Pocus

We’re getting ready to kick off a brand new season of the Pocus podcast! Listen in as we record deep-dives with some of GTM’s best leaders from companies like Gong, ZoomInfo, Ramp, and more. Plus, we’ve got some extra special guests this season, including one of LinkedIn’s Top Voices. 👀 We’ll be sharing the schedule soon, but if you’re in our community or subscribed to our newsletter, you’ll get early access to the guest list! Join our GTM Slack community: https://lnkd.in/eyurwVi7 Subscribe to our Unlocking Revenue newsletter: newsletter.pocus.com Have a GTM expert you want to hear from on our podcast? Tag them below.

3 major trends in GTM strategy from ICONIQ Capital’s State of GTM 2024 that caught our eye: 1/ Double down on consultative, specialized AEs. Strategic sales leaders are moving away from regional territories or divisions by business size. Many are organizing AEs by industry or business use case, allowing them to become experts at the needs of a niche target market. 2/ Embrace a hybrid sales strategy With budgets under scrutiny and longer sales cycles, multi-threading is more important than ever. But rather than targeting several leaders at a company, the best sellers are attacking their deals from both sides: selling to the end user and the decision maker. 3/ Aim for longer contracts Average contract length is slowly moving towards 3 years. There’s a higher sense of stability entering the market, making these longer deals much more appealing to customers than the past few years. Are you noticing any of these trends in your network? Share what you’re seeing in the comments! 👇

📣 Calling all Dreamforcers! We’re so excited to be joining Modern Sales Pros at their annual Dreamforce Happy Hour! Come see us at Local Edition on Tuesday, 9/17 from 6 - 9 pm for delicious food, craft cocktails, and the company of some of the coolest sales pros in the game. We’re going to have limited edition swag and a Pocus-inspired cocktail that you won’t want to miss. 🔮 Register here to save your spot: https://hubs.la/Q02KnYlR0 #dreamforce #modernsalespros #dreamforceparty

Reps spend 70% of their day on non-selling tasks. Something we hear over and over from sales leaders is that their best reps are consultative, doing deep research on their prospects. But all of that prep work comes at a price. It takes hours to dig through Google, LinkedIn, spreadsheets, call notes, and more. But until today, the only way for a rep to get faster was to be less personalized and relevant, resorting to spray and pray outbound. Today we’re launching Pocus AI Strategy in closed beta. Go from hours spent on deeply understanding accounts and developing POVs to minutes. With the AI strategy tab, leaders can give reps the force multiplier of AI without navigating the work of prompt engineering and using multiple tools to find the right data. Pocus customers participating in our closed beta can now get instant background research on their target accounts, including: - Recent news - LinkedIn activity - Gong transcripts - Seller notes - Your custom value props Read more about what AI Strategy by Pocus can do for you: https://lnkd.in/enHMtV69 Want to try it yourself? Apply to be part of our closed beta here: https://lnkd.in/ea2CmaaY

AI is not magic. Growth hack gurus are all over social media, telling us to automate everything through AI. But it’s not as simple as clicking a couple of buttons and letting the deals roll in while you sleep. AI can do some amazing things, but it has limits. For example, it’s great at handling simple but tedious tasks like synthesizing meeting notes, but it still has room for improvement when it comes to writing emails that sound natural. In tomorrow’s newsletter, we’re walking through some simple ways to add AI to your GTM workflow. No hype. Just real, tactical advice. Subscribe here: https://lnkd.in/gf6WVXtE In the meantime, what AI tools are you *actually* using and seeing value out of on a daily basis?

📚The official Pocus Summer Reading List is here! Get prepped for back-to-school (and the start of Q4) with a little light reading from some of our favorites: 📗How to create a team structure based on innovation and experimentation via Michel Hauzeur https://lnkd.in/e2_eCtK7 📘Your guide to GTM metrics 2.0 via Kyle Poyar’s Growth Unhinged https://lnkd.in/e7_SHy2n 📙How embracing your emotions will accelerate your career via Lenny Rachitsky's Newsletter https://lnkd.in/eUYwE-xN 📕Assumption Prioritization Canvas: How to Identify and Test the Right Assumptions via Paweł Huryn's The Product Compass https://lnkd.in/e4qKSdir 📗The Secret to Finding PMF is Focus via Notorious PLG https://lnkd.in/eGYjRWvW 📘Unlocking the Power of Signals with Saad Khan (Aligned) via the Pocus blog https://lnkd.in/euW7EwsC Want our weekly curated list of blog posts and podcasts, plus the ability to network with and learn from some of the best minds in GTM? Request an invite to our Slack community! https://lnkd.in/eyurwVi7

Secret integration hack… 👀 We have dozens of signal and data-source integrations in our Signal Marketplace, but did you know that you can connect over 7,000 apps to Pocus using Zapier? This integration unlocks every type of workflow imaginable from connecting to sales tools in your stack, creating data-driven marketing campaigns, enriching your ad platforms with product usage data, managing tasks, and more. You can read more about it here: https://lnkd.in/gqQy3rT6

We just read the Salesforce State of Sales report and saw a pretty shocking stat: ‼️ 67% of sales professionals say their company doesn’t provide AI training. 

“We’re focused on building the platform. AI is just an add-on.” A bold statement for a SaaS company today, but we loved Alex Kracov’s reasoning: You can always layer in AI where it makes sense, but you need to build a great product first. We couldn’t agree more. This week on our blog we’re recapping our recent AMA with Alex, including his experiences scaling GTM at Lattice, and then building Dock as the CEO and Co-Founder. In this AMA we covered: - Alex’s proven approach to building a GTM motion from scratch - How to create an effective partnership between sales and marketing - Alex’s top piece of advice to fellow founders and early-stage hires You can read the post or watch the recording at the links below.

🎵Please, please, please, don’t bring me to tears when I just did my pitch deck so nice 🎵 No need to stress — Miriam O'Donnell's got you covered with a fool-proof way to prep your leaders for exec alignment meetings and avoid embarrassment. 😉