Aptivio

📈 The Future of GTM Strategy 📈 It's multi-signal, multi-agent. The only way to truly improve the buyer journey is to have these autonomous agents process the billions of data points required to enable sellers and marketers to best predict where their next customers will come from. By way of being multi-signal, multi-agent, they'll: Understand actual buyer intent Understand relevancy as the key to conversion Proactively problem-solve: who can make a warm intro, how does the last conversation change the future conversation Build Brand Advocacy: By providing exceptional value to both the buyer and seller throughout the journey As a result, the cross-over of these two engines seamlessly running together generates the revenue outcomes every GTM team needs for success. #gtm #gtmstrategy

Guy Mounier breaks down why he believes successful GTM is a science. And it's a timely conversation as we all work on capital efficiency. You can't grow at all costs anymore. You have to scale in a super-efficient, effective way. So you have to turn go-to-market into a science. Applying a scientific way to a business process like go-to-market, requires you to have a model which is really an information model that is the foundation of how you understand GTM Strategy and Execution.

Only 18% of companies' pipelines actually align with their ICP 😐 CRO's and exec leaders, this is killing your runway. And what's adding to the burn is poor lead qualification. You've brought on marketers to drive qualified leads for your sales team - but an average of 2/3 of your market budget is spent filling your sales reps calendars with meetings that will never turn into opportunities. Sure, your MQL/SRL/SAL numbers may look good - but if they aren't converting into close won revenue, no one wins. The GTM function of sales and marketing has to be aligned, otherwise, wasted spend will eat away at your business like a cancer. Helping teams avoid these pitfalls is why we created a free market scan for you as an executive leader to see who exactly your sales and marketing teams should be targeting within your ICP. It's not about your TAM, it's about nailing your SAM (serviceable addressable market) and AIM (already in-market) accounts. Take a look. https://lnkd.in/dryjCJTt #gtm #gtmstrategy

Founders, CEOs, and CROs - you likely feel like something's off across your GTM but struggling to pinpoint the exact issue. So we spent hours with executive leaders talking through what execution gaps exist that are causing the largest revenue chasms across their GTM. Guy Mounier puts it this way: “CROs are often brought in to accelerate growth, yet they cannot create effective sales transformations without understanding where some of the problems are located.” We put together an entire ebook for you to evaluate where you're winning and where you're not - helping you pinpoint exactly where to focus your effects in H2. Take a look at the 5 missing strategies in revenue leaders' gtm motions. https://lnkd.in/eMVGa6bx

This is not the type of statistic any revenue leader wants to see. 😮 The issues businesses are having with their ICP are related to the chase of PMF. As companies grow, and refine their ICP to look more like their best-fit customers, they're racing against their burn rate/next investment. And in this race, it's easy to get lazy, cut corners, make excuses, grow at all costs, and trim the fat later. But knowing the state of B2B SaaS companies today, this statistic should bother all of us! It should make each of us question our pipelines, processes, enablement, and outreach. Are we playing for a short-term win or a long-term run of sustainability? The best businesses stick to their ICP and test (not run) after new markets. We have a solution to help you know your ICP opportunity white space - it's totally free. Take a look. 🔥 https://lnkd.in/dryjCJTt 🔥 #gtm

Revenue Leaders - More than 58% of sellers are missing their quota targets in 2024. (Forrester) The average salesperson only spends 36% of their time actually selling. (CSO Insights) < 50% of B2B SaaS companies have a defined ICP (GrowthMentor) 𝐓𝐇𝐄𝐒𝐄 𝐒𝐓𝐀𝐓𝐒 𝐒𝐇𝐎𝐔𝐋𝐃 𝐇𝐀𝐕𝐄 𝐘𝐎𝐔 𝐖𝐀𝐈𝐕𝐈𝐍𝐆 𝐀 𝐑𝐄𝐃 𝐅𝐋𝐀𝐆...this is problematic! There are many reasons for the above statistics - but it's critical you look ahead at solving them vs looking behind to figure out where you went wrong. We're finding with genAI that there are so many optics within the sales process that can be automated and contextualized. In the revenue world, that takes the form of a Virtual SDR. 👀 These automations offer deep analysis of your historical data, ICP, behavioral trends, wins/losses, and real-time analysis of buying signals that your sales people need to convert 1:1 conversations. We're halfway through the year - so if you're behind your revenue targets, something needs to drastically change. Otherwise, you can't expect different results in H2. Need help knowing what buyers are in market for your services? Looking for an ICP analysis? Let us know. Our Virtual SDR can 😉 #gtm #gtmstrategy #autonomousgtm

The debate isn't about whether or not to us AI in sales, rather, it's about how to use AI in sales. GTM leaders are worried about brand reputation, spray-and-pray generalizations, and poor copy written to each individual persona. All valid concerns - so we have some suggestions for how teams need to think and apply AI in Sales so these concerns don't become a reality. Link to the blog in the comments.

I'm excited that the GTM landscape is evolving. That new brands are joining and leading the conversation. And I’m so excited Aptivio is amongst those. RevGenius just dropped the Next 50 GTM Startups List and we are on it 🚀 Along with some other fantastic brands. To everyone redefining the future of GTM - let's do this! 🚀 Out with the old In with the next ✊ Shoutout to Seamless.AI for supporting this project 💜 See all 50 Startups here ↓ https://lnkd.in/gTCubN4J

No user journey is perfect - but it's critical to get certain things right. And your user journey is one of them! If you're running a PLG play, you've GOT TO analyze where users are abandoning your product and pinpoint the exact drop-off points in your sales funnel. Too many miss this and it sets you up for failure from the start. Here's a few benchmarks when it comes to drop-off rates and conversions: - Website conversions: For B2B SaaS, the average conversion rate falls between 0.9% and 2.3%. This translates to a potential drop-off rate of 97.7% or lower. - Free trial conversion rate: The average free trial conversion rate is between 17% and 25%, and can reach 50% when credit card details are required at sign-up. This means a drop-off rate of 83% to 88% might be typical. - Freemium conversion rate: This varies depending on the product and industry, but generally falls between 1% and 10%. So, a drop-off rate of 90% to 99% could be expected. - Activation rate: The average activation rate is around 36%, indicating a potential drop-off rate of 64%. - Gross retention: Median gross retention hovers around 91%. Do you know exactly where users are dropping off? Do you know why? Do you know how long they're filling to figure it out before they give up? We've got a few ways to help you make use of that data. 😉 And it's written in this blog. But it's time to measure what actually matters. #gtm #cro #gtmstrategy #plg

🌟 How Gen AI is Transforming HR and Sales We had the pleasure to hear some exciting insights from Dieter Veldsman (Phd), HR Scientist at AIHR | Academy to Innovate HR, and Guy Mounier, Co-founder & CEO of Aptivio, at the Dextegon AI Summit! ✨ How Generative AI is reshaping HR: 🎯 Automation: Gen AI automates routine tasks like resume screening and common employee queries, allowing HR professionals to focus on strategic activities. 🎯 Enhanced Recruitment: It speeds up the hiring process and improves candidate experience with personalized interactions. 🎯 Employee Development: By generating customized training materials and facilitating better performance management, Gen AI supports continuous employee growth. 💫 Guy provided a deep dive into the impact of AI on sales today, highlighting key use cases: 🌟 Personalized Interactions: AI enhances customer engagement by tailoring interactions based on buyer intent and persona analysis using DISC assessments. 🌟 Efficiency: Automating mundane tasks and generating high-quality leads helps sales teams streamline processes and increase revenue. 🌟 Productivity Boost: From drafting emails to developing sales presentations, Gen AI allows salespeople to focus on high-value activities, ultimately boosting sales performance. Imagine a world where your reps are fully prepared for Discovery calls and can shorten sales cycles—this world is here now! Companies leveraging Gen AI will leapfrog the competition. 🚀✨ Follow Aptivio for more cutting-edge content on AI in sales! #genaisales #genairevenue #genaicoaching