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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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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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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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Crisis Management - A Cheat Sheet for Startup CEOs

By | on 28, Apr 2020 |   Playbook Leadership/Management Articles

Organizations look to their CEOs and managers for the steadying hand of direction. The general paradigm is that leaders see the path forward and make decisions to achieve that vision. In short, they h[...]

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The 3 Step Playbook to Hiring Your First Sales Leader

By | on 21, Apr 2020 |   Go-To-Market Playbook Leadership/Management eBooks Articles

Hiring the first sales leader is a make-or-break decision for a startup and the founding team. Get the hire right and you will likely accelerate your revenue growth for the next few years.  Get it wro[...]

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5 Steps to Pivoting Sales for Success in a Down Economy

By | on 15, Apr 2020 |   Go-To-Market Playbook Articles

  Step 1: Re-invent ICP and CVP Imagine it is April 2021.  As you look back on today, what will be your biggest business regret?

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