E193 - Hard Work Pays Off: Lessons on Building GTM at a New Product Launch

In this episode of Tech Sales Insights, Randy Seidl is joined by Dave Greenberger, VP and Head of North America at CHEQ, to discuss the intricacies of building effective go-to-market strategies for new product launches. Sponsored by Titan X, the episode delves into outbound sales effectiveness, customer engagement, and the role of culture in sales execution. Dave shares insights on leveraging sales ops, identifying product-market fit, and the importance of continuous learning and adaptation in sales. The episode also highlights tools like Gong and ZoomInfo that are instrumental in their sales processes. Together, Randy and Dave provide valuable lessons from Dave's extensive experience in tech sales and startup environments

KEY TAKEAWAYS

• Importance of Hard Work and Culture: Emphasis on a culture of constant learning, adaptation, and hard work for successful product launches and enterprise sales.
• Sales Ops and Technology: Vital role of sales operations and leveraging technologies like Gong and ZoomInfo for better sales performance and forecasting.
• Channel Partnerships: Strong partnerships and utilizing channels are crucial, especially when selling to large enterprises.
• Customer Focus: Ensuring customer satisfaction and iterating based on feedback is essential for achieving product-market fit.
• Complacency in Sales: The importance of avoiding complacency and continuously striving for improvement and additional insights within sales processes.
• Coaching and Training: Leveraging tools like Gong for coaching and training is pivotal, using structured programs and methodologies.
• Mentorship: Value of having mentors and learning from experienced professionals in the field.
• Goal Setting: Implementing structured goal-setting frameworks for personal and professional growth can drive sustained success.

QUOTES

• "The thing that separates the good from the great is just continuing to go that little extra mile."
• "You need a whole machine and sales ops and a set of analysts that are throwing data in your face, testing every intuition you have."
• "When you can go at the high range and people still spark their interest, that's when you know you start to got something."

Find out more about Dave Greenberger through the link/s below:
https://www.linkedin.com/in/davidgreenberger/

This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.