GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi

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Jan 17, 2024

Leena Joshi, Co-Founder & CEO of CloseFactor, shares insights on go-to-market motions, building a top-down sales strategy while maintaining a bottoms-up approach, and the importance of hiring the right salespeople. Highlights include maintaining focus on the ICP, the value of curiosity and a beginner's mindset, and using outbound motion through inbound tracking. She also discusses the convergence of sales, marketing, and customer success in the SaaS industry and the significance of product and marketing alignment.

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Introduction

00:00 • 2min

The Convergence of Sales, Marketing, and Customer Success in the SaaS Industry

01:33 • 19min

Product and Marketing Alignment

20:20 • 10min

Differentiating Between Inbound and Outbound Demos in Sales

30:46 • 2min

The Importance of Hiring the Right Salespeople

32:17 • 6min

Transforming Business Reviews and Improving Performance with Close Factor

38:09 • 2min

Leena Joshi is Co-Founder & CEO of CloseFactor, a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them.

She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization.

What You Will Learn:

The differences in go-to-market motions across different stages of organizations.
The theme for the year is go-to-market convergence.
Leena's experience finding the right go-to-market motion at CloseFactor.
Creating an outbound motion through inbound tracking.
How selling value is a tactic that is working for CloseFactor.

Highlights:
(14:08) Maintaining focus on the ICP in the early days, including turning revenue down.

(23:13) The importance of curiosity and a beginner's mindset.

(25:38) Finding a leader who has your back.

(28:19) Building a top-down sales strategy while maintaining a bottoms-up approach.

(32:28) The importance of hiring the right salespeople and balancing long-term and short-term thinking in sales.

(32:56) One thing revenue leaders believe to be true that Leena thinks is bull$***.

(36:03) One thing that is working for Leena in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/ljoshi/
Website: www.closefactor.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

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