Olivia Dassler

Two weeks after wrapping up my first Pavilion GTM conference, a few powerful takeaways are still top of mind and influencing my planning for next year: Ever Evolving GTM: The need for a new GTM approach in B2B couldn’t be clearer. Shorter tenures are causing a loss of institutional knowledge, complexity is demanding tighter cross-functional alignment, and GTM efficiency has dropped by 58% since 2019. With rising capital costs, execution and efficiency are more critical than ever. As hard as it is aligning teams and sweating the details on performance and being in the same boat is ultimately what will lead to success or failure. As always enjoyed the sessions from Winning by Design and 🐶 Jacco van der Kooij, GTM Partners and Sydney Sloan was my favourite presentation on technical marketing campaigns and first team mindset. Is AI the Next Big Thing or Everything? Analyst Benedict Evans delivered a compelling talk on AI, illustrating that while interest is sky-high, actual applications are still limited. A consistent theme was the importance of exploring AI’s potential, given its fast-evolving role, especially as scalable use cases emerge and I am really excited to see more from Amanda Kahlow and 1mind. Sharing Success, Showing Humility, and Directness: A big takeaway was the authenticity shown by leaders like Benjamin Samuels and Kim Scott, and Square’s Tom Hanrahan, who openly shared their journeys and challenges. Their openness underscored that humility, candor, and success can, and should, coexist in leadership. And I got a selfie with my hero too thank you Kim! An inspiring experience and community I’m grateful to have been a part of Thanks Sam Jacobs and Kathleen Booth and team. #GTM #marketing #b2b

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📊 It’s not just about having data; it’s about having the *right* data. That’s what Hive found by adopting Gong Engage and Gong Conversation Intelligence. This powerful duo surfaced insights and next steps for John Furneaux and Hive’s sales team. They can now breeze through deals, navigate discovery calls with ease, and uncover more opportunities. The result? A 44% increase in meetings booked and 30% rise in sales opportunities. And that’s not even the full extent of Hive’s wins! Read about the rest here: https://lnkd.in/gh-7X7jG 

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Tired of losing hard-earned deals? Solve for Revenue Leak. In Clari's 2024 Revenue Leak Report, RevOps leaders said leak happens at every stage of the funnel. - Creating: Poor and slow upsell pipeline tracking - Converting: Unsure where pipeline is dropping off - Closing: Slipped deals Don’t let Revenue Leak drag down another quarter – or another year. Download the Revenue Leak Report for more: https://lnkd.in/eW-pEqVZ

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Hey all 👋 I could use some help from GTM leaders/saas folks... Who is the best *marketing leader/head of marketing* you've ever worked with? For context, we're looking to bring in a Head of Marketing here at Circle to join our GTM leadership team. We're currently approaching $25M in ARR and growing fast (~100% y-o-y). This marketing leader will help us continue to scale to $100M+ in ARR. I'm biased, of course — but this can truly be a career-defining opportunity for the right person. —You'll get to shape how we tell the story of *3* brand new products that we're bringing to market this year. —The product is fantastic. Our product/engineering teams are the best I've ever worked with. The customers are the best I've ever worked with. You have all the raw materials necessary to do truly great marketing. We're already growing fast. You'll just help us go faster. —There are lots of new channels and untapped opportunities to go after. So there's plenty of room to come in and make an immediate impact. —This role sits on our leadership team. It's a group of the highest potential GTM leaders I've ever worked with. And we're ready to truly invest in product marketing as a function. — There's LOTS of momentum in the business. Our leading indicators like pipeline, win rates, word-of-mouth, NPS, retention, etc. are all really strong and getting better week-over-week. If you know a truly great marketing leader - I'd love to connect with them. I'd be grateful if you could tag them below or shoot me a DM. And if no one comes to mind, I'd be grateful if you could share this post for a bit of reach. Thanks! 🙏 Here's the JD: https://lnkd.in/e5fzB7T6

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85% of deals are won by the seller who engages first 🏎️ 🏁 ZoomInfo Copilot’s sophisticated AI delivers real first-mover advantage. It identifies prospective buyers in your ICP who are also ready to speak with you — before your competitors know about it. Get real-time recommendations that connect you with motivated buyers at the optimum time. Learn more on the blog 🔗: bit.ly/3XWIaCH

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The Forrester Wave: Revenue Orchestration Platforms was published today and...drum roll 🥁...Gong was named a leader and received the highest score in the Current Offering category of any vendor assessed. My fav quote: 🔥 “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.” 🔥 Congrats, Gongsters!

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Top 10 CMOs you should follow (and learn from)👇 Kieran Flanagan - CMO at HubSpot For the past five years, Kieran has served as SVP of Marketing at HubSpot, leading their GTM and AI initiatives. He writes about staying ahead in a rapidly changing marketing landscape, how AI is shaking up marketing and how leaders can use it to get real results. Drew Neisser - CMO at CMO Huddles He's both CEO and CMO at CMO Huddles, where nearly 200 passionate B2B marketing leaders come together monthly to share insights, challenge one another, and push toward excellence. I think you can imagine he knows a thing or two about marketing 😀 MJ Smith - CMO at CoLab Software MJ Smith shares content focused on practical advice for marketing strategy, skepticism towards oversimplified solutions, and a commitment to thorough planning and transparency in marketing efforts. Kyle Coleman - CMO at Copy.ai Kyle is the dream of any CEO - a leader who seamlessly integrates both sales and marketing expertise. He has a background in building high-performance marketing teams and is known for creating frameworks that optimize lead generation and sales conversions. Alice de Courcy - CMO at Cognism Read her book! Also, Alice is a data-driven marketer with strong technical knowledge who has built and executed predictable marketing growth strategies as both the first commercial hire and when joining the scale-up phase. Andrei Zinkevich - Co-Founder at Fullfunnel.io Andrei = ABM. I don't think there is anybody in this world who knows more about creating and generating demand with an Account Based approach. He is making so many insightful and practical posts, following him is a no-brainer Gwen Lafage 🐝- VP Marketing at Sinch Gwen is a branding expert with a deep focus on content marketing. Brand is becoming ever more important in marketing, especially B2B, but few marketers really get it. Definitely follow Gwen if you want to be better with your brand! Frida Ahrenby🧚🏻 - CMO at Rillion Her content is about sharing expertise from her experience in senior marketing roles. Frida’s recent post about kicking off content and seo framework is great! Lola Bakare - CMO Advisor at be/co with Lola Bakare She’s all about giving marketing leaders insightful advice, helping them grow their careers and drive real business results. Her posts focus on cutting through the fluff. Lola is also big on continuous learning. Eduardo "Eddie" Casado - Head of Growth Marketing at Mouseflow He’s like a Swiss Army knife of marketing - his expertise covers everything from mobile development and social media management to rich media editing and brand integration. Need UX/UI analysis? He’s got it. Product and project management? That’s in his toolkit too. Tag people in the comments who inspire your marketing!

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Day -5, Customers - 4, ARR - $0 If you aren’t a force multiplier as an IC, you won’t be as a manager In some cases I have seen people make bigger impacts on culture as an IC peer vs team lead. IC’s can - set the standard - educate their peers - sympathize and empathize - problem solve by truly understanding the problem Impacting a culture can seem daunting, if you are struggling to get started, show up with relentless positivity and you will figure it out from there

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Wondering why your “big” launch didn’t land as expected? If you skipped video in your GTM strategy, you are missing a critical edge over competitors already using it. Here’s the real-realz... 1️⃣ Lack of Visual Connection Imagine for a moment a prospect landing on your page, eager to learn, ready to decide. Without a demo or explainer video, you lose the chance for an instant, compelling connection. Video turns your solution from abstract to actionable – and pretty fast, too. 2️⃣ Missed Amplification on Key Channels Platforms are primed for video, giving it a distinct advantage. Without it, you likely missed the engagement boost that can push your brand into new networks. Video isn’t optional here; it’s a multiplier for reach, engagement, and visibility. 3️⃣ Reduced Brand Relatability In B2B, relatability is essential but hard to achieve with static content. B2C has nailed video, and B2B marketers need to pay attention - since if you think about it, we're all serving the same audience, whether your leadership likes to admit that or not. Video offers the chance to humanize your brand, making it more approachable and memorable. Without it, your GTM likely felt impersonal and distant. The bottom line is that leaving video out of your launch is like showing up to a black-tie event in business casual. I invite you to explore Vimeo's library of #commercial #advertising (https://lnkd.in/gtzxjFDV) to get inspired for your next launch. Take a look at how our creators are redefining the boundaries of creative advertising. ✌️/LT #B2BSaaS #GTM #VideoMarketing #BrandStrategy

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I’m proud to share that ZoomInfo has been recognized as a Leader in the 2024 Gartner® Magic Quadrant™ for ABM Platforms. 🚀 Since launching ZoomInfo Marketing in 2022, we’ve come a long way. Momentum favors the bold and innovative, and here at ZoomInfo being innovative is a core value we don't take lightly. How did we go from a Niche Player in 2022 to a Leader in 2024? We listened to our customers. They wanted fast onboarding, comprehensive integrations, and a unified platform with the best B2B data. ZoomInfo Marketing delivers all that and then some. Our vision for ABM goes beyond accounts—it’s about knowing your buyers and delivering real-time, actionable signals to both marketing and sales teams. While historically ABM has focused on intent data, at ZI we knew that there were so many more valuable buying signals that marketers could harness. With so many more relevant signals and context, you’re now creating demand instead of just capturing demand. This is just the beginning. I’m excited for what’s next as we continue to advance in the ABM space and bring actual sales and marketing alignment a reality. This is what ZoomInfo customers experience when they use our ZoomInfo Marketing and Copilot solutions! A new era of AI for GTM teams is being ushered in, and it's awesome leading that charge. 💪 I have a LOT of thoughts on this topic, so I wrote a blog post. Check it out here: bit.ly/4hO56vd 

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“Buyer enablement” is the foundation of how modern sales teams need to operate if they want to succeed. Most buyers today aren’t interested in being walked through a cookie-cutter sales process. - they’ve done their homework - they’ve consulted their peers - and they know what they’re looking for So why are sales teams still trying to force a rigid sales stages like it’s 1999? Here’s what buyer enablement looks like in action: ✅ At the problem-identification stage: top sellers help buyers clarify if the problem is worth solving now, not just jumping into a product demo. ✅When exploring solutions: top sellers educate buyers on the market and help them understand their options, rather than flooding them with awards and feature lists. ✅ During requirement evaluation: the best sellers co-create business cases, share vendor comparison assets, and offer follow-up demos that focus on the buyer’s specific needs. ✅ In the vendor selection/POC stage: top sellers build mutual action plans and help buyers test solutions the right way. In a world where buyers are more informed than ever, the role of sales has evolved. It’s no longer about selling to them; It’s about enabling them to make the best decision possible. How are you enabling your buyers? #BuyerEnablement #B2BSales

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Gong's GTM teams love DealHub! We're geeking out over how Gong, the Revenue Intelligence leaders, are using DealHub.io to, well, rock their sales world! Their Deal Desk, RevOps, and Sales teams are all raving about the platform. Here's why DealHub is a hit at Gong: * Less Busywork, More High Fives: DealHub slashed manual work by 50%, freeing up time for what matters – closing those deals. * Crystal Clear Visibility: Say goodbye to pipeline mysteries! Everyone at Gong has a bird's eye view of the sales process. * Faster Sales Cycles: DealHub helped Gong accelerate their deal cycles, meaning quicker wins and happier customers. * Teamwork Makes the Dream Work: Collaboration is key! DealHub fosters seamless communication between all of Gong's awesome teams. Curious how DealHub can boost your RevOps magic? Check out the full story! https://okt.to/S0b1WB #RevOpsLife #SalesTeamWins #DealHubLove #CustomerSpotlight

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As we gear up for 2025, a lot of companies are focused on building plans to hit big goals. But here’s the thing: even the best plans can fall flat if they’re not aligned with what your market actually needs. That’s where my good friend and colleague, John W. Ryan 📶, comes in. He’s a GTM pro who helps companies connect the dots across Marketing, Sales, and Customer Success to build strategies that are clear, actionable, and market-aligned. If you’re looking to refine your Go-To-Market strategy and set your team up for success, John is the one to call. Check out his work at https://gtmvalue.com/ and see how he can help you crush it in 2025!

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The results are in! Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/dzmzU62Y

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Big news! 🎉 Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/d754chjE

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Prospecting just got a whole lot easier. ✨ ZoomInfo Copilot connects you to the right buyers at the right time, so you don't have to spend hours searching for your next lead. Request a demo to see Copilot in action: bit.ly/3Vj9RCS #ZoomInfoCopilot

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demandDrive, the industry-leading integrated sales and marketing agency, is transforming their prospecting efforts with the help of ZoomInfo. 🤝 🏁 ☀ AJ Alonzo, Director of Marketing at demandDrive and ZoomInfo Champion, shares how ZoomInfo WebSights helps his team uncover insights about website visitors' behavior — allowing them to personalize outbound efforts and improve their prioritization processes. The result? Millions of dollars in ARR. Learn how demandDrive is turning page views into pipeline with ZoomInfo: bit.ly/4dgBN1G

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Is your annual planning aligned with your GTM strategy? This week in Customer Focus, we're diving into how companies can better align their annual planning process with GTM execution for 2025 success. 🌟 This week's newsletter focuses on what to consider when: ✅ Building a more cohesive plan that keeps your customer at the center ✅ Identifying opportunities to enhance cross-functional collaboration ✅ Turning high-level "GTM motions" into actionable GTM tactics Let’s make 2025 the year you feel most confident in growth plans truly resonating with your customers. Check it out and subscribe! 👇 #gtmstrategy #productmarketing #growth #startups

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Cloudinary CRO Allison Metcalfe joins the GTM Podcast from GTMnow to share a variety of insights on building a great SaaS business: from customer stories as an incredibly powerful growth lever to balancing product led with enterprise sales motions. Give it a listen: https://okt.to/x2YpUj

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