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

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 100

Go To Market GTM X-functional Objectives and Key Results 100

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 100

Quota Finance Drivers/motivators GTM 100

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 84

GTM CRM Pipeline Growth 84

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

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 56

GTM Trust Cross-sell CRM 56

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 62

GTM Healthcare Pipeline Sales 62

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

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 69

GTM Education Sales Contract 69

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

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 64

Cross-sell GTM Territory Sales 64

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

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 60

Territory Objectives and Key Results Finance Cross-sell 60

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

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 Cross-sell Sales 52

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 117

B2B GTM Cross-sell Quota 117

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 99

B2B E-commerce Cold Call Represent 99

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 Growth 111

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

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 Pipeline Quota 98

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 130

Sales Start-ups Up-sell Cross-sell 130

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 11

Cold Call Inside sales Sales B2B 11