Sales Redefined’s Post

We're revisiting our insider chat with a leading Chief Revenue Officer John Foong from Domain on our Sales Bites podcast. John has a wealth of experience from Google, Uber, McKinsey & now Domain. We unpack: - The common themes amongst high growth companies - The best sales strategies - Aligning your team for growth - Investing in your team And much more! Watch or listen via link below. #CRO #Growth #Podcast https://lnkd.in/egVsX5vH

Attention GTM leaders...We have just what you need to skyrocket your marketplace growth - expert strategies from some of the most trusted voices in partnerships! Our upcoming webinar brings together an incredible panel of speakers to help you discover proven strategies for successfully launching and scaling your marketplace presence, effectively onboarding partners, and driving higher conversion rates. Don't miss this opportunity to learn from the best and take your marketplace growth to new heights! Save your spot here - https://hubs.ly/Q02H3pV30

It’s officially October. So, my team and I are gearing up to finish the year strong. Here’s how we’re tackling it: When it comes to GTM work, the effort we put in today pays off down the road. That’s why we’re laser focused on revamping our GTM strategy. The systems we’re putting in place this month are designed to not only help us close out 2024 on a high note, but also give us serious momentum going into 2025. So, what’s on our radar? 1. Clarifying our Ideal Customer Profile and making sure we’re still targeting the right people. 2. Revamping our Messaging to ensure we’re speaking directly to our customer’s needs. 3. Being intentional about how we execute to drive consistent results. The work we’re doing today is setting the foundation for success tomorrow. If you’re a SaaS Founder and want to build momentum for 2025, now is the time to double down. Grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

Q4 is approaching fast, so it’s crunch time. Here are three key components I’m working on with Founders in my GTM Program to build momentum for a strong finish of this quarter… 1. Win %: What do our biggest wins from the past quarter tell us about our Ideal Customer Profile? Which deals did we lose, and which were a waste of time because they weren’t ICP deals? The goal here is to double down on the customers that matter most. 2. Lead to Pipeline %: Where are our highest quality leads coming from? What content, channel, or campaign is generating the best results? Let’s find what works and 10X the pipeline from those winning sources. 3. Crazy Ivan: After locking in on what’s working, we create space to try one bold new move that could supercharge our results. What’s our “Crazy Ivan” for Q4? Take this time to sit down with your Co-Founder and team to refine your strategy and finish 2024 on a high note. Most importantly, remember that the work you do now will build momentum for 2025. If you’re a SaaS Founder and you’d like to revamp your GTM strategy to scale, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

Yesterday we had the Head of Rev Ops in a $600M SaaS business opt-out of our 5-question Executive readiness survey! The CEO, CRO, Head of Sales, and CMO all completed the survey and the Head of Rev Ops straight up opted out!! Here's how it went down: They brought us in to move their partner revenue from $600k in 2023 to $2.5M in qualified pipeline contribution for 2024. Our task is to help define and deploy the microsystems and playbooks to get the nose up on the 2-3X pipeline coverage they'd need. There's a planned raise in Q2 2025. Our position on any engagement whether its going from 0 to 1 in a partner program or creating tailwinds in an existing program is that you have to become THE subject matter expert on the state of partner GTM readiness in your organization. Teams change Leadership changes Tech-stacks change Priorities change Market pressures change Your tracking a moving target. This is just the hard thing about hard things. Our first step is to generate knowledge about the business that NOBODY else has so we create an authority in our client Partner Leader. How do we do it: Quick surveys that are no more than 7 questions designed to rapidly escalate our partner teams knowledge about where the following things are: Current partner gtm skills Current partner gtm data Current partner gtm interest Current partner gtm willingness to participate Current partner gtm strategic importance to the business mission From the questions we've developed over the last 5 years we create a report with insights about where the fastest time to impact with the least resistance will come from. This identifies our investment lane and shifts the cone of possibilities around which plays to run with which partner type and what support we can manufacture. This is the first of board level reports. So when the Head of rev ops opts out we have a major red flag. Fortunately this head of rev ops just accepted a new role and this is their last week at the company so its not a show stopper, more of a false alarm. The point is that you need to manufacture the data about the operational readiness of your business for partner gtm. 1 day or 27 years in partnerships won't help your strategy without it. We're thinking about putting our surveys that cover 90 days of learning around the business to paint a better path to value. If you think this is interesting and would like to see more, maybe access to the surveys, let me know in the comments!! #partnergtm #growthstory

There is a secret behind all 400+ launches I was a part of: Radical Focus. 🎯 Let’s face it 🤦♀️ : If you are a small team, it is unlikely that you can have a shoulder-to-shoulder encounter with industry giants who have more budget and human resources. You need to carefully choose your terrain and attack swiftly and fiercely where you have a fair fighting chance. Usually, that is in an underserved niche. You win it by using a radical focus on serving your selected audience better than anyone else can. Do less, but do it very intentionally and obsessively.  That applies to channels, audiences, offers, and selected growth levers. Let’s start February with a case study of my recent mega-successful book launch. In its first week, it became a best-seller. My friends from Userpilot invited me to share most of these lessons at a free webinar where I will share more about GTM strategies for B2B SaaS Companies. Register today - find out more in the comments! ✌️ P.S. Lusine Sargsyan told me that we already have 220+ registrations. 💜 FOMO is real. Thanks for a great response and see you this Thursday! 😘

How well do your pipeline meetings run? Do you get the right people together frequently enough to really understand the problems in the pipeline and where the handoffs from marketing to sales are working? Or not? This is one of the biggest issues I see when I advise earlier-stage companies. Getting the right metrics reporting, the right x-functional cadence, the right execs, and marketing and rev-ops people in the room to solve problems in real-time -- not after you've already lost too much time -- is critical for success. Some of the people I most admire at the intersection of marketing reporting and sales alignment are doing a session together at the SaaStr CMO brunch. Sydney Sloan was a pioneer of revenue operations (combining marketing and sales ops more effectively) as the the CMO of Salesloft and has gone on to use her knowledge to drive massive growth in every company since. Katrina Wong finely tuned her marketing-revenue dashboards and pipeline processes as the CMO of Segment and is now implementing it all as the new CMO of New Relic. Claire Darling is seeing the challenges and opportunities of pipeline alignment right now as Clari's CMO, iterally the end-to-end revenue platform. Come learn, and ask them your hardest questions at the SaaStr CMO brunch next Thursday. I can't wait for this session. Link to register for the event below. #Revenue #Marketing #Pipeline #Revops #Marketingops #CMO

Tech CEOs and company leaders If you are facing misalignment between Product, Marketing, and Sales in your GTM Strategy, read below: Louis D., Philippe Delfs, and Jens Deryckere are planning to use test our buyer persona page aimed at CEOs for our new website. If you are willing to provide valuable feedback for a maximum of 30 minutes, and qualify yourself as: → Single-product tech, or SaaS → B2B mainly → Headcount: 11-50, 51-200 → Funding stage: Seed, Series A We are constantly reshaping our value prop. If this is for you, please send us a DM. Next Monday has been fully booked, but we have a wide-open calendar next Thursday 25/01. → Google Meet 30 min → Insights will be recorded → Reporting will be handed over PS: Philippe bets me it will get more relevant reach with a personal video.

There is no "I" in "Revenue Team"! Focusing on one go-to-market team is a huge mistake revenue operators - and the rest of the executive team - should avoid. It's important to play to everyone's strengths and come up with a strategy where those strengths work in harmony. Like any sports team strives to do! Marketing is great at massive scale messaging, brand development, and enforcing consistency in its representation. Sales - they create relationships necessary to win over trust (and business). They interact one-on-one with buyers and should be feeding their lessons learned back to the marketing to roll out at scale. They should also be aligned with customer success and communicate the goals of the customer and what the product can and can't do to set the right expectations. Customer success - lives and breathes the customer. Product and marketing should forge deep relationships here because everything the customer wants and succeeds in should drive product development roadmaps and go-to-market strategy. If any one of these disciplines is off, the business isn't going to reach its full potential. Listen to the full No Nonsense Sales episode with #RevOps Co-op founder, Matthew Volm, here -> https://hubs.li/Q02F3gp-0 #salesops #marketingops #csops #ALLtheOPs

The 7 Biggest Mistakes CMOs Make (And How to Avoid Them) with the CMOs of Databricks, Zoom, and Okta #Sales #Marketing #Revenue