Tom Crist

The future of sales is clear: Relationships and ecosystems are key. But how are GTM leaders actually executing these partner-led strategies to drive revenue in 2024? That’s where Pavilion‎ and Crossbeam‎’s latest Future of Revenue survey comes in.  We’re diving deep into the real-world tactics and strategies that are redefining the GTM landscape. By participating in this research, you won’t just be adding your voice to an important conversation, you’ll be among the first to access hard data on how successful leaders are leveraging ecosystems to stay ahead. Your input will help shape these valuable benchmarks — let’s navigate this shift together. Survey closes soon! https://lnkd.in/gBv_cShM

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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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New episode 🎙🔥 Tune in to episode GTM 105 of The GTM Podcast to get insight directly from Sam Blond on: -Why investing early in sales ops and rev ops is critical for scaling revenue. -How to generate demand through creative campaigns and a "concentric circles" approach. -The risks of scaling sales teams too quickly based on flawed hiring models. -What VCs look for in a compelling founder pitch, beyond just business metrics. -Why focusing on generating pipeline is often better than optimizing conversions. -How to leverage customer marketing and "raving fans" as an early acquisition channel. + more Available wherever you get your podcasts, including the links in the comments👇

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Have you signed up for tomorrow's 6sense webinar yet? Don't miss out on this incredible opportunity to gain valuable insights from top ABM leaders. Join us as our very own CivicPlus Marketing Operations Manager, Jordan Rochester, takes the panel, alongside other experts, to discuss the transformative journey from lead-based to account-based strategies. In this webinar, you'll: 1. Hear why ABM leaders made the switch to account-based strategies and the challenges they overcame. 2. Learn about the benefits and business impact of an account-based approach. 3. Understand how marketing leaders influenced their organizations to adopt this innovative strategy. 4. Engage in a lively Q&A session with our ABM experts. Secure your spot now for a session packed with knowledge and actionable insights. Click the link to sign up and join this transformative conversation: https://bit.ly/46qS5Ta #6sense #CivicPlus #GovernmentSolutions #Innovation #DigitalOptimization #DigitalTransformation

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Personalization? It's not rocket science, but it's EVERYTHING at the C-Suite level. 🤯 If you're trying to sell to a CEO, you BETTER be coming prepared with insights tailored to THEM. 🗣️ Henry Schuck, CEO of ZoomInfo, gives us his take. 🔥 No more generic pitches - they're not cutting it! What are your thoughts on personalization in sales? ⬇️ #sales #leadership #businessdevelopment

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Is your positioning specific enough? Think about the risks: Anthony Pierri said it best: "Which is the bigger risk? 1) potential customers think your products do less than they actually do 2) potential customers have no idea what your products do at all If you polled executives of large SaaS companies, I would bet lots of money they think option 1 is worse than option 2. It's really the only explanation as to why they choose to position their companies with the vaguest, broadest, most inscrutable messaging possible. They would truly prefer that people have ZERO idea what their company is—than risk feeling smaller than what they believe they've earned. But not every company is like this. Take Stripe (valued at $50B): → they have 19 products → they sell to both startups and enterprises → they have a vast partner ecosystem → they offer professional services → they have a huge app marketplace And yet, what do they say in their website hero? "Millions of companies of all sizes use Stripe online and in person to accept payments, send payouts, automate financial processes, and ultimately grow revenue." Read that again: → "accept payments" → "send payouts" → "automate financial processes" Three VERY SMALL use cases. They don't try to summarize all 19 products. They don't try to cast some vague brand message. They list three crystal clear use cases. They give a reference point. They meet prospects where they are. They know that there is still a big portion of their TAM that doesn't know what Stripe is. They aren't afraid of people (temporarily) thinking Stripe is a simpler product than it really is. They invite them into a conversation by telling them a little bit about themselves. If Stripe is worth $50B and still doing this, maybe it's worth trying for you — who AREN'T yet worth $50B. Because my guess is... you've still got a lot of TAM left that doesn't know what you do. And if they don't know what you do, they'll never think to buy from you." -- 👀 P.S. What's your take? Make sure to give Anthony a follow!

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From pipeline generation to high-intent conversions, Emma Galler's insights guide revenue leaders toward sales success in this episode of 10/10 GTM. 💼 Check out the full episode below, where Ross and Emma discuss strategies for strengthening pipeline, creating a winning culture, and building a cadence around operational excellence. https://lnkd.in/gKp7DX-n

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What is Chili Piper focused on in 2024? Listening to their customers and creating a new strategic narrative based on the market. Brandon Redlinger, VP of Marketing at Chili Piper, joined Manoj Ramnani on B2B Pipeline Pioneers to share: 1) 2023 learnings 2) Chili Piper's 2024 experiments 3) Where he's placing his bets to achieve an optimal pipeline Brandon's episode is out now and you can watch it using the link below! https://hubs.ly/Q02z4nQN0 #saas #customer #saasmarketing

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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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“Sales is a measurement of how effective you are at doing your job — it’s not your job.” - Mark Niemiec, CRO at Salesloft If Sales feels really hard right now, it's time to focus on the basics. More on this new episode of RevTalks: https://lnkd.in/eNPSK2c3

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Super-charged sales planning starts by listening to your reps! 📞 Sales rep sentiment surveys are an underrated yet powerful tool for this. They uncover insights traditional data might miss—from territory challenges to compensation clarity. Check out this clip on the best practices Leo Rocha recommends for gathering authentic rep sentiment. His key takeaways?: 📆 Plan to run your survey sometime mid-year (when there's enough data available) ❓ Keep it simple: Use ~10 questions that stay constant YoY to help identify historical trends ➡️ Always relay insights you glean back to the reps (so there's reason to continue participating in the future). #SalesPlanning #SalesPerformance

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BY THE NUMBERS If you're a partner advisor or partner manager focused on revenue - STOP! While you're concentrating on revenue, you're missing out on revenue (and a whole lot more) Let me explain A large part of the reason why leadership sometimes struggles to grasp the value of B2B partnerships is because we don't/can't articulate the actual value of partnerships in direct relation to impact And a large reason for this is because channels & ecosystems use alternative routes to revenue apart from what many C-suite leaders are used to, hence why they are often misunderstood Inherent and multi-thread value sit at the core of, and what drives, every successful and sustainable partner motion on the planet Increased value = higher revenues - simple Still need convincing? I'll let these guys explain - 1️⃣ HIGHER REVENUE GROWTH A study by McKinsey & Company showed companies who focused on long-term value, rather than short-term gain, achieve revenue growth rates 3–5% higher than those in purely transactional partnerships (deepening customer relationships and encouraging loyalty to the brand) 2️⃣ INCREASED CUSTOMER RETENTION & EXPANSION Recent research by Bain & Company found that strategic, value-led partnerships improved customer retention by almost 50%. They discovered value-led approaches created increased opportunity for all, leading to improved customer relationships and cross-sell/co-sell opportunities 3️⃣ OPERATIONAL EFFICIENCIES & COST SAVINGS Gartner’s research in 2023 highlighted that strategic B2B partnerships can reduce operational costs by up to 25%. The alignment of long-term goals in said relationships encouraged shared infrastructure, data, and resources, cut down costs and boosted efficiency (compared to managing a bunch of individual, short-term transactional partnerships) 4️⃣ IMPROVED ALIGNMENT WITH CUSTOMER NEEDS Forrester reported that customer-centric partnerships (which typically fall under transformational partnerships) increased customer satisfaction by up to 30%. This ultimately lead to higher upsell rates and, consequently, higher lifetime value (directly boosting the ROI leadership expects) 5️⃣ INNOVATION & COMPETITIVE ADVANTAGE A 2022 Deloitte study proved that 70% of executives in successful B2B partnerships cite innovation as a critical outcome. They found when aligning on shared goals and pooling resources, orgs could innovate faster, keep up with shifting market demands, and gain tangible competitive edges (resulting in higher long-term returns) Any questions? --------------------------------------- We're currently running our highly successful transactional to transformational workshop via our Partner Lab division If you'd like to see how Arys can help you facilitate and implement this change in your organisation, DM me here, check out our website, or book in a meeting by clicking on the following link - https://lnkd.in/eaCia_qi ----------------------------------------

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Launching a new product? Here’s the truth: It’s not the launch that makes or breaks you—it’s what happens next. Great go-to-market plans don’t stop at Day 1. To measure your real success, focus on these three must-dos: ➡️ Define Success Metrics Early – No, not just sales. Think retention, engagement, and brand awareness. ➡️ Keep Testing – Market conditions change fast. Stay agile and tweak as you go. ➡️ Use Real-Time Feedback – The best plans are living, breathing, and adapting. A strong GTM strategy is never "set it and forget it." It’s a constant refinement to hit and exceed your goals. Want to see how leading brands crush their launches? Dive deeper here: https://bit.ly/45EGjnt

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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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🔍 Knowing whom to hire when can significantly impact your company’s trajectory. In our latest GTM Navigator, Robert Dunn - Partner at H.I. Executive Consulting (H.I.E.C) - unpacks the vital differences between a VP of Sales and a CRO. Check out the full conversation here: https://lnkd.in/gJ56f47F ...And subscribe to our newsletter for more conversations like these: https://lnkd.in/g5WcuXPJ #BusinessStrategy #Sales #GTM

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Too many requests falling on your plate? Matthew Volm from RevOps Co-op has a solid tip on how to tackle this 👇 Prioritizing isn't just about saying 'Yes' or 'No' to everything. It's about knowing what's really important. Start with a solid plan for your big projects, and set aside time for new requests. When new tasks pop up, check your plan and see if you can fit them in. If they don't align, learn to say 'No' nicely. This helps you have better chats with your team, set clear priorities, and get better results. It's not about doing everything but doing the right things well! 🚀 Catch the full session only on The Pipeline - https://lnkd.in/gYPYHJHP

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Earning buyer trust will never be easy. But most B2B companies make it harder on their GTM teams with these internal roadblocks: ❌ Compensation plans designed for the "quota crusher" You can't expect Sales to be customer-obsessed when they're only incentive is to close deals quickly, for as much money as possible. While teams don’t have to rewrite their compensation plans to focus solely on customer fit, they can take steps to tie compensation to retention or longer-term customer goals. ❌ Lack of internal enablement Most companies train their employees, particularly Sales, on the product first when they *should* be shining a spotlight on the problems their product solves. If you care most about the solutions your product offers and the pain points it addresses, enable your people to care most about those things too. ❌ Misalignment between Product and GTM teams In a customer-obsessed company, especially PLG ones, there’s no “throwing something over the wall to the Product team or vice versa.” This means avoiding situations where the Product team is building for the sake of building or rushing features to close one deal. And instead, championing a clear consensus on the product or feature, why it's being built, and who it’s for. __________________________________ In the words of Jill Rowley, "GTM teams aren’t designing with and for the customer. Instead, they’re designing for their teams’ objectives and processes.” To truly be about the customer, you've gotta walk the walk with your internal ecosystem first. Then you can start talking the talk.

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