Sales Hacker

JANUARY 12, 2024

As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. He oversaw all things GTM there, including G&A and Product. In this episode, you will learn how to adapt and level up through the different micro-phases within each stage of growth. Big things ahead.

Sell 91

Sell GTM Sales Up-sell 91

Sales Hacker

FEBRUARY 2, 2024

If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Share The GTM Newsletter That’s it, that’s all.

GTM 93

GTM Pipeline SQL UX 93

Sales Hacker

NOVEMBER 10, 2023

The “Aha Moment” in the Product Experience: Defining Critical Milestones: The “aha moment” is pivotal, representing when users grasp a product’s unique value proposition. Wes Yee (Head of Growth at Flex ) provides examples: If they mention a recent trip to NYC – send them Levain cookies.

GTM 94

GTM Intrinsic Customers Contract 94

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

GTM 72

GTM Launch B2B Growth 72

Sales Hacker

JANUARY 27, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. Acceleration and accessibility were the primary motivations for me and its been a game changer.”

GTM 90

GTM Niche CRM Account management 90

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 82

GTM Strategize Government Inside sales 82

Sales Hacker

NOVEMBER 3, 2023

Both should make some concessions to close the expectation gap and get more roles filled which should help with overall market growth. Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Hottest GTM jobs of the week: Growth Marketing Manager at Spekit – more details here.

GTM 88

GTM Represent Growth CRM 88

Partners in Excellence

MAY 10, 2024

The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies. And this confusion may cause us to be unresponsive to the needs of the markets/customers and our own financial/growth strategies.

Service 62

Service GTM Contract Price 62

Sales Hacker

FEBRUARY 16, 2024

Sales teams in companies with a focus on product-led growth are rapidly adopting this approach. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” This live event on March 8th will break down how to build and execute a signal-based sales system. #4 Read about their funding round.

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GTM Quota Construction Contact 94

Sales Hacker

DECEMBER 8, 2023

Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. More for your eardrums : May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises.

Launch 101

Launch Product GTM Technology 101

Martech

JUNE 28, 2022

From talking with progressive B2B go-to-market (GTM) leaders, here are strategies to stop mass buyer resignation, advance your career and have a much more significant impact on revenue growth. Breakthrough moments and experiences can be done through: Product-led growth (PLG). Drive the shift from push to pull marketing.

B2B 99

B2B GTM Cross-sell High impact 99

Gong.io

SEPTEMBER 14, 2022

A go-to-market strategy framework is a blueprint for growth. That also means that you can’t re-use an existing go-to-market (GTM) strategy for different products. Your GTM needs to be tailored to each situation in order to be effective. If you can’t prove demand at the start of your GTM, you don’t make the product to market. .

Go To Market 62

Go To Market GTM Launch Promote 62

SalesLoft

APRIL 12, 2016

These new inspirations opened my eyes to what sales ops winners can do for the growth and success of an organization. That’s when I learned that the modern sales operations leader can be the biggest force multiplier in your GTM. They strategically design the GTM to propel their company to exponential growth.

GTM 52

GTM Commission Gaming Launch 52

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 56

GTM Trust Cross-sell CRM 56

SaaStr

NOVEMBER 1, 2022

SaaStr had more than 10,000 delegates this year and India was well represented, with 5%-10% of exhibition booths and strong presence on stage. SaaS has never been bigger, and growth is secular. In 2022, companies are rapidly fixing economics, sometimes even at the expense of growth. Learnings on GTM. That’s too tactical.

GTM 81

GTM Cross-sell Niche Strategize 81

SaaStr

DECEMBER 30, 2022

DigitalOcean has driven growth by continuously serving its customers—SMBs and Startups—by adding the products they want and need. Enter sales-driven product experience: A growth approach that uses your sales reps to guide qualified leads and close deals. Both self-serve and sales-driven growth models have varying benefits.

Niche 76

Niche GTM Customers Growth 76

SalesLoft

NOVEMBER 2, 2023

This opened the floodgates for companies to witness firsthand the capabilities of AI and its growth over the past few years. In the context of today’s environment, GTM teams are always talking about priorities. To ensure your sales representatives are focusing on accounts in the right buying window, AI can be a game-changer.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

SaaStr

MAY 16, 2022

Result: Low engagement with Salesforce’s GTM teams. Their original approach — to court and sell directly to customer service representatives — didn’t quite translate to Salesforce’s approach. Result: Lower pipeline and sales growth and higher risk. Mistake #3: Designing tech-first, not market-first. Partners are not vendors.

GTM 81

GTM Pipeline Strategize Represent 81

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 101

GTM Contract Quota CRM 101

ConversionXL

JANUARY 18, 2022

Product marketing is responsible for tasks like: Developing and executing go-to-market (GTM) strategies; Researching and understanding target segments; Analyzing competitor activities; Developing product value propositions ; Defining messaging strategies ; Ensuring customer success teams and salespeople understand the product features.

Product 110

Product GTM Construction Launch 110

Sales Hacker

AUGUST 7, 2020

Sales Growth. Senior Sales Development Representative. Senior Sales Development Representative. Business Development Representative. Business Development Representative- Mid Market. Senior Sales Development Representative. Inbound Business Development Representative. Now, let’s get to the good stuff.

Territory 121

Territory Presentation Strategic partnership Strategize 121

SaaStr

NOVEMBER 4, 2022

Since the start of 2022, the focus of SaaS leaders has changed from growth at all costs to sustainable growth and being default alive. Often, leaders struggle to choose between increasing the runway for their companies and pursuing growth. Unlock non-linear growth by leveraging partnerships. But why not both? .

Growth 16

Growth GTM Non-Profits Cross-sell 16

ConversionXL

JUNE 2, 2022

How do you sustain growth that precedes the highest IPO in history for a software company? From this, they built target account lists representing different stages of the buyer’s journey. SE’s accounts accelerated through the buyer journey, shortening sales cycles and increasing pipeline growth. Keep doing what works.

Electricity 105

Electricity Campaign Pipeline Follow-up 105

Gong.io

JANUARY 12, 2021

Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. As a Senior Mid-Market CSM, Red uses Gong for note-taking, quick (non-email) escalations, points of interest, and personal growth. Go To Market (GTM) and enablement. Want more Jared/AE insights? Check out his 8 minute, 53-second video. .

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Highspot

APRIL 23, 2020

This approach holds true from the C-Suite to the frontlines, giving you the opportunity to be the glue holding the GTM motion together — from executives steering your company all the way to sellers who may be working remotely for the first time. A word of caution — don’t reach out just once and then become a ghost.

Objectives and Key Results 52

Objectives and Key Results Drivers/motivators GTM Strategize 52

Sales Hacker

NOVEMBER 15, 2017

Account Development Representative. An account development representative (ADR) is a sales specialist focusing on attracting, qualifying and securing new leads for further engagement, conversion and nurturing by account executives. Business Development Representative. AB Testing. Account-Based Everything / Revenue. Base Salary.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

MAY 26, 2021

This is the entrance point for the sales operations career path, although some companies might start you as a sales operations representative if you have limited work experience. Partner with leadership to develop projects that really accelerate sales growth while improving processes. Sales Operations Analyst (or Specialist).

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

ConversionXL

SEPTEMBER 25, 2019

That’s not just some cool trick—it’s JavaScript accessing the Document object that represents the page and using one of its properties to change the way the page behaves. Those frameworks have been instrumental to its growth and popularity. But JavaScript becomes complex pretty fast, especially compared to Python.

SQL 117

SQL GTM Campaign Start-ups 117

Sales Hacker

OCTOBER 7, 2021

Cassie spent the first pre-SaaS chapter of her tech career in growth roles in subscription and marketplace businesses (TheLadders.com, GLG). Nikki Ivey is Cofounder of SDRDefenders and Head of Growth Development at Cultured Perspective, a Black owned Startup Consultancy. Constantly work on developing a growth mindset. ??If

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MARCH 12, 2018

Olivia Nottebohm (Senior Director, SMB Sales and GTM Operations @ Google Cloud) and Sean Kester (VP of Product Marketing @ SalesLoft) both spoke about the significant improvements that were made ever since their sales teams switched daily rep goals from being volume-driven to focusing on 3-5 positive conversations per day.

GTM 44

GTM Territory Sales Referrals 44

SalesHandy

OCTOBER 28, 2022

If you are looking for steady growth, your sales and marketing teams need to incorporate outbound lead generation tactics as a lever for growth. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Salesforce

DECEMBER 2, 2022

Head of GTM, GTM Buddy. Account executives, business development representatives, and sales development representatives also need to take more responsibility for their success. You get paid better than most people, so there’s no excuse to not spend 5% of your earnings on your future growth. Sign up now.

Closing 98

Closing GTM Pipeline Quota 98

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. It's also worth noting that go-to-market strategies aren't exclusive to physical products.

Go To Market 69

Go To Market Process GTM Launch 69

Heinz Marketing

JANUARY 13, 2022

User-Led Growth . Whether or not you are taking an account-based approach to your GTM motions, your customers expect a consistent message and experience across teams. What is their perspective on growth, risk, competition, etc.? User-Led Growth (a variation on product-led growth or PLG). Account-Based Retention .

B2B 135

B2B Objectives and Key Results Campaign Cross-sell 135

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. What is a go-to-market (GTM) strategy? A go-to-market (GTM) strategy is the way in which a company brings a product to market. Each product and market are different, therefore each GTM strategy should be thoroughly thought out; mapping a market problem and solution a product offers.

Go To Market 96

Go To Market Process GTM Education 96

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Head of GTM, GTM Buddy, Atlanta, Georgia. But don’t let that limit your growth. Allen Alleyne.

Gaming 98

Gaming GTM Consult Sales 98