Jacob Karp’s Post

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Enterprise Sales at Rubrik I Data Protection + Honesty-as-a-Service

The best sellers I know create and own their own personal GTM strategy. They may not even think of it this way, but that is what it boils down to. They control the inputs of time, energy, effort and activity that will ultimately lead them to the goals and objectives they have for their business. Start thinking of your role and book of business as it's own franchise. Put thought into how will run your business to achieve maximum revenue output. Ask yourself, what is my personal GTM strategy? How will you run your business? Where will you spend your time? How will you stack rank your territory? What accounts will you prioritize? Who will you target? How will you hone your research and messaging? How you leverage your internal and external ecosystem? The list goes on, but creating your own GTM and aligning in with the GTM strategy of your company is a recipe for winning. I go deeper on this in section 2 of Revenue on Repeat, which is all about "Deciding on Your Go-To-Market and Business Operating Rhythm". Check it out here: https://lnkd.in/g7hTH77r Also props to Jc Pollard for inspiring this post with his post today about how he is approaching his new AE role. #karpediem

Ryan Fiorenza

Builder | Operator | Strategist

9mo

Account Plan? That’s a GTM Strategy. Territory Plan? That’s a GTM Strategy. Vertical Plan? That’s a GTM Strategy. Segment Plan? That’s a GTM Strategy. I dq’d two roles last year after interviewing with Global Sales leaders who couldn’t wrap their domes around such a radically complex concept.

Jc Pollard

Team Lead @ Gong | Founder @ HSC

9mo

You are the CEO of your own territory

Mike Goulis

I work with DevOps and engineering teams to ensure visibility and remediation for vulnerable open source software packages in production. Sales, customer success, operations at Inedo, makers of ProGet and BuildMaster.

9mo

I appreciate your response to my email (from your AMA). My question is in addition to/aside from this owning your GTM how (much) does your organization provide sales enablement, training, and content on the product itself for you to take to your own GTM strategy?

Rob Cook, CPA

THE tax advisor for elite sales pros | Helping you pay less taxes so you can build wealth faster | Ex-D1 Athlete & Podcast Host

9mo

As I was reading your post Jacob, I kept thinking “Internal versus external locus of control”. Don’t accept your fate, shape your destiny, go out and make your own GTM strategy.

When you're in sales, it's your own business - even when you are a W2 employee. Having a GTM plan is equivalent to a business plan.

Kim Albee

I help B2B Tech, SaaS, Consultants, and Professional Services to strategically leverage AI to connect with their ideal customers in ways that get the results they need.

9mo

Creating a GTM strategy unique to your business is key for achieving your revenue goals. Don't underestimate the power of thoughtful planning and execution. 🚀

Charles Muhlbauer

Struggling with Discovery? I can help.

9mo

Where focus goes energy flows

Keith Weightman

RVP, Sales @ Bullhorn - I talk about creating systems for sales leaders to scale your impact, not your hours

9mo

Own the inputs to own the outcomes

Dan Goodman

🥊Employee Advocate 🔄 Counter to Human Resources 💰 Commission Finder 🔎 Founder/CEO 🔥 Entrepreneur🏌♂️ 🏖. I consult on severance, PIPs, employment matters and more.

9mo

Jacob Karp Agree, they look at themselves as their own little P&L. Heck , some of them are doing ten to twenty million dollars a year in revenue that's larger than most companies.

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