Top Go-to-Market (GTM) Mistakes—and How to Avoid Them

Launching a Go-to-Market (GTM) strategy is an exciting milestone for any business. It’s your game plan for delivering your product or service to the world, attracting customers, and generating revenue. But here’s the catch: even the best-laid plans can stumble if common pitfalls aren’t addressed. We’ve gained valuable insights from both the successes and mistakes we’ve encountered while launching GTM strategies. Through our experience working with various organizations, we’ve noticed recurring patterns of GTM pitfalls. In this piece, we’re diving into the most frequent mistakes businesses make—and, more importantly, how you can avoid them. Whether you’re a seasoned expert or…

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January 9, 2025

Customer Success / Strategy

Understanding the Customer’s Cancellation Evaluation Process: A Key to Retention

It’s widely recognized that the beginning of the year is a critical period for businesses as they reassess budgets and strategies. This often leads to heightened scrutiny of expenses, including software subscriptions and services. For instance, in Q1 2022, the UK saw 1.5 million streaming subscriptions canceled, with approximately 500,000 attributing the cancellation to "money-saving" efforts (Business Insider Markets). Similarly, companies like MSCI have reported that subscription cancellations contributed to revenue shortfalls in the first quarter (Yahoo Finance). These patterns highlight Q1 as a pivotal time for subscription-based businesses. Customers are reevaluating their expenditures to align with their financial goals…

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January 8, 2025

Buyer Enablement / Customer Success / Sales / Strategy

What Color Is Your House? The Power of Questions in Sales

In his book, "The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal," David Hoffeld emphasizes the critical role that understanding buyer psychology plays in effective sales strategies. One key insight from Hoffeld's work is the profound impact that questions can have on our thinking and decision-making processes. Not so long ago, I saw a post on LinkedIn by Dalibor Šumiga, Founder of Promosapiens, and it prompted me to write this article. Consider the question, “What color is your house?” Immediately, your mind shifts to your own living space. Perhaps you picture the exact…

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January 8, 2025

Customer Success / Marketing / Metrics / Sales / Strategy

SKO Season is Here: How to Maximize the Power of Having Everyone in the Room

Misalignment among go-to-market teams—Sales, Marketing, Customer Success, and others—can slow deal velocity, muddle messaging, and jeopardize customer retention. Despite sharing common goals, siloed strategies and disconnected workflows often hinder revenue growth. The SKO (Sales Kickoff) is your chance to fix this. By bringing everyone into the same room, you can break down barriers, align on strategy, and transform cross-functional collaboration into a competitive advantage. As the SKO season approaches, revenue leaders are busy planning agendas, setting strategic goals, and preparing to energize their teams for the year ahead. While SKOs are traditionally used to align on strategy, conduct training, and…

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December 10, 2024

Churn / Customer Success / Sales / Strategy

Leveraging Kickoffs for Customer Success

The kickoff meeting is a critical step in transitioning from the sales phase to customer success. It’s the moment when the Customer Success (CS) team formally engages with the customer and sets the foundation for the entire relationship. Done right, the kickoff can create clarity, build momentum, and establish trust. It’s where expectations are set, roles are clarified, and success metrics are defined. For complex products or solutions that require detailed implementation, separating kickoffs into Business Kickoffs and Technical Kickoffs can significantly enhance clarity, focus, and effectiveness. In this article, we’ll explore why splitting kickoffs is beneficial for certain engagements,…

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December 10, 2024

Thank you!