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

Sales Hacker

NOVEMBER 15, 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

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines.

GTM

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

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing.

GTM

Heinz Marketing

JUNE 26, 2025

The real power comes from aligning your GTM teams to act on those cues. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data. August 6: “Ghosted to Growth: Revenue Leaders on Buyer Reengagement” (Registration coming soon!)

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

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. Monthly executive reviews to address strategic challenges. The reason? Shared chat channels for real-time collaboration.

Objectives and Key Results

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They’re battle-tested, data-driven and growth-proven.

GTM

Sales Hacker

MARCH 21, 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. Many make this shift reactively rather than strategically. PLG and SLG arent competitors, theyre partners in growth.

Growth

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. The AI transformation in go-to-market isn’t coming — it’s here.

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

Martech

APRIL 30, 2025

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? We need to measure and reward both perspective and innovation. And if not, AI will eat our lives.

B2B

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. From demand gen to brand trust: A strategic shift In another part of the interview, I asked the CEO how he thinks about brand in the context of customer decision risk. This sums up the thinking of many F2000 executives I’ve interviewed and probably many others I don’t know.

GTM

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

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Yet, this is exactly where many GTM teams fall short. Hit growth targets sooner. Done poorly , GTM enablement is just another support function. The go-to-market strategies look great in planning decks.

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. Are there bottlenecks in GTM task approvals, buyer engagement, enablement content delivery, marketing campaign execution, and/or other time-consuming tasks?

Go To Market

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

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

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

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

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

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

Highspot

JULY 13, 2025

By strategically positioning themselves as knowledgeable resources on their product or service category and industry through consistent interaction with their target audience, sales reps can execute social selling tactics that enable them to identify new leads and establish and deepen connections with them over time.

B2B

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. From demand gen to brand trust: A strategic shift In another part of the interview, I asked the CEO how he thinks about brand in the context of customer decision risk. This sums up the thinking of many F2000 executives I’ve interviewed and probably many others I don’t know.

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. Ultimately, B2B sales enablement empowers sales reps to execute strategic initiatives, measure their impact, and continuously improve performance based on sales data and insights.

B2B

SaaStr

AUGUST 7, 2025

Customer Obsession as Strategic Advantage At Slack, we assigned non-sales DRIs (Directly Responsible Individuals) to our largest customers. The Compensation Strategy Nobody Talks About Companies rarely use compensation as a strategic lever. The Product-Led Growth Trap Product founders often forget about sales upgrade paths.

GTM

SaaStr

JUNE 23, 2025

But … if growth remains strong and the burn rate overall is manageable and isn’t growing out of control, maybe don’t fully tap the brakes. If not, that’s a sign your GTM engine isn’t working as efficiently as it should. Or, invest in product-led growth to reduce reliance on expensive sales motions.

GTM

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. They’ve rocketed to $6m ARR in just a few months. Here’s why—and what’s coming next.

Territory

Heinz Marketing

APRIL 30, 2025

Further emphasizing the impact of AI, a Salesforce report revealed that 83% of sales teams using AI achieved revenue growth in the past year, compared to 66% of teams not using AI. Sales teams utilizing AI experience revenue growth 1.3 AI systems need ongoing monitoring and adjustment.

Strategize

Highspot

MAY 27, 2025

Reflecting on my 25+ years leading revenue organizations, one thing has remained constant: the pressure to deliver consistent, predictable growth. The modern evolution of enablement transcends the tactical, becoming a strategic imperative and a key differentiator between teams driving predictable growth and those falling behind.

Go To Market

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

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

Hubspot

JULY 18, 2025

Align your entire GTM engine around one core promise. Yet most teams still structure their go-to-market (GTM) motions around one goal: acquisition. A 30% increase in demo-to-meeting conversions and 40% revenue growth because every team stayed anchored to the same definition of value. The result?

Referrals

SaaStr

DECEMBER 5, 2024

Strategic Imperative : To stand out, you must: Leverage buyer intent signals Clearly articulate your unique value proposition Engage economic buyers (often the CFO) early in the sales process 3. Join C-suite execs, including SaaStr CEO and Founder, Jason Lemkin and GTM leaders, as he shares what it takes to win the AI race.

GTM

Heinz Marketing

JULY 18, 2025

Here are some of the services we provide: GTM Strategy: Establish foundational marketing elements (Ideal Customer Profile (ICP), buyer personas, buying committee, messaging, content, sales cycle and enablement, resources and technology, and metrics).

GTM

Highspot

NOVEMBER 24, 2024

Yet despite these benefits, many organizations still hesitate to implement and leave their teams underprepared, missing growth opportunities. Together, they create a powerful combination that can impact revenue growth. It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training.

Pitch