Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Let’s get into it.

GTM 118

GTM Growth Referrals Cross-sell 118

Sales Hacker

MAY 30, 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. When sales and marketing leaders operate in silos, companies leave growth on the table. Friction gives way to flow.

GTM 103

GTM Cross-sell Pipeline Launch 103

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. ’ The answer was no.

Go To Market 132

Go To Market Quota GTM Price 132

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 78

GTM Engineering Customers Cross-sell 78

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 97

GTM Territory Pipeline Growth 97

Sales Hacker

APRIL 25, 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. Some growth lessons expire. From that, hes learned that the best growth strategies arent new. Theyre timeless.

Growth 68

Growth GTM Cross-sell Negotiate 68

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. We talk about organizational structures and functions involved in our GTM implementation. We talk about metrics we leverage to understand performance, and goals driven to scale growth. The discussions about our GTM strategies are endless.

GTM 139

GTM Customers Finance Territory 139

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA.

GTM 83

GTM Territory Gaming Sales 83

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., Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

Force Management

NOVEMBER 30, 2023

Today's leaders have an uphill battle to successfully tackle revenue growth goals. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams.

Growth 167

Growth GTM Cross-sell Drivers/motivators 167

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 66

GTM Engineering Customers Cross-sell 66

Sales Hacker

SEPTEMBER 18, 2024

This is a special 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. SDR hiring is declining, while AE hiring remains steady and shows gradual growth. Details below – let’s get into it.

GTM 121

GTM Sales Growth Represent 121

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. “0 to 1’s really hard. 1 to 10’s really hard.

GTM 104

GTM Construction Quota Growth 104

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. Too often, businesses treat these as separate domainsone focused on development, the other on selling.

GTM 95

GTM Cross-sell Finance Price 95

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The GTM Podcast Features conversations with well-known tech executive, VC, and founders – the expert operators in the trenches who have been there, done that’ to build some of the fastest-growing software companies.

GTM 121

GTM Engineering Growth Cross-sell 121

Sales Hacker

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM 65

GTM Growth Cross-sell Account management 65

Highspot

OCTOBER 23, 2024

Highspot also announced new capabilities for its generative artificial intelligence (AI) digital assistant, Highspot Copilot, which help sellers and sales managers successfully execute GTM initiatives through personalized coaching recommendations, skill and competency assessments, and learning reinforcement at every stage in the revenue lifecycle.

GTM 52

GTM Launch Cross-sell Quota 52

Martech

NOVEMBER 21, 2024

I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. It’s a C-suite perspective that’s not limited to GTM. Our company is spending a bit more than a billion dollars in 2024 on our go-to-market. But what about the rest?

GTM 113

GTM Drivers/motivators Legal Finance 113

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 116

GTM Growth Referrals Contract 116

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 71

GTM X-functional Start-ups Campaign 71

Martech

APRIL 30, 2025

Dig deeper: Driving customer growth with value-based B2B marketing Are we optimally organized? The best marketers sell every day of their lives. Dig deeper: How B2B marketing is becoming a strategic growth driver How does marketing become a stronger partner in martech? Customer lifetime value (CLV) is what we should invest in.

B2B 116

B2B GTM Strategize Commission 116

Martech

NOVEMBER 7, 2024

They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account. However, for those who don’t have the means to invest in annual fees and organizational change management, there are still alternatives to building an account-based approach to drive faster and more efficient growth.

B2B 132

B2B Contract GTM CRM 132

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. The same is true for your first 5-10 reps.

GTM 122

GTM Pipeline Growth Quota 122

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.

GTM 133

GTM B2B Conversion Objectives and Key Results 133

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. When that model succeeds in driving rapid growth early on, it gets validated and often solidified in the minds of company leadership as the enduring formula that will guide the company through multiple phases of growth. . Good companies build a strong GTM model.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. “We just need sales training, our people need to sell better, how much does your training cost?” Is it integrated into your GTM/customer engagement strategies? What is the performance shortfall?” ” I ask. ” I ask.

GTM 122

GTM Real Estate Objectives and Key Results Objection handling 122

Highspot

MARCH 7, 2025

Choose or blend a framework to match your growth stage for steady, predictable revenue gains. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Martech

NOVEMBER 21, 2024

I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. It’s a C-suite perspective that’s not limited to GTM. Our company is spending a bit more than a billion dollars in 2024 on our go-to-market. But what about the rest?

GTM 102

GTM Drivers/motivators Legal Finance 102

Partners in Excellence

FEBRUARY 9, 2025

In selling and GTM, we have our playbooks. For example, in selling, our playbooks help us focusing on executing our company strategies with our customers. For example, imagine an organization that has a 9-12 month selling cycle. We all have playbooks. All our leaders have their playbooks.

GTM 120

GTM Gaming Manufacturing Consult 120

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. The “growth at all costs” mindset where capital was cheap is in the rear-view mirror. So, why PLG now? Capital models have evolved.

Growth 109

Growth GTM Product Cross-sell 109

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. 20:04 Unlocking 60% growth through user-generated content and affiliate advocacy.

GTM 88

GTM Campaign Pipeline Launch 88

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. In short: to sell the way you buy. Let’s get into it. It doesn’t stop – at all.

Sell 116

Sell GTM Sales Up-sell 116

Martech

MAY 10, 2024

I’ve experienced every way of defining the individuals we attempt to communicate to, engage with and sell to from both an individual and brand level. It’s still important to score them because you can use this to showcase the health and growth of engagement across your database. Enter the concept of a scoring model.

GTM 121

GTM Education Up-sell Contact 121

Sales Hacker

DECEMBER 22, 2023

GTM Leader Perspectives Highlighting 25 GTM perspectives on what is working and career advice “What’s one tactic or strategy that’s working for you?” Being willing to co-sell ( Jamal Reimer – former Commercial Vice President at Saama, current Founder of Enterprise Sellers). Growth is the only thing that matters.

GTM 107

GTM Construction Consult Promote 107

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

Sales Hacker

MARCH 30, 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. GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ).

Cold Call 67

Cold Call GTM Objection handling Sales 67

Sales Hacker

JUNE 6, 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. Adam Schoenfeld calls this the anti-FOMO GTM stack: use AI to create value for a smaller group , not volume for everyone.

GTM 53

GTM Objection handling Cold Call Follow-up 53