Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. Up to 56% of companies missed revenue targets in 2024, according to GTM Partners. Causal AI helps us build a GTM framework based on data-driven learning. This is where causal AI performs.

GTM

Martech

APRIL 9, 2025

HubSpots co-founder and CTO Dharmesh Shah says were at an inflection point where AI skills are essential for marketing career growth and acceleration. Processing. Beyond content creation: The rise of process-driven automation For many, generative AI first proved its value through email copywriting.

GTM

Martech

SEPTEMBER 5, 2024

Regardless of the complexity of the product or process, it’s safe to say most B2B SaaS buyers want to see the product in action before they invest. Demos, for example, are typically the gateway to a traditional sales-led GTM strategy. Processing. Free trials: Users try the software for a limited number of days.

B2B

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital.

GTM

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM

Martech

OCTOBER 22, 2024

As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally. Dig deeper: A scoring model your GTM team will fall in love with 3. Growth trajectory Companies on a growth trajectory (e.g.,

Cross-sell

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes. “0 to 1’s really hard.

GTM

SaaStr

NOVEMBER 20, 2024

Ensuring the process was as seamless and friction-free as possible. Let’s touch on the process component. A New GTM Mental Model for AI Products That feedback told GitHub that people who weren’t using the GitHub platform still wanted to use Copilot for Business. You have to listen on the product front and the GTM front.

Product

Martech

NOVEMBER 27, 2024

Today’s “AI experts” are too focused on the technology and process sides of the “People, Process and Technology” paradigm. They assume that improving technology will create business value and optimizing processes will ensure consistency. They need a broader, organization-wide strategy with a GTM application.

GTM

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM

Martech

JANUARY 7, 2025

In my last article on account-based expansion (ABE), I introduced the the 40/40/20 rule ; now, Ill outline a framework for GTM alignment. Siloed operations and fragmented approaches to customer growth. It’s an ongoing process that requires constant attention and refinement. Processing. The reason? Scale what works.

Objectives and Key Results

SaaStr

MARCH 16, 2025

Prior to Datadog, Alex held leadership positions at several high-growth SaaS companies and has a proven track record of building marketing engines that deliver consistent, measurable growth. He came to SaaStr Annual to share his top learnings scaling Datadog’s GTM. The problem?

Negotiate

SaaStr

OCTOBER 25, 2024

The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. This survey shows no noticeable impact on overall growth rate change as a function of using AI, all the respondents were effectively identical. #7: ’ The answer was no.

Go To Market

Martech

NOVEMBER 7, 2024

This process involves using machine learning models to analyze thousands of data points, which help marketers predict which accounts are showing buying signals and are ready to be targeted. This process is far from simple. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B

SaaStr

JULY 22, 2025

Key Insights: GTM roles have 32% annual turnover (CMOs) and 32% annual turnover (CROs) This means roughly 1 in 3 CMOs and CROs turn over every single year Compare this to CEOs (4.3-year years) Even VP-level GTM roles struggle: VP of Sales (2.0 The data shows GTM roles across the board are the most volatile: Chief Marketing Officer: 1.8

GTM

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM

Partners in Excellence

JUNE 23, 2025

Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral damage, or worse, a means to our ends. We organize the customer engagement strategy around our GTM process, bow ties, staged pipeline processes. We develop and grow trust.

GTM

SaaStr

JULY 29, 2025

AI in GTM Efficiency: The Playbooks from Databricks, Monday.com and Benchling How three high-growth companies are actually implementing AI across their revenue operations — and what it means for your AI-informed GTM strategy today. Focus on Workflows, Not Features : What specific process are you trying to improve?

GTM

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. That’s why our finance team is leading a combined effort to learn how to understand, forecast, prove and optimize our GTM efforts. Processing. This sums up the thinking of many F2000 executives I’ve interviewed and probably many others I don’t know. That would be bad.

GTM

SaaStr

NOVEMBER 8, 2024

How Clay approaches GTM itself and how they’ve realized their level of success in such a short amount of time. The Evolution of AI in Go-To-Market Systems Clay’s mission is to help quickly turn any idea for growth into reality. They’re a creative approach to GTM. So let’s dive in. That’s the next 12 months.

GTM

Sales Hacker

JUNE 24, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube What’s actually working in go-to-market right now? Steven Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM

Highspot

JULY 29, 2025

Key Takeaways Leveraging go-to-market (GTM) task automation can ensure more on-time follow-ups with personalized content delivery to high-value prospects in your sales pipeline. It also impacts your revenue performance. Sales reps who leverage task automation tools and AI are more likely to meet quota. What is go-to-market task automation?

Go To Market

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

Sales Hacker

JUNE 17, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.

GTM

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. That’s because identifying the right growth levers is only half the equation. The difference?

Growth

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. 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. What is Product Training?

Product

Martech

APRIL 30, 2025

Processing. Dig deeper: Driving customer growth with value-based B2B marketing Are we optimally organized? Dig deeper: How B2B marketing is becoming a strategic growth driver How does marketing become a stronger partner in martech? Email: Business email address Sign me up! If we put our heads together, we can build and prove it.

B2B

Partners in Excellence

DECEMBER 31, 2024

We have endless metrics around every aspect of our GTM performance. We knew each of us were working that process well. We thought we might be losing revenue growth opportunities by being too restrictive. I won’t go through the endless list of things we measure, you know them better than I.

Minimum Viable Product

Highspot

JULY 9, 2025

Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. In simpler terms, sales efficiency means how well your organization uses its budget to drive high and sustainable revenue growth.

GTM

Sales Hacker

NOVEMBER 29, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.

GTM

Partners in Excellence

MAY 28, 2025

I see so much talk about GTM, selling, marketing, customer service strategies. Likewise, we see the same for processes, methodologies, playbooks, outreach, marketing, and all other things that help us engage customers. ” A few weeks ago, I was speaking to a senior GTM executive at a client. They had no SDRs, BDRs or AEs.

GTM

Highspot

JULY 13, 2025

Source: LinkedIn’s 2024 State of Sales Report) The social selling process, explained The typical social-selling workflow for sales teams essentially boils down to spending time on LinkedIn, in particular, daily to efficiently build relationships and generate pipeline. Did you know?

B2B

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. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell

Sales Hacker

JANUARY 24, 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. The 4 key considerations for aligning product and GTM strategy to drive growth 1. acquisition by Adobe.

GTM

Partners in Excellence

JUNE 27, 2025

It got me thinking about something I see happening too much in everything we do in our GTM and customer entanglement strategies. I had expected it to be a discussion about how they were helping identify bottlenecks in performance, changing processes, and doing things to help drive higher levels of selling/revenue performance.

GTM

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. This is especially the case in complex, high-stakes purchasing processes in which their businesses are spending tens or hundreds of thousands of dollars.

B2B