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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! 👇

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Thank you for sharing!

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