Oak Tech GTM

Not sure where to start improving your sales team’s performance for FY25??Shorten sales cycles 30%, increase close rates 25%, and build better lasting customer relationships, by getting back to the BASICS! B - Be timely.?Always show up on time, every time.?This communicates your respect to the client by valuing their time, and also that you will always be there for them - even when they show up late. A - Ask more questions.?Always listen to the customer first, and ask several thoughtful questions about their business, before you start selling them on yours.?Make sure to have the one question you really want answered prepared before you begin your call. S - Send followups ASAP.?Recap your conversation in a way that demonstrates you were actively listening to their needs.?Then, connect valid points of value from other clients to correlate to their business pain.?Remember, you’re connecting stories, not sharing data points. I - Initiate next steps.?Make sure you budget the last 5-10 mins of your meeting to allow for you to agree on next steps and book your next meeting, before everyone has to drop. ?Conducting next steps over email is where sales cycles go to die. C - Customer 1st mindset.?Sometimes you need to fall on the sword for your team or organization for a mistake made.?Turn a negative into a positive by putting the customer’s needs above your own.?Remember, you’re building lasting relationships, not closing single transactions. S - Stay on target.?Find out when the customer needs their problem solved and a solution implemented.?Later, when timelines start to slip, you can focus the conversation on concern for the client’s timelines and objectives, and make a joint-plan to achieve them.?Never make a missed timeline about your own sales targets (that’s not Customer 1st!). Doing the little things right, is the foundation on which to build long term company success.?Invest in your team regularly with sales trainings to make sure they have BASICS mastered. Remember, even professional athletes practice the basics every day to achieve next-level success! #CEO #CRO #sales #leadership #training #gotomarket #GTM #business #tech #strategy #consulting?Oak Tech GTM

“Today’s best practices lead to dead ends; the best paths are new and untried.” - Peter Thiel, Zero to One When seeking to scale and your business, the first line of attack most executives take is to continue refining their existing strategies and processes.?This does produce results, but only incrementally. You will achieve 10-15% more efficiency, more market share, more profitability, and so on. Then how do you attain 100-300% transformational growth? Embrace new. New ideas, new products, new services, new partnerships, and new strategies.?This is where the real revenue opportunity lies. The challenge?? New can fail a lot before it finds its stride. The opportunity?? Immense if you can capture it. The solution?? Place at least 3 strategic Big Bets every year. Big Bets are supplemental revenue plans to be made in addition to your incremental business growth plan.?Each Big Bet should account for 50-100% revenue growth if achieved.?Check in on Big Bets during your monthly revenue forecasts, and give them special strategic attention during QBR’s.? As the year progresses, one or two of the Big Bets will stand out from the others, and then additional time and investment can be redirected towards them. By year end, if you have accomplished your incremental growth plan and successfully completed even one of your Big Bets, you will have achieved truly transformational business growth. FY25 is already underway.?What new Go-to-Market plans are you making to ensure you’re not following the path of best practices towards a dead end? It's time to make some Big Bets for your business. #CEO #CRO #CMO #gotomarket #GTM #business #tech #strategy #consulting?#startup #scaleup Oak Tech GTM

MEDDPICC alone is not enough to produce top performing sales teams... Yes, MEDDPICC is a widely adopted sales methodology, and for good reason.?It’s a framework for the sales cycle to ensure critical steps aren’t missed in the process, resulting in increased closed rates. Yet, even well defined sales processes (like MEDDPICC) won’t produce great sales results by themselves.?Why? ?? It’s not about having enough team trainings (which you should do). ?? It’s not about running check-on-learning sales workshops (again, do this). ?? It’s not even about picking right sales methodology (MEDDPICC is solid). The problem with the MEDDPICC process is that it’s too focused on your needs as the seller; the things *you* need and that *you* want from the customer to make the sale. Too often sales teams start the conversation with a deck, demo, & then MEDDPICC, so they can check all the sales process boxes for internal SFDC reporting. In the end, the sales team knows more about what they needed for their CRM, than they do about the actual customer. The result? Long, unfruitful sales cycles, because the team still doesn’t fundamentally understand the customer. What’s needed? Create and add a *Customer Discovery* process to run *before* you start MEDDPICC.?This process will look different across products, prospects, & markets, but here are some helpful places to start: Research the customer before talking with them ? Visit their website & read through a few pages (about, products, news) ? Conduct market research to learn about their business & competition ? View LinkedIn profiles to meaningfully connect with the right personas Prepare questions to ask about their business (not lead qualification questions) ? Where are you finding success in the market today? ? How has ______ impacted your business? ? What challenges are you facing internally/externally? Engage with the customer about their business first, before discussing yours ? Ask your prepared questions about their business ? Listen intently to their answers & write them down (uncover black swans) ? Never show powerpoint inside the first 10-15 minutes of the call Ask follow-on questions ? This demonstrates that you’re actively listening & builds trust ? This communicates that you are qualified to collaborate towards a solution ? Mirror responses to get more insight (mirroring tactic works wonders) Start MEDDPICC with an open invitation to a shared process ? Ask the customer what they would you like to get out of the call today ? Work together on a shared plan for scoping the project & product fit If followed, you’ve already turned your prospect into a *participant* in the process, & will be able to more quickly qualify them in/out of your funnel. Pair MEDDPICC with the right Customer Discovery process, and your sales team will be well on their way to achieving even greater results. #CEO #CRO #sales #strategy #process #training #GotoMarket #GTM #tech #StartUp #ScaleUp Oak Tech GTM

I’ve seen it holding great sales teams back far too often… …the great divide between Direct and Channel Sales Teams. How much time gets wasted from the internal conflicts that arise??Instead of moving on to the next opportunity and winning more business for the company, the team spends days performing a full scale CSI investigation to determine… ?? Who found the deal first? ?? Who put the lead in Salesforce? ?? Who influenced the deal? ?? Who owns the relationship? ?? How much work did each team invest? ?? How much work should each team have invested? ?? How many emails, calls, and meetings happened that weren’t tracked? ?? How much quota should be retired between the team? It’s always a lengthy process to get to the bottom of it, and in the end neither side is fully satisfied with the results.?Often times, it can even result in resentment toward team members on the other side. To break the cycle and actually create unity between the teams, these three criteria must be in place: 1?? Clear Rules of Engagement. Make sure the leadership of both the Direct & Channel Sales teams have jointly agreed to and created clear, easy to understand Rules of Engagement for all sales opportunities and scenarios. ?If it’s not written down in an easily accessible area (Confluence, Teams, etc) and regularly reviewed by the teams, you have no enforceable rules for engagement. ?Have a neutral 3rd party (RevOps) enforce any disputes. 2?? Comp Structure that Incentivizes the Right Behavior. Give them financial incentives to do the right thing for the sake of the team, and financial consequences for those that don’t adhere to the Rules of Engagement.?Recognize those that are upholding and embodying team unity with fun non-comp incentives (recognition during All Hands, day off, etc), and make sure they jointly mingle at SKOs with team builder events. 3?? Communicate, Communicate, Communicate. Regularly have joint team calls (with leadership present), to foster the behavior you are seeking to drive.?Give them a platform to ask questions, notify each other of potential project overlaps, and openly discuss shared account plans or problems. ? With these criteria in place, you can build a highway between the teams for high-speed communication, collaboration, and results.?Now the team can spend more time working new deals, instead of haggling over the percentages of ones you’ve already closed. #CEO #CRO #sales #channel #direct #indirect #partner #startup #scaleup #team #unity #tech #gotomarket #GTM Oak Tech GTM

My pre-dawn morning ride brought a helpful business perspective… Always be prepared for your current and future market conditions. When you cycle in the dark before dawn, you bring the right kit; a solid front facing torch of 700+ lumens, rear facing red flashing safety lights, and highly reflective gear. If your business is in the dark, bring the right kit! ?? Make sure your business data from RevOps is solid to light the path to profitability ?? Maintain market & customer research to increase visibility for GTM, PMF, & Engineering teams ?? Ensure the business stays highly visible by Marketing to the right audiences When the light from the dawn comes while cycling, you adjust your kit; from solid high beam up front to strobe for better visibility, and sunglasses to reduce glare and enhance your vision. When the light starts shining on your business, adjust your kit! ?? Start flashing the strobe light to partners & channels to expand your market reach ?? Put on the Shades of Clarity to reduce the glare from shiny, out of scope AI Dev Projects ?? Invest in team training & coaching to increase the effectiveness of your Sales teams When we come prepared for our current and future market conditions, we can put miles behind us knowing that we’re moving quickly in the right direction. Ride on!! ??♂? ?????? #CEO #CRO #CMO #RevOps #HR #sales #marketing #GTM #GotoMarket #PMF #ProductMarketFit #business #tech #AI #Startup #Scaleup #channel #partnerships #training #consulting Oak Tech GTM

The best way to solve business problems?? Take a solo hike!! Recharge. Rethink. Rest. Meditate. Pray. About Life. About Relationships. About What You Love. And Yes... About Work. Work is just a component of who we are and what we are made to do. Sometimes we need to escape from all the emails, calls, notifications, and noise, to invest in ourselves, by getting outside of ourselves in nature. It's a 100% return on investment every time, and will make you 10X more effective at everything you do - including work! #happyfriday #findyourbench #business #problems #problemsolved

7 GTM realities you MUST consider post-funding for your Startup or Scaleup... 1?? Scaling Challenges Post-funding, your company faces scaling challenges that can strain your current GTM strategy. McKinsey & Company reports that 70% of scaling companies fail to meet their growth potential due to inadequate strategy adjustments. ? Reality: As you scale, your GTM plan must adapt to new market dynamics and customer segments. 2?? Expanding Market Reach New capital often means greater market reach. Bain & Company highlights that rapid growth companies see a 30% increase in market opportunities. ? Reality: Revise your GTM strategy to include detailed plans for market penetration and regional expansion to maximize these opportunities. 3?? Enhancing Product-Market Fit Funding frequently allows for product development and enhancement. Forrester Research finds that 60% of growth-stage companies that refine their product-market fit post-funding see a 25% increase in customer acquisition. ? Reality: Adjust your strategy to align with these product improvements and evolving customer needs. 4?? Scaling Sales and Marketing Increased funding often translates to more investment in sales and marketing. Gartner reveals that companies that strategically invest in these areas post-funding achieve a 20% higher revenue growth rate. ? Reality: Optimize your GTM strategy to enhance resource allocation and campaign effectiveness. 5?? Navigating Competitive Pressures Additional funding can intensify competitive pressures. Harvard Business Review notes that 45% of scaling companies face heightened competition. ? Reality: Include competitive analysis and positioning in your plan to differentiate your offerings and maintain a competitive edge. 6?? Optimizing Customer Acquisition Costs (CAC) Effectively managing Customer Acquisition Costs (CAC) is crucial post-funding. HubSpot reports that 40% of companies reassessing their GTM strategy see a 15% reduction in CAC. ? Reality: Refine your customer acquisition approach to improve ROI and ensure sustainable growth. 7?? Enhancing Operational Efficiency Funding can drive operational changes. Deloitte states that companies aligning their GTM plan with operational improvements post-funding experience a 30% boost in efficiency. ? Reality: Incorporate streamlined processes and optimized resource management into your GTM strategy. ? Seize the Opportunity! Raising a round of funding offers more than just financial support—it’s a pivotal moment to refine your Go-To-Market approach. Address scaling challenges, expand market reach, enhance product fit, invest in sales and marketing, and optimize CAC to drive sustainable growth. Embrace this opportunity to realign your GTM strategy and position your company for long-term success. ?? ?? ?? #CEO #CRO #CMO #CFO #COO #GotoMarket #GTM #sales #marketing #PMF #tech #business #strategy #AI #scale #Startup #Scaleup #consulting Oak Tech GTM

Why *Active Listening* should be your next big investment: What if you could boost your win rates by 25% simply by improving your sales team's listening skills? According to Forrester, that’s the power of active listening. Gartner's research indicates a 20% improvement in outcomes for sales professionals who practice active listening during negotiations. By honing this skill, your team can better address objections and tailor solutions, leading to more successful deals. Deloitte emphasizes that strong listening practices lead to 40% better customer insights. Better understanding of your clients needs can enhance the effectiveness of your pitches significantly. Miller Heiman Group highlights a 20% increase in sales efficiency for teams that prioritize active listening. By focusing on high-value leads and offering targeted solutions, you can accelerate deal closures. HubSpot Sales Report underscores a 30% surge in customer engagement for teams excelling in active listening. Engaged customers are more likely to convert and remain loyal, driving sales and referrals. Bain & Company's research indicates a 20% increase in customer lifetime value for companies practicing active listening. By fostering long-term relationships, you not only increase revenue but also build a loyal customer base. CSO Insights reports a 15% boost in internal collaboration for teams emphasizing listening. Improved communication results in a more unified and successful sales strategy. Ready to harness the power of active listening? Investing in this essential skill can revolutionize your sales performance, enhance customer relationships, and elevate your bottom line. The question remains – are you prepared to take action? It might be time to reassess your strategy - specifically, how effectively your team listens. #CEO #CRO #VP #sales #business #strategy #listening #GTM #gotomarket #tech #startup #scaleup #training #talent #enablement #consulting #HR?Oak Tech GTM

MEDDIC, BANT, SPIN, and Sandler’s are top sales methods that are keeping your sales team stuck at being GOOD, not GREAT. True, when carefully followed these methods generally produce good results for sales teams. But GOOD isn’t good enough when you are chasing 3X, 5X, and 10X growth metrics. You need GREAT sales teams to achieve those marks. So if you want results that are outside the norm (good), then start training your team on how to add GREAT-ness to their process: G ? Gratitude. Before any sales process begins, your team must have the right mindset. Studies show that individuals with a positive attitude are 20-30% more resilient in the face of challenges. To achieve a positive mindset, start with gratitude.?Have your team write down 3 things they’re grateful for before each client call.?(Doubting the results? Write 3 things down right now, call someone, and see for yourself.) R ? Readiness. Before any prospect or customer contact begins, the team needs to be dressed for action. This doesn’t mean they need to wear a suit or pant-suit every day, but it does mean wearing proper professional attire (and shoes!) even when working from home. How your team prepares physically impacts how they relate to clients professionally.? E ? Early. Resect everyone inside & outside the organization by always being early, or on-time. If you create a strong meeting culture of timeliness, it breeds many benefits.?Your team will better evaluate how they utilize their time to complete jobs-to-be-done, meeting creep vanishes, and your clients will know that you truly care about them because you’re always first on the call. A ? Attentive. Be more attentive to your clients needs than you are to your own. That means being prepared to listen more than you are to speak. Active listening is a skill that is difficult to master, but with enviable results:? ?? Salesforce found sales reps are 50% more likely to meet or exceed sales targets ?? Harvard Business Review found sales professionals are 25% more likely to close deals successfully ?? Gong found that sales cycles are 30% shorter ?? Bain & Company reports that companies have a 25% higher customer retention rate ?? Ziglar, Inc study shows that sales teams see a 20-30% improvement in overall team performance T ? Thorough. Respect your clients by taking the time to research them, before the initial contact even begins. Have meaningful questions prepared. The faster they can connect through valuable questions and listening, the deeper the relationship will get. It will also help your team qualify deals in or out of the funnel more quickly, because they will know & understand the clients needs earlier in the process. _____________________ Add these steps to your sales method, and move from good to GREAT! ?We train using GREAT COP BANTER, our custom sales method that generates GREAT results. Ping me to learn more. #CEO #CRO #HR #Sales #Business #Tech #GTM #gotomarket #Startup #Scaleup #consulting Oak Tech GTM

THANK YOU to all those who FAITHFULLY SERVE our country, protecting our freedom to WORK, so that on a day like today, we can REST from our labors in peace and safety!! ???? ???? ???? ?? #LaborDay #USA #militaryservice #thankyou #army #navy #marines #airforce