The GTM Podcast
GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi
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.
40:08
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Quick takeaways
- Starting small and experimenting before fully implementing a top-down sales strategy allows for testing and refining the approach without heavy upfront investment.
- Balancing short-term and long-term thinking in sales is crucial for business sustainability and avoiding sacrificing long-term growth for immediate revenue goals.
Deep dives
Starting small and experimenting in top-down strategies
Even if you're building a top-down strategy, it is important to start small and experiment before fully implementing it. This approach allows for testing and refining the strategy without investing heavily upfront. By starting small, it becomes easier to identify what works and what doesn't, allowing for smoother execution once the strategy is fully rolled out.
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