Nelson Gilliat

3 Massive Blind Spots impacting CRO's today! Knowing the average CRO's tenure is 17 months at their current company, we're focusing our attention on helping teams stop the bleed. Primary reason CRO's don't last is due to the lack of accountable visibility across their GTM motions. And here are the 3 top blind spots that exist across teams today. 1. Opportunity detection at the buyer level. It's easy to get at the account level...but that's relatively worthless if you can't know which specific buyers are in-market. 2. Account Coverage via your network. Warm intro's are critical in today's buyer economy. So it's important CRO's enable their teams to know who can help them break into their key accounts. 3. Performance Attribution is often questioned when it comes to marketing initiatives. Not anymore. Every channel must have a clear path to revenue. And that attribution must be easy to see. Otherwise, you're left questioning if marketing, sales, self-service, or partners are the reason for attribution. And not know....adds to the short tenure of those in this role. We wrote a blog all about these 3 areas - check it out and let us know what you think.

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When scaling a SaaS company, there’s three key metrics that you must watch: 1. Traffic to Lead Rate 2. Lead to Opportunity Rate 3. Win Rate or Activation Rate These metrics serve as vital indicators of your Go-To-Market strategy’s health. They help you quickly understand what’s working, what’s not, what’s improving, and what’s declining. Based on these numbers, you can pull together your GTM leadership team or Co-Founder and figure out a plan to fix it. But what should you fix? When you’ve diagnosed your chokepoints, there are three core components of your GTM machine you’ll want to iterate: 1. Your Ideal Customer Profile 2. Your Messaging/Strategic Narrative 3. Your Consistent set of Sales and Marketing Activities If you’re an early stage SaaS Founder and would like to properly scale your GTM machine, grab a complimentary copy of my 5-Point SaaS Growth Strategy Guide. Just follow the link in the comments below. 👇

🗺️ Map & Optimize Your SaaS Buyer’s Journey with Inbound Marketing! Is your SaaS company guiding prospects through the buyer’s journey effectively? Inbound marketing can help you map out and optimize each stage, ensuring your strategy aligns with your customers' needs. Here’s how to do it: 🎯 Awareness: Capture attention with content that addresses pain points and sparks interest. 💡 Consideration: Provide in-depth resources that help prospects evaluate your solution against competitors. 🚀 Decision: Deliver compelling offers and personalized support to convert leads into loyal customers. By tailoring your inbound marketing strategies to each stage of the buyer’s journey, you can enhance engagement, shorten sales cycles, and drive growth. Ready to optimize your journey? Let’s explore how we can fuel your success! https://hubs.ly/Q02QQt4j0 #SaaSMarketing #InboundStrategy #BuyersJourney #ThinkFuel

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🚀 "PLG is not anti-sales." Kyle Poyar, Operating Partner at OpenView, clears up a common misconception about Product-Led Growth (PLG) in this snippet from the Experience-focused Leaders podcast. He dives into how successful PLG companies like Calendly effectively integrate sales teams, showing that PLG and sales work hand-in-hand. Alex Shevelenko 💚✖️🧠 #relayto #podcast #PLG #ProductLedGrowth #Sales #Podcast #Leadership

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Watch: Operating Partner Nir Goldstein discuss how to grow from $50M to $800M ARR with Omri Hurwitz! In this long form interview Nir dives into building scalable sales frameworks, creating sustainable growth mechanisms, and shares key lessons on scaling your ARR. Nir also discusses how Monday’s focus on product-market fit prepared him for the world of VC. Don't miss this in-depth conversation! Link in the comments below ⬇️

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As an agency leader, you know scaling sales within your organization is no easy task... 🥵 Thats why we've pulled together resources to help guide founders and agency leaders in the right direction to scale beyond founder-led sales methods and on to a repeatable GTM strategy with RevOps as the secret weapon. Check out the full blog post and access the guide via the link in the comments 👇

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You spend a ton of time gathering case studies, customer stories, and testimonials that'll support your GTM team. But customer evidence is so much more than the standard "problem-solution-outcome" narrative. And putting as much (if not more) process and intention behind smaller, specific proof points as you do white-whale case studies will make your evidence way more persuasive in the long run. When we sling around lingo like "customer evidence" and "proof points", here's specifically what we're talking about. ⤵️

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99% of SaaS companies focus on their ideal customer profile (ICP), but only a few can show this chart 👇 Kyle Poyar - thank you for the clear breakdown. 👏 What it means to focus on your ICP: 1️⃣ Know the number of accounts in your ICP. 2️⃣ Identify exact buyers and market to them (using tools like Clay, Keyplay). 3️⃣ Track how many are aware of you (email opens, ad engagement, website visits). 4️⃣ Know how many are interested (demos, free accounts, webinars, high-intent pages). 5️⃣ Track how many are considering a purchase (SQLs, PQLs, PQAs). 6️⃣ Know how many are selecting and engaged in the buying process. 7️⃣ Track how many become enterprise customers. Focus on reaching the right people and turning them into customers, regardless of your GTM strategy. 🎬 #SaaS #ICP #marketing

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We've seen many SaaS companies fall into the GTM Death Spiral. Why? Early-stage SaaS companies (seed to Series A) often lack a clear, detailed GTM strategy and instead focus on the wrong tactics. 📉 What are these wrong tactics? Based on our experience as a consultancy, we've identified the common mistakes and shared what actually works in our latest blog post. https://lnkd.in/dQGMbQGW

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Pro tip: Strategic #CRO answers business questions. Tactical CRO does not address business questions (e.g. CTA color). Doesn't mean tactical CRO doesn't have a place. And in fact, if you're just getting started, most CRO programs end up being tactical FIRST while the flywheel starts spinning. BUT, strategic #CRO drives impact. It helps get buy in for MORE testing. It answers critical business questions. And most importantly - it DOES take some freaking time to analyze and spin up!!! Want to learn more? Listen to the full episode out NOW: https://lnkd.in/gYbDfCqg #Experimentation #Optimization

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SaaS Leaders: Stop Mishires Before They Happen—Clarity Beats Networking Relying on a large network to hire talent? It might be time to rethink that strategy. 🛑 After 12 years of working with founders, CEOs, and investors, we’ve seen one major hiring flaw over and over again: a lack of clarity in the hiring process. This common oversight can cost your business time, money, and the right talent. The Problem: Many companies believe that more connections mean better hires. But without a clear, strategic understanding of what your role truly demands, you’re setting yourself up for costly mishires. Here’s where things go wrong: Focusing on titles instead of what success in the role really looks like. Vague job descriptions that don’t match the company's real needs. Rushing to hire based on urgency, not alignment. How We Solve This: At Bay Street Staffing, we’ve developed a clarity-first approach to ensure you’re not just filling roles—you’re finding the right people for the right positions. Here's how: We Define Success from Day One: We help you define a clear success profile for the role, ensuring alignment with business goals and culture—not just job titles. Precision Candidate Filtering: With clarity, we rigorously filter candidates so only the best-fit talent makes it through. This eliminates wasted time on mismatched interviews. Alignment with Your Business Objectives: Our process ensures that every hire is not just a good fit but a strategic asset to your company's growth and long-term success. Why Bay Street Staffing? We bring 12 years of experience, deep industry insights, and a data-driven approach to SaaS hiring. We've partnered with some of the most innovative minds in the industry to streamline hiring processes and eliminate costly mistakes. ✅ 12 years of proven success in SaaS hiring. ✅ A curated talent pool filtered with precision. ✅ A commitment to making your hires strategic, not just quick fixes. Pro Tip: If you’re relying on outdated job descriptions and hoping your network will deliver the perfect candidate, you’ve just increased your chance of a mishire by 60%. Hiring doesn’t have to be a gamble. Let us help you get it right the first time. Reach out to us at [email protected]

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With 40+ GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

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Sure, it’s called 𝘚𝘢𝘭𝘦𝘴loft, but product marketers can use it, too. Just ask our very own Gray Hardell. They use Salesloft every single day. Here’s how: >> Conversations – Discover what prospects and customers are saying about your product so you can refine your messaging >> Cadences – See how cadences are performing to see which persona messages are resonating and which need tweaking >> Deals – Find out which ones have higher deal engagement scores so you know which collateral is working the best Gray shared exactly how they use Salesloft with Nate Nasralla during an episode of Behavior Hacking. Hear how to use Salesloft for data-driven discovery ⬇️

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3 awesome things to announce: 1. Vendr's latest Trends Report 2. Vendr's new partnership with Brex 3. 100% of the products listed in this report can be purchased via the Vendr Marketplace by clicking the name of the seller Check it all out!

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 💜🚀Prospecting with Clay + PredictLeads 🚀💜 Imagine having access to real-time business insights like news, hiring trends, partnerships, and tech stacks - right at your fingertips. With the new Clay + PredictLeads integration, this is now a reality! 🎉 What’s in it for you? ✔️ Personalized outreach with relevant, up-to-date company news. ✔️ Insights into hiring trends to spot growth opportunities. ✔️ Data on partnerships, vendors, and investors to strengthen your pitch. ✔️ A peek into a company’s tech stack for competitive intelligence. Ready to see how it works? We’ve put together a step-by-step guide to get you started. 👉 Read the full blog here: https://lnkd.in/dNPqq3xc Whether you're in sales, recruiting, or investing, this integration will change the way you approach leads and prospects. 💬 Have questions or want to share how you’re using it? Drop a comment below! And as always –> stay awesome! 💜 💪 #Clay #PredictLeads #BusinessInsights #DataDriven #SalesTools #Recruitment #Growth

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Matt Lincoln is Changing the Sales Game with Apollo.io Matt really nails the challenges of today's sales landscape, especially the decline of the predictable revenue model. 🤯 Key takeaways: • Stop spamming: Generic emails don't work anymore. It's all about targeted, personalized outreach. • Apollo.io is your secret weapon: Matt highlights how Apollo.io helps with deliverability, finding the right prospects, and crafting compelling emails. 🚀 • Don't just take his word for it: Matt's offering a free trial so you can see the difference Apollo.io makes in your sales game! If you're struggling with low reply rates and feeling stuck in the old way of doing things, this video is a must-watch. 👇 https://lnkd.in/ekdRPYZj #sales #salesengagement #Apolloio #salestips

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