Former Levelset CRO Martin Roth takes you behind the scenes of scaling a company from $0 to over $25 million ARR and a successful exit to Procore. With raw honesty, he shares key mistakes made along the way and invaluable lessons learned about building a winning sales playbook, culture, and team structure.  The early days […] The post From Flip-Flops to a $500M Exit as CRO: Lessons Learned from Taking a Startup From $0 to a Successful Exit with Martin Roth appeared first on GTMnow ..read more

The State of GTM Jobs: Customer Success  At the crossroads of retention and revenue, Customer Success (CS) is a cornerstone for sustainable growth and is growing in both scope and importance.  This can be seen from hiring trends and also industry prominence. For example, a Chief Customer Officer Summit was hosted for the first time […] The post The State of GTM Jobs: Customer Success appeared first on GTMnow ..read more

Product-Channel Fit measures how well a product aligns with its distribution channels to effectively reach its target market. The goal is not to test every possible channel but to focus on the one or two that maximize your resources and scale your product for hypergrowth. For example, an AI-powered video creation tool designed for viral […] The post Product-Channel Fit: Finding the Right Growth Strategy for Your Product appeared first on GTMnow ..read more

Paul Mander currently leads all of go-to-market for B2B at Optery. He previously built the pre- and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common […] The post Lessons from going to market with the Solutions team at mParticle appeared first on GTMnow ..read more

Prospecting requires a unique approach for each type of buyer, and knowing those buyers’ habits — what kind of communication they respond to and the content they engage with — makes all the difference.  For Memo, a platform that reports how many people read earned media coverage, many of those buyers are senior communications leaders at Fortune 500 brands with limited time to spare. Engaging senior leaders often requires more than email or cold call; Memo had to devise a thoughtful and effective way to bring their ICPs into the conversation.  The solution? Highly curated dinners at e ..read more

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). And one of the best ways to do this? With a sales kickoff (SKO).  As powerful as these meetings can be, they often lack direction or fall victim to several other SKO mistakes many organizations make. But with the guidance of David Nour, CEO of Nour Group, we will prepare you to have the most effective sales kickoffs. We’ll do this, in part, by ensuring you don’t make the ten biggest SKO mistakes we often see. Beyond that, we’ll also share some ideas ..read more

Referrals are the lifeblood of sales. They convert better than any other sales channel and afford a more natural and authentic sales process. 84% of all buying decisions start with a referral. However, they don’t happen as much as they should. Too often, an investor, advisor, or friend could have made the difference between closed-lost and closed-won, but they simply weren’t aware. This is where the concept of Warm Intro Navigator (“WIN”) was born.  Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. Both of us have ..read more

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Stale data and lack of differentiation could be two major culprits. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Your Prospect Data Isn’t Accurate The Importance of Accurate Data in Prospecting Whether you’re nurturing warm leads or reaching out to cold prospects, having access to accurate ..read more

Only one month into 2024, we’re already seeing a significant shift in the marketing metrics world. As we step into this new era, we re-evaluate what truly matters in the marketing landscape. Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts.  Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go. A Shift from MQL to Pipeline So, why exactly are we seeing this shift from ..read more

Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue. Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Each helped, but one “secret” weapon accelerated revenue and customers at an outsized rate: our highly technical Solutions Engineering team. Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team cou ..read more