Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM

Highspot

JUNE 17, 2025

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game for mastering GTM performance. Managers can’t coach effectively. That’s where the Team Scorecard comes in.

GTM

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

Martech

JULY 17, 2025

For as long as most of us can remember, go-to-market (GTM) operations — especially marketing and sales — have been treated almost entirely as operating expenses. The logic was simple: GTM costs are short-term, their benefits too uncertain and their ties to financial outcomes too tenuous to justify anything but immediate expensing.

GTM

Martech

AUGUST 12, 2025

It takes a go-to-market (GTM) strategy that helps buyers understand what the product does, why it matters now and how it fits into their world. Dig deeper: The GTM revolution is here. Place education at the center of your GTM strategy. GTM strategy is not about overwhelming the audience with features or technical depth.

GTM

Partners in Excellence

JUNE 5, 2025

We sell change, yet we don’t change what we are doing. And because we aren’t changing, the people we want to sell change to want to change, but don’t want our help. Just look at our tech stack, we are leveraging technology to change the way we sell.” We sell and implement change! Aahh, the irony!

Sell

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. That’s TriNet, T-R-I-N-E t.com/gtm NOW. Navigating payroll, benefits, and compliance shouldn’t slow you down.

GTM

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

Heinz Marketing

JUNE 26, 2025

The real power comes from aligning your GTM teams to act on those cues. From Signals to Sequences: Activation Across Teams Capturing signals is just step one.

GTM

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

Highspot

JULY 30, 2025

In today’s selling environment, the stakes are higher than ever—and every misstep can cost you a deal. Those that do are 19% more likely to increase average selling price and 13% more likely to improve buyer engagement. The post Train Smarter, Perform Better: How Adaptive Learning Unlocks GTM Excellence appeared first on Highspot.

GTM

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. What is social selling? Nearly three-quarters (73%) of sales reps now feature social selling in their daily or weekly workload. Did you know?

B2B

Highspot

AUGUST 10, 2025

Key takeaways Sell sheets help go-to-market teams deliver relevant, consistent messaging to potential customers, making it easier to tell a unified product story in deal discussions and accelerate leads’ decision-making. This is where personalized sell sheets (a.k.a., a product sell sheet or sales sheet) comes in to save the day.

Closing

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. “We’ve reduced the emphasis on big data selling experience as the company has grown,” Cuibo shares.

Growth

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

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. A modern account-based sales strategy isn’t just about targeting the right accounts.

Sell

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

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

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

Martech

JULY 10, 2025

” Most GTM organizations are built on dozens, even hundreds, of these micro-assumptions: that buyers move through a funnel, that awareness leads to interest, leads to consideration, leads to conversion, that more content equals more leads, that the right attribution model can resolve causality, and that activity equals value.

GTM

Highspot

JULY 2, 2025

In today’s high-stakes go-to-market (GTM) environment, success isn’t defined by having the best product or service. Yet, this is exactly where many GTM teams fall short. Done poorly , GTM enablement is just another support function. When GTM enablement is done right, the results speak for themselves.

GTM

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

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

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

Highspot

JULY 30, 2025

In today’s selling environment, the stakes are higher than ever—and every misstep can cost you a deal. Those that do are 19% more likely to increase average selling price and 13% more likely to improve buyer engagement. The post Train Smarter, Perform Better: How Adaptive Learning Unlocks GTM Excellence appeared first on Highspot.

GTM

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

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Top benefits of using an AI sales assistant The best AI sales assistants automate repetitive tasks (think data entry and follow-ups) so your reps can focus on selling. Asynchronous selling Buyers don’t always want a sales call.

Sell

Partners in Excellence

JULY 21, 2025

In our GTM strategies, in our engagement strategies, we constantly look for differentiators and competitive advantage. We often talk about the human in the loop with AI, but over the past 5-7 years we’ve proactively designed out the human in the loop in our GTM strategies—independently of AI.

GTM

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product

Martech

NOVEMBER 7, 2024

They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account. Because these platforms demand continuous management and optimization, the ongoing costs of staff time and resources can be significant. That said, we live in the age of the great ABM platforms for a reason.

B2B

Highspot

JULY 29, 2025

Key Takeaways Leveraging go-to-market (GTM) task automation can ensure more on-time follow-ups with personalized content delivery to high-value prospects in your sales pipeline. Are there bottlenecks in GTM task approvals, buyer engagement, enablement content delivery, marketing campaign execution, and/or other time-consuming tasks?

Go To Market

Highspot

JULY 9, 2025

And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.

GTM

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

Sales Hacker

AUGUST 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Stevie Case is the Chief Revenue Officer at Vanta, the $4B leader in trust management and compliance automation. Watch: [link] 16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC.

GTM

Partners in Excellence

MAY 28, 2025

I see so much talk about GTM, selling, marketing, customer service strategies. ” A few weeks ago, I was speaking to a senior GTM executive at a client. This person had extensive experience in another company in a similar industry, he kept insisting on “This is the way we do Account Based selling/marketing.

GTM

Highspot

AUGUST 12, 2025

Key Takeaways Increasing go-to-market (GTM) sales velocity means aligning your teams, tools, and training to help reps move fast, stay sharp, and close more with confidence. And, if your GTM engine is standing still —relying on outdated processes and/or fragmented tools—you’re not just stalling, you’re slipping. In other words?

Pipeline