{"id":3376,"date":"2024-08-02T13:47:27","date_gmt":"2024-08-02T18:47:27","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=3376"},"modified":"2024-08-02T13:47:30","modified_gmt":"2024-08-02T18:47:30","slug":"the-gtm-podcast-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2024\/08\/02\/the-gtm-podcast-summary\/","title":{"rendered":"The GTM Podcast (summary)"},"content":{"rendered":"<div class=\"nolwrap\">\n<h2 class=\"wp-block-heading\">105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>You need to be able to hire people who are more senior than you and better than you at their specific functions<\/li>\n\n\n\n<li><strong>Every quarter, ask yourself, &#8216;What were the 3 most creative\/contrarian demand gen campaigns we did?&#8217;<\/strong><\/li>\n\n\n\n<li><strong>Engage prospects in concentric proximity circles: friends &amp; former colleagues &#8211;> people in groups\/tribes you are affiliated with &#8211;> competitors of existing customers &#8211;> companies in a restricted geographic area. Do all of this before cold outbound.<\/strong><\/li>\n\n\n\n<li>If you sponsor an event, don&#8217;t just be a silver\/gold\/platinum sponsor. Also challenge yourself to think about 3 ideas to have the cool\/visible\/genius creative impact.   <\/li>\n\n\n\n<li>Rippling gives gift cards to people who post on LI about their positive onboarding experience with their software.<\/li>\n\n\n\n<li>As your business scales, you don&#8217;t need to be as creative.  For example. cold outbound will fail in the early days but work when you have an established brand.<\/li>\n\n\n\n<li><strong>Few things, if anything, are more important to your company&#8217;s reputation, and therefore its success, than implementation and customer onboarding. <\/strong><\/li>\n\n\n\n<li><strong>Hiring more salespeople can actually decrease total, not just incremental, new bookings when you are operating in a demand-poor environment.<\/strong><\/li>\n\n\n\n<li>Sales leaders must embrace personally generating demand as a core job responsiblity.<\/li>\n\n\n\n<li>It is much harder to increase win rates by 50% from 20% to 30% than it is to increase the number of opportunities by 50%.<\/li>\n\n\n\n<li><strong>We are under-resourced and under-focused on customer marketing. We should be deliberate about leveraging raving fan customers to generate new ones.  Go above and beyond for these people.<\/strong><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong&#8217;s Eran Aloni<\/h2>\n\n\n\n<p>(no key highlights)<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">62: The Revenue Viking Shared His Competitive Edge &amp; Winning Culture Tactics with Mark Cranney (replay of episode 1)<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Hiring criteria\n<ul class=\"wp-block-list\">\n<li>Competitiveness<\/li>\n\n\n\n<li>Character (esp. focus &amp; discipline)<\/li>\n\n\n\n<li>&#8220;Golden Spur&#8221; (why they want\/need to be successful)<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Process beats heroics every time<\/li>\n\n\n\n<li>New hire bootcamp\n<ul class=\"wp-block-list\">\n<li>4 to 5 days<\/li>\n\n\n\n<li>In-person<\/li>\n\n\n\n<li>50% product &amp; market &#8211; unpack the value proposition, segmentation, differentiators, product gaps (&amp; roadmap to close them).  Competitive playbooks.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Competence gives people confidence<\/li>\n\n\n\n<li>When I design a sales process, I have a stage called Executing a Competitive Strategy before the Technical Validation stage.  This includes:\n<ul class=\"wp-block-list\">\n<li>Understanding who your competitors are on the deal<\/li>\n\n\n\n<li>Pre-positioning lockout evaluation criteria<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>The Proof of Value stage is critical and helps answer &#8220;Why you?&#8221; and &#8220;Why now?&#8221;<\/li>\n\n\n\n<li>Track your win rate overall as well as by segment and versus specific competitors<\/li>\n\n\n\n<li><strong>Most of the negotiation must happen, especially on evaluation criteria, before the PoC\/PoV.<\/strong><\/li>\n<\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong&#8217;s Eran Aloni (no key highlights) 62: The Revenue Viking Shared His Competitive Edge &amp; Winning Culture Tactics with Mark Cranney (replay of episode 1)<\/p>\n","protected":false},"author":1,"featured_media":3377,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":false,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[1],"tags":[],"class_list":{"0":"post-3376","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-uncategorized","8":"entry"},"aioseo_notices":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/sellingsherpa.com\/wp-content\/uploads\/2023\/11\/gtm-podcast.png?fit=2890%2C850&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p9j2qV-Ss","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3376","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/comments?post=3376"}],"version-history":[{"count":6,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3376\/revisions"}],"predecessor-version":[{"id":4002,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/posts\/3376\/revisions\/4002"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media\/3377"}],"wp:attachment":[{"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/media?parent=3376"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/categories?post=3376"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sellingsherpa.com\/index.php\/wp-json\/wp\/v2\/tags?post=3376"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}