Tibor Shanto

SEPTEMBER 23, 2021

The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. Front-line sales managers must be engaged, empowered, and enabled to support their sellers, as they GTM to serve their buyers and customers. Everything Starts With A Definition. The Big Difference.

GTM 167

GTM Sales Consult Quota 167

SaaStr

AUGUST 29, 2022

with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. So how do modern GTM leaders build processes for growth based on their product, price point, and target customer?

GTM 96

GTM Growth B2B Territory 96

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. A product launch is a company’s meticulous process to present its new or updated product to the market. A strategic product launch targets the needs and desires of its audience. So, how do you ensure your product launch bears fruit?

Launch 59

Launch Negotiate Product GTM 59

Martech

APRIL 19, 2023

Strategic intelligence. Broadly, strategic intelligence means using BI insights to drive and support strategy. Applications of decision intelligence DI applies to various decision-making problems, such as resource allocation, risk management, strategic planning, and, yes, marketing. Next, DI reduces risk and uncertainty.

Strategize 113

Strategize GTM Healthcare Strategic planning 113

SaaStr

MAY 17, 2024

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. By painting a story.

Product 93

Product GTM Trust Growth 93

Highspot

JUNE 17, 2022

But, as strategic initiatives shift and publishers across your GTM team contribute resources, it’s easy for content libraries to become bloated, letting outdated, inaccurate messaging slip through the cracks. As a result, reps have difficulty finding the resources they need. Reduce Fragmented Messaging and Eliminate Rogue Content.

Government 52

Government GTM Strategize Education 52

Heinz Marketing

APRIL 27, 2020

Better to create a strategic product marketing plan up front to ensure the development work (big and small) aligns strategically based on what your customers need. Here’s a great GTM Decision Tree framework created by Brittani Dinsmore at Moz that helps with this.

Assembly Line 78

Assembly Line GTM Strategize Follow-up 78

SalesLoft

NOVEMBER 2, 2023

Watch the on-demand video , presented by Rebby John, Salesloft’s Senior Director of Sales Engineering. Fast forward to the present, and a significant number of organizations have ventured into AI initiatives. The inflection point for go-to-market teams Today, AI has moved to the forefront of many companies’ strategic plans.

GTM 52

GTM Tradeshows Manufacturing Go To Market 52

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. PROOF: what customer stories, reviews, or other information can you present that can be used internally by your champion to defend going with your product vs the competition. 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

SaaStr

FEBRUARY 4, 2022

Is there a key strategic issue you want the board’s thinking on? By doing this, 90% of the update content will have been covered and you can focus the agenda on more strategic topics. This should be qualitative (no slides)and present a big-picture narrative on how things are going. .

Meeting 95

Meeting GTM Strategize Follow-up 95

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. Brand marketing provides a strategic approach to building relationships between your brand and your customers. In the early stages: Use product marketing to execute the GTM strategy. Product marketing uncovers where to play and how to win.

Product 110

Product GTM Construction Launch 110

Highspot

NOVEMBER 7, 2022

A sales enablement tool should enable go-to-market (GTM) teams to support the sales team with content, training, coaching, and analytics — helping sellers provide a stellar buying experience and ultimately drive revenue growth. ” Finally, “the right mix of capabilities and complexity — plus a strategic partnership.”

GTM 52

GTM Government Sales Strategic partnership 52

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?” Your data and analytics won’t help you make bold, strategic plans. But this presents a siloed view of your business.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 1, 2021

In good times, the shield is set aside and angled parabolically to reflect back to the pure sales acumen of the sales leader boss who has scheduled themself to present in front of the next all hands meeting to show everyone that their department is the reason times are good.” — Sean Mulvihill , Founder & CEO at Storiphi.

Pipeline 92

Pipeline GTM Angle Consult 92

SaaStr

NOVEMBER 4, 2021

KBCM helpfully presents a very detailed comparison of “Rule of 40” Qualifiers (i.e. Growth + Margin = Above 40%) versus Non-Qualifiers (Below 40%): Given the wealth of information presented by KBCM, we examined the material differences. What Drives The SaaS “Rule of 40”?

Drivers/motivators 105

Drivers/motivators Profit margin Non-Profits Inside sales 105

Highspot

JANUARY 6, 2022

Buyers are getting mixed messages because they’re presented with inconsistent content, leading to confusion and overall dissatisfaction. Mis-aligned GTM execution. The ability to govern the content itself is important, but just as important is the ability to govern the way in which it’s presented. The Solution.

Government 52

Government GTM Strategize Presentation 52

Hubspot

OCTOBER 31, 2022

By gaining more exposure, the opportunity to meet new people presents itself. Barker is currently a partner at GTM Fund. Before joining GTM Fund, he worked as an evangelist and director of strategic engagement at Outreach. Pro tip: Always put your best foot forward and show your authentic self to others.

Networking 70

Networking GTM Referrals Tradeshows 70

Highspot

APRIL 23, 2020

Between the dozens of sessions and online conversations, a common theme emerged: the number one thing your enablement team should be focused on is being a strategic partner to your revenue teams. Align with Leadership to Drive Change. Sound tricky? It’s not, no matter the size of your team.

Objectives and Key Results 52

Objectives and Key Results Drivers/motivators GTM Strategize 52

Sales Hacker

MAY 26, 2021

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?

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SaaStr

OCTOBER 21, 2019

A typical workshop is broken up into a presentation portion as well as a group discussion or interactive portion. “Work Smarter Not Harder- Scaling SaaS through GTM Strategies that work” with Winning by Design Partner Shari Johnston. What is a workshop? Product Marketing Manager Calvina Cheng.

GTM 40

GTM Negotiate Launch Strategize 40

ConversionXL

JUNE 25, 2021

This plan is your go-to-market (GtM) strategy , which should be informed by: Market conditions and competitive positioning Ideal customers and target audience Product offer and pricing Lead generation and customer acquisition process. These insights will help you choose a GtM strategy that will attract, retain, and grow your customer base.

Launch 96

Launch Product Non-Profits GTM 96

The Lost Book of Sales

MAY 13, 2021

Pre-sales materials and presentations 2. Maybe the strategic priority is to get new logos instead of just cold-hard revenue. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. Discovery call and demo structure 3. IT and security certifications 5.

Quota 59

Quota GTM Commission Territory 59

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Julie Hanson – Sales Presentation Expert | Author of Sales Presentation for Dummies.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

InsightSquared

NOVEMBER 17, 2017

I had a chance to learn about topics that were as varied as our role (sales operations) – from the tactical sessions about project management and Salesforce automation, to the strategic sessions that covered revenue operations and go-to-market strategies for a scaling business.

GTM 54

GTM Sales Represent Strategize 54

ConversionXL

JULY 11, 2016

Some findings from ConversionXL Institute were presented: Add relevant and familiar trust symbols. Present your value proposition appropriately. Check out the GTM Container of TNW. Mercer presented the best ways to use GTM like a top marketer: Use built-in tags as often as possible. Test big, bigger, biggest.

E-commerce 79

E-commerce A/B testing GTM Drivers/motivators 79

SalesLoft

JULY 11, 2019

How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy? How can you involve the champion in the buying process and inspire them to co-present the solution? How advice does Stephanie have for identifying a mentor? What exactly is value engineering? That was a huge change in our sales muscle.

Engineering 45

Engineering GTM Territory Strategize 45

Lead Fuze

JANUARY 1, 2022

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?

Negotiate 52

Negotiate Profit margin Contract GTM 52

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 process of these strategies involves strategically propelling prospects through the sales pipeline toward making a purchase. A general cold calling structure looks like this.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Special Offers (So) The final element is the special offer.

B2B 90

B2B GTM Objectives and Key Results X-functional 90

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ 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. trillion worth of funding. Only about 1% reach that honor.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. The decision to move forward is considered strategic because OEM partnerships can have a wide-ranging impact across an organization. And if yes, to what extent?

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

FEBRUARY 1, 2024

But, as you grow, you start to reach the limits of what your original ICP presents. The last vector of growth that creates complexity is Go-to-Market (GTM), and how you create a GTM motion can make or break your growth cycle. This decision impacts strategic planning and execution. What is the unifying framework?

GTM 77

GTM Growth Education Strategic planning 77

Martech

NOVEMBER 20, 2023

Presentation is a key distinction here as well. Create a strategy Don’t be haphazard about your curation process; be strategic. Dig deeper: 3 ways to rethink content’s role in your B2B GTM strategy Build that sense of community by inviting comments to posts and sharing your own thoughts and responses.

B2B 129

B2B Entertainment GTM Niche 129

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. You can create a GTM plan for a new service, a new branch of your company, or even an entirely new business. Strategize ways to tap into your existing customer base. Now, let’s get started.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Be able to define and map GTM processes and workflows, identify gaps, and iterate and improve. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

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. And see you guys in the next presentation. Matt Garratt: Right, thanks so much. Deborah: Thanks.

GTM 65

GTM Healthcare Pipeline Sales 65

Sales Hacker

DECEMBER 4, 2019

Let’s look at GTM (go-to-market) processes. In the GTM process, there are two parallel priorities — one focused on the external , the other on the internal. There is the go-to-market motion , which is different from GTM plan itself. Both are strategic and both are parallel. PMM shouldn’t shoulder the whole burden.

GTM 57

GTM Sales Education Territory 57