Sales Hacker

MARCH 21, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Companies that seamlessly bridge the two unlock incredible scale. PLG to PLS: Understanding the evolution Growth strategies evolve as companies scale. Many make this shift reactively rather than strategically.

Enterprise 81

Enterprise Enterprise Scale Lead Rank 81

Sales Hacker

FEBRUARY 7, 2018

This is needed to scale the business. However, as these companies quadruple their sales teams they scale failure. When funding is used to scale growth. As you can observe in the figure below, even when we grow the sales team by 3x, and they perform admirably the scaling still remains a challenge. HIT THE LAUNCH WINDOW.

Scale 101

Scale Lead Rank Sales Qualified Lead Hiring 101

SBI Growth

DECEMBER 5, 2013

Most important items to remember – screen and select on competencies and pay on a competitive scale. This work also includes data governance and process flows. Talent: Do you have the right team with the right competency to get the job done? In a previous post ( click here ) I dug a bit deeper into this topic. IT needs to step up here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Close.io

SEPTEMBER 24, 2019

Here's how a tiny company started closing huge deals with federal government agencies—and how you too can get started in B2G (business-to-government) sales. B2G stands to business-to-government. It simply means that a business is selling its products or services to the government. Why sell to the government?

B2G 91

B2G Government Buyer Persona Cold Calling 91

Alice Heiman

JULY 9, 2024

His strategic vision centers around providing robust and secure archiving solutions that cater to regulated industries, including financial services, healthcare, and government entities. Marko’s leadership is marked by a commitment to delivering technologies that ensure compliance with evolving regulations and enhance operational efficiency.

Engineering 130

Engineering Hiring Scale Government 130

Zoominfo

FEBRUARY 12, 2024

Gong: Analyzes sales calls and customer interactions to offer actionable feedback and insights at scale. The top outreach tools are able to proactively personalize outreach efforts at scale. With proper governance, however, rules are set for data entry, access levels are defined, and usage protocols are established.

Revenue 130

Revenue Tools Scale Lead Rank 130

Sales and Marketing Management

OCTOBER 16, 2017

Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. Without creating templates for content, you can’t scale storytelling.

Real Estate 243

Real Estate Construction Scale Hiring 243

Allego

FEBRUARY 18, 2025

Learn How to Use GenAI to Build Sales Training Faster AI is transforming sales training, but success depends on how you implement it.Get expert insights from Gartner on using GenAI to create high-impact training content efficiently and at scale. Instead of hiring more content creators, enablement teamsuse AI to scale smarter.

Training 62

Training Scale Hiring Lead Rank 62

Zoominfo

FEBRUARY 12, 2024

The best CRMs enable personalized customer interactions at scale so teams can form more personalized, deeper relationships with prospects. Seismic : Delivers personalized training content to sales teams at scale. Microsoft Dynamics: The Salesforce competitor from one of the original household names in software.

Sales Operations 130

Sales Operations Tools Scale Lead Scoring 130

Hubspot Sales

APRIL 23, 2018

In 2013, Veronica Juarez left a longtime career in state government to take a chance with a one-year-old ride sharing company called Lyft. Juarez was tasked with helping the company scale, and scale quickly. Once governments determined we were on the same page, it was much more of a collaborative process.”.

Transportation 111

Transportation Scale Government Travel 111

Hubspot Sales

MARCH 3, 2025

The federal government begins its fiscal year on October 1, a schedule that many U.S. If your company qualifies as a smaller reporting company or an emerging growth company , it will be eligible to rely on scaled disclosure requirements for these reports, writes the SEC. Some businesses may start their year in January.

Cost per Acquisition 66

Cost per Acquisition Government Report Sales Qualified Lead 66

Cincom Smart Selling

APRIL 21, 2025

Can our quote processes scale? Top Challenges in Scaling Sales Management (and How to Overcome Them) As businesses grow, so do the complexities of managing a high-performing sales function. Sales management doesnt just scale linearly; rather, it multiplies in complexity. Is our forecast reliable? They treat it as a system.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Sales Hacker

OCTOBER 10, 2019

Being able to scale easily. Data Governance & Salesforce Objects. In reality, salespeople today are technologically adept and spend up to 30% of their time dealing with the results of inconsistent data governance. Is data governance a priority in your org? The challenge? It’s not an easy task…. Why bother?

Government 73

Government SalesForce Objections Lead Rank 73

Cincom Smart Selling

MARCH 9, 2025

How to Create an Attractive Dealer Quoting Experience Download eBook Now CPQ Tools vs. Traditional Quoting: Key Differences That Impact Sales Success When it comes to closing deals faster, ensuring pricing accuracy, and scaling sales operations, the right quoting method makes all the difference.

Tools 48

Tools Scale Comparison Discount 48

Zoominfo

OCTOBER 20, 2023

The governing idea is keeping things tight, mixing it up, and always maintaining focus on the prospect, their pain points, and their needs. Aim for both focus and scale You’re one person having an ongoing conversation. Then read them back — does this scale out to a broader audience? Let’s get started.

Scale 130

Scale How To Buyer Intent Collateral 130

Sales Hacker

DECEMBER 5, 2022

Governance. Score it on a 1-5 scale (with 1 being terrible and 5 being perfect) for each of the following criteria. Gap 3: Governance. Evaluate your sales funnel for governance gap by examining: Your sales engagement platform. Content sophistication. Enablement. Analytics and reporting. I’ll walk you through each one.

Analysis 130

Analysis Top of Funnel Lead Rank Lead Scoring 130

Cincom Smart Selling

APRIL 10, 2025

Sales enablement software is the operational engine behind this strategy, providing a centralized ecosystem to manage, execute, and scale enablement efforts. Sales enablement technology builds a performance-driven infrastructure where reps are always equipped, managers are always informed, and leaders can scale success with precision.

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Zoominfo

MAY 3, 2024

A firm believer in replicable, scalable processes, Riesenfeld began sketching out the beginnings of what would eventually become the foundation of the Modern GTM Index by mapping how companies collect, govern, and leverage their data alongside the sophistication of their engagement strategies, initially represented as a linear maturity curve.

Company 130

Company Scale Webinar Metrics Lead Scoring 130

PandaDoc

FEBRUARY 28, 2025

RevOps can transform your companys ability to scale and generate predictable revenue. Enables scalability and predictability A solid operational foundation is essential for any business to scale successfully. Use of PandaDoc services are governed by our Terms of Use and Privacy Policy. More on that later.

Scale 52

Scale Revenue Lead Rank Lead Scoring 52

Zoominfo

AUGUST 16, 2023

APIs and webhooks: A comprehensive suite of search, enrich, and subscription APIs that seamlessly integrate and update B2B data and intelligence directly in any system and workflow, in real time, at scale. A DaaS solution also includes data services for teams that have custom requests, advanced analysis, and larger-scale data delivery needs.

Ideal Customer Profile 130

Ideal Customer Profile Data Lead Rank Scale 130

Zoominfo

MARCH 31, 2023

Control and governance of business data, especially when there are regulatory and compliance standards at hand, are mission-critical tasks for any enterprise company. It may be helpful to spread these goals along a timeline to give stakeholders, your team, and even yourself a realistic understanding of the scale of the project.

Data 130

Data Government Decision Maker Lead Scoring 130

Zoominfo

MARCH 15, 2024

Define Data Governance Rules The first step in any CRM cleanup is defining the rules for an overarching data governance strategy , and tailoring company standards to fit the specific nuances of its business. Properly defining your data governance system will have massive downstream effects, so take care to do it thoroughly.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Crunchbase

MAY 9, 2023

I often hear from startup founders who are interested in selling to government agencies but don’t know how to get started. It’s easy to understand why: Each year, 90,000 state and local government organizations spend more than $ 1.5 Plus, selling to governments represents an incredible opportunity for real impact.

Government 59

Government How To Competition Scale 59

Hubspot Sales

FEBRUARY 9, 2021

Whether you’re looking to scale up or get started, there’s a resource for you. government agency that provides support to small businesses and entrepreneurs. If you are looking for government grants, this portal will be your guide. Small Business Administration (SBA). The SBA is a U.S. Grants.gov. iFundWomen. Kapor Capital.

Resources 138

Resources Nonprofit Banking Scale 138

Artesian Solutions

APRIL 27, 2020

Each lending institution has responded with different ways to register applications, usually by way of an online portal, which applies the government and basic bank lending criteria to the SME applying for support. Research suggests that demand for CBILS (as well as the scheme for larger businesses, CLBILS) could reach over 1.1

Scale 52

Scale Banking SME Government 52

Artesian Solutions

APRIL 27, 2020

Each lending institution has responded with different ways to register applications, usually by way of an online portal, which applies the government and basic bank lending criteria to the SME applying for support. Research suggests that demand for CBILS (as well as the scheme for larger businesses, CLBILS) could reach over 1.1

Scale 52

Scale Banking SME Government 52

Mereo

APRIL 17, 2025

THE SOLUTION: A LEAN CONTENT SUPPLY CHAIN To scale effectively, solution marketers must adopt a lean content supply chain that prioritizes reuse and efficiency. Enhance content governance and quality control. By streamlining content development, marketing leaders can: Minimize content redundancy while maximizing reach.

B2B 41

B2B Marketing Scale Social Media 41

Hubspot Sales

SEPTEMBER 23, 2021

Small business grants can come from a variety of sources — the federal government, state governments, certain private companies, and various nonprofits all offer this kind of funding to small businesses. Grants.gov provides a rolling, searchable database of grants listed by government agencies. 100,000 for Start a SUD Startup.

Small Business 112

Small Business Small Business Outsourcing Services Government 112

Highspot

JUNE 1, 2022

The Strategic Enablement Framework is the definitive model to drive rep behavior change at scale and accelerate business growth. Highspot’s content management and content governance capabilities ensure that reps are ready to engage prospects and customers, and empower buyers to make decisions, faster.

Revenue 98

Revenue Scale Government Sales Enablement 98

Highspot

MAY 25, 2022

In his new role as Senior Director of Sales Enablement, Dan is committed to developing best-in-class content governance, powered by Highspot, to ensure content is available, current, effective, and measurable. Lack of Content Governance is a Non-Starter for Future Growth. That just wasn’t going to scale for the future.”

Government 52

Government Policies Guidelines Scale 52

Showpad

JANUARY 12, 2023

Learn how Ljiljana and her team are tackling sales enablement and change management on a massive scale with the “right information at the right time” approach. What content governance policies you’re going to put in place . Paving the way as Digital Citizens . How your enablement instance will be set up locally and globally.

Scale 59

Scale Sales Enablement Lead Rank Lead Scoring 59

Zoominfo

FEBRUARY 28, 2024

Generative AI as the Next Frontier of Customer Trust The sheer ubiquity of generative AI is accelerating at a pace that has surprised even seasoned industry analysts and raised important questions about responsible regulation and governance. With AI, we’re putting a lot more control into an algorithm,” Facher says.

Government 130

Government Marketing Policies Analytics 130

A Sales Guy

OCTOBER 17, 2012

Optimism among large-company CFOs plunged again in the third quarter, as company financial performance expectations were scaled back amid renewed concerns about global economic conditions, according to Deloitte’s most recent CFO Signals survey. How does this information affect your sales organization? In the U.S. More Findings.

Hiring 110

Hiring Health Care Scale Survey 110

Zoominfo

AUGUST 16, 2019

The GDPR does not just govern sensitive personal information like health records (as is the case with HIPAA in the U.S.); rather, the GDPR governs all information relating to an individual. We’re a leading B2B contact database and we have the tools you need to scale your marketing efforts and grow your business. That’s right.

Marketing 165

Marketing Government B2B Data 165

Sales Hacker

APRIL 29, 2021

With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. When they do this, you lose predictability, visibility, and the ability to scale what’s effective.

Outbound 117

Outbound Scale Hiring How To 117

Sales and Marketing Management

JUNE 1, 2018

I advise business people to begin every presentation with a compelling, human-scale story. FluentStream sells primarily to government organizations?—?school In terms of making impact, this blows the standard PowerPoint presentation to bits. Why should customers or a person on the street care about the project you are proposing?

Marketing 226

Marketing Telemarketing Education Scale 226

Sales Hacker

AUGUST 5, 2022

Scale is a word that’s used frequently these days. ” Creating a proper sequence structure allows you to personalize prospect engagement at scale while ensuring reps spend time focused on highly valued prospects. Implement governance. Create enough sequences to reach all target personas for personalization at scale.

Buyer Persona 104

Buyer Persona Scale Government How To 104