10/10 GTM Building High-Performing GTM Teams & Creating a Culture of Excellence
12 snips
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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AI's Impact on Sales
- AI helps salespeople by summarizing large amounts of data quickly, like a prospect's recent earnings calls or new hires.
- This allows reps to focus on building relationships and delivering value propositions, rather than manual research.
AI for Sales Productivity
- Apply AI internally to help sellers focus on selling by automating non-revenue-generating tasks.
- Use AI for tasks like data entry, pre-call prep, and improving handoffs between sales, onboarding, and customer success.
Hiring for Excellence
- Hire highly motivated people with a history of excellence, curiosity, and coachability.
- Every hire who doesn't exceed the current team's bar lowers the overall quality.