Totango’s Post

🤗 We’re starting Monday feeling #BetterTogether. How about you?! Karen Budell spoke with Tim Sanders during a GTM Partners Live! on the opportunity, value and importance of Demystifying ROI in the go-to-market channel. ⚡ 💡 Here's an idea: “There's safety in numbers” when it comes to forging partnerships and deep GTM motions with your key partners from sales, customer success, marketing and revenue ops. Interested to learn how a #BetterTogether GTM motion can drive revenue for your organization? 🤔 The next GTM Partners #BetterTogether roadshow is happening TOMORROW in Boston! Register to grab one of the remaining spots ➡ Link in comments Catalyst Software #customersuccess #sales #marketing #sales #operations

👉🏼Which GTM approach is the right fit for your business? 👉🏼How will it affect team roles? 👉🏼Do you need to implement new technology? 🤘🏼The choice to work on your GTM strategy is only the beginning. At this year's GTM Partners Roadshow, we were reminded that sales growth is not a marketing problem, and it’s not a customer success problem: It’s a GTM problem. As long-time RevOps advocates, we’ve seen the impact that a holistic RevOps model can have on #GTM strategies. If you need new ways to attract customers (and, really, who doesn't?), here are five factors discussed at the GTM Partners Roadshow that help build solid GTM strategies. https://lnkd.in/gUJUGr3h Fullcast Amy Osmond Cook, Ph.D. Dylan Ferguson Amanda Fletcher Ryan B. Tyler Simons Aubrey Donnelly Brittany Davies, SPHR Spencer Ricks, M.A. #Revops #fullcastgotomarketcloud Lance Evanson #softwareandstrategy4gotomarketteams

Identifying and engaging key decision-makers early in the sales process is like finding hidden treasure. But how do you uncover these power players and get them on board from the get-go? Join us on Thursday, March 14th, along with Mark Kosoglow, former CRO at Catalyst Software, and Randy Likas, founding GTM team Nektar.ai They're going to deep dive into: - Spotting strategic gaps in engaging buying groups.  - Unveiling the ever-changing landscape of buying group engagement.  - Crafting foolproof processes for engagement. - Techniques for gaining consensus among the committee. By tuning in, you'll: - Learn actionable strategies to tackle even the trickiest buying committees.   - Gain valuable insights on collaborative sales and marketing approaches. - Discover effective processes for continuous engagement and consensus building. Enhance your ability to drive deals forward and boost those win rates strategically. Register now to secure your spot! (Link in comments). We can't wait to see you there! #BuyingCommittees #SalesStrategies #Webinar #Collaboration #SalesSuccess #RevOps

To claim your seat at the revenue table, marketers need to "move from being obsessed with the top of funnel to finding revenue opportunities at any point of the customer lifecycle," said Alex Poulos, CMO at Crossbeam. In 2024 GTM teams are going to need to be completely aligned on how they identify, engage, win, retain, and expand your ideal buyers. Go to https://lnkd.in/gHXVGVik to get advice from CMOs, CEOs, and marketing leaders for getting a seat at the revenue table.

I'm speaking! If you're in the NYC area later this month, be sure to see me and other enablement leaders at #SECNYC March 21 and 22. My session is on "streetwise" guided content frameworks that both accelerate sales and enhance the CX. We'll get into such (thrilling) topics as: – Enablement-owned vs. influenced metrics – Simplicity and customer-centricity in your content and frameworks – Getting traction at the top of the funnel – Leading better, more customer-centric solutioning conversations – Frameworks to reframe objections, sell against rivals and tell success stories – Staying in your "Winning Zone" For info and to register: https://lnkd.in/eduq33sg #salesexcellence #salesexcellence #saleseffectiveness #revenueenablement #contentstrategy Phil Putnam Gregory Scarola Charles Gryor Derupe Garrett Rafols Chelsey Geula Michelle Curtis Mark Eckstein Amanda Romeo Stephanie Middaugh ⭐ Elisabeth Marino Rachel Arbacher Amy Hrehovcik Paul R. Butterfield 📕

Are you starting to grow your team? Check out the latest GTMnow article on the 17 Learnings on Scaling a GTM Team. (Or as my cheery Midwestern upbringing would reframe it: "things I've screwed up before in my job") I'm always excited to join these conversations with experts like Joe Goldberg, Nipul Chokshi, Daniel Gesser, Kyle Norton, Richard Harris™, 🏄♂️ Scott Leese, Chuck Brotman in GTMfund -- and feel guilty about how much I learn in these conversations. Check out the 17 Learning and sign up for the free newsletter here: https://lnkd.in/gCSJsbid #GTMscaling #bestpractices

🔥I'm so pumped up! Headed to VEGAS BABY this week for the Sales 3.0 Conference. I was invited to speak on a panel hosted by Warren Zenna with Keenan . and Vivian N. 🔥 🌶️🌶️🌶️ I think it's going to be a spicy conversation!!!! We had a prep-call last week and we all have a lot to say about this!!! Session Info: Unlocking Growth: Transitioning From #SalesEnablement to #RevenueEnablement Learn about what defines sales enablement and revenue enablement, and how they differ. Discover the tools and techniques that bridge the gap between traditional sales methods and holistic revenue generation through enabling #marketing, #sales, and #customersuccess teams to create a unified force that drives revenue. Leverage analytics and technology to optimize the customer journey and enhance performance across all touchpoints. This panel aims to equip professionals with actionable strategies for maximizing their revenue potential in a collaborative and dynamic environment. 🙏🙏🙏 I'm looking forward to the jam-packed two-days of sessions!!! Thank you so much for the invitation Gerhard Gschwandtner, you and your team have put together a phenomenal lineup!!! Jeff Campbell, Paul R. Butterfield 📈 Stefanie Boyer, PhD💧looking forward to this!! Both virtual and in-person registration is available, the agenda is insane, check it out! https://lnkd.in/eEueYESj #RevOps #RevenueOperations #SalesOps #CustomerJourney #RevenueEngine #Speaker

Kickoff season is here, where we fly in hundreds of GTM folks from around the country, pull them out of the field, and introduce the Company's big bets that are critical to hitting growth targets (new products, new markets, messaging etc.) So why do these big bets fail 70% of the time? The reality is, your GTM team isn't just at the kickoff to learn new processes. Their attention is also spent networking with remote employees, strategizing big deals with the Executive team onsite, and (let's be honest) putting the company expense report to the test! Plus, about 30% of the team you have at the end of the year, wouldn't have even attended SKO Others have found that the key to generating ROI of your kickoff, and being able to hit your targets for the year, is being able to accurately measure, analyze, and reinforce these new systems throughout the year. We make it easy at Gong to do this by analyzing how these topics are being used/engaged in all customer interactions. But curious to hear best practices on how you reinforce new initiatives over the next 12 months #saleskickoff #salesenablement

Feeling inspired and recommitted after last week's GTM Partners Seattle roadshow. Much like reading your favorite book or watching your favorite movie, every time you play it back, you catch something new in the content. Some of my favorites nuggets I'll take with me into this week: "When you are unfocused, you pay an optionality tax" - Bryan Brown when discussing how focus will set you free in your GTM strategy. Whether it's your external offer to the market or your internal priorities, determine where your business can grow the most and skate there with speed and clarity. "Train AI to speak like your superhuman seasoned sellers" - Angela Frackowiak dropping unreal levels of knowledge and insight into how she, Branislava Jelicic and their team at Armis are using Regie.ai to scale the operational complexity of their inbound and outbound motions. "If you ask department questions, you get department answers" - the silo'd problem-solving across the GTM teams has to stop. Elevate your cruising altitude by using frameworks that don't pit functions against each other, but rather seek to draw out cross-functional solutions (I took a great framework pic at the event for anyone who wants it). H/T Outreach for letting us drink in your beautiful office view all morning