Carlos Hidalgo

Is your CRM system running like a well-oiled machine? A well-managed CRM system is not just a tool—it's a game-changer for businesses. From centralized data management to enhanced customer segmentation, the benefits are immense. Imagine automating routine tasks, gaining deep customer insights, and strengthening relationships—all with the power of an optimized CRM. Dive into our latest blog to discover the strategic importance of a well-managed CRM system and how it can transform your business. Check it out now! https://lnkd.in/eDX8uFx8

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Sales & Marketing Alignment is a tale as old as time... The misalignment between marketing leadership (e.g., the CMO) and marketing operations (MOps) is a common issue. The terms "cost center" and "marketing team" have always seemed synonymous with one another. For a good portion of my early career, I spent time aligning sales with marketing, finding "Common Ground," "Bridging the Gap," "Connecting The Dots," or whatever other ways to describe it. I had the opportunity to share details about this with Demand Gen Report. Check it out below. ⬇ Link: https://lnkd.in/gcEJw75i #SalesAndMarketing #MarketingAlignment #SalesAndMarketingAlignment #RevOps #MOps

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And we're back. One of my absolutely favorite episodes of The GTM Kickback! to date. Richard Brasser - an insanely sharp GTM leader with over 2 decades of sales leadership, executive work, entrepreneurship, and GTM consulting experience with some of the top software vendors in the world - joined me for a little over 30 minutes We talked everything that it takes in 2024 to drive your company towards a more modern, AI enabled, GTM machine - Enhancing your ability to forecast (both as a leader and a rep) - Developing TRUE ICPs based on realtime data & buying trends - Hire better reps that hit quota more consistently - Create IMMENSE amounts more predictability in your revenue models, profitability, and success metrics across the business Absolutely brilliant thoughts from Richard on all of this - a must listen for anyone toying with AI in their operating structure and looking to make more money this year using it. Full link in the comments below 👇🏻⬇️ #GTMSearch #GTMKickback #SaaSSales

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💥 New research reveals a stark reality: 41 out of 72 public SaaS companies are struggling post-IPO due to inefficient GTM strategies. 💥 If you're interested in understanding how to assess and improve your company’s GTM efficiency - please join Dave Boyce and the Winning by Design team for this upcoming Executive Briefing: “How GTM Efficiency Affects IPO Readiness: Lean Revenue Production in a Post-GAAC World.” Discover how the Lean Revenue Factory concept is revolutionizing GTM strategies for scaling SaaS companies, and learn how to position your organization for long-term success in the post-GAAC era. This workshop is best for: CEOs, CFOs, and CROs of SaaS companies Pre-IPO SaaS leaders Revenue Operations and GTM strategy professionals What you’ll learn: **Critical GTM Efficiency Factors: Understand the key metrics that predict IPO success and learn how to optimize them for your organization. **Lean Revenue Factory Implementation: Discover how to apply lean manufacturing principles to your revenue operations, driving sustainable growth and improving efficiency. **And yes, much much more! RSVP Link in Comments Below I've also included the link to the correlating white paper below too.

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Companies often get overwhelmed by the latest marketing trends, trying to do too much with too little focus. As a Fractional CMO, I see this all the time—lots of tactics, but no clear strategy. The truth is, tactics without strategy lead to scattered results.  What you need is a solid strategy that aligns with your business goals. With the right focus, your marketing efforts become more impactful and sustainable.  Remember: strategy always beats chasing every new trend.

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There are three types of AMB strategies. It's vital for your sales teams to pick one that best suits your organization's goals for desired outcomes. Types of ABM Strategies: 🔷1:many ABM strategy- targets hundreds/thousands of key decision-makers 🔷1:few ABM strategy- uses few resources to target key accounts with similar characteristics 🔷1:1 ABM strategy - uses lots of resources to create hyper-personalized campaigns that target 1-5 key high-value accounts at a time. What ABM strategy best suits your business? Comment down below. Discover more here: https://heyor.ca/mMmqQI #AMBStrategies #ABMStrategyTypes #DecisionMakers #HighValueAccounts

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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One of the most dangerous mindsets a marketer can have is thinking, "We already know our customers." Here’s why ⬇️ During my chat with Mike Maynard on the Marketing B2B Technology Podcast, I dropped this truth bomb, and it's worth unpacking further. Sure, you've got your customer personas and data reports, but when was the last time you walked in your customers' shoes? True market insight isn't found in spreadsheets or second-hand research. It's out there in the field where your customers grumble daily. Want to supercharge your marketing career? Step away from the comfort of your desk. ✔️ Shadow a customer for a day: Feel the pulse of their operations ✔️ Attend industry events as a learner: Absorb the buzz, the concerns, the trends ✔️ Engage in user forums: Witness raw, unfiltered feedback and discussions Each of these experiences adds a layer of depth to your marketing that no report can match. It transforms your messaging from "we think you need this" to "we understand your challenges." So, what's the most eye-opening lesson you've gained by getting out in the field? #B2BMarketing #CustomerInsights #TechMarketing #MarketingStrategy

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Who doesn’t want to have a higher close rate? Check out these #TuesdayTips about demand capture throughout the funnel: 📌 Laser sharp value language 🎯 Agile sales efforts 📊 Analytics at every stage ⚔️ A ruthless qualification process With wisdom from CMO Huddles Huddlers Christopher P Willis of Axios HQ, John A. Steinert of TechTarget, Bindu Chellappan of FLEETCOR (recently rebranded to Corpay), Matt Fisher of SHI International Corp. Do you have any other tactics to drive better conversion rates? Drop them in the comments below! 👇

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Want to learn more about #CoSellingTransformation and how companies leverage PartnerTap's enterprise co-selling platform? Let me know! It is my passion to connect with #sales #channel #alliances #marketing and, more importantly, to help enterprise execute their GTM strategy with data-driven sales plays. #letsmakesomemoneyhoney

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Some awesome tips on Account-based Marketing from Karine Regev. Marketing into large organisations is complex and hard to measure. These ideas use data to make it less of a lottery.

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"Experience strategists spend far too much time designing for the ideal and the permanent—when neither is real. In this webinar, my friend Brian Briskey and I will share two skills that all strategists should have: situational market analysis and scenario planning. You need these skills so you can help your company respond to the ever changing world, market forces, and customer needs. Stop designing for the ideal and the permanent! Start thinking about future scenarios and markets!" So true!

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Discover how PreSales teams are evolving, adapting, and unlocking new opportunities in 2024 👀 From organizational structure to budgeting and analytics, explore the trends shaping the industry: https://lnkd.in/eGvrCeJT ​

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After seeing so many large GTM organization's tech stacks intimately, I can tell you the amount of tools that are poorly/not fully implemented is mind boggling. That includes many of the "unicorns" constantly talking about how great they are at sales. In other words, the dream you are selling is in fact, just a dream. If you are investing in a tool to help GTM, I hope that you and the vendor built a business case. If you actually bought the tool, then you and that vendor better prove that business case by implementing the way it was intended.....or feel the churn.

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Can anyone guess what the #1 concern is amongst most GTM team leaders? 🤔 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲. One word, plain and simple. And it's led to some pretty wild product offerings and "tactics," which can fall into the manipulation bucket, rather than the 𝗶𝗻𝘀𝗽𝗶𝗿𝗮𝘁𝗶𝗼𝗻 𝗯𝘂𝗰𝗸𝗲𝘁. From automated AI-generated messages to super complex technology, most are grasping at straws trying to scrape the bottom of the barrel to hit their revenue goals. 𝗜 𝘄𝗼𝗻𝗱𝗲𝗿, "𝗗𝗼𝗲𝘀 𝗶𝘁 𝘀𝗲𝗲𝗺 𝘄𝗲 𝗮𝗿𝗲 𝗴𝗼𝗶𝗻𝗴 𝘁𝗼𝗼 𝗳𝗮𝗿 𝗱𝗼𝘄𝗻 𝘁𝗵𝗲 "𝘁𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆" 𝗿𝗮𝗯𝗯𝗶𝘁 𝗵𝗼𝗹𝗲? 𝗗𝗼 𝘄𝗲 𝗻𝗲𝗲𝗱 𝗮𝗹𝗹 𝘁𝗵𝗶𝘀 𝗲𝘅𝘁𝗿𝗮 𝗰𝗼𝘀𝘁, 𝘁𝗼𝗼𝗹𝘀, 𝗶𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗶𝗼𝗻𝘀, 𝗲𝘁𝗰.?" Over the past few weeks I've been researching (reading books...written on paper if you can imagine it 🙃) the psychology behind how buyers make buying decisions. It turns out... it's not as complicated as we're making it. Push all the fancy tech aside for a moment... 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁 𝘄𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗴𝗲𝘁 𝗼𝘂𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘁𝗼 𝘀𝗮𝘆 𝘁𝗼 𝘁𝗵𝗲𝗺𝘀𝗲𝗹𝘃𝗲𝘀: 📣 𝗔𝘄𝗮𝗿𝗲: "I am aware of you and/or your company" ✅ 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱: "I understand what you do and how you are unique" 🤔 𝗜𝗻𝘁𝗲𝗿𝗲𝘀𝘁: "I have an interest in what you do because it is relevant and potentially valuable to me" 💪🏻 𝗥𝗲𝘀𝗽𝗲𝗰𝘁: "I respect your brand, expertise, & professional acumen and believe you can help me" 🙏 𝗧𝗿𝘂𝘀𝘁: "I trust that you are honest. I believe you have my best interest at heart, and I feel comfortable working with you / using your product" 💵 𝗔𝗯𝗹𝗲: "I have the funds, organizational support and the ability to buy from you" ⏰ 𝗥𝗲𝗮𝗱𝘆 (𝗧𝗶𝗺𝗶𝗻𝗴): "This is a priority for me and I am ready to buy 𝗻𝗼𝘄" (Source: "How Clients Buy" written by Tom McMakin & Doug Fletcher) No tricks. No manipulation. No BS. There are a lot of takeaways and thoughts I've been mulling over, but 𝟯 𝗼𝗳 𝘁𝗵𝗲𝗺 𝗿𝗲𝗮𝗹𝗹𝘆 𝘀𝘁𝗮𝗻𝗱 𝗼𝘂𝘁.  1️⃣ If they don't know you exist, they can't buy from you. 2️⃣ Prospects jump around between stages; it's not linear and that's ok. 3️⃣ Timing is right for only 𝟯% 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 today. It's how you nurture (not drip email campaigns, actual relationship building) the 97% that allows you to win consistently. 𝗛𝗼𝘄 𝗮𝗿𝗲 𝘆𝗼𝘂 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗔𝘄𝗮𝗿𝗲𝗻𝗲𝘀𝘀, 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴, 𝗜𝗻𝘁𝗲𝗿𝗲𝘀𝘁, 𝗥𝗲𝘀𝗽𝗲𝗰𝘁, 𝗧𝗿𝘂𝘀𝘁, 𝗔𝗯𝗶𝗹𝗶𝘁𝘆, & 𝗥𝗲𝗮𝗱𝗶𝗻𝗲𝘀𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀? 𝗟𝗲𝘁 𝗺𝗲 𝗵𝗲𝗮𝗿 𝗶𝘁... 👇 #revops #pipeline #buyerpyschology

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🚀 Want More B2B Meetings? Start with the Right List 🚀 In B2B sales, it’s not just about how big your contact list is—it’s about how smart that list is. If you’re a VP of Sales or Marketing, you know that filling the pipeline with high-quality leads can make or break your targets. But here’s the thing: throwing generic pitches at a massive list won’t cut it anymore. The key? Building the right list and focusing on one industry so you really know what makes them tick. 🎯 Here’s what I’ve learned about making that happen: 1. Get Industry-Specific: Pick an industry and go all in. Learn the ins and outs, the pain points, the buzzwords. The deeper your knowledge, the more relevant your outreach. When prospects see that you truly “get” their world, they’re way more likely to book a call. 2. Personalize or Get Ignored: With the right list, personalization is everything. No one wants to read another cookie-cutter message. Show that you know their specific problems and position yourself as someone who’s ready to help solve them. 3. Use Your Network: Being specialized in an industry means your network gets tighter and stronger. Referrals start to come naturally, and warm introductions become your secret weapon. Trust me, those turn “maybe” into “let’s talk.” 4. Test, Learn, Repeat: Even with a well-researched list, it’s smart to keep testing your approach. Experiment with subject lines, messaging, and calls-to-action to see what resonates. The goal? Stay sharp and keep getting better results. Bottom line: getting more meetings isn’t just a numbers game—it’s about knowing who to reach out to and speaking directly to what they care about. Specialize, get that perfect list, and watch your engagement soar. VPs of Sales and Marketing, how are you zeroing in on the right leads? Drop your best tips or stories in the comments! 💬 #B2BSales #LeadGeneration #IndustryFocus #SalesTips #MoreMeetings

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