E178 - GTM Best Practices featuring Scott Barker and Paul Irving at GTM Fund

Sep 3, 2024

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In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Irving and Scott Barker from GTM Fund to delve into the dynamics of go-to-market (GTM) strategies and best practices. Scott, who also runs the GTM podcast and newsletter, along with Paul, the Platform Director, share their extensive experience and insights from investing in B2B SaaS companies. They discuss the evolution of outbound sales, leveraging relationships for warm introductions, and the impact of AI on sales tactics. Additionally, they touch upon the importance of personalized communication, the value of data-driven strategies, and the significance of marquee hires. With humorous anecdotes and practical advice, this episode offers a comprehensive overview for anyone looking to enhance their GTM approach.

KEY TAKEAWAYS

The Power of Relationships: Leveraging your network and warm introductions is key to successful outbound sales, especially in the competitive B2B SaaS space.
Outbound Sales are Alive and Thriving: Despite challenges, outbound sales remain a critical component of GTM strategies. Creativity and critical thinking are essential for success.
The Value of GTM Expertise: GTM Fund's unique approach, combining investment with operational support, has proven invaluable for startups looking to scale effectively.
Respecting Social Capital: When asking for introductions, be meticulous in your preparation and mindful of the social capital you're leveraging.

QUOTES

"Outbound sales are not dead; they just require more creativity than ever before."
"Capital is a commodity; value lies in the network and the execution support we provide."
"Treat every warm introduction with care; it’s social capital that you must respect."

Find out more about Scott Barker and Paul Irving through the links below:
Scott Barker’s LinkedIn: https://www.linkedin.com/in/ssbarker/
Paul Irving’s LinkedIn: https://www.linkedin.com/in/paulsirving/

This episode is sponsored by Phone Ready Leads, the Audience Activation sponsor of the Sales Community. Sales teams using Phone Ready Leads® average a 21.3% dial-to-connect rate with key decision makers (A live conversation every ~5 dials), and average ~10 conversations with key decision makers for every 50 outbound dials they make.