Jacco's post
Podcast with CSO from SMART, the company referenced in the HBS article
Fantastic counterpoint by David Kellogg.
Unified Commercial Engine HBS Article

Embark on a time-traveling odyssey back to the not-so-distant past, where the digital bloom reshaped the SaaS industry's go-to-market playbook. Our latest episode is a treasure trove of stories and insights that will shift your perspective on the evolution of marketing and sales strategies. From the digital marketing surge to the essential role of Sales Development Representatives (SDRs), we navigate the trials and triumphs that have forged the cutting-edge tactics of today. Join us as we dissect the "law of shitty click-throughs" and confront the trials facing revenue leaders in the bustling lower middle market—a segment where innovation is key to cutting through the cacophony of advertising noise.

Here's a nugget of wisdom for those crafting go-to-market strategies: specificity isn't just a detail; it's the cornerstone of customer trust. In this episode, we peel back the layers of the 'moment of value' and examine the delicate dance between promises made and expectations met. We also tackle the buyer's skepticism in a sea of choices and explore how AI marvels like ChatGPT are changing the game for discerning buyers. As we weave through the narrative, the emphasis falls upon the power of a unified message—reminding organizations, regardless of size, that precise and targeted approaches can significantly bolster their marketing muscle.

Finally, we turn the spotlight on the holistic changes sweeping across marketing and sales departments, where the 'moment of value' reigns supreme in customer engagement. Our conversation is a call to arms for alignment across teams, ensuring that the brand's heartbeat is consistent from the first customer interaction to the last. With an eye toward efficiency and revenue that sticks, we liken a well-oiled marketing strategy to the rhythmic operations of a factory floor. Don't miss this enlightening episode, where we tackle the intricacies of go-to-market planning and offer up a vision for thriving in an ever-shifting business landscape.