Defining and Strengthening Your Go-to-Market Motions

Hi there,

I’m Kevin McIntyre, Chief Revenue Officer at Dealfront, and I’m excited to welcome you to the latest edition of Revenue Insider.

In this newsletter, I’ll continue to share key lessons, strategies, and insights that have been instrumental in driving revenue growth in the B2B SaaS world. My goal is to provide you with actionable tips and advice that you can implement immediately to scale your business.

In this issue, we’re focusing on a topic that is essential to achieving consistent and sustainable growth:

• Defining and strengthening your go-to-market motions – strategies to ensure your market approach is strong, consistent, and adaptable to change.

Define & strengthen your GTM motions

One thing I’ve learned over the years is that the prospect and customer experience isn’t just a series of interactions—it's the backbone of a successful business. It’s how we demonstrate our value, build trust, and ultimately earn the right to do business with our customers.

When creating this experience, you must know exactly what the journey looks like from start to finish. Each touchpoint should be thoughtfully designed to shape how a prospect perceives your brand. From the first contact to the follow-up after a purchase, every step needs to be intentionally crafted to not just meet but exceed their expectations.

One framework that has heavily influenced my approach is the "revenue bowtie" and this model has been instrumental in shaping our go-to-market motions at Dealfront. I firmly believe that understanding how you're driving demand and engagement is key. By being actively involved in proving value and securing mutual commitment with prospects, you’re setting the stage for success. After that, focusing on effective onboarding is essential, not just for immediate wins, but for long-term growth, expansion, and renewal.

This model isn’t one-size-fits-all, but it’s a great starting point to figure out what’s best for your business depending on its current stage. Think about the key interactions that need to happen after you’ve closed an opportunity. What does that journey look like to drive customer progression?

Being intentional about how the sales cycle and customer journey should advance is so important. And don’t forget to listen to your customer-facing teams as they have invaluable insights that can guide your strategy. It’s important to zoom out and take a wider look across different teams to see what’s working and why, as well as what’s not working so you can learn and adapt.?

Dealfront Tip & Trick

Dealfront, integrated with your CRM, is a powerful tool. Did you know that:

You can create custom feeds that display only companies at specific deal stages, such as 'Open' instead of 'Won' or 'Lost' opportunities? And it gets better - you can even stay on top of key activity by setting up notifications for when these companies visit your website. You can also filter the feed by CRM Company Owner and create personalized feeds for each sales rep, to make sure your whole team is kept in the loop.

I hope you found these insights valuable and that they help you take your business to the next level. Remember, the first steps to defining and strengthening your go-to-market motions are about clarity, alignment, and a deep understanding of your customer journey. By focusing on these elements, you can build a market approach that not only adapts to change but also drives sustained success.?

I’m excited to continue this journey with you and share more in the next issue.

Thanks for being part of Revenue Insider.

Kevin