SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? That means generally spending $3 in sales and marketing to generate $1 in net new ARR.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Highspot

AUGUST 13, 2024

In the GTM world, it’s the silos that kill successful execution. Companies that stay ahead of the competition are the ones that can successfully translate strategy into execution, and break down these silos with a connected GTM. To achieve this, a strong Marketing – Sales Enablement partnership is absolutely essential.

GTM 105

GTM Sales Pipeline Quota 105

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Pocus is mission control for your pipeline. Every minute that goes by off-target is $8.30 Michael Cera.

GTM 122

GTM Quota Contact Construction 122

Sales Hacker

SEPTEMBER 15, 2022

Yet, today, GTM teams are expected to do more with less — meaning it’s harder than ever to build a quality pipeline. You’ll learn: How to empower your reps to hit their quota. More than 65% of B2B organizations rank sales productivity as a top challenge. Join Kate Mattos (Sr. Why the future of sales is insight-driven.

Sell 98

Sell GTM Quota Pipeline 98

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Wiza reviews 4.5/5 5 on G2 4.6/5 Smartlead reviews 4.8/5 Champify reviews 4.9/5 It won’t cost you a thing.

B2B 123

B2B Prospecting Sales Price 123

Sales Hacker

AUGUST 26, 2022

There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to. And both teams can see the impact of their collaboration in the pipeline. Know which activities drive results.

GTM 106

GTM CRM Pipeline Contact 106

SaaStr

MARCH 20, 2024

In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same. We can not hire more salespeople, increase quotas, and make more money.

Quota 120

Quota Finance Drivers/motivators Growth 120

SaaStr

JUNE 16, 2020

Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. I go forward one framework I just wanted to share from pipeline.

GTM 78

GTM Pipeline Healthcare Sales 78

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 82

GTM Education Sales Contract 82

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

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.

Government 52

Government Relationship Management GTM Clients 52

SaaStr

JANUARY 25, 2021

Companies need to look at the company-specific data for their company for where to focus and where not to focus, as well as to understand what’s happening in the pipeline. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team. Analyze or re-map your target account identification prioritization.

Cross-sell 93

Cross-sell GTM Sales Territory 93

Gong.io

JUNE 5, 2020

Our platform also lets you hear common — and new — objections from buyers giving you ammo for a proactive approach to your GTM messaging. Gong helps you see which deals in your pipeline are real (healthy) and which are fluff, then take action on at-risk deals before it’s too late. Everyone on your team is hitting quota .

Quota 77

Quota GTM Sports Pipeline 77

Hubspot

NOVEMBER 16, 2023

And the most intelligent way to use intelligence as a B2B GTM professional is to drive customer retention.” – Yamini Rangan, CEO at HubSpot Yes! Generative AI is a powerful tool that is increasingly becoming indispensable to GTM teams. Inbound GTM strategies are also taking a big hit. I don’t disagree with Yamini. It never came.

GTM 78

GTM Trust Cross-sell CRM 78

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.

Pitch 73

Pitch Pipeline SQL GTM 73

Sales Hacker

JULY 14, 2023

Real questions asked by real founders and answered by some of the sharpest GTM minds in the space. Thanks for reading The GTM Newsletter! Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked.

GTM 52

GTM Commission Quota Growth 52

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. Key Accounts. Sales Cycle. Sales Demo. Sales Director.

B2B 105

B2B E-commerce Cold Call Sales 105

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

The Lost Book of Sales

MAY 13, 2021

What is the pipeline amount, where does it come from, what is the division between each source? GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. OTE is your base salary + commission you receive when you've reached your 100% sales quota.

Quota 59

Quota GTM Commission Territory 59

Sales Hacker

OCTOBER 30, 2018

She is adept at managing SMB, MM, and Enterprise sales coverage models, quota setting, and compensation plan design. Nicolette Mullenix is a sales development leader passionate about building an elite marketing and sales function with sales development as the core driver of quality pipeline and revenue growth.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Sales Hacker

MAY 26, 2021

Here are a few sales operation metrics you might have seen before: Quota achievement. Pipeline management – detailed understanding of how the sales funnel and forecasting rules work. With this in mind, sales ops set the metrics with which a sales org measures its success. Average win rate. Average sales cycle duration.

Territory 70

Territory Objectives and Key Results Finance Cross-sell 70

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on. on their own.

Territory 52

Territory X-functional Sales Cross-sell 52

Veloxy

FEBRUARY 15, 2024

The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts. The GTM Podcast The GTM Podcast, hosted by Scott Barker, features interviews with tech leaders and VCs, sharing insights and stories, plus listener Q&As.

Gaming 233

Gaming Sell GTM Technique 233

Martech

OCTOBER 28, 2022

Organizations demand that efforts must continue to have a direct impact on the sales pipeline and company revenue. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . To hit marketing qualified lead (MQL) quotas.

B2B 132

B2B GTM Cross-sell Quota 132

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. I managed a team of senior sales people and carried an individual quota.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesforce

DECEMBER 2, 2022

But if you haven’t already hit your quota, it’s not too late. RELATED POST: How to Get Your Sales Pipeline to Flow and Grow. Head of GTM, GTM Buddy. Whatever your target is, have more than that in your pipeline. Understand how many demos you need to give to get to that pipeline number. Alexine Mudawar.

Closing 98

Closing GTM Quota Pipeline 98

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

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Gong.io

APRIL 15, 2022

New reps are ramping up faster and getting over 100% quota within the first few months of their ramp.” . 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.

CRM 62

CRM Pitch Up-sell GTM 62

Sales Hacker

FEBRUARY 19, 2019

But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota. Pete Kazanjy – Entrepreneur, Author, and Early-Stage GTM Expert. Cold calling is still very much the lifeblood of sales. Ray Smith – CEO of Datahug.

Cold Call 13

Cold Call Inside sales Sales B2B 13

SalesHandy

OCTOBER 28, 2022

The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy. The ultimate goal of outbound lead generation is to pique prospects’ interest in order for them to enter your sales pipeline and eventually nurture them into paying customers.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

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 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. And what would count.

GTM 78

GTM Growth X-functional Referrals 78

Highspot

JANUARY 31, 2025

With data-driven insights, you can identify new pipelines, expand AUM, or uncover new ways to cross-sell. Real-world success: How Osaic Wealth achieved 95% quota attainment with Highspot After multiple acquisitions and a company-wide rebrand, Osaic Wealth needed to unify 11,000+ professionals. The outcome?

Clients 52

Clients GTM Quota Cross-sell 52

Highspot

JANUARY 30, 2025

By combining these elements, sales organizations can increase quota attainment, improve team cohesion, and drive more consistent performance. This type of coaching doesnt just help you drive success in an individual dealit emphasizes sustainable skill-building that drives results across every deal in the pipeline. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52

Sales Hacker

JANUARY 28, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. GTM 131 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast.

GTM 99

GTM X-functional Price Pipeline 99

Sales Hacker

DECEMBER 10, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Episode Transcript Scott Barker: [0:00] Welcome to the GTM Podcast. Feeling that AI FOMO?

GTM 113

GTM Construction Up-sell Cross-sell 113