Search Engine Land

AUGUST 14, 2024

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.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

OCTOBER 18, 2024

It’s mission-critical to go multiproduct on time — too early is bad but too late is bad too We’ve written this up already a few times recently on SaaStr already as Jason did a deep dive on this just last week and Parker Conrad’s theory of the compound startup from SaaStr Europa is a masterclass on the matter.

Sales 122

Sales Up-sell Go To Market Gaming 122

Martech

SEPTEMBER 11, 2024

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.

Cross-sell 112

Cross-sell Customers UX A/B testing 112

SaaStr

JANUARY 8, 2025

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.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Martech

NOVEMBER 7, 2024

Marketers are expected to set up, integrate and manage the system themselves. Given the complexity of these platforms, many companies underestimate the time and resources required to get them up and running effectively. Dig deeper: Maximizing your B2B spend: Is account-based marketing worth it? Processing.

B2B 130

B2B Contract CRM GTM 130

SaaStr

MARCH 23, 2025

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?

GTM 97

GTM Territory Pipeline Growth 97

Martech

OCTOBER 3, 2024

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. Email: Business email address Sign me up! registration required). Processing.

Launch 72

Launch Technology Technology Campaign 72

Martech

NOVEMBER 21, 2024

His insights reveal a pressing need for accountability, precision and smarter strategies to optimize go-to-market efforts and manage opportunity costs. A CEO’s perspective on investment effectiveness Risk on marketing investment. When this CEO first said it, I thought, “Someone doesn’t just come up with that.”

GTM 109

GTM Drivers/motivators Legal Finance 109

Highspot

OCTOBER 29, 2024

When sales managers don’t have the bandwidth to set up personalized coaching sessions for each rep on their team, it may be time to use AI sales coaching – your always-on coaching assistant. This ensures that reps have access to the most effective and up-to-date sales strategies and techniques.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Highspot

FEBRUARY 20, 2025

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.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

JULY 13, 2025

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.

B2B 52

B2B Sell GTM Cold Call 52

PandaDoc

JULY 7, 2025

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. The setup is fast, and your team can be up and running in just a few days. Seems like a no-brainer, right?

CRM 52

CRM Price E-commerce Pipeline 52

Sales Hacker

FEBRUARY 7, 2025

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.

Price 109

Price E-commerce Cross-sell Profit margin 109

Highspot

MAY 15, 2025

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.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

Highspot

NOVEMBER 24, 2024

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. Are new reps ramping up faster? They should also have a good grasp of how the product stacks up against competitors.

Pitch 52

Pitch Sales Technique Cross-sell 52

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! The best salespeople are innovative marketers. The best marketers sell every day of their lives. How are we going to market? Despite that many companies, especially new ones, use wide-net marketing tactics.

B2B 113

B2B GTM Commission Strategize 113

Sales Hacker

MARCH 30, 2025

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. But one unassuming topic that kept coming up? Use a multi-touch approach by following up cold calls with personalized emails. Cold calling.

Cold Call 69

Cold Call GTM Objection handling Sales 69

Highspot

JANUARY 23, 2025

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.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Highspot

MAY 15, 2025

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. Conflicts come up when industries and regions overlap.

Territory 52

Territory Healthcare Hospitality Sales 52

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. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Those that use AI realize up to 20% better revenue outcomes. An AI sales assistant automates daily activities, summarizes conversations, recommends next-best steps, and serves up relevant content for sales reps.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

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. 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.

GTM 52

GTM Cross-sell Pitch Go To Market 52

Heinz Marketing

MAY 15, 2025

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.

Drivers/motivators 80

Drivers/motivators B2C Cross-sell B2B 80

Martech

SEPTEMBER 27, 2024

Creative and business came together when I got into the start-up community around 2012. A: It was a good way to make some extra cash and I figured out a lot of things about marketing your own business that paid off. I learned about the operation of business and not just the discipline of marketing. We had not met prior.

Pitch 72

Pitch Launch Sports Consult 72

Martech

DECEMBER 17, 2024

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. The grey swans are gathering, and when that happens, the likelihood of one or more black swans showing up increases dramatically. Processing.

GTM 102

GTM B2B X-functional Up-sell 102

PandaDoc

MAY 12, 2025

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.

Price 52

Price A/B testing Non-Profits Legal 52

Highspot

JUNE 23, 2025

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.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Sales Hacker

JUNE 6, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. AI is transforming how go-to-market teams operate. Marketers are shipping more content. Marketers are shipping more content. CS: Manual QBR write-ups, customer call recaps. SDRs are prospecting faster.

GTM 53

GTM Objection handling Cold Call Follow-up 53

Martech

NOVEMBER 21, 2024

His insights reveal a pressing need for accountability, precision and smarter strategies to optimize go-to-market efforts and manage opportunity costs. A CEO’s perspective on investment effectiveness Risk on marketing investment. When this CEO first said it, I thought, “Someone doesn’t just come up with that.”

GTM 99

GTM Drivers/motivators Legal Finance 99

SaaStr

FEBRUARY 7, 2025

These early conversations helped shape Databricks product, pricing, and go-to-market strategy. They set up meetings with Fortune 500 CIOs. ” 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.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

SaaStr

JUNE 29, 2025

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.”

Cross-sell 75

Cross-sell Commission Account management Strategize 75

SaaStr

JUNE 6, 2025

Dear SaaStr: Should I Move My Start-Up to SF Bay Area? Legitimacy and Credibility Being based in the Bay Area still signals legitimacy, especially when selling to enterprise customers or raising capital. This shortens feedback loops and helps you iterate faster on your product, go-to-market strategy, and more. #6.

Start-ups 90

Start-ups B2B Networking Up-sell 90

Sales Hacker

MAY 7, 2025

Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. Pursuit – best in breed recruiting firm specialized in sales and marketing roles The best talent isnt actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis.

GTM 83

GTM Engineering Customers Cross-sell 83

Highspot

MAY 26, 2025

Sales enablement leaders use data-informed training to boost sales rep performance Sales enablement leaders want to set sales reps up for success. Time-to-productivity: Does tailored onboarding speed up time to quota? Here’s how each role uses analytics to tackle their biggest challenges and achieve their goals.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

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.” People are already buying it.

GTM 109

GTM Cold Call Follow-up Technology 109

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. ” The post What is customer engagement?

GTM 52

GTM Customers Cross-sell Contract 52

SaaStr

JULY 9, 2025

We brought together all their learnings on AI-driven selling to give you a playbook for AI-powered revenue growth. For your C-players, you have roughly 12 months to help them level up or transition them out. ” – Kyle Norton, CRO, Owner The old model of relationship-based selling is becoming obsolete.

Technical Sales 70

Technical Sales Commission Pipeline Negotiate 70