EP 182: Scaling Go To Market in SaaS - Anupreet Singh (Senior Director of GTM, 6sense)
The Startup Operator
The Not Star of the Not Star for Any Marketing Function
I think the not star for every marketing team is to optimize for inbound, right? And when I say inbound, I mean more than just leads. So you have to optimize for that. Second thing is qualification versus disqualification. If you're getting 10 leads, you have to be in a qualification mode and not a disqualification mode. Third thing is on discovery. Sales teams are almost too much in a hurry to sellToo keen to start a demo instead of talking about proposal and pricing.
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