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The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. 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. Feeling that AI FOMO?
The real power comes from aligning your GTM teams to act on those cues. But that’s how you burn out your SDRs and tank your conversion rates. Instead, implement signal triage. From Signals to Sequences: Activation Across Teams Capturing signals is just step one.
In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Yet, this is exactly where many GTM teams fall short. Done poorly , GTM enablement is just another support function. When GTM enablement is done right, the results speak for themselves.
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. Navigating payroll, benefits, and compliance shouldn’t slow you down.
It can flag common objections or challenges and offer SDRs real-time suggestions to improve their pitch. What was once a manual, time-intensive process can now be handled by smart technology, freeing SDRs to focus on strategic, high-impact activities. The post AI Tasks and Tools for SDR Success appeared first on Heinz Marketing.
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. Make your profile less like a resume and more like your pitch.
In the past, we focused on improving internal processes, streamlining GTM functions and driving efficiencies. Why the old playbook no longer works Product “pitch-slaps” are doing more damage than good. That requires providing strategic insights that help buyers navigate their complexities and make informed decisions.
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.
Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. Ultimately, B2B sales enablement empowers sales reps to execute strategic initiatives, measure their impact, and continuously improve performance based on sales data and insights.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.
Key Takeaways GTM efficiency leads to better internal coordination and a smoother customer journey. Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Below are four reasons GTM teams stumble. The good news is that you can fix this.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more.
Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. A focused approach empowers BDRs and sales reps to be more strategic and creative in their outreach. This is no longer news to go-to-market leaders.
It’s the star metric in every SaaS pitch deck, with ARR growth as the bedrock of business models. We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis. We’ve been trained to worship the recurring revenue model. Unicorns have been built on this recurring revenue model.
For instance, training teaches salespeople to pitch a product, ask better questions, or handle objections, while enablement ensures they can access customer data or case studies to support their pitch. Sales Pitches and Presentations The first impression a sales rep makes is crucial.
This shift will put a premium on creativity and strategic thinking, pushing brands to invest more in developing unique and resonant concepts that can be quickly brought to life through AI.” AI is poised to revolutionize marketing by turning large volumes of unsolicited customer feedback into actionable, strategic insights. Get MarTech!
It can also help reps candidly assess which deals went wrong and why — and how to stay strategic and smart — from the first pitch to closed deal. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy.
Openmart: GTM platform for reaching local businesses Openmart is the GTM platform for reaching local business owners. With Promptless, documentation becomes a strategic advantage for growth, not a bottleneck or a liability. The days of undifferentiated “AI for X” pitches seem to be behind us.
It’s a growth model and GTM strategy. Whichever you choose will be a strategic decision. In the product-led sales world, you use that data from freemium users to pitch to your customers. Sales can use the information to pitch more collaborative features or to introduce feature gates when you hit a certain number of users.
Then, why should a prospect trust a sales rep who pitches a solution before understanding their real problem? In every single one, the rep jumped straight into pitching after the first problem surfaced. Instead of asking what better means or why their current approach isnt working, the rep immediately pitches their tool as the fix.
SaaStr 698: How to Navigate Strategic Change for Growth with SaaStr CEO and Founder Jason Lemkin 5. How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 2. SaaStr 697: What SaaStr CEO and Founder Jason Lemkin Really Thinks About AI, Sales & Lead Gen In 2024 Top Videos This Week: 1.
SaaStr 698: How to Navigate Strategic Change for Growth with SaaStr CEO and Founder Jason Lemkin 2. How To Perfectly Pitch Your Seed Stage Startup With Y Combinator’s Michael Seibel 2. Workshop Wednesday LIVE: Rethinking Sales Compensation for a Consumption-Based GTM with MongoDB 5. Top Podcasts This Week: 1.
that provide tactical and strategic sales advice to pair with your coffee – one for every day of the week. If you have a sales or revenue-related job title, you are welcome to submit a pitch for your article idea here. This is because HubSpot covers all parts of a GTM revenue org in their blog. Sales Hacker. HubSpot Sales.
Pitching Too Hard. So instead of pitching hard, aim to resolve people’s problems. Barker is currently a partner at GTM Fund. Before joining GTM Fund, he worked as an evangelist and director of strategic engagement at Outreach. Don’t undermine your sales networking efforts with easy-to-avoid faux pas.
He is responsible for helping scale Vendition’s GTM strategy by developing partnerships with net new businesses to help Sales Leaders recruit, hire, and train top diverse sales development talent. SalesHacker is my go-to for trends and tips in sales and to get advice and encouragement in a pitch-free forum. ”. Brian Smith Jr.
As you scale and need someone to prioritize your roadmap and build the organization, then you bring in the high-powered leader who can also build structure around how to strategize for a second, third, and fourth product. The acquired company’s biggest gap was GTM skill, which Rubrik was strong in. A lot of sales doesn’t work that way.
It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.
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?” Your data and analytics won’t help you make bold, strategic plans. High-level goals affect the number and type of hires on each team.
VCs are always on the lookout for the next Lyft, so they strategically partner with founders who they believe will provide them with a 10X return. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. It’s no longer just an idea.
Speakers include: Highspot CEO Robert Wahbe will open Spark 2021 by sharing Highspot’s vision and a blueprint for strategic enablement. FedEx Senior Sales Enablement Advisor Jeff Fedro shares how reps can stand out in the sales cycle by following specific pitching best practices.
If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. This includes everything from automating mundane tasks to lighten a rep’s workload to providing the overall strategic plan for the sales organization. What is Sales Operations?
Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Outbound Sales.
Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. Your GTM strategy will be a clear step-by-step roadmap for launching your product. What is TAS? What makes these accounts likely to close?
However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Still, you want to launch the final product strategically to ensure adoption in the long run.
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. GTM 129 Episode Transcript [00:00:00] Scott Barker: Hello, and welcome back to the GTM podcast. Thank you for rocking with me. We are in 2025.
Deciding to move forward with OEM partnerships is a strategic decision because it can have an impact on the company as a whole. This would be an upsell across all of your partner’s customer base, either directly or indirectly depending on what type of GTM strategy you choose. What joint GTM strategy options will you lead with?
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. Navigating payroll, benefits, and compliance shouldnt slow you down. Thats where TriNet comes in.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. com slash GTM. Scott Barker: And welcome back to the GTM podcast. the tools don’t make the difference.
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. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. Read the free and ungated report.
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. Did they have their own portfolio companies struggling with GTM?
Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. “Amy has a passion for the art of strategic communication and. And to always keep in mind it is about the client, not the product you are pitching.
You have to expand your focus on how you sell and make it strategic to the C-suite. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect. Miro was trying to make the shift to more of a hybrid GTM. Show and deliver business value upfront.
This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. Make content actually matter: Gartner reports a majority of millennial buyers don’t want to engage with sellers at all, so email pitches with PowerPoint attachments are dead.
Prior to joining the world of venture, Karen was a Senior Director at Apple and before Apple, Karen spent an incredible 9 years at Box as a founding member of the executive team, where she was responsible for defining and leading Box’s Industry GTM strategy. But you said, “Invest in people, not pitches.”
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