Aptivio

The CRM Engine and The Go-To-Market Engine are NOT the same thing. They need each other - but to use them interchangeably, you set yourself up for failure. Here's why: CRMs are designed to store customer data and manage interactions between prospects and customers. They are NOT designed to foster true customer-centricity. Their static data and siloed functionalities limit the ability to build a holistic understanding of customer needs and behaviors. This is where your GTM Engine is essential. The key to a more relational GTM engine is dependent on real-time signals. These are data points captured at the moment a customer interacts with your brand, website, app, competitor, etc.... A successful gtm engines today requires trust. Trust of data and trust in buyer behaviors. That can't be done solely with your CRM. It requires a GTM Engine that understands these various motions, the buyer journey, and where and how to execute next. #gtm #gtmstrategy

GTM Strategy can't be based on a gut feeling or purely on historical benchmarks. The market is shifting at a rate that change within your gtm is required. Otherwise, your pipeline will suffer. This means GTM is more than an executed idea, it HAS to be a science. What is GTM as a Science? At the score, it's the predictability of where your next customers are going to come from. The only way to successfully predict this in a buyer-centric way is through a Signal and Move Framework Take our periodic table of signals for example: FADSER We gather all the signal types you need to predict where your next customers are going to come from. - Signals across ICP fit - Signals across ACCESS to power - Signals of DEMAND for a solution - Signals of buyer STAGE and how much research they've done before connecting with you - Signals of ENGAGEMENT with your tool, collateral, team, etc. - Signals of RISK to detect competitive insights The buyer journey matters more than ever - these two frameworks allow revenue teams to be more effective in their pipeline creation. #gtm #gtmstrategy #signals

There's a MASSIVE gap in the CRM Engine that's led to the rise of GTM tech. Primarily, GTM Tech focuses on prospect discovery, lead scoring, and outreach automation. They help sales reps identify high-quality leads, prioritize their outreach efforts, and automate repetitive tasks like email sequences. However, a critical mistake some businesses make is treating CRMs and GTM engines as interchangeable parts of a single system. It's also important to call out that GTM Tech isn't Sales Engagement Tech. Those too are very different engines.... Ultimately, this segmentation is what's caused teams to develop their own Frankenstach of tools. Here's what we're doing about it. https://lnkd.in/ekgTVatM

📈 The Future of GTM Strategy 📈 It's multi-signal, multi-agent. The only way to truly improve the buyer journey is to have these autonomous agents process the billions of data points required to enable sellers and marketers to best predict where their next customers will come from. By way of being multi-signal, multi-agent, they'll: Understand actual buyer intent Understand relevancy as the key to conversion Proactively problem-solve: who can make a warm intro, how does the last conversation change the future conversation Build Brand Advocacy: By providing exceptional value to both the buyer and seller throughout the journey As a result, the cross-over of these two engines seamlessly running together generates the revenue outcomes every GTM team needs for success. #gtm #gtmstrategy

Guy Mounier breaks down why he believes successful GTM is a science. And it's a timely conversation as we all work on capital efficiency. You can't grow at all costs anymore. You have to scale in a super-efficient, effective way. So you have to turn go-to-market into a science. Applying a scientific way to a business process like go-to-market, requires you to have a model which is really an information model that is the foundation of how you understand GTM Strategy and Execution.

Only 18% of companies' pipelines actually align with their ICP 😐 CRO's and exec leaders, this is killing your runway. And what's adding to the burn is poor lead qualification. You've brought on marketers to drive qualified leads for your sales team - but an average of 2/3 of your market budget is spent filling your sales reps calendars with meetings that will never turn into opportunities. Sure, your MQL/SRL/SAL numbers may look good - but if they aren't converting into close won revenue, no one wins. The GTM function of sales and marketing has to be aligned, otherwise, wasted spend will eat away at your business like a cancer. Helping teams avoid these pitfalls is why we created a free market scan for you as an executive leader to see who exactly your sales and marketing teams should be targeting within your ICP. It's not about your TAM, it's about nailing your SAM (serviceable addressable market) and AIM (already in-market) accounts. Take a look. https://lnkd.in/dryjCJTt #gtm #gtmstrategy

Founders, CEOs, and CROs - you likely feel like something's off across your GTM but struggling to pinpoint the exact issue. So we spent hours with executive leaders talking through what execution gaps exist that are causing the largest revenue chasms across their GTM. Guy Mounier puts it this way: “CROs are often brought in to accelerate growth, yet they cannot create effective sales transformations without understanding where some of the problems are located.” We put together an entire ebook for you to evaluate where you're winning and where you're not - helping you pinpoint exactly where to focus your effects in H2. Take a look at the 5 missing strategies in revenue leaders' gtm motions. https://lnkd.in/eMVGa6bx

This is not the type of statistic any revenue leader wants to see. 😮 The issues businesses are having with their ICP are related to the chase of PMF. As companies grow, and refine their ICP to look more like their best-fit customers, they're racing against their burn rate/next investment. And in this race, it's easy to get lazy, cut corners, make excuses, grow at all costs, and trim the fat later. But knowing the state of B2B SaaS companies today, this statistic should bother all of us! It should make each of us question our pipelines, processes, enablement, and outreach. Are we playing for a short-term win or a long-term run of sustainability? The best businesses stick to their ICP and test (not run) after new markets. We have a solution to help you know your ICP opportunity white space - it's totally free. Take a look. 🔥 https://lnkd.in/dryjCJTt 🔥 #gtm

Revenue Leaders - More than 58% of sellers are missing their quota targets in 2024. (Forrester) The average salesperson only spends 36% of their time actually selling. (CSO Insights) < 50% of B2B SaaS companies have a defined ICP (GrowthMentor) 𝐓𝐇𝐄𝐒𝐄 𝐒𝐓𝐀𝐓𝐒 𝐒𝐇𝐎𝐔𝐋𝐃 𝐇𝐀𝐕𝐄 𝐘𝐎𝐔 𝐖𝐀𝐈𝐕𝐈𝐍𝐆 𝐀 𝐑𝐄𝐃 𝐅𝐋𝐀𝐆...this is problematic! There are many reasons for the above statistics - but it's critical you look ahead at solving them vs looking behind to figure out where you went wrong. We're finding with genAI that there are so many optics within the sales process that can be automated and contextualized. In the revenue world, that takes the form of a Virtual SDR. 👀 These automations offer deep analysis of your historical data, ICP, behavioral trends, wins/losses, and real-time analysis of buying signals that your sales people need to convert 1:1 conversations. We're halfway through the year - so if you're behind your revenue targets, something needs to drastically change. Otherwise, you can't expect different results in H2. Need help knowing what buyers are in market for your services? Looking for an ICP analysis? Let us know. Our Virtual SDR can 😉 #gtm #gtmstrategy #autonomousgtm

The debate isn't about whether or not to us AI in sales, rather, it's about how to use AI in sales. GTM leaders are worried about brand reputation, spray-and-pray generalizations, and poor copy written to each individual persona. All valid concerns - so we have some suggestions for how teams need to think and apply AI in Sales so these concerns don't become a reality. Link to the blog in the comments.