The Best of Go-To-Market Magic

·       Toby Carrington emphasizes senior executives’ role in guiding sales by providing strategic, value-rich interactions early in the sales cycle.

·       Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories.

·       Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls.

·       David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach.

·       Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force.

·       Juliana Stancampiano discusses AI’s potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts.

·       Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives.

·       Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement.

Jump into the conversation:

[00:00] Introduction

[03:24] The importance of human connection in sales discussions

[09:01] Improving sales through insights and relationships

[11:00] Timing is crucial for successful senior executive engagement

[15:51] Supporting CS leaders to succeed

[17:46] Overcoming lip service to achieve real alignment

[21:46] Value delivery in small, incremental steps

[22:59] Understanding go-to-market, sticky products, and psychology

[27:53] Prioritize internal and external team enablement strategies

[32:35] Processes can be challenging

[34:30] AI streamlines lesson creation and improves learning content

[36:22] Watch out for more from Seismic