Sales Hacker

OCTOBER 22, 2024

Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. 18:56) Using product data for marketing purposes. (21:17) 9:10) Will the vast majority of software companies have a PLG motion in the future?

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GTM Growth Consult Pipeline 110

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 80

GTM Engineering Customers Cross-sell 80

Sales Hacker

OCTOBER 15, 2024

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. The post GTM 117: From 0 to Acquisition in 3.5

GTM 109

GTM Growth E-commerce Consult 109

Partners in Excellence

DECEMBER 31, 2024

One of the key strategies for very early stage companies, for new product developers, or lean practitioners, is the concept of the “Minimum Viable Product.” ” It’s a very customer centric approach in launching new products. We have endless metrics around every aspect of our GTM performance.

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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 67

GTM Engineering Customers Cross-sell 67

Heinz Marketing

APRIL 3, 2025

By Carly Bauer , Marketing Consultant at Heinz Marketing Every company has a go-to-market (GTM) strategy. But not every company has a GTM engine that works. The Reality: Most GTM Motions Are Misaligned by Default Even the best strategies begin to break down once execution starts. GTM orchestration is the connective tissue.

GTM 81

GTM Go To Market Launch Pipeline 81

SaaStr

OCTOBER 1, 2024

In the latest edition of SaaStr’s Workshop Wednesday , Sara Varni, Datadog ‘s CMO, shares how to build pipeline and create alignment across sales and marketing. While these insights seem like pipeline 101, they aren’t always implemented. Each of these companies had different GTM motions. 1: A Commercial Example.

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GTM Pipeline Drivers/motivators Growth 114

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. Their product is generating an impressive 45% of developers’ code on average. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 84

GTM Territory Pipeline Growth 84

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA.

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GTM Territory Gaming Sales 85

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. Shipping product is easier than ever. The market also took notice.

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GTM Represent Legal Go To Market 69

Sales Hacker

OCTOBER 25, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Product : Attention At Attention, call recordings and CRM auto-fill are just the beginning. SEO is no longer just a marketing tactic – it’s a product strategy.

Product 64

Product GTM Niche Growth 64

Heinz Marketing

SEPTEMBER 24, 2024

6sense uses AI to surface prospects most likely to be in-market for your product by monitoring buyer intent signals such as web searches, content engagement, and company behavior. Its AI-driven analytics help SDRs focus on leads that are showing active interest in your product or service. AI Solution : Tools like Reply.io and Apollo.io

Objectives and Key Results 105

Objectives and Key Results GTM CRM Follow-up 105

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Austin’s F1 track.

GTM 119

GTM Growth Referrals Cross-sell 119

Martech

DECEMBER 3, 2024

“You need twice as much pipeline as you thought you needed to hit the same revenue. And that pipeline is harder to get than it used to be. When Hopping was at Gartner, just a few years ago, the simple way to grow pipeline was to crank up paid search. One of the slides shown read: “Is GTM the new ABM?”

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B2B GTM Pipeline B2C 122

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? No longer are we selling a product and moving on.

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GTM B2B Sports Drivers/motivators 132

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. Your go to market motion has to be driven by the product.

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GTM X-functional Start-ups Campaign 71

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. They require the orchestration of: Product marketing. ICP definition.

GTM 64

GTM Gambling Pipeline Strategize 64

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.

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GTM Launch Cross-sell Quota 52

Sales Hacker

DECEMBER 10, 2024

Roth’s journey began as a 23-year-old failed entrepreneur, fresh from a stint pedicabbing in the French Quarter of New Orleans for cash after his consumer product startup fizzled out. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes.

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GTM Construction Quota Growth 105

Sales Hacker

FEBRUARY 13, 2024

Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. The post GTM 81: Signal-Based Sales and Entering GTM 5.0 Alexa Grabell is the Co-Founder and CEO of Pocus.

GTM 113

GTM Go To Market Sales Pipeline 113

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. As the Forrester B2B Summit kicked off this week in Phoenix, the analyst firm released a report called “AI Agents: What It Means For B2B Marketing, Sales, And Product.”

B2B 90

B2B GTM Government Strategic planning 90

Sales Hacker

APRIL 2, 2024

Discussed in this Episode: Aligning marketing and sales is crucial for the success of a company, and marketers should focus on numbers and pipeline models from the early stages. Highlights: (04:37) The importance of pipeline models and numbers for early-stage companies. (06:23) Pocus turns data into revenue.

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GTM Pipeline Go To Market Prospecting 126

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. A junior product marketer at Gitlab. Not necessarily.

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GTM Pipeline Growth Quota 122

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. 07:24 Use outcomes and data to differentiate your AI product. The future of GTM is here.

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GTM Campaign Pipeline Launch 90

Sales Hacker

MARCH 26, 2024

Transitioning from a product-first approach to a distribution-first approach can lead to more effective marketing and audience building. It is important to connect brand messaging to the software or product being offered to ensure a cohesive and effective marketing strategy. 05:46) The power of owned media in B2B marketing. (17:51)

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GTM Pipeline B2B Go To Market 115

Sales Hacker

MARCH 12, 2024

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers. The post GTM 85: A $2.6

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GTM Growth Strategic partnership Pipeline 121

Sales Hacker

MARCH 30, 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. Focus on the problem, not the product. Cold calling.

Cold Call 67

Cold Call GTM Objection handling Sales 67

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. The theme for the year is go-to-market convergence.

GTM 115

GTM Go To Market Pipeline CRM 115

Sales Hacker

APRIL 16, 2024

James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. 21:05 – Balancing product-led growth with customer-centricity. 21:05 – Balancing product-led growth with customer-centricity.

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GTM Pipeline B2B Growth 100

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. They don’t match the product, and it won’t sell.

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GTM CRM Pipeline Referrals 117

Sales Hacker

MARCH 19, 2024

She has a proven track record for launching products in new markets and helping companies move up to the Enterprise. Discussed in this Episode: Marketing plays a crucial role in preparing a company for a successful exit by building awareness, generating pipeline, and creating a compelling narrative. Early-bird tickets expire next week.

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GTM Management Consulting Growth Consult 110

Sales Hacker

JANUARY 2, 2024

Eran Aloni is the Executive Vice President of Product Strategy and Ecosystem at Gong. Guest Speaker Link: LinkedIn: www.linkedin.com/in/eranaloni/ Host Speaker Links: LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Sponsor: Common Room enables you to turn any buyer activity into pipeline.

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GTM Pipeline CRM Strategize 115

Sales Hacker

JANUARY 5, 2024

This feels like the year that many companies have now realized that sales-led and product-led aren’t exclusive; they’re more of a spectrum. There is room for combinations in different parts of your GTM motion. Factors to Consider for Product-Led Sales There are important factors that make a purely product-led growth motion easier.

Product 122

Product GTM Sales CRM 122

Sales Hacker

JANUARY 22, 2024

Max Altschuler is the Founder and General Partner of GTMfund , an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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GTM Pipeline CRM Go To Market 104

SaaStr

MAY 29, 2025

Meanwhile, others are seeing 3-4x productivity increases per rep through intelligent automation. They’ve increased revenue-generating activity time by 25-30% by automating CRM updates, note-taking, and pipeline management. The delta between adopters and laggards isn’t just growingit’s becoming insurmountable.

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GTM Negotiate Cross-sell CRM 83