Afleveringen
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Summary:
In this insightful episode of Next Gen GTM, host Josh Ellars engages in a captivating conversation with Eric DiProspero, Senior Vice President of Sales at OpenGov.
With a career marked by exceptional growth and a direct hand in propelling OpenGov's impressive expansion, Eric shares his journey from a field account executive to a senior leadership role, imparting wisdom gained from his experiences. His narrative underscores the critical importance of personal development, mentorship, and an unwavering focus on the customer for go-to-market (GTM) success.
Eric's philosophy of always being in learning mode and aspiring to be an authentic version of oneself resonates throughout the discussion, offering invaluable takeaways for GTM leaders.Key Takeaways:
The Power of Self-Improvement: Eric emphasizes the significance of constant learning and improvement, even in the face of success. He advocates for taking ownership of one's growth and surrounding oneself with people who inspire and challenge.Customer-Centric Approach: Reflecting on OpenGov's journey, Eric highlights the critical role of aligning product development and GTM strategies around the customer's needs, preferences, and feedback, advocating for a customer-driven roadmap.Leadership and Team Culture: Eric's transition from an individual contributor to a senior leadership role underscores the importance of leadership skills and building a supportive, collaborative team culture.Navigating Product Market Fit: Sharing insights on achieving and recognizing product market fit, Eric advises on the importance of market engagement, competitor focus, and the dangers of premature expansion into new markets.Selling as Partnership: He stresses viewing oneself as an extension of the customer's team, fostering trust, and being seen as an integral part of their problem-solving process.Chapter Time Stamps:
Introduction to Eric DiProspero (00:00) - Josh introduces Eric and highlights his career achievements.Eric's Professional Journey (00:40) - Eric shares his career trajectory from joining OpenGov to becoming SVP of Sales.Personal Growth and Leadership (02:13) - Discussion on personal development, leadership, and the importance of mentorship.Achieving Product Market Fit (06:15) - Insights into the challenges and strategies for attaining product market fit.Focus on Customer-Centric Growth (08:41) - Emphasizing customer-focused growth and avoiding distractions.Advice for GTM Professionals (13:14) - Parting advice on embracing customer partnership and trust-building.This episode delivers a deep dive into the nuances of GTM strategies, leadership, and the relentless pursuit of growth, making it a must-listen for GTM leaders aiming to elevate their approach and drive meaningful customer connections.
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Buyer segmentation Deal + Lead Scoring Revenue Predictions Blog + Social Content Lead Sourcing
Want to learn more about how to truly make your buyers the center of your go-to-market efforts? Check out OpenGTM's 5 core use cases, leveraging the detailed, machine learning-powered, attributes of your buyers:Check it all out at opengtm.ai.
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In this episode of Next-Gen GTM, host Josh Ellars talks with KC Brothers, a seasoned product marketing and sales enablement leader, drawing from her extensive experience at Qualtrics, Podium, Weave, and Canopy. KC shares insightful reflections on her journey, emphasizing the importance of humanizing go-to-market strategies and fostering a workplace that values flexibility and trust. She advocates for recognizing the human aspect in both internal team dynamics and external customer interactions, suggesting that understanding someone's context can significantly enhance work output and overall life satisfaction.
Summary of Key Takeaways:
Humanizing Business and Go-to-Market Strategies: KC discusses the importance of acknowledging and addressing the human element in business, particularly in the context of go-to-market strategies. She highlights how the pandemic has brought about a greater level of humanization in the workplace, showing the benefits of understanding employees' and customers' contexts.The Role of Trust and Flexibility in the Workplace: Emphasizing the significance of treating employees as adults, KC points out that providing flexibility is a form of trust that leads to better performance and satisfaction.Connecting with Customers on a Human Level: She stresses that successful sales and marketing involve connecting with customers' humanity, understanding their pains, and addressing them in a relatable manner.Creativity and Innovation in Messaging: KC shares examples from her career where creative and innovative messaging helped improve the connection with target audiences, underscoring the value of crafting messages that resonate on an emotional level.Confidence as a Right, Not a Privilege: Concluding the podcast, KC encourages listeners to embrace confidence as a fundamental right, which can significantly impact professional interactions and personal growth.Chapter Time Stamps:
Introduction to KC Brothers and Background (00:00 - 01:08) - Josh introduces KC and briefly reviews her career trajectory.Humanizing Go-to-Market Strategies (01:08 - 05:06) - KC shares her thoughts on the importance of humanizing business practices and go-to-market strategies.Case Studies in Messaging and Positioning (05:48 - 10:34) - KC discusses specific instances where she helped companies humanize their messaging and positioning.External Branding and Internal Culture (10:48 - 15:10) - Insights on external branding efforts and fostering an internal culture that acknowledges the human aspect.Personal Hobbies and Professional Growth (16:13 - 20:50) - How personal interests like cooking and baking can influence professional skills and creativity.Embracing Confidence in Professional Settings (20:56 - 23:23) - KC underscores the importance of confidence in personal and professional development.________
Buyer segmentation Deal + Lead Scoring Revenue Predictions Blog + Social Content Lead Sourcing
Want to learn more about how to truly make your buyers the center of your go-to-market efforts? Check out OpenGTM's 5 core use cases, leveraging the detailed, machine learning-powered, attributes of your buyers:Check it all out at opengtm.ai.
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Zijn er afleveringen die ontbreken?
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In this episode of Next-Gen GTM, host Josh Ellars engages with Dustin Haisler of e.Republic, delving into the future of go-to-market strategies. Their conversation uncovers the pivotal role of personalized marketing and innovative technologies in shaping effective go-to-market approaches. Here are some key takeaways:
Hyper-Personalization and Contextual Marketing: The shift towards customized marketing messages tailored to individual needs, enabled by advancements in generative AI, underscores the need for businesses to adopt a more nuanced and personal approach in their marketing strategies.Data Foundation and Integration: Dustin stresses the importance of a solid data infrastructure, internally named "Data OS", to support advanced analytics and personalized marketing efforts. This involves integrating various data sources to form a cohesive, actionable database.Targeted Engagement and Buyer Journey: Highlighting the importance of understanding and engaging with various buyer personas throughout their purchasing journey, Dustin advocates for a strategic, data-informed approach to influence decision-makers effectively.Embracing New Technologies: Both Josh and Dustin are excited about the potential of AI and machine learning in optimizing go-to-market strategies. They discuss how these technologies can streamline operations, enhance personalization, and offer new insights for targeted marketing efforts.Empowerment and Innovation: Dustin advises empowering teams and dedicating time for innovation and strategic thinking. He suggests creating opportunities for team members to contribute ideas and strategies that could lead to business growth and improved market positioning.This episode offers valuable insights for go-to-market leaders looking to leverage data, technology, and innovative marketing strategies to grow their business, especially within niche markets like the public sector.
Chapters:
(00:01) Introduction to Dustin Haisler and e.Republic(02:24) Go-To-Market as a Service
(07:08) Data OS and Advanced Segmentation
(10:49) Future of Go-To-Market Practices
(16:41) Leveraging AI and Machine Learning
(21:14) Strategic Advice for Growth
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Buyer segmentation Deal + Lead Scoring Revenue Predictions Blog + Social Content Lead Sourcing
Want to learn more about how to truly make your buyers the center of your go-to-market efforts? Check out OpenGTM's 5 core use cases, leveraging the detailed, machine learning-powered, attributes of your buyers:Check it all out at opengtm.ai.
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This Next-Gen GTM episode features guest Jordan Nelson, who shares valuable insights from his vast experience in CRM-focused RevOps, particularly with tech startups and mid-market companies.
Journey to RevOps Expertise: Jordan began his career striving to stand out in the CRM landscape. Opting for social media engagement over accumulating certifications, he successfully leveraged LinkedIn to enhance his professional visibility, ultimately facilitating his journey through companies like Vercel, Podium, Divvy, and Health Equity.The Power of Social Media Presence: With nearly 100,000 followers on LinkedIn, Jordan underscores the importance of providing value-driven content without expecting immediate returns. His approach demonstrates that a strong social media presence is essential for go-to-market leaders in today's digital age.CRM as the Business Brain: Jordan discusses the critical role of Salesforce in integrating various business functions. He highlights common pitfalls companies face, such as underutilizing CRM capabilities and the detrimental impact of piecemeal systems on business efficiency and scalability.The Importance of CRM Optimization: Through his consultancy, Simple Salesforce, Jordan focuses on optimizing CRM operations and underscores the necessity of aligning internal systems for better decision-making and operational efficiency.Collaboration Across Departments: Jordan emphasizes the need for better understanding and collaboration between CRM administrators and other departments. Sharing insights and involving multiple departments in CRM decisions can lead to improved empathy, efficiency, and unified business goals.Advice for Go-to-Market Leaders: For GTM leaders seeking to enhance their stack and operations, Jordan suggests integrating complementary technologies with CRM, like HubSpot with Salesforce, to streamline data flow and decision-making processes.Future of Go-to-Market Tech: Looking ahead, Jordan sees a more strategic approach to CRM and tech stack optimization as pivotal. He advocates for quantifying the ROI of CRM investments and aligning tech solutions with the overarching goal of business growth and efficiency.Chapters:
00:00 Introduction to Jordan Nelson and Simple Salesforce
02:32 Salesforce: Beyond a CRM Tool
07:50 Optimizing CRM for Overall Efficiency
10:10 Advice for Go-to-Market Leaders
15:11 The Future of Go-to-Market Tech
22:19 Collaboration and Understanding Across Departments
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Buyer segmentation Deal + Lead Scoring Revenue Predictions Blog + Social Content Lead Sourcing
Want to learn more about how to truly make your buyers the center of your go-to-market efforts? Check out OpenGTM's 5 core use cases, leveraging the detailed, machine learning-powered, attributes of your buyers:Check it all out at opengtm.ai.
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In this engaging episode of Next-Gen GTM, host Josh Ellars (OpenGTM) talks with Mike Mattson (GrowthPath) about his unique journey from an accountant to a sales professional, eventually becoming a head of sales and a founder.
Mattson shares invaluable insights from his rich career trajectory, focusing on the transformative power of data-driven strategies and the significance of active listening in achieving organizational growth. Highlighting his time at OpenGov, which was just sold for $1.8 billion, Mattson emphasizes the lessons learned from scaling companies efficiently in today’s fast-paced market.Key Takeaways:
Career Evolution: Mike Mattson's career journey is a testament to adaptability and growth, transitioning from accounting to becoming a pivotal figure in sales and leadership, demonstrating the importance of continuous learning and evolution in one’s career.Data-Driven Growth: A core theme of the conversation is the strategic emphasis on being data-driven. Mattson credits the success at OpenGov to building a data-driven strategy, underscoring the value of data in making informed decisions and understanding market dynamics.Active Listening: The significance of active listening was highlighted as a crucial skill for understanding customer needs and market trends. Mattson shares how tools like Gong helped OpenGov record and analyze sales calls, leading to improved strategies and customer engagement.Cross-Functional Collaboration: Mattson discusses the importance of creating a culture of transparency and collaboration, especially between go-to-market teams and product development, ensuring that products meet the evolving needs of the market.Adapting to Change: The conversation delves into the importance of staying ahead of market trends and being open to adopting new technologies and strategies, illustrating the need for businesses to be agile and forward-thinking.Learning and Adaptability: Both Ellars and Mattson emphasize the importance of active learning and seeking out new information and strategies to remain competitive and effective in go-to-market roles.GrowthPath: Mattson introduces his new venture, GrowthPath, aimed at helping organizations navigate the complexities of growth in today’s market, focusing on efficient capital allocation, product-market fit, and strategic growth planning.This episode offers valuable insights for anyone interested in the intricacies of go-to-market strategies, organizational growth, and the power of adaptability and data-driven decision-making in the modern business landscape.
Chapters:
00:00 Introduction and Background
05:00 Mistakes in Go-to-Market Strategies
08:00 Importance of Data-Driven Approach
13:00 Aligning Go-to-Market with Product and Engineering
21:00 Prioritizing Active Learning
23:00 Introduction to GrowthPath
24:00 Key Takeaways________
Buyer segmentation Deal + Lead Scoring Revenue Predictions Blog + Social Content Lead Sourcing
Want to learn more about how to truly make your buyers the center of your go-to-market efforts? Check out OpenGTM's 5 core use cases, leveraging the detailed, machine learning-powered, attributes of your buyers:Check it all out at opengtm.ai.
