Sales Hacker

AUGUST 13, 2024

Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company’s remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. Brought to you by IPS.

GTM 122

GTM Growth B2C B2B 122

Sales Hacker

DECEMBER 10, 2024

Martin attributes this extended timeline partly to early missteps but also to the inherent challenges of this growth phase. Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time. “0 to 1’s really hard.

GTM 109

GTM Construction Quota Growth 109

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Growth trajectory Companies on a growth trajectory (e.g., Incorporating ICP scoring into your lead process allows your marketing and sales teams to focus on high-potential leads, driving growth and building stronger relationships.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday 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. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 109

GTM Represent Growth Contract 109

Sales Hacker

MARCH 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. And then along the way. 00:07:00] Um, why make that shift?

GTM 75

GTM X-functional Start-ups Campaign 75

Heinz Marketing

NOVEMBER 23, 2023

For professionals in B2B marketing and sales, integrating digital aspects into Go-To-Market (GTM) strategies is not just beneficial but essential. This post aims to dissect how digital transformation is reshaping GTM approaches, highlighting the benefits, challenges, and practical strategies for B2B professionals.

GTM 128

GTM B2B Technology Technology 128

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 133

GTM Market share Growth Technology 133

Partners in Excellence

DECEMBER 31, 2024

We have endless metrics around every aspect of our GTM performance. We applied design thinking to our meeting management, reducing meetings to close by 50%. We thought we might be losing revenue growth opportunities by being too restrictive. At one time, we were focused on reducing the buying cycle.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

Sales Hacker

AUGUST 6, 2024

Discussed in this Episode: The key differences between product-led growth (PLG) and product-led sales (PLS). Highlights: (9:50) Andrew’s definition of product-led growth and how it differs from product-led sales. (12:16) The post GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston appeared first on GTMnow.

GTM 118

GTM Commission Go To Market Growth 118

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. This emphasizes incorporating digital strategies like conversational marketing into your overall B2B GTM strategy. And the best part?

GTM 129

GTM B2B Conversion Objectives and Key Results 129

SaaStr

OCTOBER 1, 2024

They had a healthy self-service motion, but growth was flattening. Each of these companies had different GTM motions. Planning season can be tricky, and there’s sometimes healthy debate on where growth will come from as everyone is pushing to reach a specific growth number year over year. Now, she’s the CMO at Datadog.

GTM 115

GTM Pipeline Drivers/motivators Growth 115

Martech

MAY 10, 2024

I like to grade this from A to D: A is the ultimate ICP fit, has the perfect decision-making job title, is employed at a company that fits the buttery goodness we know we can help and is in the range of revenue where we can at least assume they have a healthy enough budget to meet our ideal ACV.

GTM 116

GTM Education Up-sell Contact 116

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We can leverage AI tools to provide research, help us plan a meeting, give us the scripts or texts we use to execute the meeting. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

SaaStr

JANUARY 22, 2021

What does it mean to make your product the star in your SaaS growth strategy? Ciara Peter (Gainsight VP of Product & Design) and Mickey Alon (CTO & Founder of Gainsight PX) share their practical tips for product leaders looking to achieve business growth. Product-Led Growth: The Disruptive GTM Strategy.

Growth 113

Growth Product GTM User Experience 113

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 101

Growth GTM SQL Strategic partnership 101

SaaStr

SEPTEMBER 29, 2022

Product-led growth (PLG) is the consumerization of software—a strategy B2B software companies can learn from growth teams at successful consumer tech companies. . Stage 2 Capital’s Co-Founder and Managing Director, Mark Roberge, breaks down what a consumer tech growth team looks like and how they operate. Free user acquisition.

GTM 113

GTM Price Quota B2B 113

SaaStr

MAY 25, 2024

Lesson #1: Invest In Customer Support Early Cloudinary strongly believes that customer success and support are enablers of PLG growth and aren’t just a cost center. Self-service here, Enterprise motion here, and they shall never meet. They’ll be a great asset as you model GTM motions. Today, it’s the majority of their business.

Growth 125

Growth GTM Product Consult 125

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 69

GTM X-functional Start-ups Relationship building 69

Sales Hacker

FEBRUARY 3, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. S-Curve Bets: Three experiments designed to unlock future growth beyond the current year. This isnt enough.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

SaaStr

SEPTEMBER 16, 2021

If you submit to “Meet A VC” by midnight September 19, we will ensure your Company is shown to investors. After “Founder Confidential” ends, emerging SaaS startups network in person with leading VCs in our CoWorking area as part of our “ Meet A VC ” program. . Growth Partners. ICONIQ Growth. TZP Growth Equity.

Meeting 122

Meeting GTM Legal Presentation 122

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. At the same time?

Go To Market 126

Go To Market Growth GTM Product 126

Heinz Marketing

JUNE 27, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing CLG (customer-led growth for the unaware) is another entry in the X-Led Growth trend. I will share some of our own experiences and best practices to help establish aligned incentives, and orchestrate your teams effectively to foster customer-led growth.

GTM 59

GTM Growth Customers X-functional 59

Highspot

MAY 8, 2025

Purpose-built capabilities equip sellers to deliver personalized, secure buying experiences that increase engagement and accelerate revenue SEATTLE, May 8, 2025 — Highspot , the only GTM enablement platform, today announced its Spring 25 product release, which continues to advance the edge for AI impact in enablement.

GTM 52

GTM Product Healthcare Manufacturing 52

Sales Hacker

JUNE 14, 2021

They take their eyes off the end goal, which should be revenue growth. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. But then things change.

GTM 111

GTM E-commerce B2B Profit margin 111

Outreach

JULY 16, 2021

Steven Bryerton , SVP of sales at ZoomInfo, took the Unleash 2021 audience on a deep dive of his team’s GTM strategy from a new sales perspective. Leveraging advanced metrics like buyer sentiment can help you understand a prospect's emotional response to your emails and appropriately meet their needs.

GTM 88

GTM Construction Go To Market CRM 88

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 103

Growth Cross-sell GTM Up-sell 103

SaaStr

JULY 21, 2022

4,000+ meetings and braindates! Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Optimizing GTM for PLG with Stage 2 Capital. We’re less than 60 days away from SaaStr Annual 2022! Fully vaxxed.

GTM 122

GTM Territory Price Growth 122

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Thanks for reading The GTM Newsletter! Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. There is no one-size-fits-all!

GTM 128

GTM Growth B2C Territory 128

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Skipping GTM planning can lead to disastrous results, like misaligned teams, wasted resources, and failed launches, as seen in notable product flops.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

SaaStr

APRIL 5, 2023

Revenue Operations Is Much More Than Sales Revenue ops aren’t just GTM, GTM strategy and ops, sales or marketing ops, but you’ll see these titles and roles in various companies. Considering aspects of sales and GTM strategies. Determine early markers on GTM strategy. What should the GTM approach be? Enablement.

GTM 98

GTM Education Objectives and Key Results Territory 98

Martech

MAY 9, 2023

Organizations need a go-to-market (GTM) strategy that uses the right metrics and mix of tactics or “motions” to drive revenue and survive economic challenges, said Sangram Vajre, CEO of analyst firm GTM Partners, in his second-day keynote at The MarTech Conference. Maybe product-led growth works for you. ” 5.

Go To Market 124

Go To Market GTM B2B Meeting 124

SaaStr

AUGUST 2, 2024

You want to double down on your growth, so the next logical step is to build an Enterprise team, right? Symptoms of the PLG Trap You’ve experienced the hockey stick effect, and then growth stagnates. PLG companies experience huge growth with small and medium businesses but struggle to surpass the $5B valuation.

GTM 113

GTM B2C Growth Territory 113

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. A dedicated growth team is suited to this change.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

FEBRUARY 15, 2023

Iconic PLG companies share how they integrated GTM into their growth strategy to go from single digits to over a billion in ARR. A customer-centric approach to growth is about serving the customer in their channel of preference—chat box, phone call, or talking to a sales rep. The next hiring focus should be growth marketing.

Growth 97

Growth Product GTM Engineering 97

SaaStr

OCTOBER 3, 2022

All companies depend on growth, and growth has to come from somewhere. Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. “The In addition, work to adapt GTM motion according to four key dimensions: Geography. Building the GTM organization.

GTM 109

GTM Strategize Government Inside sales 109