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 129

GTM B2B Conversion Objectives and Key Results 129

Sales Hacker

AUGUST 15, 2023

She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. The post GTM 54: Resilience is Your Willpower with Anna Baird appeared first on GTMnow. She became a CFO and then a COO and finally a CRO.

GTM 85

GTM Strategize Promote Start-ups 85

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 CRM 118

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 92

GTM Growth Referrals Contract 92

Sales Hacker

AUGUST 18, 2023

This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. It is an opportunity for anyone at the right moment, towards the latter part of it, to get up and give a moment of thanks. The post GTM 56: The Pioneer of the BDR Name with Lars Nilsson (Revisited Bonus Episode) appeared first on GTMnow.

GTM 76

GTM Referrals Inside sales Consult 76

SaaStr

NOVEMBER 14, 2023

MongoDB wanted customers up and running quickly and to see the time to value so they could upsell future workloads. It’s unlike the old world, where you can sell a deal and walk away. It turns your GTM on its head. Imagine the made-up usage curve example above. if you grow an account, your quota goes up.)

GTM 69

GTM Quota Sales Cross-sell 69

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. But if you come up with a big vision and figure out a true displacement business model for ten years from now, the market won’t be ready for it. But he didn’t start out selling everything.

GTM 104

GTM Technology Technology Up-sell 104

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

NOVEMBER 28, 2022

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. The secret to aligning GTM & finance teams. Success requires a healthy balance between finance and GTM teams.” Era 2, SaaS 2.0:

Finance 78

Finance GTM Government Territory 78

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 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 94

Go To Market GTM Cross-sell Growth 94

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 92

Sell GTM Sales Up-sell 92

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. Experimental vs. Scale.

Go To Market 106

Go To Market Growth GTM Product 106

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

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

SaaStr

JANUARY 12, 2024

The ones you actually just have to catch up? And sign up for FREE Workshop Wednesdays here. So what were the best attended and most upvoted SaaStr Workshop Wednesdays ? The 2023 list below! The Seven Things all Founders Should Know About Sales. The Seven Things all Founders Should Know About Sales. appeared first on SaaStr.

GTM 97

GTM B2B Up-sell Growth 97

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Despite having a team-to-team call and seeing a demo, the executive buying team at the healthcare product firm was still hung-up on what to do with the rental business. Create margin growth.

GTM 81

GTM E-commerce B2B Profit margin 81

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

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. There are other issues, as well).

GTM 93

GTM Manufacturing Meeting Quota 93

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 102

GTM Growth B2C Territory 102

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. Start-ups to watch: Closinglock: Announced their $12M Series A round.

GTM 67

GTM Real Estate Launch B2B 67

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

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

SaaStr

SEPTEMBER 29, 2023

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. On the supply side — GTM gets more efficient, and the cost of selling net new customers is unbelievably higher than selling to existing customers. Who is going to do the selling?

Product 94

Product GTM Cross-sell Commission 94

SaaStr

JULY 21, 2022

Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. The foremost topic on every founder’s mind right now: how to weather the ups-and-downs of an unpredictable economy.

GTM 102

GTM Territory Price Growth 102

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 89

GTM Represent Growth CRM 89

Sales Hacker

DECEMBER 8, 2023

Accordingly, the recruiting of beta customers and roadmap selling happen earlier, providing for customer quotes as part of the launch. No sign-up needed; it was simply an easy scan. Momentum follow-ups over time can be powerful, Joseph advises. Make sure your message lands. Keep it simple. “Do It’s showtime.

Launch 101

Launch Product GTM Technology 101

SaaStr

FEBRUARY 7, 2023

If you haven’t already, sign up here for tickets before we sell out. with Aashish Krishna Kumar, Head of GTM at Togai Sales Enablement 2.0 – Elevate Rep Performance with Divanshu Goyal, Sales at GTM Buddy Common scaling pains for SaaS businesses and how to overcome them. Happy Brain-dating! See you at SaaStr APAC.

GTM 98

GTM Territory Networking B2B 98

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. with Confluent’s President : Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love.

GTM 99

GTM Growth B2B Territory 99

SaaStr

SEPTEMBER 18, 2023

How do you fix GTM? Question #1: Do You Show Up As A New Startup To Get People To Buy Into Your Vision Or Present Yourself As An Established Startup With Everything Going On? Will there be any new categories in the next 5-10 years? Some sales folks might disagree, but Lemkin believes startups should be about 85-90% transparent.

GTM 94

GTM Niche Account management Up-sell 94

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. In a way, how they scale their GTM has created a virtuous cycle that helps them keep offering the best data set, and therefore bringing in new people to buy it.

Sell 77

Sell GTM Price Contract 77

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. It doesn’t have to be over complicated.

B2B 115

B2B GTM Cross-sell High impact 115

Martech

NOVEMBER 16, 2022

The data, updated in real time and based on verified G2 reviews, is intended to help vendors stay up-to-date not only on the market in general but also on their competitors. ” Sangram Vajre, CEO and co-founder, GTM Partners (in a release). million reviews. million reviews). Why we care. Get MarTech! In your inbox. Processing.

Launch 121

Launch GTM Territory Represent 121

SaaStr

JULY 7, 2022

He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. In these instances, you will want to set up informational interviews with strong department heads external to your company in the areas where you’re not an expert. So how did they do it?

GTM 89

GTM Strategize Engineering Go To Market 89

Heinz Marketing

APRIL 15, 2021

When sales and marketing align, GTM plans are more effective. Marketing observes improved conversion rates and better overall GTM plan results. Set up a reporting and meeting cadence. This also provides an opportunity to brainstorm and discuss how the follow-ups are working. Sales and Marketing Alignment Strategies.

GTM 137

GTM Sales Follow-up Education 137

SaaStr

NOVEMBER 12, 2023

Each week, we round up our most popular content so you can catch up on anything you may have missed. in 2024, to Over $1 Trillion For The First Time No, Most “Pretty Good” Sales Reps Can’t Just Sell Any SaaS Product Dear SaaStr: What does a US-Based SaaS company Need to Know Before Expanding into Europe?

GTM 69

GTM Pitch Growth Strategize 69