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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.
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? Sample goals: Host 10 regional events to generate new sales opportunities.
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?
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. In other words, you’ll be spending money for the opportunity to sell to people.
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.
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.
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.
Theyll be empowered to close deals, expand your reach, and stay aligned with your go-to-market goals. Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. You can try out new messaging, gather feedback quickly, and refine your strategy as you go.
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.
And because Highspot tracks how buyers engage with content—what they view, how long they spend, and when they drop off—it surfaces personalized follow-ups that help reps stay relevant and move deals forward. And that gap shows up in the numbers. The difference? Most sales plays aren’t built for scale.
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?
Discover how to make product-led sales a part of your go-to-market strategy. The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.
Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. Every follow-up becomes more tailored, with AI recommending sales assets based on what’s worked in similar deals.
One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. So I think I’m going to start with what is the same.
Youve done it: You took an idea, built it into a thriving business, and now youre ready to sell. Youre in the right place if you find yourself asking, How do I sell my business? Entrepreneurs choose to sell their businesses for many reasons, ranging from retirement and health problems to co-founder conflict and just plain boredom.
She joined us LIVE for SaaStr Workshop Wednesday — sign up for the next one here. Restructure marketing around what works : Raaz moved field marketing under sales leadership, recognizing that regional alignment matters more than organizational charts. I did not know the first thing about marketing.
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.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Um, but this is going to be a really fun episode, so we’re going to switch it up. A little bit.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The news was picked up by TechCrunch , BetaKit , and many others. Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales.
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. So you guys are open up a new chapter down there. Cause you’re not setting up [00:09:00] trust.
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. You know, Meta in Europe?
The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge.
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. Hayden, welcome.
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.
In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. Making sure you’re putting the right account in front of the right person at the right time requires a more dynamic approach to territory management.
In this blueprint, we take a tactical approach on how to build a go to market strategy. 5 Steps To Building Your Go To Market Strategy. Where Can You Apply This Go To Market Strategy? 1) Across regions. Regions often respond with a 1-2 year delay to the US Market.
Millions of marketers have quickly signed up to automation software to help them move their entire marketing strategy online. And brick-and-mortar retailers have hastily acquired website management systems to enable them to spin up ecommerce sites. Outside Selling ? Inside Selling. and unknowns.
Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .
We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B 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.
Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.
Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.
Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.
Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.
Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.
We all want to grow up and be the big girls or boys on the block, right? In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. We all wanna get big.
If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Analyze your specific sales and market, then look across the globe.
This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.
It helps sales reps focus on what they do best: selling. Sales operations teams free up time and energy. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I Make sure your reps are focused on selling.
What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Sign up now Thanks, you’re subscribed! Guess what? You’re not alone. The good news is, there’s a solution.
Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Creating a plan to sell existing products/services to new demographics, through such initiatives as adding locations or expanding delivery radius.
What is the secret to aligning go-to-market teams and finance teams? was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Are you able to take on moving to new territories?
In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. That took into consideration things like use cases, and the personas that they’re selling to. It all goes together.
Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Image source: PayPal.
In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. I would know.
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