In this episode of GTM Science, Union Square Consulting Marketing Manager Rachael Bueckert chats with Founder and CEO Eddie Reynolds to discuss one of their latest newsletters titled 'We Missed Target Again. Now What?'. The conversation focuses on strategies for companies that find themselves off track halfway through the year.

Eddie shares insights on operationalizing annual plans, understanding market data, and addressing common industry challenges. The episode delves into the complexities of reevaluating KIPs, redefining target strategies, and improving sales and marketing alignment. Eddie emphasizes the importance of data-driven decision-making, clear communication, and maintaining focus to navigate economic uncertainties.

The duo also touches on capacity planning, messaging, and resource allocation to optimize go-to-market strategies. The episode aims to provide revenue leaders with actionable insights to recalibrate and thrive even when targets are missed.

Find the full newsletter here.

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00:00 Introduction and Welcome

00:14 Discussing the Newsletter: 'We Missed Target Again

01:42 Challenges in the Current Market

06:18 Strategies for Companies During Economic Uncertainty

09:15 Importance of Process and Execution

12:47 Case Studies and Real-World Examples

18:37 Evaluating Strategy, Process, and Execution

32:00 The Role of CROs and Leadership in Process Management

40:44 The Power of Process-Driven Training

41:17 The Gap in Frontline Management Training

42:35 Building Effective QBR Processes

43:18 Implementing Go-to-Market Efficiency

44:01 Capacity Planning for Sales Teams

52:47 Reevaluating Go-to-Market Strategy

56:09 Improving Sales Processes and Messaging

01:01:48 Communicating Changes and Building Trust

01:10:53 Final Thoughts and Resources

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