GTM Partners’ Post

Did you know that nearly 90% of companies invest in outbound strategies, yet 57% struggled to build a sufficient pipeline in 2023? What’s happening here? 🤔 ↳ It's clear: traditional cold outbound is losing its edge. 🚫 Leading teams are now pivoting to a warm outbound strategy and leveraging AI to drive this transformation. 🌟 We’re partnering with Regie.ai on July 14th! 🔔 Join us for an insightful webinar featuring Sarah Allen-Short and Nina Butler where they’ll dive into: 👉🏼 The current state of outbound 👉🏼 How AI can revolutionize your business approach 👉🏼 Identifying the roles best suited for humans vs. AI in outbound efforts (hot topic!) 📅 Date: July 16th 🕒 Time: 12 PM ET | 9 AM PT This session is a must-attend for leaders and operators who want to rethink their approach and get better results from their outbound efforts. We hope to see you there → Secure your spot now! 🔗 in the comments… #AI #OutboundStrategy #GTM

We recently talked about how the expectations for ROI have increased. A lot of great insights around this in the recent G2 report on Buyer Behaviour (linked in the comments). ↳ 57% of all software buyers expect to see ROI within 3 months ↳ 75% of AI power users expect to see ROI for AI investments even faster Makes complete sense given the current state of buying. GTM leaders and operators have to be cost-efficient and find a path to ROI quickly. But how can GTM teams make sure they are providing and showcasing ROI as quickly as possible? → The first step is clearly understanding the 5 different types of ROI. → The next is to understand what ROI means to different personas in the buying group Learn all about how you can articulate and showcase ROI through our ROI Framework... 🔗 👇🏼 #ROI #GTM #Buyers

🌟 Only 56 Days to Go! The Countdown to GTM is Better Together Begins NOW! 🌟 👇🏼 We're just 56 days away from kicking off our first event in the GTM is Better Together initiative, and the excitement is building every day! Registrations are rolling in, and we’re working closely with our partners to create an experience like none other. 📅 Events → Atlanta: August → Boston: September → Austin: October → NYC: November This is more than just an event — it's a movement to revolutionize Go-to-Market strategies by uniting teams and technology and creating trust. 🚀 GTM Is Better Together Vision: This is not just another conference—it's a new GTM category-shaping event series that combines: →The deep learning of a user conference → The case studies of an industry trade show → The innovative solutions of a technology conference → The intimate feel of an executive forum Our invitation-only, four-city series is designed to bring mid-market and enterprise GTM teams together to solve the most challenging business problems. And for the first time, we're offering two-for-one tickets! Get one for yourself and give the other to a GTM counterpart. 🙌 Meet Our Amazing Partners: A huge shoutout to our incredible partners who are making this initiative possible: Demandbase, Clari, G2, MadKudu, ON24, TechnologyAdvice, Totango + Catalyst Software, Vidyard, and ZoomInfo. Be part of this transformative journey. Let’s reshape the future of GTM—together. 📢 Join the waitlist here → https://lnkd.in/gdDFWqWz 🔗 #GTMisBetterTogether #GTM #BetterTogether

Join us at Pavilion’s GTM EMEA in London, taking place from 9 July - 11 July. A B2B SaaS conference exclusively designed for go-to-market executives. Lindsay Cordell has a very special session → 𝐔𝐧𝐢𝐟𝐲𝐢𝐧𝐠 𝐆𝐥𝐨𝐛𝐚𝐥 𝐆𝐓𝐌 𝐓𝐞𝐚𝐦𝐬: 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐟𝐨𝐫 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐂𝐨𝐥𝐥𝐚𝐛𝐨𝐫𝐚𝐭𝐢𝐨𝐧... In this session, Lindsay will cover: 🔒 Managing regulatory and technology constraints 🤝 Creating strong cross-functional relationships 🌐 Leveraging cultural diversity for competitive advantage 🎯 Aligning global Product, Marketing, Sales, Customer Success, and RevOps teams Our goal → To create a cohesive high-performing global GTM team that drives success worldwide. 🚀 Why else you should attend? ➡ Enjoy two days of interactive sessions and panels addressing top-of-mind challenges. ➡ This is an executive-only event, open to VP+ and C-Suite GTM leaders. Both Pavilion members and non-members are welcome. ➡ Participate in immersive networking and social events to build a stronger community of peers. Don't miss this opportunity to connect and grow with the best in B2B! Learn more about the speaker lineup and schedule - https://lnkd.in/gxhZQ92K

As Larry Freed, one of Sarah's mentors, told her (over and over): "You can’t manage what you can’t measure." What you measure and track is going to change as your business grows and changes. If you're working hard to create a well-oiled and aligned GTM machine. You need to have absolute clarity on how and what you are measuring. This will tell you the success of the motions you pick. So here are all the metrics you need to think about by the stage of your business, by the motions you pick, and a quick refresher on all the motions that exist currently. --- Join 55,000+ leaders mastering their go-to-market strategies with us! - https://lnkd.in/gkjzWzNn #GTM #GTMonday #Metrics #Measurement

𝐓𝐡𝐞 𝐌 𝐢𝐧 𝐆𝐓𝐌 𝐒𝐭𝐚𝐧𝐝𝐬 𝐟𝐨𝐫 𝐌𝐚𝐫𝐤𝐞𝐭, 𝐧𝐨𝐭 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 🛑 At least once a week, we talk to leaders who use the terms “go to market” and “marketing” interchangeably. Marketing and GTM are not the same; understanding this ensures key strategic inputs aren't overlooked. ↳ Go-to-market is a transformational process for accelerating your path to market. Marketing is one of the disciplines that is essential to getting GTM right. → If GTM is the cake, marketing is the flour. 🥞 → If GTM is the puzzle, marketing is the puzzle piece. 🖼 → If GTM is the revenue engine, marketing is the fuel. ⛽ For effective GTM → marketing, product, sales, and CS must collaborate, as they lack the authority to set priorities for each other. 🤝 → Issues will arise when marketing alone defines the ICP without input from other teams. → Sales can’t do outbound without marketing. → Product can’t do new features without feedback from CS. → CS can’t solicit the right customer stories without insight from marketing. → Sales can’t do upsell and expansion without CS. 𝐆𝐓𝐌 𝐢𝐬 𝐚 𝐓𝐞𝐚𝐦 𝐒𝐩𝐨𝐫𝐭, 𝐍𝐨𝐭 𝐚 𝐑𝐞𝐥𝐚𝐲 𝐑𝐚𝐜𝐞 ↳ In the past, GTM operated like a relay race. Product would start, then pass to Marketing to generate demand, then to Sales for closing, and finally to Customer Success for onboarding and service. Some organizations even looped feedback back to Product to restart the process. Those times are gone! 𝐂𝐨𝐧𝐬𝐢𝐝𝐞𝐫 𝐆𝐓𝐌 𝐥𝐢𝐤𝐞 𝐚 𝐅𝐨𝐨𝐭𝐛𝐚𝐥𝐥/𝐒𝐨𝐜𝐜𝐞𝐫 𝐆𝐚𝐦𝐞 ↳ A more accurate analogy is a football game (or soccer for our U.S. readers). It involves constant passes; no one carries the ball from one end to the other alone. Everyone touches the ball constantly, illustrating the interactive and non-linear nature of the process. GTM is not a solitary race, it's a team sport. And teams that work as a cohesive unit win games and championships! #GTM #Marketing #Sales #CS #Product

We went live this week with our first Teardown Tuesday from Sangram Vajre... Featuring Nina Butler and Sarah Allen-Short, we saw all the amazing data and insights from our latest research report "Making Outbound-Led Growth Work". We must discover which parts of our outbound motions are repetitive and therefore prime for AI. The rest will be up to the creativity and relationship-building skills of our people on the front line and the processes we build. We're going to be doing this every week so make sure you follow Sangram Vajre and this page to sign up when we announce it. 🔗 to the full report in the comments... Regie.ai #TeardownTuesdays #GTM #outbound

Attention GTM leaders! 📣 We need your help to create the most comprehensive report on the role of AI in GTM by participating in this brief survey. 💚 It's no secret that AI has transformed the way GTM teams work. However, the true impact and the real-time, on-the-ground changes remain to be fully understood. To shed light on this and assist GTM teams in making informed decisions, Vidyard is preparing a report filled with first-hand data and insights on how businesses are using AI to boost their marketing and sales efforts. 🙌 If you have insights or experiences to share, we'd love to hear from you. 👉 Here’s the survey: https://lnkd.in/gkhxgdxC (it takes no more than 2 minutes…) This will collectively help us all move our businesses forward. #BetterTogether #StateofAI

Outbound is still a driver… 🚀 🐶 Jacco says “I believe the word outbound is dead, but our need for it is not” “We currently do more better… That is the road to failure.” “We cannot let tools decide what outbound is. It is the ultimate process that decides what outbound is. It is the process that tells us how we should be reaching out to customers. How we should connect with our buyers when they need us” ⭐ Process > Tools (AI) > Skills ⭐ “Buyers dictate the process” 💡 Great insights for all GTM Operators and Leaders here. We’re all talking about becoming buyer and customer-centric. → We must use the process and our tools to do it right. Tech. Teams. Trust Winning by Design Catch the full session here → https://lnkd.in/eTdfRchY #AI #outbound #BetterTogether #Process

AI is not single-handedly going to change Outbound as we know it… ↳ This was a super exciting part of our debate on whether outbound is dead last week Patrice shares some great insights here on why playbooks are essential. They need to be adaptable and dynamic. This is the definition of playbooks. → “Garbage in, is garbage out! if you give 10 BDRs, the same questions, the same prompts to go to AI. You’re going to get 10 different answers.” → ”Playbooks help with standardization, they help train our teams. They help us scale. They help performance improvement. We learn from our mistakes…” We need playbooks to make sure sales and marketing teams are using AI in the right way. Catch the full session here → https://lnkd.in/eTdfRchY Inverta #Outbound #Sales #Marketing #GTM