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. Up to 80% of B2B sales interactions between buyers and sellers will be happening in digital channels by 2025, according to Gartner.

GTM 127

GTM B2B Conversion Objectives and Key Results 127

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

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 CRM 118

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 107

Go To Market Growth GTM Product 107

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

NOVEMBER 14, 2023

MongoDB wanted customers up and running quickly and to see the time to value so they could upsell future workloads. It’s unlike the old world, where you can sell a deal and walk away. It turns your GTM on its head. They wanted to differentiate organic consumption from growth being driven by sales. Then what happens?

GTM 64

GTM Quota Sales Cross-sell 64

SaaStr

NOVEMBER 28, 2022

These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Era 2, SaaS 2.0:

Finance 84

Finance GTM Government Territory 84

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 93

Go To Market GTM Non-Profits Quota 93

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Finance 115

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 97

Go To Market GTM Cross-sell Growth 97

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Is there a recipe or formula that will predict the success of a pre-growth, high-potential company? But it also defines your GTM efforts.

Growth 83

Growth Cross-sell GTM Up-sell 83

Sales Hacker

FEBRUARY 23, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. So how did Wisely go from $11 in the bank to selling for $187M? Let’s get into it. Sponsor shoutout: Wiza.

GTM 91

GTM Sell Finance Launch 91

Partners in Excellence

MAY 23, 2024

Rather than paying up front for a license, people could pay on a monthly basis for a subscription. Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Just like buying the Wall Street Journal or subscribing to a magazine.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

SaaStr

MAY 30, 2024

With a PLG-heavy background, first working at Microsoft Azure and again with Atlassian, the PLG pioneers, he gives insights into leveraging PLG for the growth of your organization. It’s an end-user-focused growth model where your product drives acquisition, activation, expansion, and retention. It’s a growth model and GTM strategy.

Cross-sell 87

Cross-sell Customers Pitch Drivers/motivators 87

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. Keep optimizing your current GTM. Some companies go really hard,” he shares.

Go To Market 78

Go To Market Growth GTM X-functional 78

Sales Hacker

SEPTEMBER 29, 2023

75% percent of CMOs are facing increased pressure to do more with less and to deliver profitable growth in 2023. Thanks for reading The GTM Newsletter! Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. There is no one-size-fits-all!

GTM 101

GTM Growth B2C Territory 101

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 91

Sell GTM Sales Up-sell 91

SaaStr

FEBRUARY 24, 2023

Over the last ten years, ICONIQ Growth has partnered with over 90 companies, seeing them grow through critical phases. Doug Pepper, General Partner at ICONIQ Growth, has invested in software and SaaS companies for 22 years, from seed to growth stage. Post $100M, they maintain a meaningful double-digit growth ($50M+ net new ARR).

Growth 87

Growth GTM Launch Go To Market 87

SaaStr

JANUARY 12, 2024

The ones you actually just have to catch up? And sign up for FREE Workshop Wednesdays here. So what were the best attended and most upvoted SaaStr Workshop Wednesdays ? The 2023 list below! The Seven Things all Founders Should Know About Sales. The Seven Things all Founders Should Know About Sales. appeared first on SaaStr.

GTM 99

GTM B2B Up-sell Growth 99

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

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Our unanimous pick?

GTM 93

GTM Pipeline SQL UX 93

Sales Hacker

JUNE 14, 2021

They take their eyes off the end goal, which should be revenue growth. This is why: Sales and marketing teams are getting account-based awareness vs. account-based revenue growth. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. But then things change.

GTM 81

GTM E-commerce B2B Profit margin 81

SaaStr

OCTOBER 12, 2022

Every company moves through different growth phases, and eventually, the focus, strategy, and motions for growth must change alongside the business. Find the People: Find the team that is equipped to help you build your product, sell it, and run company operations. Rule #1: The Phase Shifts of Growth Companies.

Growth 87

Growth Objectives and Key Results GTM Up-sell 87

Sales Hacker

NOVEMBER 10, 2023

Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. Wes Yee (Head of Growth at Flex ) provides examples: If they mention a recent trip to NYC – send them Levain cookies. At Demandbase, data wins every time.

GTM 94

GTM Intrinsic Customers Contract 94

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 87

Growth GTM SQL Strategic partnership 87

SaaStr

JULY 21, 2022

Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. The foremost topic on every founder’s mind right now: how to weather the ups-and-downs of an unpredictable economy.

GTM 103

GTM Territory Price Growth 103

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B It’s not only rare(r) to see such explosive growth by a SaaS company, but to also watch Jonathan’s exciting career growth at the more senior levels within a hyper-growth company.

Growth 80

Growth Territory Referrals Customers 80

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Digitalization of the buying and selling process. The status quo approach of going to market and old-school selling methods will not be sufficient.” Up until 2015, CRM ruled king in sales.

B2B 93

B2B Growth GTM CRM 93

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Take a look at just some of the most popular sessions (so far!)

GTM 101

GTM Growth B2B Territory 101

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. 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.

Service 62

Service GTM Contract Price 62

Highspot

FEBRUARY 29, 2024

By putting together an all-star go-to-market team, you can ensure that you are set up for success. In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. Take a look at just some of the topics and mentors hosting Braindates: Core metrics to track for SAAS with Tarush Aggarwal, Founder & Ceo at 5X Pricing as a growth lever – How, what, why? Happy Brain-dating! See you at SaaStr APAC.

GTM 99

GTM Territory Networking B2B 99

SaaStr

MARCH 15, 2024

This is how Adam ended up at Vimeo. They sell a lot into internal video, which is employee engagement. One of the strategy changes is to say, “Hey if we turn up the innovation and actual product quality, can we ultimately get around having to spend all this money on advertising?” There is a lot, yet more to do.

GTM 94

GTM Cross-sell Start-ups Growth 94

SaaStr

SEPTEMBER 29, 2023

Lattice has launched four product suites in the last eight years, and the ideas that drove their growth apply to most companies today. For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. Who is going to do the selling?

Product 96

Product GTM Cross-sell Commission 96

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. Follow up IMMEDIATELY with a thoughtful note referencing things you talked to on the call. Save Your Seat More for your eyeballs : Enough hunch-based selling. Next up: London and Dublin!

GTM 88

GTM Represent Growth CRM 88

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 112

B2B GTM Cross-sell High impact 112