Carl Hinrichsen

“People do business with people. Not ideas, not products, not machines, not tactics, strategies, not even money. So you better get the people part right if you really want to succeed. Interpersonal competence is a determinant of both personal and professional success.” Powerful people tips from Carole Robin, Ph.D. in Lenny's Newsletter: ⭐️ In any exchange between two people, there are three realities:  1️⃣ My reality: my intent, how I see the world, my background, my history  2️⃣ My behavior (verbal or nonverbal): what I do or say or don’t do  3️⃣ The impact: whatever happens on your end, how you see things, your background When we don’t recognize that those three realities exist, we don’t understand that we are only privy to two out of the three. ⭐️ The art of inquiry in conversation Helps you better understand yourself + what the other person feels 1️⃣ Approach the conversation with the mindset: is there something for me to learn? (suspend judgement) 2️⃣ Ask questions that start with WHAT, WHEN, WHERE or HOW (don’t start with WHY, it makes people defensive) ⭐️ Know how to repair in conversations   1️⃣ One of the most powerful things you can do when somebody responds in a way that feels very unexpected and out of whack with what you just said is: “What did you hear me say?”  2️⃣ "Now that I understand that that’s what you heard, I understand why you reacted the way you did. Let me try it again."

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The Forrester Wave: Revenue Orchestration Platforms was published today and...drum roll 🥁...Gong was named a leader and received the highest score in the Current Offering category of any vendor assessed. My fav quote: 🔥 “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organizations.” 🔥 Congrats, Gongsters!

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Check out the latest #TheGTMPack episode below 👇🏾 Al Sargent is a tenured #ProductMarketing leader who gives us leadership insights. It's never easy taking over an existing team as a new leader, figuring out how to measure PMM effectiveness, & creating an environment that gets the best out of your team. #gtm #b2b #pmm

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ZI Labs is headed to Seattle and Chicago this week—are you around? Join us this week for two amazing events: 1) Seattle: GTM Plays Cooking Class Wednesday Oct 16th, 6 pm PT Millie Beetham and I believe in the power of signals and storytelling in GTM, much like a classic recipe. Just as cooking requires the right ingredients, timing, and techniques to create a memorable dish, a successful go-to-market strategy demands the same attention to detail.  Join us for an amazing evening of cooking, dinner and learning. We’ve got 12 amazing GTM Leaders signed up from Stripe, Outreach, Highspot, Airtable, Salesforce and more!  Have one more spot. Who is in Seattle we should know about? 2) Chicago: AI + GTM Masterclass (and then dinner), Thursday Oct 17th, 3:30 pm CT Join us this Thursday for an AI + GTM Masterclass, where we’ll explore how to blend AI into your strategy. We’ll create a recipe for success that fosters innovation and connection, moving beyond just AI copywriting. Discover how AI can save time for your sellers, brainstorm opportunities within your territory, and streamline your team’s GTM efforts. What You’ll Learn: 🔍 AI’s Impact: Discover how AI is reshaping the B2B arena and how you can leverage its power. 🛠️ Blueprint for Success: Develop a comprehensive AI readiness framework to assess your capabilities, identify gaps, and implement effective strategies. 🤝 Network & Collaborate: Connect with like-minded leaders from the Chicago area, sharing experiences and insights in a dynamic environment. 2 spots left, so don’t miss out! DM me or tag someone in Seattle or Chicago if they should join us. Let’s unlock the potential of AI together! #AIMasterclass #GTM #AI

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Great insights from Ash Lomberg, Chargebee's Vice President, GTM EMEA, on the benefits of Apple's recent move to discontinue the Apple Pay Later service! By using third-party BNPL providers and alternative payment methods, Apple can streamline payment processing and avoid the complexities of managing multiple gateways, allowing the tech giant to focus on what it does best. That’s the power of strategic partnerships – they enable you to allocate resources towards improving your product and services while leaving the complex financial operations to the experts! 🤝 Read the full article here: https://chrge.be/46ji4vM

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Big News 🎉 @Gong just dropped some MAJOR AI capabilities that deliver new levels of automation, deep customer insights, and standardized knowledge sharing across the entire revenue org. With Gong’s new capabilities, you can: ✨Create smoother collaboration workflows across teams ✨Make coaching more efficient and consistent  ✨Deploy ready-to-use Smart Trackers ✨Centralize process, systems, and data ✨Bring AI-powered context to your sellers   Game. Changer. Learn more about these exciting new capabilities here: https://lnkd.in/gE9Hu8N3

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We are thrilled to announce that TurboDocx has successfully closed its Angel funding round, raising $75,000. This significant milestone marks a leap forward in our journey to revolutionize smart and modular document and slide deck creation, accelerated by AI. A heartfelt thank you goes out to our friends, family, early supporters and everyone that believes in our vision. Your support is not just appreciated-- but a strong vote of confidence in our mission to innovate and transform how business document creation is created. What does this mean for TurboDocx? We're reinvesting it into the business: - Focusing on Partner/Client Needs - Understanding and addressing the evolving needs of our users remains our top priority. We're here to build not just a product but a solution that truly makes a difference. - Enhanced Solutioning - We're more committed than ever to developing solutions that set new benchmarks for efficiency, re-usability, and innovation has never been stronger. - Innovation, Partner, and Channel Growth - Our investment team and advisors primarily consists of go-to-market (GTM) and implementation professionals that have already provided invaluable guidance on scaling our overall growth. Looking ahead: As we celebrate this achievement, we're mindful that fundraising is not the end goal but a milestone --a means to an end-- to build out a well oiled machine. We're excited to leverage this opportunity to further our mission, drive innovation, and exceed the expectations of our users and partners. With this said - If you'd like to be part of this exciting journey, please reach out! Stay tuned for updates, join our growing community, and let's reshape the future of document and slide deck creation together. -Nicolas https://lnkd.in/e4CGrUVB

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It was great to talk with Greg Shuey on his 7-Figures & Beyond podcast about building partnerships and alliances to accelerate direct-to-consumer growth. Some of the key takeaways: Mutually Beneficial Partnerships: Any successful partnership must be win-win, benefiting all parties involved. It’s essential to ensure that the collaboration meets the goals of both brands, whether that’s increased market share, brand awareness, or revenue. Increase Brand Awareness and Strength: Partnerships should aim to increase brand awareness and elevate the brand’s image. Examples include SMEG’s collaboration with Dolce & Gabbana, and GoPro with Red Bull, where the alliances boosted the brand visibility and aligned with the brand’s core values. Expand Demographics and Create Buzz: Collaborations can help brands reach new demographics or strengthen relationships with existing ones. Unique pairings like e.l.f Cosmetics with Liquid Death or Balenciaga with Crocs can create significant buzz, drawing attention and new customers to both brands. Consider Risks and Practicalities: When forming a partnership, assess the potential risks and the practical aspects of the collaboration, such as the complexity of integration, the duration of the partnership, and the logistical requirements. It’s crucial to weigh these factors against the potential benefits. Metrics for Success: Establish clear metrics to measure the success of the partnership from the outset. These can include sales growth, revenue, margin changes, new customer acquisition, customer affinity, conversion rates, and overall brand vitality. https://lnkd.in/gfZJTbrZ

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To scale a business successfully post product-market fit, it's crucial for leaders to focus on building a team of "A" players who embody the company mission and can deliver results effectively. As the business moves into scaling phase, the emphasis should not be on merely filling positions but on maintaining a high standard of talent. It's essential for sustained success that the bar for talent remains elevated. While specific criteria may vary based on the business stage, there are fundamental areas to assess during the hiring process. These criteria serve as a solid foundation for all managers to work from when bringing in new talent. Below is an example of a hiring guide I used based on the needs of the company I worked for. What does your hiring guide look like?

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The role of the #CMO today is complex and ever-changing. Not only must CMOs attract and retain customers, but they’re also facing heightened expectations to drive business growth and innovation. Kelsey Voss and I have spent the last few months speaking with leading CMOs about how to successfully navigate new opportunities and challenges, from managing #CEO and #CFO expectations, strategically integrating #AI, and maximizing #ROI. Our first two reports for this CMO series are full of insights and actionable advice from: Colleen DeCourcy, Snap Inc. Kate Jhaveri, TikTok Raja Rajamannar, Mastercard John Solomon, Therabody Tifenn Dano Kwan, Amplitude Kate Kenner Archibald, Dash Hudson Natalie Bastian, Teads Laura Brooks, Made by Nacho If you are or know a CMO who'd like to participate in this series, we have two more reports to go. Comment below or DM me. And thank you to everyone who has participated so far! EMARKETER PRO subscribers can read the first two reports here: How CMOs Are Successfully Mastering the Expanded Role: https://lnkd.in/dedx3fZa How CMOs Are Maximizing ROI: https://lnkd.in/drqXdH-w

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🚀 Announcing: CDP for SaaS Infrastructure 🚀 by Blotout As part of our annual “code freeze” tradition, we’re thrilled to reveal some major milestones in our 2025 roadmap—starting with our CDP Infrastructure for SaaS! This isn’t just a new launch; it’s a well-tested product with serious market traction, already supporting: 🔹 $10B in market cap 🔹 10K+ embedded sites, 600+ live 🔹 $40B+ in eCommerce and SaaS revenue 🔹 Two companies entirely built on Server-Side Tagging—why build when you can buy? Why announce it now? After years of refining with trusted customers, we’ve scaled to seven partners—without needing to actively sell. The traction speaks for itself. Here’s why it matters: #1 🚀 Demand is Clear: The market needs this solution, and we’re ready. #2 🎁 It Finds You: Our users discovered us despite minimal marketing—proving the product’s undeniable value. Who’s this for? Over 7,500 SaaS companies collecting data from websites rely on both 3P and 1P cookies but face a dead end as the industry shifts toward server-side ID and Consent Graphs. They need a path forward. Why SaaS and why now? As the digital world moves to server-side, every data-driven SaaS provider must be prepared to migrate out of cookies. With Blotout, you get combined tag system + CDP infrastructure—no code required, complete with built-in fingerprinting and 3P data options. This is a scalable solution for the future that comes self hosted or managed and can be white labeled using a simple API. What’s Next? 📅 Soon, we’re launching a HIPAA-Compliant CDP for Agencies and Medical Management firms. 📅 We’re also pioneering View Attribution for secure, multi-party data applications, enabling secure attribution without data sharing. Want to learn more? Here yo go - https://lnkd.in/ggVynPuy Can you help us? We’d love introductions to Amplitude, Mixpanel, Heap | by Contentsquare and more—companies with data goldmines ready to be monetized. If you’re in #attribution, #retentionmarketing, or a #devagency, let’s talk!

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Excellent and actionable advice on how to drive a transformation within an organization.

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Having just finished "I, Human" by Tomás Chamorro-Premuzic, a book on AI and Leadership, the concept of curiosity as a key differentiator from machines stood out to me. In his interview with Forbes, Chamorro-Premuzic emphasizes that curiosity and asking good questions are essential for good leadership in today's automated world. He highlights that constant information consumption is like a diet of fast food, and effective leaders must ask questions that provide meaningful insights and cut through the noise. This insight has motivated me to ask more profound questions daily. How do you cultivate curiosity within your teams? In what ways can we set ourselves apart in this era of AI? #ai #leadership #management #development #sales

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Cloudinary's CRO Allison Metcalfe brings a wealth of experience in revenue operations for SaaS companies, which she discusses extensively in a recent episode of The GTM Podcast by GTMnow. Listen in to discover: - Her unique path from customer success to CRO - Why establishing a robust post-sales function is crucial from the start - How to balance product-led growth with an enterprise sales strategy - Traits that define an effective modern CRO - Using customer stories as a significant growth driver - Insights gained from LiveRamp's remarkable growth and its acquisition by Acxiom - And more https://okt.to/y4RqAP

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Customer marketers - we need your input! The #customermarketing Technology Landscape has changed dramatically in the last 12 months. Lots of new startups with funding, big market leaders exiting to private equity, increasing overlap between vendors, new partnerships. UserEvidence is teaming up with Captivate Collective to author some fresh new research on the 2025 Customer Marketing Technology Landscape. This research will help customer marketers make sense of the landscape, and hone in on the core pillars for their customer marketing strategy. We'd love to get your feedback on your tech stack, and your views of the evolving technology landscape in this short survey. One survey taker will win $500! Link to take the survey here - https://bit.ly/4gJaQ8y Thanks!

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Addressing the housing and climate crisis!

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Live optimization workshop on Tuesday. We partnered with Amplitude to help their customers get more wins. We will host a live workshop on Tuesday to share:   1️⃣ The two psychological principles at the heart of optimization 2️⃣ The four simple changes that consistently drive significant results 3️⃣ Over 12 real-world A/B tests from the world’s top testing brands such as Twilio, Apple Music, GoDaddy, Noom, Invisalign, The New York Times.   4️⃣ **Live Optimization** We will put these principles into practice, optimizing audience-submitted webpages live during the webinar.   Reserve your spot today to submit your webpage for live optimization! Jheel Jawharkar, Phil Burch, Austin McCraw #splittesting #cro #UX #optimization #AbTesting

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Join Us for an Exclusive Partnership Leaders Meetup in San Jose 🚀 Calling all partnership leaders! Let’s tackle two of the hottest topics on your mind: budgeting and headcount planning for 2025. This meetup is the perfect chance to: - Share strategies on securing budget approvals - Discuss headcount needs and justification in a lean economy - Connect with fellow leaders facing similar challenges See you tonight, bring a friend!

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📈 The State of SaaS Go-to-Market: Insights from Theory Ventures’ Tomasz Tunguz 📉 A recent Go-to-Market survey led by Tomasz Tunguz, General Partner at Theory Ventures, reveals evolving trends for SaaS founders and startups. Here’s what the survey uncovered: 1️⃣ Founders’ Optimism is Up: Despite longer sales cycles, founders’ positivity has increased from 6.1 to 6.7 since 2022. 2️⃣ Sales Cycles are Lengthening: 50% of startups face longer cycles, with mid-market sales being the hardest due to tighter budgets. 3️⃣ Rising Quotas & Payback Periods: Quotas have risen by 14%, and the time to recoup customer acquisition costs has grown by 12%. 4️⃣ Buyer Scrutiny is Up: Sales-qualified conversion rates have increased as startups narrow their focus on core buyers. 5️⃣ AI’s Limited Impact: AI has not noticeably affected conversion rates, ARR growth, or efficiency, despite initial perceptions. 6️⃣ Pricing Models Evolve: Hybrid pricing models (combining base, usage, and value-based fees) show 3x net dollar retention compared to traditional methods. The evolving landscape demands strategic adjustments in sales approaches and pricing models to sustain growth. 💡🔄 🔗 Read the full article on SaaStr here: https://lnkd.in/du_tRA5E #SaaS #GTM #Startups #AI #SalesLeadership #VentureCapital #Entrepreneurship

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