Go-to-Market Leadership and the Future of AI and GTM (part 2), with Ken Roden

In this two-part episode, Ken Roden (Director of Product Marketing at Infor) joins us to discuss the a) value of solid team leadership and why it's crucial in go-to-market and b) how AI can help our teams go above and beyond even during this experimental stage where we're still learning about the AI tools meant to help us. </p>In this second episode, we dive into some of the following points of discussion:</p><ul><li>The challenges companies and team leaders face when implementing AI tools,</li><li>How to encourage your teams to understand and use new tools confidently,</li><li>Best practices for using AI at work,</li><li>And what we might expect from AI and go-to-market in the future.</li></ul>

00:24:08

Go-to-Market Leadership and the Future of AI and GTM (part 1), with Ken Roden

In this two-part episode, <strong>Ken Roden</strong> (Director of Product Marketing at Infor) joins us to discuss the a) value of strong team leadership and why it's crucial in go-to-market and b) how AI can actually help our teams go above and beyond even during this experimental stage where we're still learning about the AI tools meant to help us. </p>In this first episode, we go through:</p><ul><li>The durable, 'soft-skills' leaders need to be more human and connect with their teams,</li><li>How buyer decisions are changing the GTM landscape,</li><li>Why a 'human-led' go-to-market could be the way forward,</li></ul>And much more.</p>Get comfortable, tune in, and enjoy!</p>

00:16:21

How to scale your sales function successfully, with Cristina Lasagni

Our latest episode features Cristina Lasagni, a seasoned sales leader and Vice President of Southern Europe at Cloudflare. </p>She discusses the challenges and strategies of starting and scaling sales functions from scratch, including market analysis, brand building, and team management. </p>She also shares her extensive experience in growing sales teams and revenues in multi-million dollar companies. She offers insights into creating effective go-to-market strategies and building diverse, capable teams. </p>So get comfortable and tune in! </p>

00:35:39

GTM-FM- Ken Allred and Jonah Lopin

In this episode we cover:</p><ul><li>How can companies benefit from combining win-loss analysis with competitive intelligence?</li></ul><ul><li>What does implementing these combined functions look like in practice?</li></ul><ul><li>What’s the impact of leveraging competitive intelligence from buyers vs other sources?</li></ul><ul><li>What does the future look like for competitive intelligence?</li></ul><ul><li>Best practices for combining competitive intelligence and win-loss.</li></ul>

00:51:42

Overcoming buyer indecision, with Matt Dixon

In this episode, we’re covering:</p><ul><li>How do we define customer indecision? </li></ul><ul><li>Which indicators of customer indecision should you look out for?</li></ul><ul><li>What is the JOLT Effect framework?</li></ul><ul><li>How can we use customer indecision to improve Go-to-Market?</li></ul><ul><li>Matt’s advice for getting started with customer indecision.</li></ul>

00:41:30

Using win-loss analysis to secure your competitive advantage, with Nick Siddoway

Episode highlights:</p><ul><li>Why should you be using a win-loss program?</li></ul><ul><li>How to make a start with win-loss analysis.</li></ul><ul><li>How to develop relationships with your stakeholders.</li></ul><ul><li>Who’s responsible for win-loss analysis in a Go-to-Market strategy?</li></ul><ul><li>Why you can’t just rely on data from sales reps.</li></ul>

00:41:29

Eliminating bias in your Go-to-Market strategy, with Jarod Greene

Highlights include:</p><ul><li>Common biases to look out for in Go-to-Market.</li></ul><ul><li>The most likely sources of bias.</li></ul><ul><li>Why does bias manifest in Go-to-Market teams?</li></ul><ul><li>What steps can you take to eliminate bias?</li></ul>

00:36:36

Aligning your Go-to-Market team with the voice of your buyer, with Carolyn Klinger

Stay tuned for:</p><ul><li>The distinction between buyer voice and customer voice.</li></ul><ul><li>The importance of the buyer journey.</li></ul><ul><li>Go-to methods for collecting buyer intelligence.</li></ul><ul><li>How to communicate buyer intelligence to your Go-to-Market teams.</li></ul><ul><li>When to carry out your buyer research for effective GTM. </li></ul>

00:27:39

Storytelling for Go-to-Market strategy, with Elliott Rayner

We’ll be covering:</p><ul><li>The role C-suite plays in Go-to-Market strategy.</li></ul><ul><li>How storytelling can improve your Go-to-Market strategy.</li></ul><ul><li>Elliott’s process for building a brand story.</li></ul><ul><li>How to measure your storytelling success.</li></ul>

00:35:48

Putting the marketing in Go-to-Market, with Gaston Tourn

We’ve got so many insights in store for you, but here’re the highlights:</p><ul><li>How the pandemic made us rethink marketing.</li></ul><ul><li>The importance of knowing your brand values.</li></ul><ul><li>Common misunderstandings about the role of marketing in Go-to-Market.</li></ul><ul><li>What happens at the intersection of product and marketing?</li></ul><ul><li>What you should read to become a better storyteller. </li></ul>

00:34:28