Bridge the Gap™ by Revenue Reimagined
Episode #72 Outdated Sales Tactics Will Destroy Your Business in 2025! How to Survive? ft. Lindsay Cordell
Nov 27, 2024
Lindsay Cordell, a partner and head of GTM advisory at GTM Partners, dives into the evolving landscape of go-to-market strategies. She highlights the critical shift to first-party data post-2022, urging businesses to rethink their approaches to pipeline development and sales enablement. Lindsay shares insights on integrating AI into sales processes while maintaining essential human connections for closing deals. She emphasizes the need for dynamic market awareness and effective hiring strategies in adapting to a complex B2B environment.
32:12
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Quick takeaways
- Businesses must shift their go-to-market strategies to focus on first-party data for proactive decision-making in sales cycles.
- Successful pipeline development relies on redefining marketing qualified leads to enhance sales and marketing collaboration and improve win rates.
Deep dives
Operational Excellence in Go-to-Market Strategies
A key insight highlights that many organizations are struggling with operational excellence in their go-to-market strategies, particularly post-November 2022. Companies often rely too heavily on third-party intent data while neglecting first-party data that can provide critical insights into their sales cycles. This oversight leads to a reactive rather than proactive approach, causing teams to depend on outdated historical data that may no longer be relevant. Building a robust strategy requires embracing the current environment and focusing on real-time data to adapt to new customer needs.
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