Customer Testimonials Trump Paid Marketing in GTM
"His GTM strategy was so different from any other retailer...he didn't spend money on sales and marketing. He said: 'the best advertisement is the unsolicited testimonial of a satisfied customer'." Eric Ries on The Transaction talking about Sol Price's unique and wildly successful GTM strategy. GOAT
Revenue Talent Must Evolve Beyond Outdated 2021 Playbooks
The bar for revenue talent has shot up, and anyone still running 2021 playbooks is about to get whiplash. Chris Orlob talked us through why we're in a full-on revenue skills crisis and what to do about it in our...
GitHub Becomes RevOps Fluency Test in AI Era
"Show me your GitHub" - the first question Andy Mowat asks #RevOps candidates these days. Kristina McMillan ( Scale Venture Partners EIR) and Andy (GTM Council, Whispered) hosted ~30 leaders for our RevOps Council to share what they're starting, stopping,...
Marketers Shift Spending Toward Brand Over Demand
In this new era of GTM, are marketers spending more on brand than demand? See Ray Rike 's answer below. BTW, Ray has some of the best GTM benchmarks in the business. We have him join Scale Venture Partners Council...
Help Shape RevOps AI Adoption Insights – Take Survey
Survey time. If you are in RevOps, GTM Ops, etc, please take a couple minutes to take our RevOps AI Adoption survey. It's quick. LINK IS IN THE COMMENTS. We are running this with our friends Andy Mowat and Go...
Delay SDR Calls: Rotate Talent Through GTM First
Hire SDRs but don't have them engage with prospects for a year or more? Radical idea from David Wilkins on The Transaction . He believes we will hire young talent like we do today but we will have them rotate...
Sales Skills Crisis: Economy, Remote Workforce, AI Accelerate Gap
1st of all, Chris Orlob is one of the best sales experts out there. (To my other sales leader friends - yes, there are others) That said, Chris understands the entire tech sales process and that makes him incredibly relevant...
Engage Analysts Early for Better Transaction Outcomes
Yes. Engage analysts early. Rachel Dines on The Transaction I posted Rachel Dines take on how to engage with analysts yesterday. Ill try to capture it the comments. I should have posted this clip first...but hey.
Early-Stage Startups Should Leverage Analyst Relationships Effectively
How should an early stage startup engage analysts? see Rachel Dines answer below. I already shared this months ago but just got asked this again and dug up this The Transaction highlight reel.
AE's Claude-Built Account Plan Exceeds Expectations
Reviewing an account plan an AE built himself in Claude and it's amazing. That is all.
Sydney Sloan to Reveal AEO/GEO GTM Secrets
Engineering Tailwinds Show Announcement: Surprise guest #1: Sydney Sloan . She is going to talk one of the hottest topics in GTM: AEO/GEO. Every startup needs to see this. Link to the event in the comments. Another surprise guest announcement...
Strategic Narrative Powers the Attention Engine
This is Scott Albro talking strategic narrative as one of the core pieces of what he calls the Attention Engine. We will talk this and more at: Engineering Tailwinds. The GTM Playbook for Winning in Hard Markets. Thursday, March 26...
Master GTM Strategies for Hard Market Success
Come and get some. Engineering Tailwinds. The GTM Playbook for Winning in Hard Markets. Thursday, March 26 1:00 PM - 6:00 PM at LinkedIn SF. Link in comments. go.
Discover James Kaikis' New‑Age GTM Innovators Framework
Friend of The Transaction , James Kaikis , with his version of the new age GTM innovators framework. Oh, btw, we are doing an event together and you are going to come. https://luma.com/w6x2lgd9
CMOs Allocate One‑Third of Budgets to Curated Events
"In speaking to CMOs, some are spending 1/3 of their budget on events" Omar Akhtar on... The Transaction I have seen this too. Smaller events with carefully curated guests...win