Jesse Mercado’s Post

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

10 key GTM learnings “1. 0-1 sales talent does not exist. Founders, this is you. 2. Product/market fit is almost always found in adjacent markets. Don’t handcuff yourself to Day 1 market vision. 3. The demo should never be focused on the product. 4. You need to understand their buying process before you build your GTM. 5. Unlocking product/market fit is a process of elimination (like science), NOT a hedge. 6. If the problem is not currently being measured or managed, it’s likely not a priority. 7. Specificity is fastest way to build market trust. “Wow, I feel like this was built just for me.” 8. The quality of your questions is critical for discovery; the quality of their questions is critical for intent. 9. Your niche is not a random starting point. It’s a GTM strategy to prove the experiment. 10. Building a working GTM will take longer than building a working product.” Via Jen Abel

there are two stats from our recent research that we keep thinking about: - 56% of B2B companies missed their revenue goals last year. - 71% say that lack of internal GTM alignment is a bigger blocker to business growth than external market forces or competitors. here are 7 GTM offsite must do: 1. All the functional heads must attend: Key players on the GTM team include sales, rev ops, marketing, product, and customer success.  2. Engage a skilled facilitator with no stake in the game.  3. Select the right location.  4. Don’t attempt to do this work in your regular office or on Zoom. 5. Give your schedule some breathing room.  6. An offsite should include learning, participation, collaboration, and some team building time. Give your schedule some breathing room. 7. Ensure effective follow up. this is why we are inviting 10 companies (do it for you) who want a structured go-to-market strategy in a 2 day event + 90 day advisory to make sure you get the job done. the CEO must be in the room. at the end of the day, the CEO is the only one with the authority to make cross-functional decisions and is the true owner of GTM. love, Sangram

Ready to crush your next product launch? Discover the 5 essential steps to a successful Go-To-Market Sales Strategy with Marc Wayshak. From clarifying your value proposition to consistently executing your plan, this video covers everything you need for a BIG launch! Don’t miss out the expert tips that will guide you through mapping out your outreach strategy, defining clear roles, and continuously refining your approach. Check out the video now and start planning your path to success! And for more information about VOC, Sales outreach and more register our upcoming webinar click the link: https://lnkd.in/ds7BKkth #GoToMarket #SalesStrategy #BusinessGrowth #MarketingTips #SalesSuccess

Something to remember when doing GTM: your prospects mostly don’t care about the grand vision you said to your VCs. They care whether you know their problem and whether you can solve it. Brand name VCs help for sure, but only for some social credibility so your prospects can get a sign off from their boss to buy you when they are trying to get the final budget approval.

Jentry Mullins with a great tip on the steps he takes for building a #Sales campaign. #sportsbiz #tixsales #revenue #strategy

🎉 Celebrating your incredible achievement in sales and marketing! 🌟 Congratulations on your promotion! Your dedication and innovation have truly paid off. Here's to seizing new opportunities and thriving in every endeavor. Well done! 💼✨ #Promotion #Congratulations #SalesSuccess #MarketingExcellence #Achievement #SuccessStory #SalesAndMarketing #CareerGrowth #ProfessionalDevelopment #BusinessAchievement

We're going to run a webinar on how to get your agency's senior team to invest in sorting out their positioning properly. It's for new biz / biz dev / sales people who are being held back by having to sell something samey. If you work in this kind of role, is this something that sounds useful or total horseshit? #agency #advertisingagency #marketingagency #digitalagency #creativeagency

“We talked about a lot of stuff at SKO and we haven’t done any of it.” That’s the gist of what we’ve been hearing in many of our sales calls lately.  The year starts out with the best of intentions.  Big numbers.  Big plans. But those plans often run into reality and fall to the side. It’s not just common, it’s the norm. Change is hard and often requires doing the emotional labor of engaging with uncertainty.  People gravitate to more immediate tactical matters (like deals) and before long you’ve lost all steam. That’s literally why our company exists.  We’ve done it before, and we can add the firepower you need to see your GTM projects through to completion.  If you’re working on some changes and you're stuck, shoot me a message.  We can probably help.