You can be a difference-maker! Don't be fatalistic!

Belief in oneself as a difference-maker is vital for success and happiness in go-to-market roles. Time and time again, I've witnessed the transformative power of individuals and teams who truly believe in their ability to make a meaningful impact – not only in a particular situation but within an entire category. This belief serves as a driving force behind pipeline generation, winning deals, and securing key renewals.

Regrettably, a fatalistic attitude that assumes predetermined outcomes can impede growth and hinder the effectiveness of go-to-market efforts. It fosters a sense of resignation, where individuals become reactive instead of proactive, complacent instead of innovative, and inward-focused instead of customer-centric. The consequence is a steady descent into mediocrity.

DoDo “Fatalistic” Behavior to Avoid:

• Reactive Mindset. A lack of self-confidence and a passive mindset leads to a mere “going through the motions” approach. A generic strategy without any creativity does not move the needle.
• Lazy Energy. Doubting the impact of their efforts, DoDos resist going the extra mile or taking additional steps, dismissing them as futile and unworthy of time and effort.
• Give up quickly. In the face of any real or imagined challenge, DoDos prematurely surrender and readily offer an excuse. They predetermine customer decisions, give into fate, leading to either hasty abandonment or a reluctance to even try.
• Internal-Focused. DoDos tend to focus internally, avoid new ideas, resist change, and neglect research into customer perspectives. To truly make a difference, it is essential to cultivate customer empathy and understanding.

?Star “Difference-Maker” Behavior to Follow:

• Impact Mindset. Unwavering confidence in one’s ability to impact projects, deals, or customer journeys. Creative strategy and execution excellence that surpasses the competition.
• Do The Hustle. Going above and beyond, even in the absence of a guaranteed immediate payoff. Putting in extra effort, working diligently, and seizing opportunities.
• Resiliency. Being mindful of situations and knowing when to "dig in" rather than retreating at the first sign of difficulty. Viewing challenges as opportunities for growth and attacking obstacles with tenacity and determination.
• Customer-Focused. Developing and maintaining value-added, provocative expertise, through internal programs and self-enablement. Being a credible source of insight to customers.

?Example Pitfalls:

• Sales. Using product-led growth hype as an excuse to perform generic, no-prep, feature-oriented, sales plays (e.g. pitch, demo). A primary sales activity is emailing attendees if they have any questions.
• Customer Success. Relying on the same customer relationships that were part of the “original” sales handoff. Never building the knowledge and expertise to be credible with new, senior stakeholders.
• Revenue Marketing. Deploying industry standard, jargon-filled, “not sure what you do” messaging. Never pushing to understand customer perspectives, use new frameworks, or break new creative ground.

?Be a Star! Don’t be a DoDo!

#sales #customersuccess #marketing #gtm #believeinyourself

About Go-To-Market Life

As a Go-To-Market (GTM) Leader, I have maintained a journal to document
common skills and behaviors that lead to top performance in Go-To-Market
roles. To deliver performance across the buyer-customer journey, I have
used my journal for team culture, staff enablement, and role orchestration.
?
In order to build fun into business life, I always imagined a cartoon
for this resource. That's why I am thrilled to present Go-To-Market Life, 
a passion project that aims to teach and entertain.
?
My audience for Go-To-Market Life is Sales, Customer Success, & Marketing 
professionals – with application to RevOps, Enablement, & Partnerships.
?
Please enjoy! Please subscribe! Please comment! Please share!
?
Jim