Sales Hacker

JANUARY 24, 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. Many companies overthink pricing or delay important decisions.

GTM 95

GTM Cross-sell Finance Price 95

Sales Hacker

SEPTEMBER 18, 2024

This is a special 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. Feedback from GTM leaders echoes this notion. It may come at a price, but that price if often worth it in the long run.

GTM 121

GTM Sales Growth Represent 121

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM 66

GTM Engineering Customers Cross-sell 66

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 118

GTM Growth Referrals Cross-sell 118

Martech

SEPTEMBER 14, 2023

Continuing to navigate the “next normal” world, marketing and GTM teams have been under new pressures due to inflation, talent shortages, slowing economic conditions, possible renewed COVID restrictions, and the digital transformation hangover. Price and product are only two of many operational GTM levers.

GTM 135

GTM Market share Growth Technology 135

Sales Hacker

MARCH 12, 2024

17:15) The future of M&A: Ecosystems and strategic partnerships. (23:10) 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. The post GTM 85: A $2.6 23:10) Diving into ecosystem-led growth (ELG). (24:14)

GTM 120

GTM Growth Strategic partnership Pipeline 120

SaaStr

DECEMBER 5, 2024

Strategic Imperative : To stand out, you must: Leverage buyer intent signals Clearly articulate your unique value proposition Engage economic buyers (often the CFO) early in the sales process 3. Join C-suite execs, including SaaStr CEO and Founder, Jason Lemkin and GTM leaders, as he shares what it takes to win the AI race.

GTM 109

GTM Cold Call Follow-up Technology 109

Sales Hacker

MARCH 25, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Ray Smith is the VP of AI Agents at Microsoft. Why traditional SaaS pricing models (like per-seat) dont work in the agent era. 25:15 Why legacy SaaS pricing models dont work for agentsand what comes next. There was an obvious way to.

GTM 65

GTM X-functional Start-ups Relationship building 65

Sales Hacker

OCTOBER 25, 2024

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. But over time, they realized that what users really wanted wasn’t another blog post about Bitcoin – they wanted pricing information. The key is intent.

Product 64

Product GTM Niche Growth 64

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 104

GTM E-commerce B2B Profit margin 104

SaaStr

NOVEMBER 28, 2022

We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. With a new product launch, you may shift from a flat monthly subscription fee to a consumption-based pricing model. The secret to aligning GTM & finance teams. Era 3, SaaS 3.0: Geographical expansion.

Finance 98

Finance GTM Government Territory 98

Martech

APRIL 1, 2025

Looking to research your target audience so you can craft a more relevant GTM strategy and more powerful messaging? Pricefx is a SaaS tool for complex pricing environments, such as manufacturing and distribution, on a global scale. It promises higher margins thanks to flexible AI-supported price optimization capabilities.

B2B 85

B2B GTM Territory Manufacturing 85

SaaStr

MARCH 18, 2025

Distributed Teams Were a Feature, Not a Bug, Even on GTM Team The pandemic forced a distributed model with teams spread across Denver, Colorado, and Tel Aviv. Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team.

GTM 71

GTM Pipeline Trust Price 71

Sales Hacker

APRIL 1, 2025

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.

GTM 62

GTM Up-sell Start-ups Gaming 62

Sales Hacker

SEPTEMBER 13, 2024

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 phenomenon called Price’s Law – let’s get into it. This was a collaboration piece between our network of GTM leaders and Kyle Poyar.

GTM 113

GTM Pipeline Finance Growth 113

SaaStr

OCTOBER 3, 2022

Designing the GTM model. When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. What is the pricing? Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Establish the GTM coverage model.

GTM 109

GTM Strategize Government Inside sales 109

Martech

JULY 3, 2023

” Brands were working on transformative GTM efforts pre-pandemic. From my analysis, the significant new GTM investments we saw led to severely diminishing returns. They shared our long-term GTM mindset and that helped to make them resilient through the pandemic. More GTM tactics to shift away from Sidelined partnerships.

Go To Market 117

Go To Market GTM Strategize Growth 117

SaaStr

AUGUST 2, 2024

Canva Head of Sales and Success for EMEA, Jorge Bestard, and Head of Strategic Sales for EMEA, Daniela Nyarko, share Canva’s journey from PLG to Enterprise, strategies to navigate the PLG trap, and why it’s so attractive. The GTM strategy is easy to use and caters to small teams around productivity and collaboration.

GTM 113

GTM B2C Growth Sales 113

SaaStr

MAY 28, 2025

With $110M in adjusted free cash flow this quarter alone, they’ve positioned themselves with significant capital to reinvest in growth opportunities, potentially including strategic acquisitions to expand their platform capabilities. And a Few More Interesting Learnings: 6. And a great recent deep dive with co-CEO Eran Zinman here:

Non-Profits 75

Non-Profits Profit margin Cross-sell Represent 75

SaaStr

APRIL 4, 2023

Managing Partner of CIPIO Partners, Rolan Dennert, shares how companies need to readjust and rethink GTM fit — and even product market fit — from time to time. And your CAC target defines your GTM strategy. This means you can raise prices, add modules, and expand, increasing the average revenue per customer account (ARPA).

Go To Market 98

Go To Market GTM Strategize Growth 98

SaaStr

NOVEMBER 1, 2022

Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Learnings on GTM. Pricing/Packaging (PP) is a key component of GTM. PP could be a strategic enabler of GTM scale up if done well.

GTM 117

GTM Niche Cross-sell Contract 117

SaaStr

SEPTEMBER 29, 2023

On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. There are advantages beyond higher pricing, with higher pricing being the smallest advantage. But when they pulled it open, only 20% of the lift was explained by higher pricing.

Product 113

Product GTM Cross-sell Commission 113

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 113

GTM Growth B2B Territory 113

Sales Hacker

FEBRUARY 7, 2018

One of the keys to growth in today’s business model is to identify the most effective and efficient GTM model using a variety of sales and marketing channels. The challenge is that organizations are primarily looking at the result, not using metrics to measure effectiveness and efficiency of each GTM strategy.

Growth 99

Growth GTM SQL Strategic partnership 99

Martech

DECEMBER 26, 2023

This added context gives customers, as well as marketers, more confidence for higher-priced sales. 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.” Get MarTech! In your inbox. “The

Customers 145

Customers Retail GTM B2B 145

Hubspot

MARCH 26, 2025

Pricing : Free plan available. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Pricing: Custom pricing based on team size. Side note: I dont *love* how complicated it is to find pricing information.) (Side note: I dont *love* how complicated it is to find pricing information.)

Price 53

Price Sales CRM GTM 53

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. These documents include: Your price sheet : Pricing is different in every organization. Some companies are very open about their pricing (listed on their website) while others are a bit more… coy.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Salesforce

APRIL 7, 2022

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.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

NOVEMBER 24, 2021

Pothole #2 – Increasing Pricing Rate Without a Sustainable Moat. Raising prices might seem like a quick win to grow your revenue, but it’s critical to bear in mind the effect increased prices will have on your sales cycle, close rates, and disruption risk. Sell it to your market for half the price.

GTM 102

GTM Price Promote Commission 102

Martech

MAY 28, 2024

I think HubSpot has outpaced any other offering in the space and will soon be the go-to player for all things GTM. It is a valuable tool for having your entire go-to-market (GTM) organization stay active and cohesive on LinkedIn. Canva makes it easier and quicker — all with a cheaper price tag than the competition.

GTM 129

GTM Drivers/motivators B2B Campaign 129

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 127

Strategize Healthcare GTM Strategic planning 127

SaaStr

AUGUST 8, 2022

Oh anddddddd… Grab a team pack with tickets starting at only $1049 per person – that’s a savings of at least $650 off individual ticket prices. (We With sessions like… Optimizing GTM for PLG . Building a Scalable GTM Motion on a Shoestring Budget. More… Michelle Adams, CRO @ Algolia.

GTM 98

GTM Launch Networking Growth 98

SaaStr

OCTOBER 10, 2023

Let’s look at the pros and cons Founder-led Sales Pros: Flexibility as a founder in terms of how you craft messaging, pricing, etc. Early first-hand knowledge leads to rapid fixes to the product, pricing, and packaging. More often than not, sales and GTM are the limiting factors for growth. How do you do it?

GTM 110

GTM Cross-sell Price Sales 110

SaaStr

MAY 17, 2023

And that’s why CoSell was created, to increase the chance of startups making it by helping GTM teams tap into and connect with people who can help them take the most strategic path to customers with credibility and warmth — because 90% of those startups won’t survive. No one wants to throw money at something that falls flat.

GTM 96

GTM Cold Call Customers Networking 96

Sales Hacker

MAY 5, 2021

Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Pricing and packaging strategies. Follow Feras for great content like how to modernize your GTM strategy and RevOps is like a dope sneaker collection. Keith Jones , Manager of GTM systems at MURAL.

GTM 119

GTM Consult Territory Real Estate 119

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Is Your GTM Strategy Poking Holes In The Ship GTM strategy has been one of the biggest areas of inefficiency over the last two years.

GTM 70

GTM Growth Profit margin Contract 70

Highspot

NOVEMBER 24, 2024

Unify Go-to-Market (GTM) Teams Sales enablement training eliminates silos between sales, marketing, product, and the rest of the go-to-market team because it aligns everyone around the same tools, messaging, and goals. Here’s how it can enhance your sales team’s performance: 1.

Pitch 52

Pitch Technique Sales Cross-sell 52