The Data Room

In enterprise sales, you can’t save the quarter with last-minute prospecting.

It just doesn’t work.

To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy.

And that takes planning and alignment across your organization.

In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships.

We discuss:

• Why you can’t save the quarter with last-minute prospecting

Resources mentioned during the podcast:

• Insight Selling by Mike Schultz and John E. Doerr  

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

An important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way to position yourself in relation to your perceived competition.

In this 10-minute episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) reviews the importance of nailing your competitive positioning, including:  

- The goals of strong competitive positioning (2:02) 

- What early-stage companies should do when they don’t have direct competitors (4:22) 

- How to start building your competitive positioning (7:10) 

- A pro tip to use Gong and Chorus to efficiently build understanding (9:10)

G2 crossed $50M in ARR in 2020.

That’s rarefied air. Only about 4% of SaaS and subscription companies have ever hit that mark.

In this episode, we’re taking a peek behind the curtain to see the GTM processes and planning that G2 put in place to reach the summit.

Mike Weir, the Chief Revenue Officer at G2, shares his insights on the strategies you should use to reach that mark, and what you should prioritize once you’re there.

We discuss:

- How to adopt a strong and rigorous planning process

- How focusing on the growth of your people positions your company for growth

- Why buyer intent data is important

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches.

In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data:

- The goal of using go-to-market data to improve customer acquisition (1:16)

- Two types of data to track to improve your GTM process (3:19)

- How to capture GTM data to easily aggregate and analyze it (5:28)

If you yearn to be a go to market commander or an iconic CRO, you’ve got to be an absolute expert in one of two crucial areas:

Building the machine, and building your team.

Today’s guest is Josh Wetzel, the charismatic CRO at OneSignal, a global SaaS platform that delivers more than 10B messages daily.

He discovered early on that he was a team builder, a natural at creating momentum and excitement.

In this episode, we’ll dive into:

- The two most important qualities in a strong GTM leader

- How to level up and avoid mediocrity

- Hiring a team that complements your skillset

- Avoiding analysis paralysis

- Balancing the feel good stuff with hard data — the best of both worlds

To leave your mark as a GTM master, remember that authenticity and true success come from your work ethic, the example you set, and surrounding yourself with people who compliment your strengths.

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data.

In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews:

- The reasons for product-market message fit issues when scaling (1:19)

- The difficulties of ensuring high quality data in your CRM when scaling (4:26)

- The complexities that arise when trying to analyze data when scaling (5:15)

- How to capture data to refine product-market message fit (8:19)

- Why investing in revenue operations can save your team headaches down the line (9:21) 

Interested in more quick-hitting discussions about data integrity? Check out the other episodes of The Data Room on Apple, Spotify, or wherever you listen to your favorite podcasts.

Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world. Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.

That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe , CRO at Demandbase .

Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team work to keep on track so that the company can avoid any surprises down the road.

In this episode, she explains how the “World Clocks” KPI management system works and why it’s so helpful. 

Topics covered: 

- Managing go-to-market proactively

- Gaining buy-in and implementing “World Clocks”

- Ensuring data integrity

- When to bring in sophisticated data modeling

- CRO/CMO relationship management 

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Evaluating a company’s go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth. 

In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation. 

Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions. 

However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:

1. Motivating

Brian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.

We discuss:

- How to avoid demotivating sales teams with unrealistic quotas

- Building revenue plans that match your go-to-market process

- Gaining a deep understanding of customer problems and desired outcomes

- Focusing the GTM team on what matters

- One interview question that will drastically improve your sales hire success rate

Resources mentioned during the podcast:

- Who by Geoff Smart 

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe. 

In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues.

- How go-to-market data impacts growth and scalability (1:03)

- Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15)

- What is a granular data model and examples of implementing it in your own company 4:51)