SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. The biggest challenge to that outlook is an increase in the sales cycle. That elongated sales cycle created pipeline supply shocks.

Go To Market 132

Go To Market Quota GTM Price 132

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. Their thesis: Sales, marketing, and RevOps shouldnt run in silos.

GTM 70

GTM Represent Legal Go To Market 70

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.

GTM 115

GTM Pipeline Drivers/motivators Growth 115

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. –impacting our pipeline coverage models.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

SaaStr

NOVEMBER 20, 2024

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. Other Learnings in the GTM Journey GitHub has had to adjust to new sales stages and new buyer personas.

Product 104

Product GTM Legal Launch 104

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 57

Pipeline GTM B2B Follow-up 57

Sales Hacker

FEBRUARY 13, 2024

Pocus is mission control for your pipeline. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data. As sales professionals and operators ourselves, we needed more.

GTM 114

GTM Go To Market Sales Pipeline 114

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 121

GTM Growth Referrals Cross-sell 121

Partners in Excellence

MARCH 5, 2025

I speak with lots of leaders about their GTM strategies. My social channels are dominated by experts suggesting the GTM strategies. We look at our pipeline activities, how many first meetings, how many demos, how many proposals, when are we going to close, what discounts are we providing. It’s good, enjoy!

Customers 107

Customers GTM Conversion Meeting 107

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. Dooly automates the process of updating CRM records by syncing notes from sales calls and meetings.

Objectives and Key Results 105

Objectives and Key Results GTM CRM Follow-up 105

Sales Hacker

DECEMBER 10, 2024

With raw honesty, he shares key mistakes made along the way and invaluable lessons learned about building a winning sales playbook, culture, and team structure. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. As he puts it, “I like to win.

GTM 106

GTM Construction Quota Growth 106

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. And then along the way. 00:07:00] Um, why make that shift?

GTM 72

GTM X-functional Start-ups Campaign 72

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. Tips for sales leaders Set clear expectations. Tips for sales reps 1.

Cold Call 68

Cold Call GTM Objection handling Sales 68

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). In B2B , GTM strategies have been a part of company planning forever. Defining the role of B2B GTM strategies.

GTM 132

GTM B2B Drivers/motivators Sports 132

Sales Hacker

SEPTEMBER 25, 2024

This is a special Wednesday edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. As demand generation and ABM converge, it’s clear that B2B marketing is entering a new era of account-based GTM strategies.

GTM 106

GTM Represent Growth Go To Market 106

Sales Hacker

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.

GTM 120

GTM Pipeline Sales Gaming 120

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. Creativity in marketing should be balanced with alignment to sales goals and objectives. Pocus turns data into revenue.

GTM 127

GTM Pipeline Go To Market Prospecting 127

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 117

GTM Pipeline CRM Go To Market 117

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

AUGUST 13, 2024

The importance of post-sale marketing and customer lifecycle management. 20:25) The untapped potential of post-sale marketing and customer lifecycle in B2B (25:30) SMS predicted to become a key B2B engagement channel. (29:56) 29:56) Iterable’s marketing team now has a dedicated expansion pipeline goal. (33:39)

GTM 119

GTM Growth B2C B2B 119

Sales Hacker

NOVEMBER 5, 2024

He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance. Pete also authored Founding Sales , a startup sales handbook, and established Modern Sales, the nation’s largest community for sales operations, leadership, and enablement.

GTM 99

GTM Drivers/motivators Pipeline Sales 99

Sales Hacker

FEBRUARY 27, 2024

Advice on navigating a company rebrand and challenges the belief that marketing generates pipeline. 40:04) Challenging the belief that marketing generates pipeline. (44:07) 40:04) Challenging the belief that marketing generates pipeline. (44:07) Highlights: (05:11) Challenges of personalization in marketing. (08:01)

GTM 118

GTM Finance Pipeline Growth 118

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. They likely don’t even know who is on the sales team.

GTM 122

GTM Pipeline Growth Quota 122

Sales Hacker

MARCH 26, 2024

Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). Synch is a single platform for all of your Sales & Sales Ops tooling. The post GTM 87: The Future of Media and Marketing with Anthony Kennada appeared first on GTMnow.

GTM 116

GTM Pipeline B2B Go To Market 116

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). A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

GTM 122

GTM Growth Strategic partnership Pipeline 122

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

APRIL 16, 2024

28:35 – The importance of aligning presales, sales, and customer success. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). Synch is a single platform for all of your Sales & Sales Ops tooling.

GTM 101

GTM Pipeline B2B Growth 101

Heinz Marketing

JULY 29, 2022

But once the dream candidate is onboard, we need to ensure our brand of B2B, the Predictable Pipeline methodology, is well trained and adopted. The faster we can get them knowledgeable in the Predictable Pipeline, the more effectively we can serve our clients. That makes finding the right team members incredibly important.

Pipeline 115

Pipeline B2B GTM Consult 115

Sales Hacker

MARCH 19, 2024

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. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Austin’s F1 track.

GTM 111

GTM Management Consulting Growth Pipeline 111

Sales Hacker

JULY 30, 2024

Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. Discussed in this Episode: Why investing early in sales ops and rev ops is critical for scaling revenue. The risks of scaling sales teams too quickly based on flawed hiring models.

GTM 113

GTM Finance Pitch Campaign 113

Sales Hacker

OCTOBER 27, 2023

We’ve witnessed a pervasive challenge sweeping through the industry: Sales cycles growing longer and more arduous. This pipeline slowdown calls for something other than ‘more of the same.’ Scott Brown , Partner, Head of Platform at Cervin advises: “have the courage to call an opportunity lost and remove it from your pipeline.

Pipeline 120

Pipeline GTM Cross-sell Sports 120

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. Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018.

GTM 105

GTM Pipeline CRM B2B 105

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 117

GTM CRM Pipeline Referrals 117

Partners in Excellence

JANUARY 16, 2025

We see Executive Coaching, Career Coaching, Life Coaching, Performance Coaching, Business Coaching, Health/Wellness Coaching, Agile/Team Coaching, Sales Coaching, Spiritual Coaching, Dietary Coaching, and on an on and on. ” But coaching, at least in selling and GTM is very focused and specific. So what is coaching?

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Sales Hacker

JANUARY 2, 2024

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. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

GTM 116

GTM Pipeline CRM Strategize 116

Sales Hacker

JANUARY 9, 2024

He oversaw all things GTM there, including G&A and Product. Guest Speaker Link: LinkedIn: www.linkedin.com/in/mikemolinet/ 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.

GTM 114

GTM Pipeline CRM Growth 114

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. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 83

GTM Cross-sell X-functional Pipeline 83