Lindsay, a partner and head of GTM advisory, is a practitioner turned analyst who studies best practices and trends in Go-to-Market and develops actionable models and blueprints for our clients. She has held both practitioner and leadership roles in almost every aspect of Go-to-Market, including Product, Marketing, Sales, Revenue Operations, and Enablement for several Fortune 500 companies, including AT&T, Hearst, and Cox. She most recently ran the GTM Center of Excellence for the Account-Based Marketing Platform Solution Terminus.
Lindsay covers a lot in this episode, with some of the key takeaways being:
1. Transformational Shift in Go-To-Market Strategies: Post-November 2022, businesses need to revise their go-to-market strategies focusing more on first-party data rather than relying solely on third-party intent data.
2. Pipeline Development and Sales Enablement: Organizations excelling in pipeline development are rethinking their marketing qualified leads (MQL) approach, adapting to a more intricate B2B sales landscape.
3. AI Integration in Sales: The effective use of AI can streamline sales processes and reduce bias, but the human touch is essential for closing deals.
4. Dynamic Market Awareness: Continuous assessment of market conditions and buyer behavior is crucial for strategic adjustments in business operations and sales efforts.
Follow Lindsay: https://www.linkedin.com/in/lindsaycordell/
PS - huge shout out to Sendoso for sponsoring our show.
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