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 107

Go To Market GTM Cross-sell Growth 107

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. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. Belal batraway, head of Go-to-market, GTM buddy. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

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? Visibility ? Productivity ? Predictability.

GTM 103

GTM CRM Pipeline Contact 103

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

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. He was also my VP of Strategic and North America Sales at SuccessFactors, when we drove four straight years of 100% or more ARR growth.

GTM 59

GTM Appointment Sales Strategize 59

Sales Hacker

OCTOBER 4, 2022

Take advantage of the corporate membership and enroll your GTM team in our industry-leading courses, including marketing, sales, sales development, and revenue operations. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to identify and drive winning sales rep behaviors so you can beat quota every quarter.

Clients 100

Clients Hospitality Entertainment Quota 100

Sales Hacker

APRIL 29, 2021

To avoid either extreme, when reps are either too involved or not involved enough, the solution is a content supply chain, or a deliberate process for writing, approving, enabling, and sunsetting content in a way that supports your GTM strategy as well as captures the voice of your sales team.

A/B testing 114

A/B testing Sales Quota Promote 114

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 63

GTM Sales Education Territory 63

SaaStr

JANUARY 25, 2021

In general, smaller companies, the channel partners, have their ear to the ground at strategic accounts and will know who is on a budget cut, budget freeze, their corporate objectives for 2021, and how a company offering will map to it. Optimize Your GTM Tech Stack to Further Enable Your Remote Sales Team.

Cross-sell 86

Cross-sell GTM Sales Territory 86

InsightSquared

APRIL 1, 2020

Are all teams aligned with the strategic growth initiatives? Walk everyone through a snapshot of your quarterly dashboard including items like bookings versus goal, average deal size, win rate, sales cycle and rep quota attainment. Do we need to make any adjustments in our go-to-market plan? This dashboard contains performance metrics.

GTM 71

GTM Strategize Quota Meeting 71

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 72

GTM Pipeline Healthcare Sales 72

Sales Hacker

NOVEMBER 15, 2017

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. . Key Accounts.

B2B 105

B2B E-commerce Cold Call Represent 105

Hubspot

OCTOBER 31, 2022

Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. Barker is currently a partner at GTM Fund. Before joining GTM Fund, he worked as an evangelist and director of strategic engagement at Outreach. He mastered the art of sales networking to perfection.

Networking 81

Networking GTM Referrals Tradeshows 81

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. She is an experienced and strategic GTM leader who loves driving revenue growth.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. What’s missing is a strategic approach that unites all your revenue-generating teams. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey.

Cross-sell 93

Cross-sell Technology Technology GTM 93

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. It’ll keep you focused on the team level.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

OCTOBER 17, 2023

Bake Flexibility into the $2M-$6M Stage of Growth Customer success benefits customers, but it also supports the entire GTM. Early sellers are meeting quotas. If you reasonably believe velocity will pick up, sellers are getting to quota quickly, and the math is right, it might be time to hire a Head of Customer Success.

Cross-sell 67

Cross-sell Customers GTM A/B testing 67

The Lost Book of Sales

MAY 13, 2021

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. OTE is your base salary + commission you receive when you've reached your 100% sales quota.

Quota 59

Quota GTM Commission Territory 59

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.”

Government 52

Government GTM Sales Strategic partnership 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 68

Territory Objectives and Key Results Finance Cross-sell 68

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Because sales playbooks require you to document specific actions reps need to take in order to achieve that goal, GTM teams need to understand which initiatives are necessary to make that goal a reality.

Territory 52

Territory X-functional Sales Cross-sell 52

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 104

GTM Sales Represent Government 104

Veloxy

FEBRUARY 15, 2024

Listening to these top sales podcasts can help professionals enhance their skills, stay informed about new developments in the field, and gain strategic advice from seasoned sales experts for career advancement and sales success. The GTM Podcast, (formerly Sales Hacker Podcast) is another notable standout among the best sales podcasts.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

OCTOBER 7, 2021

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. I managed a team of senior sales people and carried an individual quota.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Salesforce

DECEMBER 2, 2022

But if you haven’t already hit your quota, it’s not too late. Head of GTM, GTM Buddy. If you need to make, on average, X number of calls per day and send Y number of emails per day to get to your quota, why not make X + 5 or Y +10? It’s the end of the year, and you know what that means: it’s closing time.

Closing 98

Closing GTM Quota Pipeline 98

Salesforce

MAY 2, 2022

Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Why you should follow Alexine: With over nine years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, high achievement recognitions, and a track record of surpassing quota. Head of GTM, GTM Buddy, Atlanta, Georgia.

Gaming 98

Gaming GTM Consult Sales 98

Highspot

SEPTEMBER 10, 2024

This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. In fact, social sellers are 66% more likely to drive pipeline and hit their quota. Predictable Pipeline is Possible Marketing isn’t about leads, it’s about pipeline.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Sales Hacker

FEBRUARY 19, 2019

But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota. In this webinar , Dan showed us how to successfully map accounts and key contacts and how to use that map to strategize more effectively.

Cold Call 13

Cold Call Inside sales Sales B2B 13

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.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Highspot

FEBRUARY 17, 2025

Sales teams are also introducing new AI solutions , adding another set of tools to master while managing a web of customer relationships and trying to meet quota. Heres why strategic integrations and tool consolidation are crucial for making that happen. In 2025, sales organizations need to master their use of AI to succeed.

GTM 52

GTM Customer Relationship Management Quota Relationship Management 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 75

GTM Growth X-functional Referrals 75

SaaStr

JUNE 3, 2025

AI doesn’t have quota pressure. The survivors will be those who can do what AI can’t: ask the right business questions, provide strategic guidance based on deep experience, and handle the most complex, high-stakes conversations. How many times have you been burned by a sales rep who oversold capabilities? Everyone else?

Relationship building 88

Relationship building GTM Commission Niche 88

SaaStr

APRIL 1, 2025

Sam Blond and Jason Lemkin joined together for a live SaaStr Workshop Wednesday looking at what has and what hasn’t changed in 2025 in GTM in general and in the age of AI. This shifted their investment from sales productivity tools to deep technical enablement for their sellers.

GTM 76

GTM Territory Cold Call Price 76

Sales Hacker

DECEMBER 10, 2024

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. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Episode Transcript Scott Barker: [0:00] Welcome to the GTM Podcast. Feeling that AI FOMO?

GTM 110

GTM Construction Up-sell Cross-sell 110

Sales Hacker

MARCH 10, 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 the first five years, the company lacked a formal sales playbook.

GTM 69

GTM Construction Launch Quota 69