Security Revenue Live

Conferences and events are extremely powerful and also extremely expensive! Zoe Hartsfield shared a few killer ideas about maximizing your time there to book more meetings. Here are five key takeaways from the podcast that could be used for a short newsletter: Do your research beforehand to identify top accounts and prospects attending the conference or event. Coordinate with marketing to invite key targets to ancillary events. Visit sponsor booths of target accounts to start building relationships, even if your main prospect is not there. Don’t overtly pitch but invite them to your events. Prepare your follow-up sequence before the event so you can start running it immediately after. Also, capture conversation details and personal info during talks to enable personalized, relevant follow-ups. Create memorable follow-up moments by having good conversations, capturing engaging content together, or context gifting. This gives you a genuine reason to follow up. Share the planned subject line of your follow-up email - ideally an inside joke from your conversation - so they’ll recognize and open it when it arrives. The familiarity builds rapport. ​Watch this week’s GTM News show​ and learn more about this topic from Zoë: ​Taylor​ P.S. We are doing another 9:9 event on February 22nd; this time, it's all around B2B inbound marketing. We have an incredible line-up covering topics like B2B podcasting, influencer marketing, founder branding, etc. ​Learn more here

In this insightful conversation, B2B go-to-market practitioners, AEs, BDRs, and SDRs discover expert tips and strategies for leveraging LinkedIn to secure valuable warm introductions. Join Taylor Wells as they speak with Matt Liebman from Revenue IO, a leading expert in the field, as they reveal unique methods to establish local connections, build trust, and unlock new sales opportunities. From personalized video messages to leveraging shared connections and groups, learn how to optimize your LinkedIn profile and make meaningful connections that will elevate your B2B sales game. Don't miss out on this must-watch discussion that will supercharge your networking skills and enhance your overall go-to-market strategy!

Join Taylor Wells as she interviews top industry experts, including Will Aitken, Mandy McEwen, zoë hartsfield, Jesse Ouellette, Matt Liebman, Cliff Simon, Laura Erdem, Tyler Washington, and Kevin Hopp, as they share their invaluable insights and practical tips for driving B2B outbound sales and prospecting. Learn how to craft attention-grabbing cold emails, leverage social selling for building relationships, maximize the value of conferences, set up secondary domains for effective email marketing, and much more. Whether you're a B2B account executive, sales team member, or part of a marketing team, this must-watch recording will equip you with the strategies needed to supercharge your sales efforts and achieve remarkable results.

Taylor Wells interviews Howard Dover, director at the Center for Professional Sales at the University of Texas at Dallas. They discuss Howard's new book "The Sales Innovation Paradox", the future of sales, and how to optimize sales teams in a changing landscape with new technologies like AI. Main Discussion Points: - The impetus behind Howard's book "The Sales Innovation Paradox" and why sales has not seen efficiency gains despite new technologies (00:02:18) - Why sales leaders hired more salespeople despite technology gains (00:04:25) - Platform consolidation and the impact of generative AI like Copilot (00:17:15) - Using frameworks like Jobs To Be Done to understand where buyers are in the decision process (00:23:40) - Being relevant, contextual, precise, and potent to provide value to buyers (00:29:03) - Reimagining sales workflows instead of just making incremental changes (00:44:59) Guest Bio: Howard Dover is the Director at the Center for Professional Sales and a sales coach at the University of Texas at Dallas. He has a technology background and a PhD in quantitative methodologies focused on sales. Key Quotes: "We deployed technology, which was giving us the capacity to have one person do the job of five to ten, even up to 100 salespeople. And at the same time, we increased the number of people doing outbound by 13x." (00:02:43) "When I contact you, am I hacking you or am I delivering value?" (00:21:01) "If we keep on doing what we've always done, we're going to survive to 2025. But if we really think about pivoting completely...reimagine where the puck's going to be, reimagine the skills that are going to be needed, reimagine the way the work gets done." (00:44:07)

ABM? PLG? Community? Outbound? Inbound? What GTM motion is right for your organization, and at what stage? In this insightful conversation, Taylor Wells engages with Beth Yehaskel with Winning By Design, an expert in go-to-market strategy and revenue architecture. They dive deep into the importance of developing the right go-to-market motion for organizations and how it impacts sustainable growth. From understanding revenue architecture to aligning marketing, sales, and customer success, they discuss practical strategies for B2B go-to-market leaders. Gain valuable insights, learn best practices, and optimize your go-to-market approach to drive lasting success in the ever-evolving market. This recording is a must-watch for B2B go-to-market leaders seeking to leverage data-driven strategies and cross-functional collaboration. Discover how to navigate different growth stages, hone your revenue model, and achieve meaningful impact for your customers. Don't miss out on the expert advice and actionable insights shared by Beth Yehaskel from Winning by Design. #B2BGoToMarketStrategy #RevenueArchitecture #SustainableGrowth Video Section Headlines [00:00:00] Understanding Go-to-Market Motions and Finding the Right Strategy for Your Organization [00:01:26] The Concept of Revenue Architecture [00:02:55] The Importance of Sustainable Growth in the SaaS Market [00:05:18] The Importance of Impact in Recurring Revenue Businesses [00:09:55] The Importance of Go-To-Market Strategy in Different Growth Stages [00:13:33] The Importance of a Cohesive Go-to-Market Strategy [00:16:40] Ownership and Responsibility in the Revenue Architecture [00:19:21] Creating a Revenue Architecture for Sustainable Growth [00:24:09] Aligning Go-to-Market Strategies for Success [00:26:22] The Importance of Focusing on One Go-to-Market Motion at a Time [00:28:56] Finding the Right Go-To-Market Motion for Early Stage Startups [00:35:58] Beth Yehaskel discusses the growth model and activities for startups [00:38:27] Data Model Best Practices for Early-Stage Companies [00:42:05] Understanding and Implementing Revenue Architecture for Recurring Revenue Companies [00:43:50] The Future of Go-to-Market Strategy in 2024 [00:45:46] Interview with Beth Yehaskel from Winning by Design

45 episodes. 3,000 subscribers. Thousands of hours of GTM content were consumed. I am super grateful for your attention and excited for 2024 and the new things I have planned for this show. But before that, let's review seven things I have learned from starting this show and how they apply to your business.

It's been a weird ride for go-to-market teams, specifically around demand generation and driving new revenue for your organization in 2023. With AI, stiff competition, and increased channel saturation, we are in for a real treat in 2024. Thankfully, I see a few handfuls of hope in 2024 through 16 different predictions (& actionable strategies) your organization can leverage to drive more revenue in 2024. I hope you enjoy my soap box and analysis on the current state of demand gen affairs and what I expect to work in 2024. :)

In this insightful discussion, guests Casey Hill, a Senior Growth Manager at ActiveCampaign, Dennis Yu, a digital marketing expert known for his dollar-a-day strategy, and Brendan Hufford, a B2B marketing specialist, share their top go-to-market strategies for 2024. They delve into harnessing thought leadership in advertising, the importance of building trust through valuable content, and innovative community engagement tactics. The trio emphasizes the shift towards authentic relationships and content-driven marketing, ultimately advocating for a more empathetic approach in navigating today’s digital landscape.

It's been an awesome 1st year of the GTM News show. Grateful for the 42 episodes published to date, 2000 subscribers+, and 10,000+ listens. Most of all, I'm grateful for all I've learned from our expert practitioners, each pushing the boundaries in different areas of B2B go-to-market. Before I get into what's in store for 2024 (stay tuned...), I wanted to highlight the top 10 conversations I've had this year over the next two episodes. It was so hard to pick as each guest that came on the show I've learned something new from, and I recommend folks go through and listen to all the conversations as we've highlighted all the emerging GTM strategies, and each one has something relative for 2024. Today, I want to honor these five guests because of the importance of the topics they shared and the prescriptive takeaways they outlined: Shawn Li - Shawn lays out practical ways to tap into strategic partnerships Anthony Kennedy - Anthony discussed the shift from earned & rented media to owned media Jordan Crawford - Jordan is a master of creative outbound email strategies using data, research, and AI Leslie Barrett - Leslie shared tons of powerful ideas on how to get your customers to advocate for you more and drive more adoption & expansion through customer marketing. Sam Jacobs - Sam gave us an important lesson in the economics of go-to-market (this is a must-watch for every GTM leader)

You can have the best product & go-to-market strategy, but if you don't have the right people in the right seats, it doesn't matter Conversely, if you are a stellar GTM professional but you pick the wrong company, you are set-up for failure. In 2023, we have a interesting paradox we are looking at: many folks (myself included) were laid off this year or in 2022 but many companies are struggling to find the right GTM talent even with the surplus of supply. Thankfully, Graham Locklear, a stellar GTM recruiter and extremely knowledge in the fundamentals of GTM came on the show and shared his best practices for hiring the right go-to-market talent and finding your next role. Here is rundown of our conversation: [00:00:01] Strategies for Attracting Talent and Finding Your Next Gig [00:01:18] Graham Locklear Discusses the Current State of the Market in the Tech Industry [00:03:36] Challenges in Job Hiring despite Surplus Supply in the Market [00:05:51] Building High Performing Go-to-Market Teams [00:08:14] Taylor Wells Discusses Marketing and Sales Strategy Shifts for SaaS Companies [00:09:43] Graham Locklear on Successfully Scaling Your Sales Team Based on Business Stage [00:12:31] Discussion on Hiring and Compensation Strategies for Early-Stage Companies [00:16:46] Discussing Recruiting Principles and Strategies Amidst Challenging Times [00:18:58] Finding the best candidates for job positions [00:24:08] Identifying Key Aspects of a Candidate's Profile for a Job Role [00:25:16] How to Prioritize When Hiring and Evaluating Potential Candidates with Graham Locklear [00:33:36] Insights on Leadership & The Importance of Hiring the Right Employees [00:34:22] Effective Interview Process for Hiring Managers [00:36:54] Tips and Tricks to Finding Top Go-To-Market Talent [00:38:31] The Advantages of Specialized Expertise in Businesses and Employee Hiring [00:39:55] Job Hunting Best Practices for Go-to-Market Leaders with Graham Locklear [00:46:18] Graham Locklear discusses job-hunting strategies and the importance of maintaining emotional well-being