Jordan Weiers

Meet the people-first GTM funnel. Mark and I were having dinner together last week and mapped out this entire model (a lot more to come), but I think it represents how people buy today. All right, let's break it down... There are two things to think about first before getting into the funnel. • Qualification: Meet your ideal customer profile through firmographic, demographic, and psychographic rules. • Intent: Understand signals from subscribers, members, and customers for better sales and marketing actions. Subscribers: Capture your ideal audience with high-value content. Aim for qualified subscribers who fit your customer profile. Subscribers are the new leads. Owned at the forefront vs rented. Members: Build an engaging, free, or paid community to network and discuss. Aim for members who meet your criteria. Customers: Offer tailored products and services to fit customer needs and increase usage and retention. Turn customers into advocates. So there you have it—a real and tangible way to measure whether you're doing and following People-first GTM. Much more to come on this. What do you think? Disagree? Agree?

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SDRs are so critical to success, depending on company size, yet like many GTM functions, they too are under reduction pressure. Data from Jason S. of Live Data Technologies (article in comments) showing that SDR function may be normalizing some, not wholesale decreases like the headlines suggest. SDRs are the glue between the Marketing and Selling function. 3 years ago on one of my LI posts, we all said that SDRs would be future CEOs. Now the headline is cut them. It's an incredibly challenging job for a junior person. And may be better suited for inbound and/or transactional type selling with narrower buying committees. What are you experiencing with your SDR function? ___________ 👏 Follow B2B Fusion on Go To Market best practice strategies. 👍 Like and subscribe to B2B Fusion YT videos, 200+ GTM best practices! 🤙🏽 Struggling with faster, more efficient growth? Let's talk.

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DTC Companies with AOC's lower than $100... focus on bundles to increase your cart value. Change your shopper's habits to buy more at a time. For better or worse, this is becoming the only way to negate the avg. acquisition cost of a new client. Requires a little creative thinking but it can be done.

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AltiSales is revolutionizing SDR Leadership (and even for SDRs). It's not just about the Call Funnels (which are awesome, check them out) Or the Email Tracker (what's your Positive Reply Ratio?!?) It's the Notifications! I never realized how crucial notifications are for staying on top of things. As sales leaders, we juggle 5-10 different tools daily. Each with different reporting. Each with different tracking. And as a Sales Leader, you often have ZERO idea where to start troubleshooting. [Enter AltiSales.io] Every morning, I receive email notifications (and Slack messages) highlighting the areas that need troubleshooting. Whether it's templates in my sequences that need to be deactivated due to low positive replies, Or identifying which variant of an email from an A/B test has a better Positive Reply Ratio, Or addressing low connect rates for some users, Or overdue tasks piling up for reps, Or failed emails throughout all your sequences, Or pinpointing where, in the last 1, 2, 3, or 4 weeks, my reps are struggling with their cold calls, And so much more… Having more tools isn't the solution for your SDRs and leaders, but having the right visibility and notifications is. Before AltiSales, I thought I had a good grasp on the visibility I needed for troubleshooting, but I was operating on a chaotic model. With AltiSales, I am more zen and aware of every detail. Notifications... who would have thought... Check it out – it's free for Outreach users. #salesdevelopment #businessdevelopment #sales

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So how did Laura Geller Beauty unlock 6 figures of revenue to grow profitably?? Using Disco as a supplemental ads channel, they've: 🪩 Added meaningful top-line revenue 🪩 Achieved 5x RoAS across their conversions 🪩 Seen a 10% higher AOV than other channels Not to mention, it took them less than an hour to go live. ⏱ Kind of seems like a no-brainer to me... #growthmarketing #dtc #ecommerce #beauty #beautybrands #shopify

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I went from CMO to CRO just under a year ago and people seem to be curious as to how to make that leap, why make it, does/can it work, and what are the pros and cons. First, there aren’t that many of us who have made that leap, so I can see why people are curious. Second, there are a bunch of folks (SaaS influencers, CEOs, VCs) who think it can’t work, but I’m proof that it can. Here are my observations and advice if you are thinking about this career path. 1. If you don’t have a sales background then you will experience challenges with the incumbent sales team. You’ll need to prove yourself to them that you know what it’s like to be in the trenches with them. It took me 1 quarter end and a year end close to prove I knew what I was doing and to be trusted and respected by the sales team. If you come from an OPs background or DG background, you have an easier path than if you are a brand marketer, imho. 2. The benefits of course, are having a holistic view and joint KPIs, having everyone work toward the same revenue goal. If marketing is doing well and sales isn’t, then you fail together. If sales and marketing are doing great, then you win together. 🎩 one thing I did out of the gate was combine the teams, rename us to the Revenue team so that we were all talking together about the problems we were trying to solve. Plus, it’s important the company view you as one team, one dream, and see the KPIs are aligned and under one team. 3. You need to be able to forecast accurately. To do that you need to understand not only your customers, but how the deal cycles work for each segment at your organization. 🎩 you can always take a course for this. This is a learnable skill. Fortunately, I had 15 years of OPs and data analysis experience, but if I didn’t, I would have maybe signed up for Winning by Design’s Revenue Architecture course or have read Brandi Starr at Tegrita’s book “CMO to CRO, the revenue takeover by the next generation executive” or maybe do both. 4. If you weren’t already besties with Finance in your marketing role, you’ll soon become BFFs because you’ll be working closely on comp plans and reverse funnels. You now own and are holding the whole bag. 5. You should only make this move if you have strong marketing leaders you can depend on while you dive into the Sales side of things. I was fortunate enough to have 2 (one on the brand & content side, and one on the DG side). But if I hadn’t had this, I probably would not have been as successful having never run sales before. 🎩ask yourself why you want this role and are you set up for success if you take it? I took it on because we were in between sales leaders and it was offered to me and it seemed like a fun challenge I could do in a safe environment. I trusted my CEO to let me fail and he believed in me enough to win. If you don’t have the support, like any other role, it’ll be tough.

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We at ZUZU Hospitality are doing exactly what Dharmesh Shah said HubSpot's product and GTM strategy was - Broad featureset and SMB focus. We just happen to do it for Hospitality. One more thing, we are doing it with an added layer of services components to take away the more complex bits such as Revenue Management. Thanks you Dharmesh Shah for articulating this strategy. Gives us early builders more confidence in what we are going for.

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Tracking Call Types and Count of Calls in HubSpot on Deals🤔 I’ve been working with some sales teams recently, and they've been handling a large number of "follow-up calls" for deals. I wanted to find a way to pull a report from HubSpot that shows me the count of calls per deal, and more specifically, what number of follow-up calls we're up to. 🔍 After trying different workflows, I found a few solutions that I think are pretty cool. Here's a quick rundown: 1. Customize call types: In HubSpot settings, add specific call types like discovery call, follow-up call 1, all the way through to follow-up call 9. 2. Mandatory call outcomes: Ensure every logged call has an outcome noted. Two reports I’ve set up: Report 1: Counts the types of calls made by each deal owner this month and how many follow-up calls they made. Report 2: Shows the deal owners and their monthly call counts, breaking them down by call type. This helps us see how many follow-up calls we need per deal and how many it takes to convert leads to closed deals. 🧐 Have you tried something similar or have a better approach? Please share your thoughts and feedback, I’d love to hear what you think! #HubSpot #SalesReporting #HubSpotReporting #HubSpotHelp #HubSpotTipsandTricks #salesfollowup #CRM #salestools

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The behavioral research we are doing is expectation breaking and provides practical insights for search performance.

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🧪 CRO Case Study Ep. 43 Check out how we increased revenue by $56K/month with strategic collection page optimizations, resulting in higher revenue per session and substantial growth for our client. The Results: + $56,285 per month + $675,420 per year (forecasted) + $0.28 revenue per session (Bookmark This!)

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🚀 Mastering Incrementality in Affiliate Marketing 🚀 Is your incrementality always on? Stephanie Harris & CEO, and Tom Rathbone VP of Product & Innovation at PartnerCentric, Inc. dive into why it's crucial to evaluate incrementality at both the channel, partner and category level on an ongoing basis in Everflow - Partner Marketing Platform's latest Fireside Chat on "Mastering Incrementality: Measuring the Effectiveness of Your Affiliate Program" Being always on when it comes to measuring incrementality allows for: ✅ Measuring the impact of seasonality ✅ Ongoing evaluation of commissioning structures ✅ Continuous assessment of campaigns ✅ Determining the impact of competitor promotions ✅ Reactivating dormant paths in the customer journey ✅ Leveraging data to make budget decisions and enhance results These factors are key levers in determining the ultimate return on ad spend. Continuously testing incrementality at specific points and over time is essential for optimizing your affiliate marketing strategy. Find the link to watch the Fireside Chat in the comments below. #AffiliateMarketing #Incrementality #MarketingStrategy #Everflow #PartnerCentric #DigitalMarketing

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My entire marketing funnel is hooked to the new startup formation rate in CPG. And this rate has plummeted. Every day, I read a 'wind down' post. THIS is the absolute best year since 2006 to start a consumer brand...but please, please Do your competitive research. Raise 2-3 years' worth of inventory and operating expenses BEFORE you ship your first pallet. Engage with your fans from day one... #business #startups #entrepreneurship

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Are you meeting with contractors and agencies to help build your GTM org and found them lacking? My guess is you may be experiencing the following, if you identify, we can help. Is this you? You've met with contractors and agencies and you've heard the same song and dance, "we can help you 10x revenue, we can give full visibility into your sales and marketing performance and help you build upon those KPIs, we can change your GTM org overnight". But, they actually haven't asked you any discovery questions, they haven't taken the time to not just hear your asks and vision, but to double-click into your current "state of the union". In short, they've promised you results without giving you a clear vision of how they are going to do it. Here at Domestique we don't just care about signing new clients, we are passionate about partnering with clients where we can ensure success. If you're tired of the old way of doing things, give us the chance to show you how different we are. Promise even if we're not a fit, your time investment will be worthwhile. #fractionalrevops #mops #revenue #gtmops #we can do better

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There’s a dramatic divide in how GTM teams are setting up signal-driven outbound. Some teams are thrilled with a 2% conversion rate, and others expect 20%. Here’s why: It comes down to whether your motion is for SMBs or MM / ENT. Companies selling to SMBs have a massive TAM. Using Bluebirds, we found ~500k accounts in the US with less than 200 employees. With smaller ACVs and this large of a TAM, SMB motions need to rely on automation to make the economics work. Here are the benchmarks at an account level: - 0.3% meeting rate with just email sequences, no signals - 1% meeting rate with email sequences that are signal-driven (job change, job postings, fundraising, etc.) - 3% to 5% meeting rate with email, call, connection requests and signals It’s difficult to scale beyond these benchmarks without smaller territories and higher-touch rep involvement, which breaks the unit economics. Luckily this works really well if you can automatically touch thousands of accounts per week using tools like Smartleads, Bluebirds, Clay, dozens of inboxes, Orum / Nooks, etc. On the flip side, companies selling to MM / ENT have a much tighter TAM of ~50k accounts. After tiering, reps might be responsible for 100-200 accounts and need to drive $30k+ ACVs. Three VP of Sales running this GTM motion said they expect their reps to convert at a 15-30% meeting book rate, within 2 weeks of working an account. These teams still want signals to improve productivity and know where to focus, but don’t wan’t extreme outbound automation. Their tech stack looks more traditional, using Outreach instead of Smartleads, a moderate number of inboxes, and something like Bluebirds for signals. One approach isn’t better than the other, it just depends on your GTM motion. Feels like this nuance has been glossed over in the signal-driven outbound conversation on LinkedIn.

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Google’s third-party cookies phase out leaves no room for mismanagement of data. 🍪 As marketers we must now explore alternative strategies to achieve desired results and address the challenges posed by limitations in data tracking.   To increase conversion, marketers need to look into varying tactics to target customers across content, search and paid looking to ways to offer new users the choice to submit personal information.  Partnership, influencers and review sites are also worth exploring to compensate for the loss of reach via third-party cookies.  At Exclaimer, we've witnessed a growing trend among our customers who are increasingly leveraging personalisation including email signature marketing, to facilitate personalized, one-to-one communication. This approach not only nurtures trust between sender and recipient but also fosters stronger relationships.  Focusing on creating a strong human-centric brand and the personalization of content at scale are no longer luxuries but necessities for standing out. How are you navigating the zero-click world? ⬇️ 

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I’ve got a question for y’all: founders, market research pros, and VC/angels! When’s the best time for a startup to dive into market research? And no, not just customer surveys or post-service feedback. ***When should we really start digging into the market?*** VCs and angels, how much do you care about primary research (first-person insights) in pitches? Your stories and insights can help so many founders struggling to find the right moment, info, or the correct path. Don’t hold back—controversial views and stories are welcome! Let’s help each other out and get this conversation going!

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Whether you're from the old-school or the new-school, seamless integrations WILL revolutionize your sales team’s efficiency. Proof is in the pudding...did I get that analogy right? We've spent many of hours at Growth integrating our sales platforms which have streamlined our operations, but also unlocked significant growth for us......and better yet....or clients! Here’s how proper integration solutions can elevate your B2B sales team: 🔗 Why Integrate? Enhanced Collaboration: Real-time data sharing among tools improves teamwork across departments, from marketing to sales to customer service. Increased Sales Velocity: Automation of entry and updates reduces the sales cycle duration, enabling faster closures. Reduced Errors: Minimized manual entry means fewer errors in data, leading to more accurate forecasting and strategy planning. Better Customer Experience: Unified tools provide a holistic view of customer interactions, improving personalization and response times. 💡 ROI Expectations: Higher Conversion Rates: Streamlined processes lead to more effective lead management and follow-ups, boosting conversion rates. Revenue Growth: Enhanced efficiency and accuracy directly contribute to increased revenue through better targeted and timed sales strategies. (no brainer in my opinion) Curious to see what integrating your sales tools could do for your bottom line? Peep some of the benefits below and see for yourself...... https://lnkd.in/eBG4zrkV #b2bsales #integrations #salesenablement #revenuegrowth

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Thinking about launching a new product? There’s a crucial step many sellers skip. Get audience feedback BEFORE spending money on production. Those early insights can make or break your success. Tapping into their thoughts without bias is where PickFu comes in. Get insights from over 15 million global consumers from 8 different countries. Customizable by more than 90 targeting traits. From head-to-head comparisons to open-ended discussions, choose a poll to gather the essential insights to drive your brand forward. Wondering if a travel bag will sell? PickFu it. Post an image. Target your audience. Ask for their honest feedback. With PickFu, it's like having customer reviews before the product even launches. If the feedback isn't glowing, pivot your strategy or product choice without heavy losses. Design, colors, packaging, listings. Just PickFu it and launch with confidence. #productlaunch #productdevelopment #consumerinsights

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