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 127

GTM B2B Conversion Objectives and Key Results 127

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 123

GTM B2B Drivers/motivators Sports 123

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 91

GTM Growth Referrals Contract 91

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. Thanks for reading The GTM Newsletter! Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. It’s official.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

JULY 14, 2022

Let’s start with a definition. Founder-sales happens when the founder is the one responsible for selling his/her products to prospects, and heading the GTM motion for the company. . By default, founders are always selling: Selling to investors on why they should provide them with capital. . Following up.

Start-ups 86

Start-ups GTM Pitch Up-sell 86

Sales Hacker

AUGUST 18, 2023

This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. Lars starts this episode by sharing what he learned early in his career at Xerox and the world-famous Xerox Management Training Program. So much value to take away from the Pioneer of the BDR name ! Don’t be afraid to ask for anything.

GTM 75

GTM Referrals Inside sales Consult 75

SaaStr

NOVEMBER 17, 2023

The premise is that big companies ride the iterative disruptive wave and get so big that they have to sell big products for big profits. Design Big But Start Small You go to the mountain and rethink your business in a post-AI world. The key is to design big but start small. But he didn’t start out selling everything.

GTM 102

GTM Technology Technology Up-sell 102

SaaStr

NOVEMBER 14, 2023

Instead, people started breeding cobras and killing them in order to collect their bounty. It’s a very customer-oriented approach — you pay for what you use, and closing a deal is the start of a journey. MongoDB wanted customers up and running quickly and to see the time to value so they could upsell future workloads.

GTM 64

GTM Quota Sales Cross-sell 64

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. If the enablement function is not empowered to actively shape the GTM function, you’re on the path to two major pitfalls.

Strategize 115

Strategize GTM Cross-sell Finance 115

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. What you actually end up with is quite an unprofitable business operating with -25% operating margin despite having a revenue scale of more than $600M. What does this mean? That’s a big gap. … wrong.

Go To Market 89

Go To Market GTM Non-Profits Quota 89

SaaStr

NOVEMBER 28, 2022

Throughout the past few decades, we have witnessed different eras of SaaS: Era 1, SaaS 1.0 : Starting in the early 2000s, SaaS 1.0 was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage.

Finance 80

Finance GTM Government Territory 80

Sales Hacker

FEBRUARY 23, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. So how did Wisely go from $11 in the bank to selling for $187M? Let’s get into it. Sponsor shoutout: Wiza.

GTM 91

GTM Sell Finance Launch 91

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 93

Go To Market GTM Cross-sell Growth 93

Partners in Excellence

MAY 23, 2024

Rather than paying up front for a license, people could pay on a monthly basis for a subscription. Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. And as SaaS exploded, new dynamics started emerging. And life was good!

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

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. If you want to get big fast and you’re signing up for hypergrowth, you have to hire people who: Are energized by chasing ambitious goals.

Go To Market 83

Go To Market GTM Quota Up-sell 83

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. Product Maturity.

Go To Market 103

Go To Market Growth GTM Product 103

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 91

Sell GTM Sales Up-sell 91

Sales Hacker

OCTOBER 20, 2023

Simply sharing content without connecting the relevance alongside a point of view is, Sam states, “a missed opportunity to connect with the buyer and build rapport/show up as a consultant.” Thanks for reading The GTM Newsletter! More for your eyeballs : Enough hunch-based selling. See more top GTM jobs here.

GTM 106

GTM Education Sales B2B 106

SaaStr

MAY 30, 2024

How PLG Evolved First, let’s start with PLG and its evolution. How did it all start? Because the end user starts using the product, often through a self-serve motion. It’s a growth model and GTM strategy. You want customers to understand the product and pricing and start using it on their own.

Cross-sell 84

Cross-sell Customers Pitch Drivers/motivators 84

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Marketing should be accountable for signups, trial starts, seats, monetized seats, and self-serve ARR. ➝

GTM 93

GTM Pipeline SQL UX 93

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. Let’s imagine we need to fill a 6 inch gap with 3 parts.

GTM 93

GTM Manufacturing Meeting Quota 93

Sales Hacker

FEBRUARY 9, 2024

They typically have large amounts of their personal wealth in the company, they have investors who have trusted them, sometimes even have personal assets tied up in the mix, they aren’t paying themselves market rate and they are making sacrifices in their personal lives. Founders are all in. So, Wiza was built.

GTM 67

GTM Real Estate Launch B2B 67

SaaStr

MARCH 15, 2024

This is how Adam ended up at Vimeo. But if you can pull it off, it’s very rewarding to be able to connect the business that starts with that kind of consumer-style customer activity that you can take through all the stages and ultimately monetize for 10, 20, or 30k, and even customers spending over a million dollars a year.

GTM 90

GTM Cross-sell Start-ups Growth 90

Sales Hacker

MARCH 1, 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 72

GTM Launch B2B Growth 72

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies.

Service 62

Service GTM Contract Price 62

Sales Hacker

DECEMBER 8, 2023

Start early! Joseph Goldberg (Director of Product Marketing at Vanta ) explains that one of the benefits of starting early is that it serves as a forcing function. Accordingly, the recruiting of beta customers and roadmap selling happen earlier, providing for customer quotes as part of the launch. Make sure your message lands.

Launch 101

Launch Product GTM Technology 101

Sales Hacker

NOVEMBER 10, 2023

Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest. At Demandbase, data wins every time.

GTM 94

GTM Intrinsic Customers Contract 94

Sales Hacker

SEPTEMBER 29, 2023

Thanks for reading The GTM Newsletter! For example, some marketing leaders are finding excellent budget trimming opportunities with ineffective paid media, while others whose GTM motions have a demand capture component are still seeing good returns. Hottest GTM job of the week: Founding Account Manager at Tavus , more details here.

GTM 101

GTM Growth B2C Territory 101

SalesLoft

APRIL 18, 2024

Left with a disjointed workflow, team efficiency gets shot, and sellers end up abandoning the tools all together. That’s why Salesloft’s partner ecosystem has all the tools you need for selling, in one single pane of glass. Plus, get a notification in Rhythm to follow-up every time a buyer is engaged.

GTM 98

GTM CRM Up-sell Technology 98

Highspot

FEBRUARY 29, 2024

By putting together an all-star go-to-market team, you can ensure that you are set up for success. In this blog you will gain insight into what a GTM team looks like, helpful tips to boost productivity within your go-to-market process, and technology you can use to align your teams and launch new products successfully.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They start worrying about how many touchpoints are sales and marketing hitting. There’s also a huge gap when it comes to penetrating new business units or in cross-selling/upselling.

GTM 81

GTM E-commerce B2B Profit margin 81

SaaStr

NOVEMBER 7, 2023

4 GTM is expensive and labor-intensive. There are a lot of amazing salespeople in this business, and this is a big chunk of running a great SaaS business or a great GTM motion. Debunking Traditional SaaS Beliefs Generative AI inverts all of the assumptions above, and we’re at the start of it, not the end.

GTM 99

GTM UX Appointment Engineering 99

Partners in Excellence

MARCH 2, 2024

We started hanging out in college, he went into the Peace Corps in Kenya, then came home, riding a motorcycle from Nairobi, up the Nile, and across Europe. Then he moved to the business side of things, running sales in various motorsports companies, founded the Motorcycle Safety Council, started a helmet company and several others.

Sell 73

Sell Non-Profits Manufacturing GTM 73

SaaStr

SEPTEMBER 29, 2023

Lattice’s Timeline For Going Multi-Product — It’s Not Easy Lattice started in OKRs and performance and expanded out to other products. For Lattice, you maybe onboarded the company, set them up with goals, and do 1-on-1s with a manager to go through a quarter and get feedback. Who is going to do the selling? What to do instead?

Product 92

Product GTM Cross-sell Commission 92

Sales Hacker

NOVEMBER 3, 2023

Follow up IMMEDIATELY with a thoughtful note referencing things you talked to on the call. Save Your Seat More for your eyeballs : Enough hunch-based selling. Feeling energized and inspired coming out of these dinners, each of which had 30-40 GTM leaders. Next up: London and Dublin! See more top GTM jobs here.

GTM 88

GTM Represent Growth CRM 88

Salesforce

OCTOBER 31, 2023

It’s a snap to make and it sells itself – a mega hit. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119