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. Navigating payroll, benefits, and compliance shouldn’t slow you down. at an earlier stage, you just have to take big swings.

GTM 80

GTM Growth Sell X-functional 80

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 77

GTM X-functional Start-ups Campaign 77

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? And pipeline and closed one is going to be closely aligned. The first one, I know my sales cycle. Fred Viet: That’s good.

GTM 117

GTM Sell Customers Cold Call 117

Sales Hacker

MARCH 25, 2025

building data hug out, which was in the predictive forecasting, you know, pipeline management space. And it’s usually like a very detailed sort of Google doc, here’s the login for X. And so if you need 3000 people to perform a function today, maybe in the future, it’s a thousand or 500. So like, if I go back.

GTM 69

GTM X-functional Start-ups Relationship building 69

Sales Hacker

JUNE 24, 2025

Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. It is a very distributed industry and we function as the backbone operating system for how they [00:07:00] operate. To drive some real pipeline and awareness for the future. That’s us.

GTM 70

GTM Legal Contract Go To Market 70

Salesforce

OCTOBER 29, 2024

Our tiger team created a competitive matrix with the requirements for our new platform: Functionality. We took price out of the equation – functionality was our first priority. For example, I might have X amount of dollars to implement ServiceNow, but then I need to connect that to Salesforce. Implementation.

Service 69

Service Customers X-functional Pharmaceutical 69

SaaStr

JUNE 12, 2025

From App-Centric to Conversation-Centric The traditional B2B model assumes you want to “use” individual applications: Log into Salesforce or HubSpot to check pipeline Switch to Monday or Asana for project updates Jump to Slack for team communication Open Amplitude or Tableau for analytics ChatGPT is now flipping this entirely.

B2B 75

B2B Service UX CRM 75

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. His time there included serving as Chief Revenue Officer leaving all customer facing functions, sales, marketing, CS Rev, ops BD and procore.org. ’cause you have some feature function. You hear Dennis’s name, time and time again.

GTM 88

GTM Customers Construction X-functional 88

Sales Hacker

MAY 20, 2025

I hear, at least on the marketing side, but across all functions is I wish we hired rev ops sooner and brought ops in sooner. And sounds like, I mean, across every function it’s [00:06:00] AI at the intersection is really elevating each function, allowing people to get outta the weeds, which is fantastic.

GTM 106

GTM Engineering Growth X-functional 106

Sales Hacker

JUNE 10, 2025

What GTM functions (e.g. The Focus Statement Template ” → A Google Doc-style worksheet to help executives define their ideal role, company stage, function, sector, and target company list. “ Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion.

GTM 66

GTM Networking Growth Go To Market 66

Martech

OCTOBER 29, 2024

This would work better: “Develop a campaign that leverages customer insights, will result in 25% of the audience associating us with X and sets the stage for next spring’s product launch.” This problem is too tight: “Develop a campaign that will achieve the following 10 objectives.” It’s especially essential for innovative customer journeys.

Objectives and Key Results 126

Objectives and Key Results X-functional A/B testing Campaign 126

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. Our pipeline is getting weak here. And when you think about that role, it’s cross functional. I’m getting a little out there, but it’s in charge of its function. I just want to let you know.

GTM 88

GTM Finance Cross-sell X-functional 88

Sales Hacker

JULY 8, 2025

Learn more at: [link] Where to find GTMnow (GTMfund’s media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now The GTM Podcast (on all major directories): [link] GTM 154 Episode Transcript 02:09 Now onto the episode. We were trying to do some pipeline stuff. We were like we acquired some companies.

GTM 82

GTM Sales CRM Start-ups 82

Sales Hacker

JUNE 3, 2025

How do we forecast, how are we looking at the pipeline? You know, there was, we didn’t have as many resources as maybe they did when it comes to cross-functional team members. whether you were directly part of my team or a cross function, you all felt like you were part of something bigger. How can we have it be fun?

GTM 92

GTM Territory Gaming Sales 92

SaaStr

JUNE 23, 2025

months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. Users don’t need to know VS Code, Git, or deployment pipelines—everything happens in one integrated environment.

X-functional 85

X-functional Price Growth B2B 85

Sales Hacker

MAY 27, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Sean Whiteley is a three-time founder and the current CEO of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Sean is the founder of Qualified and AI pipeline automation platform for B2B companies.

GTM 66

GTM X-functional Start-ups Go To Market 66

Sales Hacker

APRIL 22, 2025

33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. So they need to have a pipeline number.

GTM 97

GTM Campaign Pipeline Launch 97

Sales Hacker

FEBRUARY 25, 2025

How do we actually, uh, force some initial pipeline? Is there even a pipeline to be closed? Look at your top, you know, X number of deals, uh, if you have 20, 20, 25, you know, if you’re a little larger, you know, your top hundred deals, right. It’s like, oh my gosh, we just acquired x company.

GTM 84

GTM X-functional Objectives and Key Results Start-ups 84

Sales Hacker

APRIL 15, 2025

Whether you’re accelerating pipeline, boosting close rates, or transforming your revenue team, this is your chance to gain the insights you need to stay ahead. There’s nothing to create a pipeline around. Don’t be afraid to look internally at other functions and then also look externally at untraditional areas.

GTM 63

GTM B2B Follow-up Campaign 63

Heinz Marketing

APRIL 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another live episode of Sales Pipeline Radio.

Pipeline 127

Pipeline Sales Quota Up-sell 127

Heinz Marketing

OCTOBER 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio. What if it had X?

Pipeline 122

Pipeline Sales Growth X-functional 122

Heinz Marketing

JANUARY 18, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Well, we’re between microphones here in Sales Pipeline Radio world headquarters.

Pipeline 124

Pipeline Consult Sales Start-ups 124

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio, my name is Matt Heinz.

Pipeline 128

Pipeline B2B Sales Cross-sell 128

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 96

Pipeline Referrals X-functional Cross-sell 96

Heinz Marketing

FEBRUARY 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt : Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 104

Pipeline B2B Inside sales Sales 104

Heinz Marketing

JANUARY 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! I ask Jason why is this function so interesting? ROI is a two-way street.

Pipeline 88

Pipeline Sales X-functional B2B 88

Heinz Marketing

JULY 13, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Over 115,000 of you are downloading and listening to Sales Pipeline Radio.

Pipeline 86

Pipeline Referrals Cold Call Sales 86

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

Salesforce

APRIL 30, 2025

Last year, we introduced xLAM Salesforces family of Large Action Models built for function calling, reasoning, and planning. xLAM: Salesforce AI Researchs family of large action models [The Berkeley Function Calling Leaderboard as of April 30, 2025] At Salesforce AI Research, weve made key upgrades to xLAM to meet these real-world demands.

X-functional 94

X-functional Pipeline CRM Follow-up 94

Martech

AUGUST 9, 2023

Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. LinkedIn: Pam Didner (12K followers) X (Twitter): @PamDidner (14.2K LinkedIn: Jon Miller (17K followers) X (Twitter): @jonmiller (21.5K LinkedIn: Mark Ogne (7K followers) X (Twitter): @markogne (20.6K

X-functional 98

X-functional GTM B2B Technology 98

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. Let’s assume 2 SDRs would fill up 1 AEs pipeline completely, and the AE hits their goal. The SDR Setup.

Pipeline 124

Pipeline X-functional Commission Clients 124

SalesPop

MARCH 12, 2021

At Pipeliner, we have certainly taken Shumpeter’s words to heart, and have always made accomplishment the primary goal of innovation. If we left Pipeliner alone and didn’t change it for 55 years, people would have long ago stopped using it. Innovation at Pipeliner. No other CRM offers this kind of functionality today.

Account management 98

Account management X-functional Pipeline CRM 98

Hubspot

AUGUST 8, 2019

Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual). Frequency/volume of new opportunities added to the pipeline. Number of opportunities in partner pipeline. Months to recover CAC = CAC divided by (ARPA x GM).

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

FEBRUARY 15, 2020

I.e., guarantee me my full bonus for 6+ months until I’ve built up a big enough pipeline to close enough revenue to hit my number. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. Sounds fair — on the surface. It’s tough.

X-functional 142

X-functional Quota Teamwork Sales 142

Heinz Marketing

MARCH 11, 2019

Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m. Listen in or read the transcript below for the Sales Pipeline Radio Podcast: Paul: Welcome back for another episode of Sales Pipeline. Thanks very much for joining us today on Sales Pipeline Radio, our last episode of February. Matt: Yeah.

Pipeline 65

Pipeline Sales B2B X-functional 65

SaaStr

FEBRUARY 2, 2022

fell away in favor of Salesforce’s overriding preference to focus on its pipeline. PLG, for all its virtues, doesn’t mean that you can skip GTM functions. Virality, as much as it remains the X factor, won’t be enough in the long-term. 2021’s Lesson from Calendly. Sales and IT aren’t the enemy, but instead maximizers of growth.

Growth 113

Growth Product GTM X-functional 113

Heinz Marketing

FEBRUARY 24, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! I know what a sales pipeline is. By Matt Heinz, President of Heinz Marketing.

Pipeline 66

Pipeline Sales Cross-sell Up-sell 66