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

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

Buyer Enablement / Buyer Journey / Sales / Strategy

Buyer Enablement in B2B: Navigating Like Google Maps

Here’s why I like Google Maps. Even when I know where I’m going, I still use it. Why? Because it reassures me I’m on the best route, helps me dodge traffic or accidents, and gives me a realistic idea of when I’ll actually arrive. It doesn’t just get me from point A to point B; it makes the whole trip easier, faster, and more predictable. The same concept applies when we talk about buyer enablement in the B2B world. Sure, your buyers may know what they want, but the path to getting there can be tricky. That’s where buyer enablement…

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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!