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

Partners in Excellence

DECEMBER 31, 2024

We have endless metrics around every aspect of our GTM performance. We have a single pipeline metric, it’s a variant on pipeline coverage. pipeline coverage. We have pipeline quality, win rates, sales cycles, average deal sizes dialed in. –impacting our pipeline coverage models.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

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

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. ” Flip the metrics.

GTM 106

GTM Customers Pipeline Trust 106

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

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. And when reality begins to diverge—when the pipeline slows, or conversions dry up, or the CAC spikes—we double down. We call it best practice, alignment or strategy. “This worked before.”

GTM 67

GTM Finance Drivers/motivators Government 67

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 102

GTM Gambling Pipeline Strategize 102

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.

GTM 69

GTM Legal Contract Go To Market 69

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. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM 78

GTM Growth Sell X-functional 78

Highspot

JULY 9, 2025

Pipeline is harder to build. 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. Buyers are harder to reach. Nearly gone.

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 86

Customers GTM Conversion Meeting 86

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 86

Territory CRM Negotiate Relationship building 86

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

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 82

GTM Pipeline Presentation Follow-up 82

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. Consider the social-selling strategies of go-to-market (GTM) teams with Highspot.

B2B 52

B2B Sell GTM Cold Call 52

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

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

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

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 119

Objectives and Key Results Objection handling GTM Pipeline 119

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. This leads to more intelligent decision-making for sales outreach and accelerates buyers through the sales pipeline. The best AI assistants support email, chat, telephone, and in-person meetings.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

JULY 16, 2025

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals. That means your team spends less time chasing and more time closing.

GTM 62

GTM Pipeline Follow-up Trust 62

Partners in Excellence

MAY 5, 2025

Imagine, “Use this AI tool, you need to 10X your personalized emails… ” Alternatively, we say, “You need to build your pipeline… ” Or we say, “This is the playbook, stick to it!” It’s unacceptable they aren’t doing enough outreach, having enough meetings.

GTM 74

GTM Pitch Up-sell Pipeline 74

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

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. building data hug out, which was in the predictive forecasting, you know, pipeline management space.

GTM 67

GTM X-functional Start-ups Relationship building 67

Highspot

JUNE 23, 2025

Harnessing AI, data, and tech to drive real outcomes According to Bain’s 2025 B2B Growth Agenda, more than 90% of companies are experimenting with artificial intelligence (AI) and those deploying it at scale are meeting or exceeding their expectations. However, there’s room for improvement. This kind of support pays off.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Sales Hacker

JANUARY 14, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube There’s a ton of talk about what isn’t working today in go-to-market. Discussed in this Episode: How to build the habits and fundamentals for sustainably generating pipeline. Thank you for rocking with me. We are in 2025.

GTM 107

GTM Growth B2B Pipeline 107

Heinz Marketing

APRIL 30, 2025

The Necessity of AI in Modern Sales and Marketing Our discussion opened with a compelling statistic: 72% of high-performing sales teams leverage AI to enhance pipeline performance. AI is no longer reserved for enterprises with massive budgets; its now accessible, affordable, and designed to meet businesses where they are.

Strategize 71

Strategize Sales Technology Technology 71

Sales Hacker

JANUARY 13, 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. seller, head of sales, or commercial cofounder).

GTM 106

GTM Cross-sell Pipeline Strategize 106

Sales Hacker

FEBRUARY 3, 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. 7 CRO tips for smarter annual planning 1. This isnt enough.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow. Of course, all of this hinges on trust.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Sales Hacker

MAY 16, 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. You need GTM alignment. The market also took notice.

GTM 71

GTM Represent Legal Go To Market 71

SaaStr

JULY 9, 2025

The New Management Reality: Graham Moreno at Windsurf is hiring a “GTM AI lead” who will do nothing but AI optimization within the RevOps organization. ” – Kyle Norton, CRO, Owner The future isn’t human vs. .” This isn’t optional—it’s essential for survival.

Technical Sales 73

Technical Sales Commission Pipeline Negotiate 73

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 115

GTM Sell Customers Cold Call 115

SaaStr

MAY 29, 2025

They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management. At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical.

GTM 95

GTM Negotiate Cross-sell CRM 95

Heinz Marketing

MAY 13, 2025

Your metrics need to have a through-line to impact (pipeline and revenue). The better way is to map out your data models across your GTM motions. Here is the simple answer: if you are comparing efforts in the same GTM motion (lets say mid-market lead-gen), then use volume metrics. then you have to get more specific.

B2B 97

B2B GTM CRM Pipeline 97

Highspot

APRIL 9, 2025

With one unified platform for GTM enablement , your team gets instant access to current and approved materials. As a sales leader, you need to grow the pipeline, shorten sales cycles, and keep your team compliant. Rely on training and manual audits. Centralize and govern your content. You can also track every interaction automatically.

Relationship Management 52

Relationship Management Government GTM Clients 52