Pocus

What if you could level up your GTM skills in just 30 minutes? This season of the Pocus podcast is all about improving your GTM skills 10x. We’ve got a roster of industry experts joining us to share their best strategies and frameworks. This is the real, tactical advice you need from the GTM experts at companies like Asana, HubSpot, and more. Our next guest is Kevin Baldacci, Head of Solutions Product Marketing at Asana. We’ll be covering: 👉 Kevin's 11-year tenure at Salesforce and how it shaped his career path 👉 How marketing has changed with the rise of AI and where Kevin sees GTM x AI heading 👉 The framework Kevin uses to build product adoption with new tech like Asana AI Register here: https://lnkd.in/gZkFB62t

SDR roles are dead. AE roles are dead. Sales is dead. According to the LinkedIn echo chamber, AI is killing every GTM role. Caitlyn Vaughn, founder of Ascend AI, has a much better, more nuanced take. Caitlyn started her career as an SDR before moving into engineering thanks to knowledge she learned through AI, so she’s seen both sides. Instead of thinking about how AI can replace reps, she frames AI as a way to help reps: 👉Be way more efficient by helping them do deep account research in minutes 👉Excel in vertical SaaS where they need to be much more technical and act as trusted advisors 👉Move into new career paths or level up in their existing career by helping them contextualize information and learn new skills Curious to hear from our followers - have you used AI to learn about a niche industry or develop new skills for your career? Share your experience in the comments

We usually value humble overachievers, but it’s time to brag! 😏 We’re beyond excited to share that Pocus has been named to Will Reed's Top 100 Class of 2024! This list is a curated group of emerging B2B tech companies celebrated for building a strong workplace culture where humans thrive and do great work together. You can check out our official listing here: https://lnkd.in/eVZP5u-z #WillReedsTop100

“Using tools like Pocus, we’ve crafted specific playbooks for different customer segments, empowering us to have more precise targeting.” We loved reading this quote from George Adeosun, Business Development Lead at Canva in his recent interview with Built In Austin! George shared how he thinks about AI tools for his team: ✨streamline time-consuming workflows ✨surface insights to help them better understand the needs of their customers ✨run analysis to identify untapped opportunities We’re excited to keep building the future of AI x GTM with the Canva team!

3️⃣ reasons you need to register for our upcoming podcast recordings: 1/ Registrants and community members are the only folks who get early access to recordings. They’re sent to your inbox the very next day. Everyone else will have to wait until the season is released! 2/ You can ask the questions you’re curious about. We always save time at the end for an audience Q&A. 3/ You can steal playbooks from the best in GTM! Our guests are leaders from companies like Gong, Asana, Hubspot, and ZoomInfo, and share their detailed frameworks and tactics with us. Join us for the next two podcast episodes: 👉Eran Aloni - EVP of Product Strategy and Ecosystem Gong Register here: https://lnkd.in/gefQA_zU 👉Kevin Baldacci - Head of Solutions Product Marketing Asana Register here: https://lnkd.in/gZkFB62t

Everyone else has AI figured out - you’re just behind the curve. If that’s how you feel when you read LinkedIn posts about leaders going all-in on AI and getting incredible results, you’re not alone. Recently our founder, Alexa Grabell talked to Dini M., Executive in Residence at Peak XV Partners, about all of the hype around AI as human replacements. Dini was skeptical and mapped the market herself to see if she was missing a major opportunity. The results? A lot of these “revolutionary tools” are just AI “toys” that can burn through your pipeline in no time, leaving you worse than before you started. Instead of focusing on replacement, Dini takes an AI stance we firmly agree with: focus on augmenting your team and automating the tedious work they do every day, like running reports or updating contacts. Give them more time to focus on talking to buyers and becoming trusted advisors. What’s one task you wish AI could take off your plate, saving you hours? Add yours to the comments! (And who knows… maybe we’ll build it for you. 😉)

The Pocus podcast is back and this season is all about upleveling your GTM skills 10x. From sales to marketing to CS, we’re talking to industry experts to uncover their frameworks for becoming more strategic, consultative, and efficient. We’re starting off with some incredible guests: 👉Eran Aloni, EVP of Product Strategy and Ecosystem at Gong We’ll be digging into Gong’s AI strategy, plus Eran will walk through his framework for identifying AI tools vs “toys.” Register here: https://lnkd.in/gefQA_zU 👉Kevin Baldacci, Head of Solutions Product Marketing at Asana Curious how marketing has changed with the rise of AI? Kevin is going to talk share his thoughts, plus the tactics he uses to build customer buy-in on new tech like Asana AI. Register here: https://lnkd.in/gZkFB62t 👉Kyle Poyar, Operating Partner at OpenView GTM teams need to go beyond the ABM basics and take an ABX approach, customizing every piece of the journey to target accounts. Kyle will share his approach to getting consultative with your buyers on an individual account basis, plus the new metrics you need to measure success. Register here: https://lnkd.in/gavdd-2s We can’t wait to see you there!

Pipeline is a team sport. Perfect example: account-based outreach. It’s easy for sales to rely on marketing to warm up target accounts, but the reality is it’s not ABM. It’s ABX: account-based strategy that the whole GTM team is tackling together. So, what does that look like in practice? 1/ Figure out which accounts are worth targeting with an ABX strategy. These efforts are high effort-high reward, so make sure the deal size justifies it. 2/ Get the whole team on board. You want to create ‘surround sound GTM’ so your brand is showing up everywhere in your target’s world. 3/ Provide value at every touch. It’s not enough to just show up everywhere; you need to be offering something your prospect wants: knowledge through custom content, notoriety through event invitations and speaking engagements, etc. For a deep dive into all things account-based, check out Kyle Poyar’s recent deep dive with Shari Johnston from Winning by Design: https://lnkd.in/e5xGP-xC

It’s event season and we’re hitting the road! We’re so excited to mix, mingle, and talk all things AI x GTM in person. Here’s where we’re headed: Sept. 5 - Pear VC Panel in San Francisco Sept. 5 - SaaSOpen → Sept 5-6, NYC in New York Sept. 17 - Modern Sales Pros Happy Hour at Dreamforce in San Francisco Sept. 17 - GTMfund Dinner at INBOUND in Boston Oct. 5 & 6 - GTMfund Summit in San Diego Oct. 29 - GTM x AI Panel in San Francisco Oct. 30 - GTMfund Dinner in San Francisco Let us know where we’ll see you in the comments! 👇

So many of y’all wanted in on the AI Strategy beta we announced last week that we sprinted on a new version: a lightweight, FREE version of the tool that anyone can use. (Even if you’re not a Pocus customer yet!) We know that the best reps do deep account research and develop a strategic POV before outbounding, and this tool will help you do just that - in minutes, not hours. Here’s how it works: 1/ Tell us about your company and product 2/ Tell us who you want to sell to 3/ Our free tool gives you a breakdown of all the account info you need to know. From recent news to social media posts, you’ll have it all at your fingertips, plus helpful insight into how to sell strategically to that specific account. We weren’t planning on releasing this outside of the Pocus product originally, but we’re taking a few early users to help us test before we roll out to everyone. EDIT: We’ve hit capacity, but we’ll be opening it up to everyone soon. Add your name to our waitlist and we’ll let you know as soon as it’s ready for you: https://lnkd.in/eAmnjd2y