GTMnow

The book "The Jolt Effect" makes a point that people are comfortable being on a website or being an 'MQL', they're happy to fill out forms to read content or register for webinars... But when it comes to talking to someone, they often hesitate and go dark. The hardest part of selling is moving someone from that fear state to engaging with a human. Marketing can help transition people from that scary stage by providing content, enablement, trust-building, and customer stories to make customers feel confident in taking that step. — Kelly Hopping on The GTM Podcast. Catch the full episode of ?? GTM 96 on GTMnow.com and major podcast platforms like Spotify, Apple, and YouTube! #salesenablement #marketingstrategy #customerengagement #trustbuilding #b2bsales

Personalization and sales-marketing alignment are massive growth levers ?? AI is transforming both. I've been both a Mutiny customer and partner in various capacities, and few understand this shift better than CEO & Co-Founder Jaleh Rezaei. She's been pioneering how AI can make 1:1 engagement scalable and break down silos between teams, long before it was as openly discussed. That's why I was extra excited for Jaleh to come on The GTM Podcast! My top 7 takeaways from listening to her episode with Scott Barker: 1?? The best sales process you’ve ever run should now apply to every account. Historically, only top enterprise deals got true white-glove, 1:1 personalization. AI changes that. Now every account – whether it’s a 5-person startup or a Fortune 500 – can get a highly relevant, human buying experience. 2?? 1:1 personalization converts. B2B buyers engage 14x more with hyper-personalized experiences. The problem has been until now, it wasn’t scalable. AI is finally making it possible to deliver this level of relevance across thousands of accounts. 3?? Relationships drive revenue, AI just helps scale them. LLMs shouldn't replace human connection, they should amplify it. The best GTM teams are using AI to enable deep personalization at scale, not to blast more generic outreach. 4?? Outbound is getting worse because AI is being misused. 71% drop in outbound performance isn’t a coincidence. Buyers are drowning in low-effort, AI-generated spam.The path forward? AI-powered insights that make outreach actually valuable, not just more frequent. 5?? Most alignment problems come from bad information flow (and incentives). Marketing doesn’t know what sales hears from customers. Sales doesn’t trust marketing’s leads. AI fixes this by dynamically surfacing the right insights at the right time. 6?? Buyer expectations are shifting. 89% of B2B buyers now use generative AI at every stage of the buying process. If your marketing and sales motions don’t reflect this shift, you’re already behind. 7?? The future of AI in GTM isn’t automation, it’s augmentation Winning teams aren’t replacing humans with AI. Rather, they’re using AI to remove friction, surface insights, and make every buyer interaction smarter. The goal isn’t to do more, it’s to do better. More from Jaleh in the full episode, available on the GTMnow website or wherever you get your podcasts by searching "The GTM Podcast" ??

To all my #pricing and #monetization fellas… I truly believe this is our year! After observing and learning how AI is reshaping this space, I'm all in! Excited to continue sharing and learning along the way. Next stop: Chargebee will be joining the GTMfund in SFO, and I’m really looking forward to it!

"AI isn't just another tech trend. It's fundamentally reshaping how B2B companies identify, engage, and convert high-value prospects." Jaleh Rezaei's recently chatted with Scott Barker on the AI advantage and how to solve for sales and marketing alignment for better GTM execution. She revealed how personalized approaches drive 14x higher conversion rates ?? and why most companies get AI-powered outbound all wrong ??♀? Check out GTM Episode 138 to hear the full masterclass! ??

Adapting your sales playbook is no longer optional—it's essential. In the Post-ChatGPT world of B2B sales, sticking to the same playbook you've used at your past 3 companies is a recipe for disaster. Sales leaders must empower their teams with tools and knowledge to adjust their approaches swiftly. Listen to Nealesh Patel on GTM 121 of The GTM Podcast to explore how transforming your sales playbook can lead to meaningful growth. Available on GTMnow.com and major podcast platforms like Spotify, Apple, and YouTube! #b2bsales #salesleadership #salesstrategy #entrepreneurship #salestraining

?????? Long-time listener, first-time caller alert! ?????? Max Altschuler, Scott Barker and the GTMfund team are some of the best in the business. I've long admired The GTM Podcast (among MANY things they do well), so I had an absolute blast joining Scott for this session focused on the GTM levers to pull when things go WRONG. In my opinion there's plenty of rhetoric out there about playbooking for accelerating hyper-growth, scaling to $100MM ARR, etc. but not nearly enough on how to navigate turnaround situations -- so when Scott asked me what story I wanted to tell on the podcast, I immediately said "a turnaround lesson!" You'll have to tune in to get the whole story, but here's a sneak peek... ?? How to rebuild and regain customer trust after technical failures ?? The criticality of leadership alignment and transparency during times of crisis ?? How aligned compensation plans change the game ?? Why NPS still matters and what it can reveal beneath the surface ?? The value of Customer Advisory Boards (CABs) ? Some bonus tactical ideas on everything from video mailers to user groups https://lnkd.in/ej5H_Uxw

Cassie Young, GP at Primary Venture Partners,? is one of my favorite investors out there. Beyond being a great human, she draws on her deep experience as an operator to support her founders. And she’s not afraid to share her battle scars. Typically on The GTM Podcast we have incredible execs talk about some of their biggest wins, Cassie flipped the script and talked about the most challenging time in her career & the strategies/tactics they used to right the ship. I would highly recommend giving this one a listen wherever you??? to your pods.

If there’s one GTM lesson from a $1B acquisition that I keep coming back to, it’s this: Alignment is a revenue unlock ?? Kustomer’s $1B acquisition by Meta is a prime example of how breaking down silos can drive outsized growth. An executive took on an unusual role — leading both sales and customer success. This alignment between acquisition, retention, and expansion drove revenue efficiency at every stage: ? Better customer fit → higher retention. Every deal was closed with long-term success in mind. ? Stronger expansion revenue. Full lifecycle visibility led to more strategic upsells and renewals. ? More accurate forecasting. Shared data removed the "black box" of post-sale revenue. This model isn’t for every company. At scale, complexity often demands specialization. But even without a single leader for both functions, shared goals and tighter collaboration can drive the same impact. Alignment drives growth. #gtm #b2bsaas -- ?? To get more weekly growth & go-to-market insights, join 50k+ other GTM leaders and founders in GTMnow by subscribing on the website or Substack.

"looking at the upsell number [compared to] our install base [of ~8.5 million] and we were getting ~$30k/month in upsell. I’m like: 'This doesn’t make sense. There has to be more compared to $700k/month in new logo bookings…'" Martin Roth via Scott Barker (GTMnow & GTMfund) https://lnkd.in/guwchGuf

This week we talked through how Asana and Calendly successfully intertwined an SLG playbook into their PLG motion to fuel their growth. Jessica Gilmartin was most recently the CRO and CMO of Calendly and before that she ran Revenue Marketing at Asana where she made the successful jump to SLG at both orgs. On this episode of The GTM Podcast we chat through: - The PLG to SLG Playbook - Taking an entrepreneurial approach to ownership in an organization - The difficulty of selling to both mid-market and enterprise customers - Cultivating a culture of 'creative destruction' and approachability - How to hire your first marketer + much more Have a listen wherever you ?? to your pods.