Sales Hacker

MAY 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. This regular rhythm creates space to: Identify where GTM is off-course.

GTM 103

GTM Cross-sell Pipeline Launch 103

Sales Hacker

OCTOBER 15, 2024

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. Lessons learned from growing and selling a bootstrapped services business.

GTM 108

GTM Growth E-commerce Pipeline 108

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 132

Go To Market Quota GTM Price 132

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA.

GTM 83

GTM Territory Gaming Sales 83

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 66

GTM Engineering Customers Cross-sell 66

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. 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.

GTM 97

GTM Territory Pipeline Growth 97

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. Processing.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

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. ” As far as incorporating back-office data in the customer dataset, Pinkerton says some of Oracle’s competitors are playing catch-up. Processing.

Assembly Line 120

Assembly Line Contract B2C GTM 120

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 62

Sell GTM Up-sell Follow-up 62

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 133

GTM B2B Drivers/motivators Sports 133

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. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.

GTM 121

GTM Sales Growth Represent 121

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” 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. I knew he had it. That would be bad.

GTM 113

GTM Drivers/motivators Legal Finance 113

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 104

GTM Construction Quota Growth 104

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 118

GTM Growth Referrals Cross-sell 118

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. We’re both really passionate about it. We were fortunate.

GTM 71

GTM X-functional Start-ups Campaign 71

Partners in Excellence

OCTOBER 19, 2024

As a side note, I wonder why they aren’t as pervasive as they might be—and perhaps that’s the problem that I’ve found with this article and much of our thinking around our GTM strategies. From a selling point of view, we understand the issues they are concerned about, we can focus on responding to those issues.

Sell 62

Sell Customers GTM Up-sell 62

Partners in Excellence

MARCH 19, 2025

That’s how designing and executing your GTM/selling strategies work! I’ll stop here, I get wound up, but you know the same problem. 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

NOVEMBER 7, 2024

Marketers are expected to set up, integrate and manage the system themselves. Given the complexity of these platforms, many companies underestimate the time and resources required to get them up and running effectively. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 132

B2B Contract GTM CRM 132

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! The best marketers sell every day of their lives. If reengineering marketing for greater relevance and impact doesnt fire you up, maybe survival will. Whats our goal? We all need to be aligned on either revenue or profit.

B2B 116

B2B GTM Strategize Commission 116

SaaStr

MAY 29, 2025

At Owner, selling ~$10K ACV deals to tiny businesses that “don’t typically buy software,” the AI transformation has been mission-critical. Irrelevant automated emails and generic follow-ups can destroy deals faster than no automation at all. This doesn’t eliminate the need for human sellersit elevates the bar.

GTM 95

GTM Negotiate Cross-sell CRM 95

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” 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. I knew he had it. That would be bad.

GTM 102

GTM Drivers/motivators Legal Finance 102

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. Or it might not.

GTM 122

GTM Pipeline Growth Quota 122

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. Speed up your sales process. Create genuine connections with your buyers.

GTM 133

GTM B2B Conversion Objectives and Key Results 133

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 117

GTM CRM Pipeline Referrals 117

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 89

GTM Quota Drivers/motivators Sales 89

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

APRIL 8, 2025

Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. 19:07 Cartas GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

GTM 65

GTM Growth Cross-sell Account management 65

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 114

GTM Pipeline CRM Go To Market 114

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 116

Sell GTM Sales Up-sell 116

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. This means demo requests, free trial sign-ups, account creations, etc., Whichever it is, it’s great insight when refining your entire GTM program.

GTM 121

GTM Education Up-sell Contact 121

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

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. But one unassuming topic that kept coming up? Cold calling.

Cold Call 67

Cold Call GTM Objection handling Sales 67

Sales Hacker

DECEMBER 22, 2023

That’s exactly what we aim to do by sharing insight through GTMnow from some of the best operators: help you build and grow faster and better, level up, and get wherever you want to go. 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?”

GTM 107

GTM Construction Consult Promote 107

Sales Hacker

APRIL 22, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. 14:01 How to keep up with a market that changes every week (hello, agentic AI).

GTM 88

GTM Campaign Pipeline Launch 88

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 116

GTM Customers Contract Go To Market 116

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. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world.

GTM 112

GTM Networking Process B2B 112

SaaStr

APRIL 8, 2025

You can see in our recent CRO Confidential deep dive with red hot Windsurf / Codeium’s VP of Sales that already they are up to almost 100 sales and GTM professionals. So that 30 person, $100m ARR AI B2B start-up? And can it sell and scale sales? Most of us are having to step up much more just to keep up.

Start-ups 113

Start-ups GTM B2B Launch 113