10/10 GTM
Building High-Performing GTM Teams & Creating a Culture of Excellence
Apr 1, 2025
James Roth, CRO at ZoomInfo, shares insights on leveraging AI in sales, emphasizing the need to maintain personal connections. Matt DeLauro, President at SEON, discusses strategies for building high-performance go-to-market teams and the importance of effective onboarding. Kyle Norton, CRO at Owner.com, highlights the vital role of frontline managers in team success. The trio also delves into operational excellence and the indispensable nature of post-sale processes to drive sustained revenue growth.
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Quick takeaways
- AI is transforming sales by increasing efficiency and providing insights, yet it cannot wholly replace the human aspect of customer relationships.
- Establishing a culture of excellence requires rigorous hiring practices focused on motivation and performance to maintain high team standards.
Deep dives
The Role of AI in Sales Optimization
AI is increasingly transforming the landscape of sales by enabling teams to handle large volumes of data efficiently. It allows sales reps to quickly access critical information about their prospects, which would have taken significant manual effort before. This shift enhances the ability of sales professionals to prepare for conversations with comprehensive insights about clients. However, AI has not yet reached the point where it can fully replace the nuanced relationships that experienced salespeople build with their customers.
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