Kevin White, Mac Reddin, and Natalie Marcotullio are pioneers in modern go-to-market strategies. They discuss the shift towards a buyer-first approach, emphasizing empathy and understanding buyer needs. The trio critiques reliance on short-term metrics, advocating instead for long-term relationships and qualitative insights. They highlight the importance of genuine connections and the need to adapt sales processes to better align with today's buyers. Humor and curiosity shine through as they draw parallels with dinosaur facts, making complex topics more engaging.
