SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. But never step out of sales. Jason asks.

GTM 122

GTM Pipeline Growth Quota 122

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. ” 3.

GTM 65

GTM Objectives and Key Results Quota Real Estate 65

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

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 89

GTM Quota Drivers/motivators Sales 89

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

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. This goes to show that efficiency is what gives you the ability to double your growth.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

SaaStr

OCTOBER 27, 2023

Q: When Should A Slow Growth Company Hire a Head of Sales? As a sales leader, you can’t own a full quota and manage eight reps. Should a VP of Sales hold a quota? Whether you’re a slow-growth company or a rocketship, a great VP of Sales will make everything a little bit better quickly. Sometimes, yes.

Strategize 109

Strategize Growth Niche Quota 109

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

Martech

FEBRUARY 7, 2025

Done right, its your catalyst for sustainable growth, propelling you to long-term profitability and customer success. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy.

GTM 80

GTM B2B Drivers/motivators Manufacturing 80

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. Inside reps have the same quotas and expectations.

Growth 106

Growth Territory Referrals Customers 106

Highspot

DECEMBER 9, 2024

The value of these benefits cant be overstated; they make strong selling behavior possible and drive predictable revenue growth. These rich insights surface best practices and shared knowledge that make a difference in sellers ability to attain quota. Your sellers can work smarter, not harder, to drive business results.

GTM 52

GTM Customer Relationship Management Technology Technology 52

Partners in Excellence

MAY 15, 2024

We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance.

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GTM Quota Technology Technology 139

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Sales teams in companies with a focus on product-led growth are rapidly adopting this approach.

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GTM Quota Contact Construction 119

SaaStr

JULY 19, 2023

Step One: Run Your Numbers It may seem basic, but start by reviewing your numbers, especially those associated with your GTM strategy or GTM funnel. Blond explains that he’s spoken with executives who focus on big deals falling through to explain stagnating growth. Diagnose your biggest constraint to faster growth.

GTM 98

GTM Growth Referrals Quota 98

Salesforce

APRIL 7, 2022

Finding growth in unexpected places. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. watch now. It’s a question of efficiency.

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Pipeline GTM Quota Pitch 97

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 119

GTM Contract Quota CRM 119

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. When people hear about Divvy’s growth, they assume Divvy must have skipped a step. The budget, quota, goal framework helps you to manage this balancing act. Quota — Every rep, manager, and leader is built around the quota. They didn’t.

Go To Market 98

Go To Market GTM Quota Up-sell 98

Sales Hacker

MARCH 15, 2022

Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth. The importance of listening to the market instead of pursuing growth. Lessons learned from high growth companies [27:31]. Do only a few reps meet quota each quarter?

GTM 103

GTM Technical Sales Quota Growth 103

SaaStr

MARCH 20, 2024

With personal experience from EchoSign and other high-growth companies, he was spoiled when it came to those companies raising money from exceptional VCs. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. And that’s what makes the bar that much higher.

Quota 120

Quota Finance Drivers/motivators Growth 120

SaaStr

OCTOBER 24, 2022

Product-led growth is a popular topic these days. Developer-led growth is like that, but a bit different, with characteristics around self-serve onboarding similar to freemium. So this structurally is a completely different GTM and requires really rethinking how your entire organization is structured. Build for expansion.

Growth 84

Growth Price Contract GTM 84

Partners in Excellence

JANUARY 29, 2024

” Door #1: Behind this door is a GTM strategy focused on leading with products and services. And, based on the data from others using this approach, roughly 40% will achieve quota. Significantly more of your sellers will make quota, further driving revenue growth and profitability.

GTM 106

GTM Quota Presentation Up-sell 106

Sales Hacker

AUGUST 26, 2022

According to Gartner, focusing solely on cost-cutting has historically come at the expense of top-line growth. The narrative has shifted from a “growth at all costs” model to “productivity at all costs”: Instead of cutting deep on costs, leaders need to find ways to make their processes more efficient and their teams more productive.

GTM 103

GTM CRM Pipeline Contact 103

SaaStr

MAY 8, 2024

Let’s jump right into this set of community questions focused on SaaS metrics, growth, and efficiency. Will there be some tradeoff in growth? Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? The most destructive thing across startups today is too low quota attainment.

Quota 108

Quota Price GTM Finance 108

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” They both support revenue growth BUT their focus is different. And it’s here to help them win.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

JULY 20, 2022

He helps showcase these errors and advises on how to stop them from crippling a business’s growth. . Mistake #1: Premature GTM acceleration. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. Don’t simply hire and hope for continued growth. Key Takeaways.

Cross-sell 103

Cross-sell GTM Finance Growth 103

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 80

GTM Education Sales Contract 80

Highspot

APRIL 9, 2025

In theory, leading a banking and lending sales team should be simple: set the strategy, support your team, and drive growth. With one unified platform for GTM enablement , your team gets instant access to current and approved materials. In reality, its much more complicated. Clients expect tailored, high-touch experiences.

Government 52

Government Relationship Management GTM Clients 52

SaaStr

DECEMBER 22, 2023

Of course, ARR growth and cash burn are the most important. But there’s a single metric that can reflect market demand, product market fit, how well a GTM engine is executing, and the quality of the product- and that is the CAC (customer acquisition cost) payback period.

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Product Transportation GTM Cold Call 122

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! HubSpot’s fastest growing customers - # of deals done - focused on customer connection drove 5x more growth, 19% more growth for those engaging throughout the customer lifecycle.

GTM 78

GTM Trust Cross-sell CRM 78

Partners in Excellence

MAY 23, 2024

Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. But the old business models based on not spending more money than the company generated, stood in the way of capitalizing on this growth formula. The concept of growth regardless of cost was being questioned.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. The public and private markets have shifted away from putting a premium on a company’s growth to valuing efficiency and profits over all else.

GTM 59

GTM Appointment Sales Strategize 59

SaaStr

JANUARY 25, 2021

It’s important to sell that to the sales team too because sometimes a channel margin is coming off their quota, and their paycheck so it’s necessary to make sure the sales team believes the partners bring value by increasing relationships through deals such as new net deals, and through paperwork that can help with procurement.

Cross-sell 92

Cross-sell GTM Sales Territory 92

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. We have to look at different metric than just quota attainment. Those things will come later.

GTM 77

GTM Pipeline Healthcare Sales 77

Sales Hacker

OCTOBER 4, 2022

Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operations. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to identify and drive winning sales rep behaviors so you can beat quota every quarter.

Clients 100

Clients Hospitality Entertainment Quota 100

Sales Hacker

JULY 14, 2023

Real questions asked by real founders and answered by some of the sharpest GTM minds in the space. Thanks for reading The GTM Newsletter! Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked.

GTM 52

GTM Commission Quota Growth 52

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team.

A/B testing 114

A/B testing Sales Quota Promote 114