Sales Hacker

JUNE 27, 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. A discussion with three portfolio companies on what’s working in GTM.

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Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. Politics, wars and rumors of wars, AI, social division, unhappy employees, spiking opex, proliferating legal issues, challenging investor sentiment, debt, debt and more debt… you name it. They talk about other functions in much the same way. That would be bad.

GTM 110

GTM Drivers/motivators Legal Finance 110

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. It’s just, it’s. Scott Barker: Yeah. I can imagine.

GTM 71

GTM X-functional Start-ups Campaign 71

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. Politics, wars and rumors of wars, AI, social division, unhappy employees, spiking opex, proliferating legal issues, challenging investor sentiment, debt, debt and more debt… you name it. They talk about other functions in much the same way. That would be bad.

GTM 100

GTM Drivers/motivators Legal Finance 100

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. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. We see that in legal terms already. The emerging architecture of multi-agent workflows.

GTM 66

GTM X-functional Start-ups Relationship building 66

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Their mindset can devolve into thinking they would have an easier time achieving this goal if the legal team stopped interfering. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy.

Legal 64

Legal Closing GTM Finance 64

Martech

MARCH 16, 2023

As legal requirements differ by jurisdiction and user experiences vary between device categories and browsers, CMPs must be customizable. If your company needs a CMP, keep a few questions in mind: Which CMP balances out user expectations, data collection needs, legal requirements and is easy to use?

GTM 98

GTM Legal UX User Experience 98

SaaStr

MARCH 13, 2024

Keeping up with the Speed of Generative AI At Legal OS, they’re building an AI-powered legal assistant for revenue-driving functions. Keeping up with the Speed of Generative AI At Legal OS, they’re building an AI-powered legal assistant for revenue-driving functions. It’s been a very radical process for them.

Legal 107

Legal GTM Technology Technology 107

Partners in Excellence

JULY 5, 2024

They sold very complex solutions, so a lot of their time was spent on configuring those solutions, pricing, getting legal approvals. This also requires us to be rethinking our fundamental GTM and scaling strategies. ” And then it’s important to make sure they have the skills to do those things we expect them to do.

GTM 139

GTM Legal Up-sell Technique 139

SaaStr

AUGUST 2, 2024

Your cost of acquisition increases as you go upmarket, so your growth shifts once you need a legal team and other teams for the Enterprise. The GTM strategy is easy to use and caters to small teams around productivity and collaboration. All of them are having a hard time breaking through that $5B valuation.

GTM 110

GTM B2C Growth Sales 110

SaaStr

FEBRUARY 2, 2022

As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy.

Growth 111

Growth Product GTM X-functional 111

Gong.io

SEPTEMBER 9, 2021

Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each person on your GTM team has unique skills that can add value to the sales cycle, especially if uncertainty pops up in the buyer’s journey. Each of those groups can easily include five or more people. How to win as a team.

Closing 162

Closing Sports GTM Legal 162

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. This can cause a domino effect of confusion across the entire GTM team. Level 2: Division-specific operations Individual GTM teams might require their own operations team as they grow.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

SEPTEMBER 16, 2021

Liam Mulcahy, Director, GTM – Unusual Ventures – presenting “Revenue as a Byproduct: A Systematic Approach To Nailing Sales at the Seed Stage”. James Green, Principal – CRV – presenting “How to Run A Successful Fundraise” . Startup Advice”. We raised our $2.8m

Meeting 120

Meeting GTM Presentation Legal 120

ConversionXL

JANUARY 22, 2020

About two years ago, I wrote an article on using Google Tag Manager (GTM) to personalize your website. But GTM is still critical to overcome its enduring limitations. Spoiler alert: It’s also something you can solve with GTM.) This is where GTM comes in. Even then, people asked why I wouldn’t just use Google Optimize.

GTM 110

GTM Objectives and Key Results Campaign Follow-up 110

SaaStr

SEPTEMBER 11, 2024

Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. Lucid is the leading provider of visual collaboration software with over 70M users worldwide.

Territory 120

Territory GTM Price Cross-sell 120

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 119

GTM Contract Quota Sales 119

SaaStr

MAY 17, 2023

And that’s why CoSell was created, to increase the chance of startups making it by helping GTM teams tap into and connect with people who can help them take the most strategic path to customers with credibility and warmth — because 90% of those startups won’t survive. No one wants to throw money at something that falls flat. And it worked!

GTM 96

GTM Cold Call Customers Networking 96

SaaStr

APRIL 12, 2023

Tomasz Tunguz, Founder & General Partner at Theory Ventures, believes that with the right GTM plan and capital efficiency, it is still possible to get funding. Github (coding), Harvey (legal), Lilt (translation) Agents: This is the newest category. Agents remember your actions and emulate them.

Legal 97

Legal GTM Territory Gaming 97

Martech

JANUARY 27, 2023

where opt-out email is still legal, that doesn’t mean you should send an email without permission just because somebody landed on your website. Good email practice holds that email performs best when it’s permission-based. Most ESPs and ISPs operate on that principle, as do many email laws and regulations. But even in the U.S.,

Drivers/motivators 142

Drivers/motivators GTM Legal Retail 142

Partners in Excellence

AUGUST 20, 2024

Most of the discussion, whether creating a new function within our GTM organizations focused on where to locate the buyer enablement function. Even support organizations like Finance, HR, Legal, Operations, Supply Chain all play roles in enabling our buyers.

GTM 83

GTM Legal Finance Pitch 83

SaaStr

JANUARY 31, 2023

Key Takeaways: Winning With Strategic Investors Start Strong to Make the Relationship Work in the Long Run Have a plan (integration vision), and bring your wishlist Don’t rush into a first close Prioritize legal terms and keep multiple strategies on equal footing [link] Every Wednesday at 10 a.m.

Strategize 103

Strategize Strategic partnership GTM Legal 103

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The critical questions in the got to market (GTM) analysis are: Will the OEM channel cannibalize some of my customers? Implementing an OEM go-to-market (GTM) strategy.

GTM 85

GTM Negotiate Profit margin Contract 85

Sales Hacker

DECEMBER 4, 2019

It creates a legal structure that says, “If you steal, there will be consequences.” Let’s look at GTM (go-to-market) processes. In the GTM process, there are two parallel priorities — one focused on the external , the other on the internal. There is the go-to-market motion , which is different from GTM plan itself.

GTM 63

GTM Sales Education Territory 63

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Interned for Experian developing an international GTM strategy.

Finance 114

Finance Cross-sell SQL GTM 114

Hubspot

FEBRUARY 20, 2025

Consider these seven as you decide how your business will go to market (GTM) or how you might pivot to stay afloat. According to CEO and Co-Founder Lee Lance , the decision centered around a GTM strategy emphasizing product-led growth (PLG). 7 Business Models You Need to Know 1.

Retail 36

Retail Manufacturing GTM Price 36

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Go To Market 52

Go To Market GTM Promote Technique 52

SaaStr

JANUARY 24, 2024

From a GTM execution standpoint, they weren’t focused. So, you have to build rev ops, add some enablement resources, deals desk, and legal – in addition to everything else. From a process standpoint, you have to be ready to invest in Enterprise sales and build infrastructure to make sure sales can be successful.

Growth 107

Growth Up-sell GTM Legal 107

InsightSquared

NOVEMBER 7, 2019

While it might be tempting to Slack or run over to your ops/legal team, we know it’s a nightmare for the person on the other end. As the end of the year approaches, it’s likely that executives and members of the GTM chain will be pulled in all sorts of directions and might not be available at the exact time you need them.

GTM 9

GTM Sports Legal Finance 9

Highspot

AUGUST 18, 2024

Developed by Winning by Design, the SPICED framework is a five-step sales methodology that helps go-to-market (GTM) teams diagnose customer needs, recommend a compelling solution, and maintain strong, lasting relationships. It also ensures that GTM teams cover all the crucial details needed for a successful sale.

GTM 52

GTM Retail Drivers/motivators Contract 52

SaaStr

JANUARY 6, 2023

There are a lot of opportunities to be found in tinkering and innovating on your GTM side that you may not have thought about before with regard to how to smooth the sales funnel. So they built out a legal team and then that legal team helped to build products specific to compliance.

Legal 52

Legal Prospecting Customers Contract 52

Sales Hacker

MAY 26, 2021

A senior analyst job posting usually includes these skills: Ability to work with other departments that rely on your insights like finance, marketing, legal, deal desk and product. A director job posting usually includes these skills: Oversee the GTM strategy from infrastructure and automation to sales processes and regional performance.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

Sales Hacker

AUGUST 7, 2020

Vice President of Legal Sales. World Wide Leader, Global GTM Sales Methodology Enablement. Demandbase. Helee (Hillman) Lev. Chief Revenue Officer. Dominique Levin. Co-Chief Executive Officer. Winning By Design(TM). Tara Levin. Denise Lubaway. VP of Sales. Ultranauts Inc. Carol (Luong) Martindale. Global Partnerships & Enablement.

Territory 130

Territory Presentation Strategic partnership Inside sales 130

SaaStr

MARCH 31, 2022

Director of GTM Ops, Sapphire Ventures. That helped us move fast too, so it’s both the corporate support, legal, and I agree, the finance support as well is critical, but that field interconnectivity in essence is critical too. Jessica Alexander, Senior Director Cloud Technology & OEM Partnerships, Crowdstrike.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

Lead Fuze

JANUARY 1, 2022

This would be an upsell across all of your partner’s customer base, either directly or indirectly depending on what type of GTM strategy you choose. What joint GTM strategy options will you lead with? Here is an example of how GTM can be used to answer these questions: “Salespeople are motivated by more than just pay.

Negotiate 52

Negotiate Profit margin Contract Price 52

Highspot

MAY 20, 2022

Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. Because sales playbooks require you to document specific actions reps need to take in order to achieve that goal, GTM teams need to understand which initiatives are necessary to make that goal a reality.

Territory 52

Territory X-functional Sales Cross-sell 52