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Not everyone wants constant outreach from a human. It’s a common assumption to place small companies in self-serve and big companies in rep-driven categories. However, this approach needs reconsideration. - Large companies often have numerous users who need self-serve resources. - Small companies sometimes require human interaction for specific issues. - Assuming all large companies want rep-driven experiences is a mistake. - Blindly assigning small companies to self-serve only can lead to dissatisfaction. Balancing these needs thoughtfully ensures better customer experiences. — Jon Dick on The GTM Podcast.

Dennis Lyandres is currently an Advisor at ICONIQ Capital. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho. Full episode in GTM 110 on The GTM Podcast 🎧

One topic comes up on nine out of every ten calls with founders: how do we build more pipeline for the rest of the year? Here are more than a dozen ideas crowdsourced from CMOs and CROs at Carta, G2, Jellyfish, Miro and more ⤵ Shoutout to Scott Barker and Sophie Buonassisi for polling their network of 350+ GTM leaders at GTMfund 🙌 1. Bet on events – both large and intimate This is about as far from AI-driven go-to-market as you can get. And yet events were the top area where revenue leaders say they’re doubling down in H2. Specific ideas: - Local dinners (40% conversion from attending a dinner to becoming a sales opportunity) - Virtual conference (28x return on cost to pipe gen) - Other events: trade shows, roundtables, happy hours, product experience days 2. Orchestrate account-based plays across teams These days anything that could build pipeline is fair game. Marketing, sales, product, customer success and even ops all play a role in acquisition. Specific ideas: - Aligning on a tiered account strategy - Training all GTM team members (BDRs, CSMs, etc) on the pitch & account-based plays - Hunting for new logos category by category (getting hyper-specific where you have an existing beachhead) 3. Get more creative with outbound Cold calling and cold email are still very much part of the mix, but there’s an added element of creativity involved in breaking through the noise. Specific ideas: - Personal pages for SDRs - Company-wide prospecting days - Deep mining of relationship data to tap your network for intros 4. Revisit pricing and packaging for land-and-expand Today there’s an increasing focus on finding the right entry price points – including prices for pilots and pricing floors for the sales team – in order to accelerate new logo acquisition and then set up future expansion revenue. Specific ideas: - Introduce usage-based pricing as a secondary lever to expand certain use cases - Charging a nominal fee for pilots - Adjusting pricing floors - Better enforcing existing pricing Full piece here: https://lnkd.in/gr3uX_7Z Let us know what else you're betting on to grow pipe this year!

🚀 Navigating LinkedIn's algorithm can be challenging, but thanks to Samantha McKenna's insights shared in GTMfund, we've got some unexpected tips to help! 🧩 Here are some key takeaways: 1️⃣ Post directly on LinkedIn, avoid third-party tools. 2️⃣ Use "Repost" instead of "Repost with comments." 3️⃣ Don’t edit your post in the first hour. 4️⃣ Limit hashtags to 5 or fewer. 5️⃣ Be mindful when tagging multiple people. A huge thanks to Scott Barker & Sophie Buonassisi for these valuable insights through the GTM Newsletter! 🙌 #LinkedInStrategy #ContentOptimization #GTM #MarketingStrategy #LinkedIn https://lnkd.in/deMh_9RD

He scaled Procore over 8.5 years from $10m to over $900m+ in revenue, the team from 100 to 1,500 people, and took it public on the NYSE.  On the outside, they were crushing it. On the inside, Dennis Lyandres was having feelings of failure (sound familiar?). When there were 100 people at the company, about 15 people were disproportionately epic. Once they hit 500 people, the number of disproportionately epic individuals had only increased to max 30. Dennis thought his "hit rate" for hiring exceptional individuals was dropping, creating feelings of failure. Turns out that when he spoke with other leaders, this was normal. Here's why: 👉 Price's Law 👈 Price's Law states that "the square root of the number of employees in a company do about half the work". In a 400-person company, that's just 20 people! So, how do you leverage this insight? Start by finding these awesome individuals and then find ways to never lose them. One of these ways is to build a formalized program for them. That can include: 1. Connecting them with leadership 2. Introducing them to each other and encouraging them to work together 3. Giving them the hardest problems to solve 4. Ensuring their compensation and career growth are "disproportionately epic" When does a formalized program make sense? When you reach around 100 employees company-wide. The lesson? Start cultivating this culture from day one, but formalize it as you scale. It being a small number of people doing a lot of the work that really matters is something that many companies and leaders face, but isn't often talked about. Tune into Episode 110 on The GTM Podcast for the full conversation - thank you Dennis for sharing transparently on such an important topic.

New episode 🎙🔥 Tune in to episode GTM 110 of The GTM Podcast to get insight directly from Dennis Lyandres on: - Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization. - Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product. - The importance of hiring for potential and experience with scale over domain expertise. - Personal growth lessons on reframing your relationship with drive and ambition. + more Available wherever you get your podcasts, including the links in the comments👇

It’s the Last Day of the Month (LDOM). We only get 12 of these a year. You have a few hours left to close out August with your sales team. Customers are running for the door, ready to start the long weekend. Are you panicking? I know how it was stressful for me. Every month. Once the team grew larger than 10 people, it was difficult to influence every deal the way that I wanted. The pipeline was bigger. There were too many customer calls to jump on. There were so many details that I couldn’t keep up with what was important in each deal. Turns out I wasn’t alone. This happens to every founder or sales leader that is scaling their revenue team. It just took me a while before I learned how to harness the energy from the end of the month and use it to my advantage. Let me show you how to drive your team to 100% of goal in the last week of the month: 1. Manufacturing Outcomes The revenue leader’s job is to manufacture outcomes for the business. by closing more customers and growing revenue for the business. No revenue leader? Then it's the founder. There are many other important responsibilities for the revenue leader like strategic planning, aligning with marketing, building processes, and all the other “executive-level” priorities. Everything else is secondary to driving more revenue for the business. The only thing that matters in the LWOM is getting more revenue. When it’s the LWOM, do not take your eye off the goal. Everything on your calendar must be aligned for closing business. Cancel all meetings that are not supporting your team to hit the number. The only thing you will be focused on during this week is getting your team to 100%. That’s the job. 2. Elevate Ordinary Experiences Successful sales execution is surprisingly mundane. The whole thing is predicated on the following formula: [consistent effort] x [consistent messaging] x [consistent lead quality] = [consistent results] To get your desired outcome, you need to put the same amount of effort with the same messaging to the same types of leads. If you do this, you will get consistent results. If you want to increase output, increase one of these variables. When you are doing the same thing over and over again with the same types of customers, you need to create ways to make it exciting. Viewed through this lens, the LWOM is a gift. It is a reason to make an otherwise ordinary week an “event”. You are already using quotas and revenue targets to create stakes for the business and establish a sense of urgency. The LWOM is set up perfectly to make the stakes real and celebrate progress toward your goal. Here’s how to elevate LWOM to make it special: - Increase the energy on the sales floor - Make the goal public - Celebrate the wins - Get granular in the pipeline And most importantly, work the deals. The revenue leader needs to be seen on the sales floor. The team wants to know that you are in the trenches with them.

New episode 🎙🔥 Tune in to episode GTM 109 of The GTM Podcast to get insight directly from Mark Ghermezian of MXV Capital: -Learnings from growing Braze from the ground up. -The behind the scenes on incubating two companies: Gynger and Tildei. -How to identify and hire problem solvers who can execute independently. -Navigating the challenges of raising funding and finding product-market fit. -Building a strong internal BDR team versus outsourcing sales efforts. -Advice for founders on structuring their cap table and choosing the right investors. -A pivotal moment in Mark's leadership journey and learning to delegate effectively. + more Available wherever you get your podcasts, including the links in the comments👇

When reposting on LinkedIn, avoid hitting "Repost with your thoughts." It throttles your post and only about 10% of the people that could see it will see it. As someone who has already hit the Repost button twice today, this nugget of LinkedIn algorithm gold was news 🤯 Adding comments may seem like adding value, but it actually tells LinkedIn's algorithm that the content is redundant, drastically reducing visibility. Instead, just hit "Repost" and let the original content shine. Thank you Samantha McKenna for sharing this plus 23591 other nuggets of gold in a recent private session for GTMfund portfolio companies and their exec team members on leveraging LinkedIn to drive revenue. Sam's content was so valuable that we removed the personal info parts so we could share the video through our media brand, GTMnow - link to the full thing on the GTMnow YouTube channel in the comments 👇

In an increasingly noisy and complex world, as a leader, focus is the super power you can give your reports. I remember realizing this very early in my career back when I was leading BD teams. At the time we had a large TAM and in theory, the more people who can buy your product then the easier it should be to find someone to sell to - right? I often found the opposite. Reps were overwhelmed. When a rep was struggling, I'd do the work to identify 5 accounts that I thought had the highest propensity to need our platform. I'd give them that list and say "Forget every other account in your territory and just go after these 5 for the next 2 weeks." and I'd usually give a little SPIFF on those accounts. Almost every time, without fail, they'd create a qualified opportunity within one or two of those 5 companies within those 2 weeks. Why? - They cut out the noise and the default thinking of 'more is better' - The did much deeper research - They created relevant specific outreach plans for each (not just a new sequence) - Most importantly: it forced them to get creative again and use their brain. I think this is true with any role across tech. Leaders should continually audit what their people have on their plates & remove things faster than they add them. Humans can maybe do 1-2 things really well at a time. Identify what the 1-2 things are that move the needle the most and scrap the rest. Clip from Ep #108 of The GTM Podcast with Matt Breslin, CRO at Upland Software - Matt packs this one with stories/insights from a 25 year career driving revenue across software great companies. Have a listen wherever you 🎧 to your pods.