Sales Hacker

JULY 30, 2024

What VCs look for in a compelling founder pitch, beyond just business metrics. Why focusing on generating pipeline is often better than optimizing conversions. The post GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond appeared first on GTMnow.

GTM 113

GTM Finance Pitch Campaign 113

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. Let’s look at common mistakes in SaaS GTM playbooks and what to focus on instead. During Workshop Wednesday , held every Wednesday at 10 a.m.,

GTM 114

GTM CRM Pipeline Referrals 114

Sales Hacker

JUNE 6, 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 playbook for rebuilding GTM muscle 1. Seed round.

GTM 53

GTM Objection handling Cold Call Follow-up 53

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 don’t know enough about our products to pitch them.

GTM 77

GTM Pitch Up-sell Pipeline 77

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. Belal batraway, head of Go-to-market, GTM buddy. Belal batraway, head of Go-to-market, GTM buddy.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. Today, he’s 100% sure that your VP of Sales must be willing to carry a bag, and pitch your product.

GTM 81

GTM Cross-sell X-functional Pipeline 81

Sales Hacker

MARCH 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization.

GTM 63

GTM Sales Pipeline Technology 63

Highspot

FEBRUARY 20, 2025

By aligning go-to-market (GTM) teams under one shared knowledge base, you equip each functionsales, marketing, customer support, and others to seamlessly collaborate, maintain a consistent brand voice, and deliver outstanding customer experiences. Armed with this knowledge, teams can drive GTM success.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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

MARCH 12, 2025

Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Below are four reasons GTM teams stumble. The good news is that you can fix this.

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

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. Everything from case studies to pitch decks are tailored to the specific buyer’s needs.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

SEPTEMBER 27, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. Why partnerships lead to pipeline in outbound Quick summary: It builds trust at scale: Ecosystem-led approaches are built on the principle of operationalizing trust through partnerships.

GTM 108

GTM Strategize Launch Pipeline 108

Heinz Marketing

MARCH 15, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! It sounds like a good pitch. By Matt Heinz , President of Heinz Marketing.

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Pipeline Sales Technology Technology 120

Highspot

JUNE 23, 2025

Highspot Copilot can analyze calls, review pitches, and deliver timely coaching through personalized nudges. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline. Maybe your reps are getting stuck because they skipped objection-handling content.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

SaaStr

JUNE 30, 2025

For our SaaStr content pipeline, this has been huge. People are having meaningful exchanges about complex B2B topics, reviewing 100s of VC pitches and board decks, getting personalized sales advice, and finding exactly what they need from our decade of GTM learnings and speakers. Need to cut out an “um”?

Objectives and Key Results 98

Objectives and Key Results GTM Niche Gaming 98

SaaStr

SEPTEMBER 25, 2024

4: Sales and Pipeline Metrics Investors will ask how you’re doing sales, what the pipeline looks like, and how it’s evolved. This chart is a snapshot of a pipeline evolution chart. This second chart shows how the dollars are flowing through different pipeline stages month-over-month or quarter-over-quarter.

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Pitch Pipeline SQL GTM 70

SaaStr

JUNE 27, 2024

Afterward, they framed the pitch to say how they were planning to solve that problem and what the prospect thought of it. Instead of fixing the pipeline so it was stable, they had to keep hiring people, which is why they grew so quickly. If someone else succeeds at some GTM strategy, you will, too, right? Not always.

GTM 103

GTM Launch Finance Start-ups 103

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. For example, your highest-performing specialists might consistently use a specific pitch deck other specialists overlook.

Relationship Management 52

Relationship Management Government GTM Clients 52

Sales Hacker

JUNE 23, 2021

If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. 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.

Cold Call 103

Cold Call Negotiate Objectives and Key Results Sales 103

Hubspot

MAY 5, 2025

Then, why should a prospect trust a sales rep who pitches a solution before understanding their real problem? In every single one, the rep jumped straight into pitching after the first problem surfaced. Instead of asking what better means or why their current approach isnt working, the rep immediately pitches their tool as the fix.

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Objectives and Key Results Pitch Trust Follow-up 74

Gong.io

JUNE 5, 2020

We’ve found that the biggest culprits holding sales teams back include pitching features instead of value, missing business pain caused by “light” discovery, not involving enough buyers, and not getting to power (missing decision-makers), to name a few. Deal collaboration will be so easy, your pipeline reviews might get cut in half.

Quota 77

Quota GTM Sports Pipeline 77

SaaStr

MAY 17, 2024

The acquired company’s biggest gap was GTM skill, which Rubrik was strong in. We can often be analytical and say, “Quantify that for me,” or, “What portion of pipeline is at stake?” They’re out there pitching and having conversations, and there are holes in the conversations that stop the deal.

Product 117

Product Trust GTM Growth 117

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. When those GTM execs ask you, “What is RevOps?” Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

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. Sales Pipeline. Outbound Sales. Sales Cycle. Sales Demo. Sales Director.

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B2B E-commerce Cold Call Sales 105

Sales Hacker

MAY 26, 2021

These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. Account executives and SDRs are responsible for chasing the deal and consistently winning business each quarter.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

Gong.io

DECEMBER 14, 2022

If the reason is that you can’t add them to your pipeline, target account selling may be the answer. This will help them fill in the gaps in their ICPs, identify pain points, and discover other nuggets of information they can use to personalize their pitch. Be careful to avoid asking too many questions, though. Go-to-market outreach.

Sell 62

Sell Cold Call Contract Up-sell 62

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 106

GTM Growth B2B Pipeline 106

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales kits operate as a one-stop shop to help sales reps take action.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

MAY 20, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.

GTM 101

GTM Engineering Growth X-functional 101

Sales Hacker

MAY 13, 2025

How Yext evolved from managing listings to powering AI-ready data pipelines. The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. 26:00 Bespoke GTM: why no two locations (or campaigns) should be the same. Why software innovation must start with intelligence, not workflow. Welcome.

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GTM Engineering Start-ups Growth 72

Sales Hacker

FEBRUARY 14, 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. Did they have their own portfolio companies struggling with GTM?

GTM 77

GTM Sell Pipeline Networking 77

Sales Hacker

APRIL 15, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Udi Ledergor served as CMO during Gongs rise from new SaaS startup to industry dominance. If you missed GTM 141, check it out here: Timeless Growth Tips From a $7.4B 00:01:00] Sophie Bounassisi: Hello and welcome to the GTM podcast.

GTM 62

GTM B2B Follow-up Campaign 62

Sales Hacker

JUNE 16, 2022

Listen for the signals and the tells, so you can calibrate your GTM motion if needed. Keep a close watch on your KPIs : win rates, average deal cycles, and pipeline coverage, for example. Keep a close watch on your KPIs: win rates, average deal cycles, and pipeline coverage, for example. CMO of 6sense & GTM advisor.

GTM 110

GTM Sales Pipeline A/B testing 110

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. Like, actually together.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

SaaStr

APRIL 26, 2025

Focus on their personal pain points and career wins Events Strategy That Actually Drives Pipeline. Take the time to get it right.

Legal 66

Legal GTM Pipeline Pitch 66

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. And to always keep in mind it is about the client, not the product you are pitching.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Gong.io

APRIL 15, 2022

Maximize your open pipeline and protect your customer base from churn. Revenue Intelligence means getting real-time feedback to inform fundamental changes in product direction and Go-To-Market (GTM) strategy. Your organization lives (and dies) with deals. And the health of your deals matters — a lot. That’s what Bluecat does.

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CRM Pitch Up-sell GTM 62