Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. The watering down of the MQL, and adding low-intent lead-scoring prospects to hit targets, results in lower and lower SQL conversion rates.

SQL 138

SQL GTM B2B Pipeline 138

Martech

JUNE 4, 2024

If you spend any amount of time among the B2B marketers on LinkedIn, you’re familiar with the arguments for and against lead generation and demand generation. Lead generation is a well-entrenched growth strategy, especially among the marketers at large enterprise organizations. What we found out was not surprising.

SQL 122

SQL Lead generation Education Pipeline 122

Heinz Marketing

MAY 19, 2025

General GTM Orchestration Questions What is marketing orchestration, and why does it matter? What are the key components of a successful B2B GTM strategy? We go deeper into this in our GTM strategy blog. Why is cross-functional collaboration essential in GTM orchestration?

Go To Market 57

Go To Market GTM Objectives and Key Results Campaign 57

Sales Hacker

JUNE 28, 2021

Or is it an entirely different way of thinking about marketing’s role in the GTM/revenue org? Revenue marketing is a comprehensive approach that breaks down silos between marketing and sales by aligning them with a common goal: to generate revenue through repeatable processes. What the heck is revenue marketing?

GTM 111

GTM B2B Gaming Growth 111

Understanding the Sales Force

AUGUST 9, 2024

Nearly every company executive I speak with is frustrated with sales process, forecasts, pipeline, performance, win rates and delayed closing. That’s Marketing What about Lead Generation? Somebody or a whole bunch of somebodies have lost their way. Sales managers can benefit from apps that provide call analyses.

GTM 83

GTM CRM Pipeline Sales 83

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. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 88

GTM Launch B2B Lead generation 88

Hubspot

NOVEMBER 21, 2018

Steps for developing a GTM strategy. Generate interest. 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. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. Generate interest.

Go To Market 101

Go To Market Process GTM Education 101

Sales Hacker

JUNE 23, 2021

Lead generation. Automating your lead generation. This is because HubSpot covers all parts of a GTM revenue org in their blog. To learn everything you need to know about building your sales pipeline, check out this comprehensive guide for sales leaders and reps. Pipeline management. Sales enablement.

Cold Call 102

Cold Call Negotiate Objectives and Key Results Sales 102

ConversionXL

JUNE 2, 2022

To avoid pipeline burnout, they sent content hubs to all attendees and tailored followup based on how much they engaged with the content (e.g., Invoca defined realistic goals for its ABM campaign: create 20 opportunities in the sales pipeline, complete 30 meetings with top priority accounts, and deliver a 10X ROI on campaign spend.

Electricity 105

Electricity Campaign Pipeline Follow-up 105

SaaStr

SEPTEMBER 25, 2024

3: Marketing and Lead Generation Metrics You have to include some data in your fundraising materials about how you’re acquiring customers and where you get your leads from. That’s usually data on how much you spend, how many leads you get, conversions, and customers you get on a channel-by-channel or source-by-source basis.

Pitch 72

Pitch SQL Pipeline GTM 72

Sales Hacker

SEPTEMBER 8, 2021

An inbound lead workflow is a process put in place across your GTM team using your marketing automation software, your CRM, and your sales engagement solution. These leads still serve as an opportunity for our team to generate pipeline. These leads still serve as an opportunity for our team to generate pipeline.

SQL 108

SQL Follow-up Campaign Pipeline 108

Heinz Marketing

MARCH 15, 2019

In 2018, new business/acquisition (73.5%) and pipeline acceleration (62.1%) reigned supreme as the top goals of most ABM programs, as they always have. While it has never been the top goal of most ABM programs, in 2018, lead generation lost importance in comparison to previous years. Remained the Same. This significant 52.6%

GTM 74

GTM Technique Lead generation Pipeline 74

Highspot

FEBRUARY 29, 2024

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. Who is on the GTM Team? A GTM team has a lot of moving parts. What is a Go-to-Market Strategy?

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Hubspot

MAY 5, 2025

For example, a prospect might say, We need better lead generation. Heidi Fortes , GTM strategist at SalesCaptain , an outbound agency, suggests: Have a clear agenda for the call, state that agenda at the beginning of the call, and get confirmation from the customer if that sounds like a plan.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Sales Hacker

NOVEMBER 15, 2017

A business development representative (BDR) or sales development representative (SDR) is a sales specialist focusing on finding new prospects, establishing foundational relationships, and refreshing the sales pipeline with new leads for account executives. Lead Generation. Lead Nurturing. Lead Qualification.

B2B 105

B2B E-commerce Cold Call Sales 105

Highspot

AUGUST 26, 2024

Marketing generates leads that don’t quite match what sales needs, sales chases targets without a clear view of what’s coming down the pipeline, and customer success struggles to keep clients happy. This disconnection can lead to missed opportunities and lost revenue. How Does Revenue Operations Work?

Objectives and Key Results 52

Objectives and Key Results CRM Growth Technology 52

Martech

APRIL 1, 2025

The go-to-market (GTM) landscape is undergoing a fundamental transformation. Four GTM experts discussed these changes and how to respond to them at “The GTM Revolution Will Not Be Televised” panel during The MarTech Conference last month. Finally, traditional metrics focusing solely on pipeline volume are misleading.

GTM 80

GTM Click Through Rate Pipeline Drivers/motivators 80

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. As always, you’ve got your host, Scott Barker.

GTM 111

GTM Sell Customers Cold Call 111

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

FEBRUARY 24, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.

B2B 77

B2B GTM Cross-sell Education 77

Highspot

SEPTEMBER 10, 2024

Marketing is about pipeline generation for both new business, and renewal or expansion. Marketing done right is a pipeline engine – agile enough to adjust as markets, buyers, channels, and trends shift, and targeted enough to unlock revenue generation opportunities at accounts throughout the sales funnel.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. It gradually narrows down as opportunities fall out of the pipeline.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

OCTOBER 7, 2021

She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. I’m passionate about inbound and outbound pipeline generation, workflows and processes, and cross-team collaboration. Waninger is the Founder and CEO of Lead at Any Level. Amy Slater.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

ConversionXL

MAY 13, 2020

What’s more annoying than realizing that a campaign that generated a bunch of leads generated a bunch of irrelevant leads? As long as you can export your CRM data with a unique lead ID (e.g., client ID, SHA-256 hashed email, generated ID, etc.), Data pipeline. This is a challenge for most B2B sites.

Gaming 85

Gaming Sports SQL X-functional 85

SalesHandy

OCTOBER 28, 2022

When inbound lead generation first made an appearance a lot of marketers were quick to predict the redundancy of outbound lead generation. Little did they know where outbound lead gen was actually headed. We don’t require an outbound lead generation strategy.”. What Is Outbound Lead Generation?

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Martech

FEBRUARY 6, 2025

LinkedIn’s revenue attribution reports can connect LinkedIn engagement data with CRM revenue data to track leads, opportunities and closed-won deals influenced by LinkedIn marketing plus insights into deal size and time to close. Dig deeper: What do C-level execs think of their GTM strategies?

Campaign 90

Campaign B2B Click Through Rate GTM 90

Martech

JULY 5, 2024

How it helps you This update allows managers to get a quick summary of deals filtered by specific criteria, such as deals managed by a particular rep or those in a specific pipeline stage. Managers can expect improved engagement rates with chat widgets, potentially leading to better lead generation.

CRM 126

CRM Campaign Contact Sales 126

Sales Hacker

APRIL 29, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Oji Udezue was most recently Chief Product Officer at Typeform, where he led product strategy across the companys growing suite of tools. The future of GTM is here. The AI SDR Summit, put on by Qualified, just took place.

GTM 85

GTM Product X-functional Start-ups 85