GTM 127: B2B Bull$*** to Avoid

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Dec 31, 2024

Revenue leaders need to rethink their beliefs! Discussions highlight the shift from valuing volume to prioritizing quality in sales leads. Outbound strategies face an evolution, with AI playing a crucial role in targeting. Hiring practices should focus on leadership skills and adaptability, rather than just specialized experience. Guests from top companies share insights that may reshape your approach to sales and leadership in 2025. It's all about generating real demand and fostering sustainable growth!

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ADVICE

Prioritize Value over Volume

Focus on lead value over lead volume for marketing success.
Tie marketing efforts to actual revenue generation (ARR).

INSIGHT

Outbound is Not Dead

Outbound sales isn't dead; the old methods are.
Modern outbound should focus on generating demand and a demand-rich environment.

ADVICE

Hire for Adaptability, Not Just Experience

Don't overvalue domain expertise when hiring sales leaders.
Look for adaptable learners committed to customer understanding.

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Each week, host Scott Barker asks guests two key questions, and this week, we're diving into their responses to: What is one widely held belief that revenue leaders have that you think is bull$** or no longer serving us?

Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025.

Discussed in this Episode:

The problem with putting too much weight on volume over value
Is outbound actually dead
Should you hire for specialized skills or domain expertise

Highlights:
(3:47) The first theme: value matters more than volume.
(4:10) The importance of prioritizing value, not volume.
(6:29) The second theme: the future of outbound.
(7:12) Why sellers need to generate demand.
(10:38) The third theme: hiring based on past experience.
(11:46) Why you shouldn't hire a sales leader for their playbook.
(15:44) Dennis Lyandres on what experience to look for when hiring.

Episodes Mentioned:

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

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