SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM 92

GTM Territory Pipeline Growth 92

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. and Apollo.io

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 74

GTM Engineering Customers Cross-sell 74

SaaStr

NOVEMBER 20, 2024

Ensuring the process was as seamless and friction-free as possible. Let’s touch on the process component. A New GTM Mental Model for AI Products That feedback told GitHub that people who weren’t using the GitHub platform still wanted to use Copilot for Business. You have to listen on the product front and the GTM front.

Product 104

Product GTM Legal Launch 104

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. And she said ‘you would not believe the amount of pipeline we’ve been able to generate with an AI SDR.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes.

GTM 109

GTM Construction Quota Growth 109

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. We knew each of us were working that process well.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

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 70

GTM Legal Contract Go To Market 70

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 53

Pipeline GTM B2B Follow-up 53

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 80

GTM Growth Sell X-functional 80

Partners in Excellence

MARCH 13, 2025

What we see is a knowing-doing gap in how so many sellers and GTM professionals work. We know how we should be executing the selling process, how to do great discovery, how to create value in every interaction. It’s using the tools, the processes as we’ve intended to. It is through systematic execution.

GTM 83

GTM Pipeline Presentation Follow-up 83

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.

GTM 77

GTM X-functional Start-ups Campaign 77

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. Over time, individualized interactions help reps better understand prospects’ unique challenges, goals, and buying-process nuances.

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

Product training is a structured learning process that helps team members understand, communicate, and sell a product. 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. What is Product Training?

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 88

GTM Customers Construction X-functional 88

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. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). They’ve rocketed to $6m ARR in just a few months. The latest AI B2B to go through hyper-growth.

Territory 83

Territory CRM Negotiate Relationship building 83

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. This is especially the case in complex, high-stakes purchasing processes in which their businesses are spending tens or hundreds of thousands of dollars.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Partners in Excellence

JUNE 15, 2025

Let’s start with our GTM strategies. First, we need to stop pretending our GTM strategies are working they way they are diagrammed on paper or the screen, that they are working the way we want them to. I’m not suggesting we abandon our models, processes, methodologies, systems, and tools. They’re not!

GTM 85

GTM Pipeline Start-ups Pitch 85

Martech

APRIL 2, 2025

There’s more evidence that AI-powered tools are transforming go-to-market (GTM) strategies by augmenting human capabilities and addressing shifts in buyer behavior. The Forrester report notes that AI agents can automate BDR/SDR outreach, improve productivity, engage in context-aware interactions and automate digital processes.

B2B 90

B2B GTM Government Strategic planning 90

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. A strong AI assistant adapts to your company’s sales process, messaging, and ideal customer profile.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Heinz Marketing

JULY 18, 2025

Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline. That full funnel approach is what we call the Predictable Pipeline Method – a blueprint for b2b demand generation success.

GTM 53

GTM Healthcare Pipeline Manufacturing 53

Partners in Excellence

JANUARY 16, 2025

” But coaching, at least in selling and GTM is very focused and specific. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. There is no aspect of what we do as sellers in which there is some tool that claims to coach. So what is coaching? This is not coaching.

Objectives and Key Results 122

Objectives and Key Results Objection handling GTM Pipeline 122

Sales Hacker

JULY 11, 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. Leading a team that follows process, but needs leverage.

Launch 83

Launch GTM SQL CRM 83

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 69

GTM X-functional Start-ups Relationship building 69

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

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

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. The combination of AI particularly causal AI key judicial rulings and more litigious shareholders is forcing GTM teams to elevate their decision-making. AI is making these practices impossible to hide.

GTM 105

GTM Contract Government Legal 105

Highspot

JUNE 23, 2025

With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline. Still, many sales orgs rely on scattered tools, disconnected systems, and manual processes. To protect your margins, your reps need more than pricing sheets.

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

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. For Outreach, that threshold was 25 deals.

GTM 108

GTM Cross-sell Pipeline Strategize 108

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.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

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.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. It builds processes that expand with you, whether you’re adding team members or entering new markets.

Growth 52

Growth GTM Objectives and Key Results CRM 52

SaaStr

JULY 9, 2025

It’s not enough.” ” – Kyle Norton, CRO, Owner The old model of relationship-based selling is becoming obsolete. ” – Kyle Norton, CRO, Owner The future isn’t human vs. .” ” – Kyle Norton, CRO, Owner The future isn’t human vs.

Technical Sales 71

Technical Sales Commission Pipeline Negotiate 71

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 117

GTM Sell Customers Cold Call 117

SaaStr

MAY 29, 2025

They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management. The CRO Hiring Playbook Has Forever Changed The interview process for revenue leadership roles now at Owner includes a mandatory AI component.

GTM 92

GTM Negotiate Cross-sell CRM 92