

SaaStr

SEPTEMBER 12, 2023

If done right, customer success can drive significant additional revenue through attitudinal loyalty and trust, proving it is a revenue enhancer, not just a cost center. The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans.

Price 113

Price Contract Territory Quota 113

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.

Territory 88

Territory Hospitality Consult Engineering 88

Hubspot

JUNE 8, 2021

You'll have to gain customer's trust, understand their industry, and help them achieve their goals. As the internal go-to, you'll have direct access to customers and work to maintain those relationships over time. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600.

Commission 95

Commission Territory Finance Inside sales 95

The Lost Book of Sales

AUGUST 15, 2021

They win the respect and the deserved trust of the people they deal with. And there is huge pleasure in life to be obtained from getting deserved trust.” If so, ask to see the go-to-market strategy. By and large, the people who’ve had this ethos win in life, and they don’t win just money and honors.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

SaaStr

JANUARY 21, 2022

Go-to market mechanisms don’t translate. From mechanisms and look and feel of the marketing campaigns to messaging and evaluation methods—everything works differently in Consumer and Enterprise. But the truth was, the campaign was performing above the benchmark, but it was a new area for them.

B2C 98

B2C B2B Non-Profits Launch 98

Sales Hacker

JUNE 2, 2020

You want to be in France, Germany, Switzerland, UK, you name it, wherever your customers are, but you don’t necessarily want to have to put people on the ground in all of those different regions. We’ll give them access to a trusted talent network through our team at Pangea. Pangea tries to put that the right way round.

Pharmaceutical 77

Pharmaceutical Territory Cold Call Networking 77

Highspot

MAY 5, 2020

Experienced enterprise B2B sales executive Thomas Hellweg has joined Highspot to lead expansion in the DACH region as the company continues doubling year-over-year (YoY) across all primary business metrics. “Our number-one priority is to enable our customers’ success,” said Highspot CEO Robert Wahbe.

Launch 52

Launch Territory Strategize Technology 52

Sales Hacker

NOVEMBER 25, 2019

Stay up-to-date with the market: Battlecards must always be in sync with market changes. Saying the wrong thing about a competitor can land a sales rep in hot water and break trust with the prospect. Make sure you’re tracking market and competitive intelligence consistently in order to keep your battlecards updated in real-time.

Objection handling 88

Objection handling GTM Cross-sell Sales 88

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Manages day-to-day communications with sales and other go-to-market teams. What Is Sales Organization Structure? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Lack of Trusted Data. It is most effective when used with automated activity capture, ensuring you start with a comprehensive, trusted dataset. . But, the truth is, time is not on their side.

Contract 62

Contract Territory Cross-sell Pipeline 62

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. And because current and former clients should already know, like, and trust you, they may be interested in engaging you for new business.

Sell 97

Sell Prospecting Up-sell Clients 97

Highspot

MAY 30, 2025

Build buyer trust through tailored, secure engagements Modern buyers expect more than just relevancethey expect trust. In an AI-first world, earning that trust starts with protecting data, making confidentiality and privacy table stakes for todays buyers. higher viewing time.

Meeting 40

Meeting Territory Trust Go To Market 40

Sales Hacker

AUGUST 10, 2021

There’s a psychology on why people buy or don’t buy, how do you create a conversation and communicate on a level that’s relatable and personable to ultimately build that trust and then stand a better chance. There are times when we have leaders and salespeople that are in different regions around the country.

Consult 114

Consult Clients Follow-up Drivers/motivators 114

SalesLoft

JUNE 19, 2019

He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. It’s a universally held belief that building trust is the most important thing in modern sales. However, how you build that trust is differs slightly by geography.

Territory 40

Territory Education Technology Technology 40

Sales Hacker

APRIL 22, 2019

I can be helpful in go to market. I have some interesting ideas around how we can prospect within this particular market because I’ve spent some time talking to the first 25, 35, 45 customers.” On the investor side of the table, and on the go to market side of the table, we were very much in lockstep.

Territory 65

Territory Finance Growth Conversion 65

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. If each person delivers on the expectations set by those who came before them, you generate trust and open doors to additional revenue generation. .

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JANUARY 3, 2024

Especially as you then try to move into the mid and upper markets, security becomes table stakes for the buying committee. Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant.

Territory 62

Territory Closing Service Product 62

Highspot

AUGUST 26, 2024

It focuses on key areas like deal management, territory planning, sales forecasting, CRM management, and training and development. Meanwhile, RevOps takes a broader view, overseeing the entire customer journey, managing sales funnels, guiding go-to-market (GTM) execution, and enhancing the overall customer experience.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Technology 52

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. Throughout 2018, I was iterating our sales motion and driving us towards product-market fit and then go to market fit.

Territory 63

Territory Sales Construction Up-sell 63