Sales Hacker

FEBRUARY 3, 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. “If you lose a top performer, their quota still needs to be met.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Sales Hacker

APRIL 25, 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. The future of GTM is AI-powered. Be the quarterback of the deal.

Growth 72

Growth GTM Cross-sell Negotiate 72

Sales Hacker

SEPTEMBER 30, 2022

Hannah Ajikawo – Practice Lead, GTM Strategy, EMEA at Skaled. You’ll learn: Why women achieve 8% higher quota attainment than men. The post Level Up Your Soft Skills: It’s Not Too Late to Bring Buyers to the Table and Hit Q4 Quota appeared first on Sales Hacker. Why soft skills are actually a super-power.

Quota 95

Quota GTM Strategize Up-sell 95

Partners in Excellence

AUGUST 6, 2024

We have long been consumed with efficiency in our GTM efforts. There has been no part of our GTM strategies that we haven’t been able to drive stunning levels of efficiency. But our adoption of these principles into our GTM efforts have completely lost this. We can incorporate engagement data.

GTM 139

GTM Quota Technique Pipeline 139

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? That means generally spending $3 in sales and marketing to generate $1 in net new ARR.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

SaaStr

NOVEMBER 1, 2023

Learn six GTM models Divvy used on their incredible journey from 0 to a $2.5B So, before you start thinking about these GTM models, you have to think about the attributes of your team. And remember, the GTM models that work for Divvy only worked because the team was great. All they need are the quota and goal numbers.

Go To Market 110

Go To Market GTM Quota Up-sell 110

Highspot

AUGUST 13, 2024

In the GTM world, it’s the silos that kill successful execution. Companies that stay ahead of the competition are the ones that can successfully translate strategy into execution, and break down these silos with a connected GTM. To achieve this, a strong Marketing – Sales Enablement partnership is absolutely essential.

GTM 105

GTM Sales Pipeline Quota 105

SaaStr

NOVEMBER 30, 2023

General Partner Doug Pepper and General Partner and Head of Analytics at ICONIQ Growth, Christine Edmonds, share the art and science of scaling GTM at this year’s SaaStr Annual. The Early Stage — $0 to $20M ARR The early stage is crucial for GTM. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 111

Go To Market GTM Cross-sell Growth 111

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.”

GTM 123

GTM Quota Contact Construction 123

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). With systems thinking, the whole is greater than the sum of its parts. Everything Starts With A Definition.

GTM 167

GTM Sales Consult Quota 167

Sales Hacker

JUNE 16, 2021

Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. What is sales enablement? Training platforms.

GTM 122

GTM Contract Quota CRM 122

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. 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. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Experimental vs. Scale.

Go To Market 128

Go To Market Growth GTM Product 128

Partners in Excellence

APRIL 10, 2024

But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. Each is doing their job, yet the organization is failing to reach it’s goals, yet roughly 40% are making their quotas. For those of you scratching your heads, let me describe the tolerance tack up error.

GTM 133

GTM Manufacturing Meeting Quota 133

Partners in Excellence

MAY 15, 2024

We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. Some of these include: Hot products, hot markets: While these drive short term growth, often in spite of anything done in the GTM efforts, these, alone, don’t drive sustained high performance.

GTM 139

GTM Quota Technology Technology 139

Sales Hacker

SEPTEMBER 15, 2022

Yet, today, GTM teams are expected to do more with less — meaning it’s harder than ever to build a quality pipeline. You’ll learn: How to empower your reps to hit their quota. More than 65% of B2B organizations rank sales productivity as a top challenge. Join Kate Mattos (Sr. Why the future of sales is insight-driven.

Sell 98

Sell GTM Quota Pipeline 98

SaaStr

JULY 5, 2023

And when everyone is in perfect unison, it’s magic for a GTM leader. Model 2: Budget, Quota, Goal — The Formula To “Beat and Raise” Many people experience the challenge of balancing needing to present a plan they can beat and exceed expectations to a board or CEO without leaving growth on the table. Budget, Quota, Goal.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

JULY 19, 2023

Step One: Run Your Numbers It may seem basic, but start by reviewing your numbers, especially those associated with your GTM strategy or GTM funnel. Step Three: Map Your GTM to Your Acquisition Funnel The next thing to think about is how the go-to-market organization maps to the customer acquisition funnel. Sign up for free.

GTM 98

GTM Growth Referrals Quota 98

Highspot

DECEMBER 9, 2024

These rich insights surface best practices and shared knowledge that make a difference in sellers ability to attain quota. The ability to connect the dots between all the different parts and pieces of the GTM sales process is its superpower.

GTM 52

GTM Customer Relationship Management Technology Technology 52

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP.

GTM 71

GTM B2B Drivers/motivators Manufacturing 71

Sales Hacker

MARCH 15, 2022

Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. He’s worked closely with C-level executives to refine their GTM hiring practices. A bunch of guys on campus created a startup, but they didn’t have any GTM expertise.

GTM 104

GTM Technical Sales Quota Growth 104

Partners in Excellence

JANUARY 29, 2024

” Door #1: Behind this door is a GTM strategy focused on leading with products and services. And, based on the data from others using this approach, roughly 40% will achieve quota. Significantly more of your sellers will make quota, further driving revenue growth and profitability. CROs which will you choose… ?”

GTM 106

GTM Quota Presentation Up-sell 106

Sales Hacker

AUGUST 26, 2022

There are several such invisible leakages that keep happening throughout the go-to-market (GTM) funnel because of lack of good quality activity data and a unified visibility into them for the entire organization to refer to. If a rep consistently hits their sales quota, what is their secret? Know which activities drive results.

GTM 107

GTM CRM Pipeline Contact 107

SaaStr

MARCH 20, 2024

In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same. We can not hire more salespeople, increase quotas, and make more money.

Quota 122

Quota Finance Drivers/motivators Growth 122

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Clay | Best Data Enrichment Platform For Prospecting Clay is an increasingly popular tool in the GTM space that helps teams build prospecting workflows and land more meetings.

B2B 124

B2B Prospecting Sales Price 124

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. We have to look at different metric than just quota attainment. Those things will come later.

GTM 86

GTM Pipeline Healthcare Sales 86

Sales Hacker

OCTOBER 7, 2019

What You Need to Know About SaaS GTM Models. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Your GTM approach determines the type of sales roles you hire, the technology you implement, and your overall approach to demand generation. Infographic).

GTM 82

GTM Education Sales Contract 82

SaaStr

OCTOBER 27, 2023

As a sales leader, you can’t own a full quota and manage eight reps. Should a VP of Sales hold a quota? But it can be distracting for engineering, product, and GTM teams. A VP of Sales should hold a quota initially, but not permanently. If you can’t afford it, you can’t afford it. Sometimes, yes.

Strategize 111

Strategize Growth Niche Quota 111

SaaStr

MAY 8, 2024

Q: When it comes to GTM efficiency, what are the most important leading indicator metrics? The most destructive thing across startups today is too low quota attainment. You need a majority of your sales team hitting quota or people don’t feel good, and they start to believe they can’t do it. Nothing has changed,” Jason says.

Quota 110

Quota Price GTM Finance 110

Sales Hacker

MAY 23, 2023

Shortly after that, I co-founded The Quota , a newsletter for salespeople. Don’t say ‘how are you currently optimizing your GTM process?’ Once you understand this, and practice the steps above, you’ll be able to better connect with founders — and breeze by your quota. Take my word for it: I’m a (co)founder myself.

Sell 109

Sell Quota GTM Up-sell 109

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. Owner’s journey sets the stage for Kyle’s top three lessons for building GTM efficiency.

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

Highspot

APRIL 9, 2025

With one unified platform for GTM enablement , your team gets instant access to current and approved materials. Rely on training and manual audits. Training helps, but even the best teams cut corners when theyre under pressure to hit goals. Centralize and govern your content. You can also track every interaction automatically.

Government 52

Government Relationship Management GTM Clients 52

Sales Hacker

JUNE 27, 2022

Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. How to leverage the IRP to create a team of quota crushers. As such, it’s a best practice to create a separate IRP for each key role. The first step is to determine the roles for which you’ll create IRPs. However, some carry more weight than others.

Objectives and Key Results 122

Objectives and Key Results Objection handling GTM Quota 122

SaaStr

JULY 20, 2022

Mistake #1: Premature GTM acceleration. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. Dave Kellogg, Executive-In-Residence at Balderton Capital, breaks down the most common mistakes companies make when going from startup to scale-up. You can see Dave’s slides here.

Cross-sell 104

Cross-sell GTM Finance Growth 104

Sales Hacker

DECEMBER 4, 2019

According to Sales Enablement Pro’s 2019 report , formalizing enablement in organizations results in higher win rates, as well as overall better quota attainment. 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.

GTM 65

GTM Sales Education Territory 65

Hubspot

MARCH 26, 2025

They become an indispensable part of the workflow automating tedious tasks, surfacing key insights, and helping reps hit quota. Source Core features: All-in-one GTM enablement platform that makes it easy for reps. Ive worked with businesses that spend thousands on software that sales teams end up barely using. Other tools?

Price 53

Price CRM Sales GTM 53

SaaStr

NOVEMBER 3, 2023

Before talking about customer acquisition, it’s worth noting the greatest strength of Toast’s GTM motion — The partnership between their sales and marketing organizations. Inside reps have the same quotas and expectations. You scale the inputs, not the outcomes, so folks solely focused on outcomes (quotas) don’t create value.

Growth 108

Growth Territory Referrals Customers 108