Guest: Randy Likas, Head of North America Go-to-Market at Nektar
Guest: Warren Zenna, Founder of The CRO Collective
Pricing and packaging can either bog down your go-to-market engine or fuel it to peak performance.
Gifting can be a powerful outbound strategy that captures attention far more effectively than an email.
Building meaningful connections with individuals using different channels can be more effective than running an ABM program that only provides a shallow understanding of what’s happening within an account.
We often emphasize the importance of understanding what’s being talked about in sales conversations to shape content strategy and tell unique, compelling stories.
The ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets.
Consolidating sales and marketing into the office of the CRO might be a controversial topic, but it can be healthy for demand and sales functions to become enmeshed.
With all the current tools and technology available to salespeople, many have naturally slipped into a less personal approach than what used to be the norm. As a result, their calls and emails are ignored, and they struggle to get quality leads.
