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. Companies are increasingly relying on AEs for both lead qualification and direct selling, while SDR roles are declining.

GTM 124

GTM Sales Growth Represent 124

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable.

Go To Market 133

Go To Market Quota GTM Price 133

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 123

GTM Growth Referrals Cross-sell 123

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. The first GTM hires are your most important Your initial sales team sets the culture and performance bar.

GTM 98

GTM Territory Pipeline Growth 98

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” In B2B , GTM strategies have been a part of company planning forever. So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? No longer are we selling a product and moving on.

GTM 130

GTM B2B Drivers/motivators Sports 130

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. Scott Barker: [00:18:00] How did you think about defining your ICP?

GTM 75

GTM X-functional Start-ups Campaign 75

Sales Hacker

OCTOBER 25, 2023

See this live in action: [link] The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 123

GTM Consult Sell Engineering 123

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. The same is true for your first 5-10 reps.

GTM 124

GTM Pipeline Growth Quota 124

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. Insight from a $1.3B acquisition by Adobe.

GTM 100

GTM Cross-sell Finance Price 100

Highspot

APRIL 28, 2025

Streamline Workflows to Drive Successful GTM Initiatives Disconnected tools and siloed teams create more than inefficienciesthey create confusion. From customized messaging to dynamic microsites, personalized digital experiences have become the standard for modern selling. Wed love to hear from you.

GTM 52

GTM Drivers/motivators Go To Market Sales 52

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 109

GTM Construction Quota Growth 109

SaaStr

DECEMBER 12, 2023

The landscape for Go-to-Market (GTM) will be changing over the next 12 months in terms of roles within GTM, in combination with how buyers make purchases and the decision-makers involved. The reality is that the way we sell now should be focused on the buyer. They’re ideal, and you’ll sell them. Red is a no-go.

GTM 119

GTM CRM Pipeline Referrals 119

Martech

APRIL 3, 2023

Here’s an example: As a SaaS company selling project management tools to enterprise-level businesses, you implement a conversational marketing strategy to engage busy executives looking to streamline their team’s workflows and increase productivity. Dig deeper: What is personalized marketing and how is it used today? Get MarTech!

GTM 129

GTM B2B Conversion Objectives and Key Results 129

Sales Hacker

JUNE 4, 2024

Discussed in this Episode: The importance of deeply understanding your industry and product when selling AI. How to train your sales team to sell to highly technical buyers and decision-makers. The post GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks appeared first on GTMnow.

GTM 117

GTM Networking Process B2B 117

Highspot

APRIL 28, 2025

Streamline Workflows to Drive Successful GTM Initiatives Disconnected tools and siloed teams create more than inefficienciesthey create confusion. From customized messaging to dynamic microsites, personalized digital experiences have become the standard for modern selling. Wed love to hear from you.

GTM 52

GTM Drivers/motivators Go To Market Sales 52

Sales Hacker

JANUARY 17, 2024

Leena Joshi is Co-Founder & CEO of CloseFactor , a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. How selling value is a tactic that is working for CloseFactor.

GTM 119

GTM Pipeline CRM Go To Market 119

Martech

NOVEMBER 21, 2024

I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount. It’s a C-suite perspective that’s not limited to GTM. Our company is spending a bit more than a billion dollars in 2024 on our go-to-market. But what about the rest?

GTM 105

GTM Drivers/motivators Legal Finance 105

Sales Hacker

DECEMBER 22, 2023

GTM Leader Perspectives Highlighting 25 GTM perspectives on what is working and career advice “What’s one tactic or strategy that’s working for you?” Being willing to co-sell ( Jamal Reimer – former Commercial Vice President at Saama, current Founder of Enterprise Sellers). Want to beat your competitors?

GTM 113

GTM Construction Consult Promote 113

Gong.io

DECEMBER 21, 2021

If you don’t break your GTM model, your growth will. In their initial stage of growth, most CEOs, CROs and CMOs expect that if they can crack the code on their company’s go-to-market (GTM) model — product-market fit, ideal customer profile, differentiated value, market positioning, and sales model — then they can just focus on executing it.

GTM 118

GTM Objectives and Key Results Growth Pipeline 118

Sales Hacker

JUNE 12, 2024

Strategies for pricing new products and cross-selling within an existing customer base. The GTM Podcast Features conversations with well-known tech executive, VC, and founders – the expert operators in the trenches who have been there, done that’ to build some of the fastest-growing software companies.

GTM 124

GTM Engineering Growth Cross-sell 124

Martech

SEPTEMBER 12, 2024

In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” A unified view of B2B buying and selling. . “This is the place where sales and marketing teams are falling in love again.

Assembly Line 115

Assembly Line Contract B2C GTM 115

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. As Arlen Plaister (GTM Operator & Advisor) explains, “Seller authenticity comes through most clearly at the point of sale. In short: to sell the way you buy. Let’s get into it. It doesn’t stop – at all.

Sell 121

Sell GTM Sales Up-sell 121

Martech

OCTOBER 22, 2024

Dig deeper: A scoring model your GTM team will fall in love with 3. Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring. Conversely, lower points should be given to leads outside your service area.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122

Sales Hacker

APRIL 30, 2024

The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. The post GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin appeared first on GTMnow.

GTM 121

GTM Customers Contract Go To Market 121

Sales Hacker

MARCH 30, 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. One theme was clear: AI is touching every part of go-to-market.

Cold Call 70

Cold Call GTM Objection handling Sales 70

Partners in Excellence

MARCH 19, 2025

That’s how designing and executing your GTM/selling strategies work! If it isn’t producing the desired outcome, then there is something flawed in the design or in what you are doing!”

GTM 123

GTM Quota Start-ups Presentation 123

Martech

MAY 10, 2024

I’ve experienced every way of defining the individuals we attempt to communicate to, engage with and sell to from both an individual and brand level. Whichever it is, it’s great insight when refining your entire GTM program. The post A scoring model your GTM team will fall in love with appeared first on MarTech.

GTM 115

GTM Education Up-sell Contact 115

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. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud.

GTM 68

GTM X-functional Start-ups Relationship building 68

Sales Hacker

APRIL 23, 2024

Discussed in this Episode: The evolution of customer intelligence from intent data to signal-based selling. 11:07 – Differences between intent data and signal-based selling. Why a modern go-to-market approach requires moving beyond legacy CRM systems. 7:09 – The evolution of data collection and actionability in RevTech.

GTM 115

GTM Customers Go To Market CRM 115

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 121

GTM Growth Referrals Contract 121

Martech

APRIL 30, 2025

The best marketers sell every day of their lives. Dig deeper: The hard truth about what AI will do to GTM The post B2B marketing cant hide from change forever appeared first on MarTech. B2B is personal it always has been and always will be. The personal touch is the best way to generate trust and trust is everything to a buyer.

B2B 101

B2B GTM Strategize Commission 101

SaaStr

JULY 5, 2024

What are the biggest GTM mistakes founders make? GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. Let’s jump right in.

GTM 84

GTM Cross-sell X-functional Pipeline 84

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

AUGUST 15, 2023

Links and Resources Anna’s Linkedin: [link] The GTM Podcast Don’t miss The.GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. The post GTM 54: Resilience is Your Willpower with Anna Baird appeared first on GTMnow.

GTM 98

GTM Strategize Promote Start-ups 98

Partners in Excellence

FEBRUARY 9, 2025

In selling and GTM, we have our playbooks. For example, in selling, our playbooks help us focusing on executing our company strategies with our customers. For example, imagine an organization that has a 9-12 month selling cycle. We all have playbooks. All our leaders have their playbooks.

GTM 120

GTM Gaming Manufacturing Consult 120

Partners in Excellence

MARCH 20, 2025

Typically, I take controversial positions on GTM, selling, leadership and other business issues. I have cautiously avoided writing about anything that could be construed as “political.” ” I can no longer stand by silently. It would be irresponsible, I have to speak out.

GTM 88

GTM Sell 88