The Revenue Lab

#11 How to avoid GTM bloat - Christian Reichert, CRO at Shiftmove

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Christian Reichert, CRO at Shiftmove, shares insights from his journey at Salesforce, ProductsUp, and Vimcar. We discuss how to run a customer-centric GTM motion and ways to avoid GTM bloat.

We cover:

  • Why Go-to-market teams are bloated

  • How to run a customer-centric GTM motion

  • Why sales forecasting is broken for most revenue teams

  • Asking the right questions in the forecast meeting

    • You can find more information about Christian here:

    https://www.linkedin.com/in/reichertchristian/ 

    RevOps Letter: https://www.getweflow.com/revopsletter

    Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

    Philipp on LinkedIn: https://www.linkedin.com/in/janiszech

    Weflow: https://www.getweflow.com


    Chapters:

    (00:00:00) Introduction

    (00:01:17) Christian's Background

    (00:07:31) Journey from Salesforce to ProductsUp

    (00:14:39) Transition to Vimcar

    (00:19:06) How to run a customer-centric GTM motion

    (00:24:00) Effective pipeline management & forecasting

    (00:35:30) Final Thoughts and Advice

    ...more
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