Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM 52

GTM Go To Market Pipeline Gaming 52

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. While marketing focuses on developing awareness and customer preference, GTM aims to shorten the distance between the product or service and the customer.

GTM 102

GTM Product Drivers/motivators Strategize 102

Heinz Marketing

SEPTEMBER 24, 2024

Appointment Scheduling Challenge : Coordinating calendars and booking meetings with prospects is often a time-consuming back-and-forth process. AI Solution : Tools like Chili Piper and Calendly automate the scheduling process, allowing leads to book meetings at their convenience without needing human intervention.

Objectives and Key Results 97

Objectives and Key Results GTM CRM Follow-up 97

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 83

GTM Engineering Customers Cross-sell 83

Partners in Excellence

JUNE 23, 2025

Even when we claim to be customer centric, too often, we organize our GTM motions and measure our success in ways that make customers collateral damage, or worse, a means to our ends. We organize the customer engagement strategy around our GTM process, bow ties, staged pipeline processes. They are designed to scale our GTM goals.

GTM 117

GTM Customers Pipeline Trust 117

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 70

GTM Engineering Customers Cross-sell 70

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 69

GTM Legal Contract Go To Market 69

Martech

JULY 10, 2025

But what we mean is: we’re doing what we’ve always done, or what everyone else is doing or what feels safe in a meeting. In a meeting, saying “We should do more paid social, that always works for us” earns nods. We call it best practice, alignment or strategy. And assumptions are helpful aids in this approach.

GTM 60

GTM Finance Drivers/motivators Government 60

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Recently unqualified leads If a lead has been disqualified through previous interactions or does not meet the minimum requirements for your ideal customer profile, they can be scored negatively to avoid wasting resources on pursuing them.

Cross-sell 123

Cross-sell Lead generation GTM Territory 123

Sales Hacker

DECEMBER 10, 2024

Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time. Listen to Martin explain more context around this in episode 125 of The GTM Podcast.

GTM 107

GTM Construction Quota Growth 107

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 84

GTM Customers Construction X-functional 84

Highspot

JULY 9, 2025

And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.

GTM 52

GTM Launch Objection handling Negotiate 52

Partners in Excellence

MARCH 5, 2025

I speak with lots of leaders about their GTM strategies. My social channels are dominated by experts suggesting the GTM strategies. We set goals for outreach: So many emails, so many social interactions, so many calls/texts, so many conversations, so many meetings. What do we have to change in our GTM to do this?

Customers 96

Customers GTM Conversion Meeting 96

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. You know, there’s a more defined like persona.

GTM 74

GTM X-functional Start-ups Campaign 74

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. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. It goes beyond merely tracking revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

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. That requires meeting your stakeholders where they are, not where you are.

GTM 101

GTM Gambling Pipeline Strategize 101

Force Management

MAY 22, 2025

If your team is weighing the decision to bring in an expert, consider how a revenue partner that meets these criteria will help you meet your revenue targets faster.

GTM 138

GTM Consult B2B Meeting 138

Partners in Excellence

MAY 28, 2025

I see so much talk about GTM, selling, marketing, customer service strategies. I remember getting frustrated in meetings with my team, finally exploding, “This is the way we did it in IBM. ” A few weeks ago, I was speaking to a senior GTM executive at a client. I had been recruited from IBM.

GTM 111

GTM Quota Clients Promote 111

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. When defining a GTM strategy , stakeholders must understand what the product does, whom it serves, and how it adds value. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. That’s TriNet, T-R-I-N-E t.com/gtm NOW. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 78

GTM Growth Sell X-functional 78

Partners in Excellence

DECEMBER 31, 2024

We have endless metrics around every aspect of our GTM performance. We applied design thinking to our meeting management, reducing meetings to close by 50%. With all the new analytic capabilities, with all the data, and with the help of AI, we can measure virtually everything that happens in our customer engagement.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Partners in Excellence

JUNE 5, 2025

Now AI is doing our outreach, scheduling our meetings, sending the follow up emails, doing out demos, doing…… And it’s enabling us to do more of all of that stuff, cheaper, faster!” If we look at selling and GTM, we don’t have to be looking at AI (though we must). Then there are the AI adopters.

Sell 98

Sell GTM Up-sell Follow-up 98

Partners in Excellence

MARCH 13, 2025

What we see is a knowing-doing gap in how so many sellers and GTM professionals work. Consistency in researching and prepping, consistent data hygiene, consistent follow-ups, consistency in writing–whether emails, call/meeting prep, presentations. We know what we should be doing in our jobs and engaging customers.

GTM 87

GTM Pipeline Presentation Follow-up 87

Highspot

JULY 13, 2025

“‘A compelling story’ is a narrative that explains why your product or service will meet someone’s needs, especially in sales,” business experts Esther Troy and Gina Fong wrote for Harvard Business Review. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot.

B2B 52

B2B Sell GTM Cold Call 52

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Our State of Sales Enablement Report 2025 found 49% of GTM teams use AI like sales assistants to enhance their work, and 41% intend to adopt it in 2025. The best AI assistants support email, chat, telephone, and in-person meetings.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

SaaStr

JULY 1, 2025

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. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. The other 72%?

Territory 85

Territory CRM Negotiate Relationship building 85

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. This approach doesn’t just apply to consumer brands, though.

GTM 52

GTM Customers Cross-sell Contract 52

Highspot

JULY 3, 2025

By consolidating relevant resources into a curated experience through Digital Rooms, go-to-market (GTM) teams can remove friction and build trust with buyers, helping them make informed decisions and move deals forward at their pace. In fact, Digital Rooms that include meeting recordings see 2x more viewing time.

GTM 52

GTM High impact Trust Meeting 52

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We can leverage AI tools to provide research, help us plan a meeting, give us the scripts or texts we use to execute the meeting. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Highspot

APRIL 28, 2025

Streamline Workflows to Drive Successful GTM Initiatives Disconnected tools and siloed teams create more than inefficienciesthey create confusion. To meet the demands of todays business landscape, high-performing teams are using AI to enhance the impact of enablement, which 84% of executives already recognize as a driver of performance.

GTM 52

GTM Drivers/motivators Go To Market Sales 52

Highspot

DECEMBER 9, 2024

It helps sellers meet customers where theyre at, making for improved customer engagement, better deals, and more wins. Meeting intelligence through Highspot and Salesforce empowers sellers to better understand the conversations theyre having with customers or leads. Need an example?

GTM 52

GTM Customer Relationship Management Technology Technology 52

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

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. You have 500 seats, scrap that, just use us every time you book a meeting or you do X, Y, Z.

GTM 67

GTM X-functional Start-ups Relationship building 67

Highspot

MAY 15, 2025

The better you understand your partners, the better you can tailor your enablement strategy to meet their needs based on the number of staff members, skill level, and type of prospect they interact with. You can mix live sessions, online courses, on-demand content, and certifications to meet different learning styles.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52