Go to Market Mastery Alexander Kohler
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- Business
Welcome to the GTM Mastery Podcast, hosted by Alexander Kohler. Delve into the dynamic world of Go to Market strategies, tailor-made for Founders and Go to Market Professionals.
Join insightful conversations with industry experts, uncovering successful tactics and navigating common challenges. Stay ahead of market trends, refine customer engagement, and chart your path to triumph.
Tune in to amplify your strategic prowess and become a Go-to-Market Master 👑
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Allignment between Marketing Sales and CSM I Chrisitan Weißbrodt - Chief Revenue Officer @finway
In this episode Christian and Alexander discuss the keys to aligning sales, marketing, and customer success departments within organizations. They stress the importance of clear targets, KPIs, and well-defined processes, along with practical strategies like job shadowing to enhance collaboration. The conversation explores the role of KPIs in driving alignment and commission models for different departments. They highlight challenges in aligning functions between SMBs and enterprises and offer advice on hiring practices and data-driven decision-making for organizational cohesion.
Questions?Alex:alexander@sellabl.coAlex´s LinkedIn
Christian:Christian´s LinkedIn
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00:00 - 02:17 Introduction: Alexander and Christian introduce themselves and Christian shares his background in marketing and sales.
02:17 - 06:08 Exploration of Christian's journey into go-to-market roles
06:08 - 13:37 Christian and Alexander discuss the challenges of aligning sales and the consequences of misalignment.
13:37 - 14:38 Incentivizing sales teams for long-term success
15:18 - 21:53 Discussion on incentivizing customer support and customer success with commission-based salaries, aligning them with targets, KPIs, processes, tools, job roles, and daily collaboration.
25:48 - 34:41 Defining criteria for leads as pipeline and discussing qualification frameworks
36:56 - 40:41 Challenges of aligning marketing and sales in SMBs versus enterprises, plus advice for founders and chief revenue officers, emphasizing hiring practices and attention to detail. -
Selling into blue collar accounts I Christian Städler - Founder @GTM Pioneers & MD @Mobile Jobs
Chris and Alexander discuss the intricacies of sales strategy, pipeline management, and customer retention, focusing on blue-collar account segments. They emphasize the importance of segment focus, pipeline velocity, and achieving a high conversion rate. Chris shares insights on improving conversion rates through a shift towards profitable growth and fostering a culture of quick decision-making. Additionally, they explore unique customer retention strategies, such as incentivizing repeat purchases and referrals. Towards the end, Chris introduces the Go-to-Market Pioneers community, aiming to drive collaborative best practices for go-to-market strategies in Europe.
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Questions?
Alex:
alexander@sellabl.co
Alexs LinkedIn
Christian:
Christians LinkedIn
--00:00 - 04:03 Introduction to selling to blue-collar environments.
07:46 - 08:02 Alexander asks about differences in software startups and blue-collar accounts.
08:02 - 09:29 Chris explains blue-collar accounts as small to medium-sized businesses with unique sales approaches.
09:29 - 10:11 Alexander discusses strategic interactions with white-collar workers in blue-collar companies.
10:11 - 11:46 Chris details strategic approaches for blue-collar accounts, stressing trust and exclusivity.
11:46 - 13:21 Alexander asks about sales development and understanding blue-collar pain points.
13:21 - 15:01 Chris explains learning blue-collar language and nuances through direct interactions.
15:01 - 16:08 Chris emphasizes speaking the language of blue-collar workers for trust.
16:08 - 18:12 Alexander asks about strategies for blue-collar accounts.
18:18 - 20:00 Chris discusses effective channels and trust-building for blue-collar accounts.
20:00 - 22:48 Alexander discusses go-to-market approaches and sales channel rankings with Chris.
24:03 - 26:11 Chris discusses tailoring sales playbooks and efficiency in different market stages.
26:11 - 30:45 Chris highlights pipeline coverage, velocity, and forecasting in sales.
30:45 - 34:13 Chris discusses essential metrics for successful sales reps, focusing on blue-collar accounts.
35:50 - 39:32 Chris explains the unique sales approach for blue-collar accounts.
39:46 - 43:31 Alexander and Chris discuss factors driving increased conversion rates and the importance of quick rejection in sales.
43:31 - 44:45 They shift focus to customer retention strategies for blue-collar segments.
44:45 - 48:06 Chris elaborates on tailored retention approaches and incentivizing referrals.
48:06 - 50:35 Alexander discusses Go-To-Market Pioneers with Chris. -
Designing a Successful Sales Onboarding I Haris Halkic - Senior Sales Manager @PowerUs
In this episode Alexander and Haris discuss effective sales team onboarding, emphasizing deep product knowledge, sales leader support, and transparent culture. In hyper-growth phases, balancing physical and remote onboarding is key. Success metrics include time to productivity and retention rates, with tips including focusing on product knowledge and leveraging technology. A structured and supportive onboarding process is crucial for sales team success.
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Questions?
Alex:
alexander@sellabl.co
Alex´s LinkedIn
Haris:
Haris LinkedIn
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00:00 - 04:44 Introduction
04:44 - 06:31 Importance of Product Knowledge
06:31 - 10:00 Sales Leader's Role
10:00 - 11:44 Onboarding in Hyper-Growth Phases
11:44 - 14:08 Remote vs. Physical Onboarding
14:08 - 17:34 Tracking Onboarding Success
17:34 - 19:49 Best and Worst Onboarding Experiences
19:49 - 22:41 Final Tips for Onboarding Design
22:41 - 23:45 Importance of Product Knowledge
24:35 - 26:31 Sales Leader's Role
26:40 - 28:06 Onboarding in Hyper-Growth Phases
28:06 - 30:49 Remote vs. Physical Onboarding
31:13 - 33:47 Tracking Onboarding Success
33:47 - 36:44 Best and Worst Onboarding Experiences
36:49 - 39:43 Final Tips for Onboarding Design
39:43 - 41:40 Conclusion -
Gearing Product and GTM I Björn W. Schäfer - Founder @Rowing8
In this episode Alexander and Björn talk about strategies for building and scaling start-ups. They emphasise simplicity, transparency and data-driven decision-making. Björn gives insights into successful startups and emphasises factors such as deep market knowledge, transparency, ownership and tracking implementation. They emphasise the importance of establishing a feedback loop between product and go-to-market teams and using real customer data. Overall, their discussion offers valuable insight into strategic considerations for startup growth.
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Questions ?
Alex:
alexander@sellabl.co
Alex´s LinkedIn
Björn:
Björn´s LinkedIn
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00:00 - 04:43 Introduction
04:43 - 08:03 Transparency and Decision-Making
08:03 - 12:30 Leveraging Real Customer Data
12:30 - 16:58 Deep Market Knowledge
16:58 - 21:15 Simplifying Decision-Making
21:15 - 24:27 Identifying Market Needs and Prioritizing Features
24:45 - 30:23 Lean Approaches and the Role of AI in Startups
30:23 - 36:11 Building Effective Feedback Loops between Product and Go-To-Market
36:11 - 44:06 Exemplifying Success: Lessons from High-Performing Startups -
LinkedIn Outreach done right I Diego Sosa - Sales Consultant @SalesPlaybook
In this Episode ,Alexander and Diego discuss LinkedIn outreach strategies, emphasizing personalization, relevance, and value in messages. They cover automation tools, multi-channel approaches, and engaging sales teams on LinkedIn. They stress the benefits of being active on the platform to build personal brands and offer advice for starting and maintaining engagement.
--Questions?
Alex:
alexander@sellabl.co
Alex´s LinkedIn
Diego:
Diego´s LinkedIn
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00:00 - 04:43 Introduction
04:43 - 08:03 Importance of Warming Up Prospects
08:03 - 13:29 Exploring Outreach Channels on LinkedIn
13:29 - 19:18 Relevance of Automation on LinkedIn
19:18 - 24:56 Engaging Sales Teams on LinkedIn
24:56 - 30:42 Content Creation and Personal Branding on LinkedIn
30:42 - 35:56 Advice for LinkedIn Engagement
35:56 - 40:39 Closing Remarks -
Breaking into Tech sales I Saif Quraishi - Ex - Enterprise Account Executive @Elementary
In this episode, Saif and Alexander share invaluable insights for excelling in tech sales interviews. They stress the importance of networking, authentic storytelling, and thorough preparation. The hosts provide practical tips for aligning experiences with job descriptions, negotiating salaries, and leaving a lasting impression on interviewers. Overall, the podcast offers a comprehensive guide for aspiring tech sales professionals, emphasizing the development of essential skills and eventually tells you how you can break into tech sales no matter in which situation you are in. --Feel free to reachout to Saif or me if you have any questions into breaking into tech sales?Alex:
alexander@sellabl.co
Alex's Linkedin
Saif:
Saif's Linkedin -
00:00 - 04:43 Introduction
08:03 - 11:46 Skills for Tech Sales: IQ, EQ, Coachability, Control, Technical Experience
11:46 - 17:29 Learning Resources and Mentors
17:29 - 21:26 Crafting Applications and Resumes
21:26 - 27:54 Interview Preparation: Research, Networking, Stories
27:54 - 31:26 Salary Expectations and Offers
31:26 - 34:54 Researching Employers, Networking
34:54 - 41:41 Standing Out in Applications, Messages
41:41 - 47:05 Passing Recruiter Screen, First Interviews
47:05 - 51:53 Interviews with Sales Directors, Managers
51:53 - 56:32 Final Advice for Tech Sales Entry: Persistence, Growth, Self-Worth