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What to do when demand increases 30X overnight? Interview with Hilary Headlee, Head of Global Sales Operations and Enablement @Zoom

By | on 11, Aug 2020 |   Go-To-Market Webinar Video

What to do when demand increases 30X overnight?  

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Measuring What Matters: CRM Dashboards that Accelerate Sales

By | on 28, Jul 2020 |   Go-To-Market Playbook Articles

One of the most important aspects of sales management is measuring performance, and using your CRM dashboards is a great way to do this. However, all dashboards are not created equal.

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The Science of Re-Establishing Growth: When and How Fast?

By | on 24, Jun 2020 |   Go-To-Market Playbook eBooks

Over the past three months, founders have navigated tumultuous times, stabilized financial positions, pivoted product messaging, and mobilized remote workplace culture.  Now, many founders contemplate[...]

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Using Surveys to Re-Learn Buyer Sentiment and Assess Employees Comfort with Returning to the Office. 5 Minute Interview with Leela Srinivasan, CMO @SurveyMonkey

By | on 11, Jun 2020 |   Go-To-Market Playbook Webinar Leadership/Management Video

Whether understanding employee sentiment or re-learning buyer preferences, surveys have played a key role in many marketing, HR, and general leadership tactics this quarter.  To explore some of the be[...]

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Coaching Your Salesperson through a Deal that is Pushing. 3 Minute Role Play with John McMahon, Board Member at MongoDB, Snowflake, and Sprinklr

By | on 02, Jun 2020 |   Go-To-Market Webinar Leadership/Management Video

“Bad news. The deal is slipping to next quarter.” 

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I Cut My Marketing Budget. Now what? 5 Minutes with Former Rapid7 CMO, Carol Meyers

By | on 26, May 2020 |   Go-To-Market Webinar Video

Our campaign budget has been cut. Our staff has been reduced. We are in line with the post-COVID company plan. Now what? As marketers, how can we optimize our time to help our company accelerate throu[...]

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How to Improve Revenue in the Current Environment (hint: it’s not more pipeline)

By | on 20, May 2020 |   Go-To-Market Playbook Articles

Now that we are two months in, we looked at a few dozen companies with minimal impact to their revenue (consistent revenue) and a few dozen with more pronounced impact (underperforming revenue) to und[...]

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[ROLE PLAY] Customer Cancellation Call with OJ, CRO @Asana and former VP of Sales @Dropbox

By | on 08, May 2020 |   Go-To-Market Webinar Video

For most businesses, economic performance and the volume of customer cancellation calls are inversely correlated. Not surprisingly, many have experienced an accelerated volume of these types of calls [...]

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Matching Sales Capacity with Demand Gen using a Bottoms Up Growth Model

By | on 06, May 2020 |   Go-To-Market Playbook Model Articles

Across the globe, almost every startup has had to throw out their original forecast and start from scratch. Projecting the year-end ARR or next set of hires no longer follows the simple equation of ta[...]

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“COVID19” in sales emails decreases reply rates by 40%. See what else we learned with Sydney Sloan, CMO @SalesLoft

By | on 30, Apr 2020 |   Go-To-Market Webinar Video

Which demand generation tactics are most effective post market downturn? 

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