SaaStr

JUNE 24, 2025

ICONIQ’s latest report, surveying 205 GTM executives in April 2025 , reveals a market splitting in two: AI-forward companies pulling dramatically ahead while traditional SaaS companies struggle with flat growth, longer sales cycles, and declining conversion rates. This isn’t about sprinkling ChatGPT into your sales process.

GTM 77

GTM B2B SQL Quota 77

Martech

DECEMBER 2, 2024

Uncovering the “why” behind outcomes enables marketers to select and defend their go-to-market (GTM) investments confidently. Up to 56% of companies missed revenue targets in 2024, according to GTM Partners. Causal AI helps us build a GTM framework based on data-driven learning. This is where causal AI performs.

GTM 127

GTM Drivers/motivators Pipeline B2B 127

Sales Hacker

OCTOBER 11, 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. P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

JULY 17, 2024

As Emma’s company navigates from problem-market fit to product-market fit, understanding the differences between marketing and go-to-market (GTM) strategy becomes vital. While marketing focuses on developing awareness and customer preference, GTM aims to shorten the distance between the product or service and the customer.

GTM 103

GTM Product Drivers/motivators Strategize 103

Heinz Marketing

SEPTEMBER 24, 2024

Appointment Scheduling Challenge : Coordinating calendars and booking meetings with prospects is often a time-consuming back-and-forth process. AI Solution : Tools like Chili Piper and Calendly automate the scheduling process, allowing leads to book meetings at their convenience without needing human intervention.

Objectives and Key Results 101

Objectives and Key Results GTM CRM Follow-up 101

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 83

GTM Engineering Customers Cross-sell 83

Martech

JANUARY 7, 2025

In my last article on account-based expansion (ABE), I introduced the the 40/40/20 rule ; now, Ill outline a framework for GTM alignment. Monthly executive reviews to address strategic challenges. Those who move first will have a significant advantage in building the muscle memory and processes needed for successful expansion motions.

Objectives and Key Results 117

Objectives and Key Results GTM B2B Growth 117

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 70

GTM Engineering Customers Cross-sell 70

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. From demand gen to brand trust: A strategic shift In another part of the interview, I asked the CEO how he thinks about brand in the context of customer decision risk. Processing. They talk about other functions in much the same way. That would be bad.

GTM 110

GTM Drivers/motivators Legal Finance 110

Martech

APRIL 30, 2025

Processing. Dig deeper: How B2B marketing is becoming a strategic growth driver How does marketing become a stronger partner in martech? Realizing this golden age requires strategic planning, collaboration and adaptability from marketing and martech. Thats short-term thinking. Email: Business email address Sign me up!

B2B 114

B2B GTM Commission Strategize 114

Sales Hacker

JUNE 24, 2025

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.

GTM 69

GTM Legal Contract Go To Market 69

Highspot

JULY 9, 2025

Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. It goes beyond merely tracking revenue.

GTM 40

GTM Objectives and Key Results Sales Growth 40

Sales Hacker

JUNE 17, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Dennis Lyandres is an Advisor with ICONiQ and a Board Member of Speedchain and CaptivateIQ. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.

GTM 84

GTM Customers Construction X-functional 84

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. To meet rising buyer expectations and achieve predictable revenue growth, you need a smarter approach to ABS—starting with a revamped go-to-market (GTM) technology stack.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Highspot

JULY 3, 2025

Buy-in and continual support from go-to-market (GTM) leadership is crucial to building highly impactful—and high-converting—sales enablement approaches. This is especially the case in complex, high-stakes purchasing processes in which their businesses are spending tens or hundreds of thousands of dollars. What is B2B sales enablement?

B2B 52

B2B GTM Objectives and Key Results Sales 52

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.

GTM 74

GTM X-functional Start-ups Campaign 74

SaaStr

JULY 1, 2025

While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. They’ve rocketed to $6m ARR in just a few months. The latest AI B2B to go through hyper-growth. Here’s why—and what’s coming next.

Territory 86

Territory CRM Negotiate Relationship building 86

Highspot

JULY 13, 2025

By strategically positioning themselves as knowledgeable resources on their product or service category and industry through consistent interaction with their target audience, sales reps can execute social selling tactics that enable them to identify new leads and establish and deepen connections with them over time. Did you know?

B2B 52

B2B Sell GTM Cold Call 52

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. The Forrester report notes that AI agents can automate BDR/SDR outreach, improve productivity, engage in context-aware interactions and automate digital processes.

B2B 90

B2B GTM Government Strategic planning 90

Martech

NOVEMBER 21, 2024

It’s a C-suite perspective that’s not limited to GTM. From demand gen to brand trust: A strategic shift In another part of the interview, I asked the CEO how he thinks about brand in the context of customer decision risk. Processing. They talk about other functions in much the same way. That would be bad.

GTM 100

GTM Drivers/motivators Legal Finance 100

Hubspot

JULY 18, 2025

The buyer’s journey helps you attract and convert new leads by meeting them where they are in their decision-making process. At Dextego, Mantzouridou Onasi stresses how they make this a core part of the sales process. Align your entire GTM engine around one core promise. It can shorten deal timelines, too.

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

Highspot

APRIL 28, 2025

Streamline Workflows to Drive Successful GTM Initiatives Disconnected tools and siloed teams create more than inefficienciesthey create confusion. Not only do trainers and managers gain time back to focus on more strategic work, but you can also develop more effective training and coaching with less lift. Wed love to hear from you.

GTM 52

GTM Drivers/motivators Go To Market Sales 52

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. Onboarding is the highest-ROI investment you can make.

GTM 100

GTM Cross-sell Finance Price 100

SaaStr

DECEMBER 5, 2024

The Shrinking Shortlist: Winning in a Competitive Landscape The buying process has dramatically transformed: Shorter Shortlists : In just one year, vendor shortlists have condensed from 4-7 products to just 1-3. 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. GTM 139 Episode Transcript Scott Barker: Hello, and welcome back to the GTM podcast. AI capabilities that we will delegate tasks to, it will run processes in the background.

GTM 67

GTM X-functional Start-ups Relationship building 67

Heinz Marketing

JULY 18, 2025

Here are some of the services we provide: GTM Strategy: Establish foundational marketing elements (Ideal Customer Profile (ICP), buyer personas, buying committee, messaging, content, sales cycle and enablement, resources and technology, and metrics).

GTM 54

GTM Healthcare Pipeline Manufacturing 54

Highspot

NOVEMBER 24, 2024

It ensures they have the right resources, insights, and ongoing support to implement their skills and optimize their selling process after training. This cohesion not only improves internal processes but also creates a seamless experience for the customer. Together, they create a powerful combination that can impact revenue growth.

Pitch 52

Pitch Technique Sales Cross-sell 52

Martech

FEBRUARY 18, 2025

AI is driving a radical shift in how go-to-market (GTM) teams navigate an increasingly complex landscape of fiduciary responsibility. The combination of AI particularly causal AI key judicial rulings and more litigious shareholders is forcing GTM teams to elevate their decision-making. AI is making these practices impossible to hide.

GTM 105

GTM Contract Government Legal 105

Sales Hacker

JANUARY 14, 2025

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.

GTM 107

GTM Growth B2B Pipeline 107

Highspot

DECEMBER 19, 2024

The Problem: Overwhelmed Buyers, Disconnected Sellers Buyers have more information at their fingertips than ever before, but that doesnt mean the buying process is easy. Sellers want to help, but they lack the tools to simplify the buying process or engage buyers across multiple touchpoints in a meaningful way. Its quite the opposite.

GTM 52

GTM Niche B2B Sales 52

Sales Hacker

JANUARY 13, 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. For Outreach, that threshold was 25 deals.

GTM 106

GTM Cross-sell Pipeline Strategize 106

Highspot

JULY 9, 2025

Manufacturing companies that embrace AI in their go-to-market (GTM) enablement programs see up to 20% higher revenue outcomes today. The use of AI-powered coaching helps manufacturing GTM teams deliver targeted training and coaching to sharpen reps’ skills without disrupting workflow.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

Highspot

APRIL 28, 2025

Streamline Workflows to Drive Successful GTM Initiatives Disconnected tools and siloed teams create more than inefficienciesthey create confusion. Not only do trainers and managers gain time back to focus on more strategic work, but you can also develop more effective training and coaching with less lift. Wed love to hear from you.

GTM 52

GTM Drivers/motivators Go To Market Sales 52

Salesforce

JULY 25, 2024

The AWS Marketplace gives customers a single view across their IT spend, simplified procurement processes, and consolidated billing through AWS. The onboarding processes are proven and will help Certinia leverage the AWS Marketplace to create an unmatched value proposition for our customers and company.

GTM 78

GTM Growth Up-sell Represent 78

Highspot

MARCH 7, 2025

Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. They help unite your go-to-market (GTM) teams, streamline processes, and tackle tool sprawl. It builds processes that expand with you, whether you’re adding team members or entering new markets.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Hacker

JUNE 20, 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. People stay in bad processes just because it feels good to be wanted.”

GTM 99

GTM Construction Referrals Networking 99

Sales Hacker

NOVEMBER 22, 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. 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.

GTM 106

GTM Sales Represent Government 106