GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi

Leena Joshi is Co-Founder & CEO of CloseFactor, a GTM technique and execution platform that helps enterprise tech hone in on the precise proper potential prospects and accelerates their conversion by serving to your gross sales and advertising and marketing groups be contextually related to them.

She has led GTM groups at excessive scale B2B firms corresponding to Splunk, VMware, Redis and has a novel perspective on the convergence of gross sales and advertising and marketing into an environment friendly, excessive performing GTM group.

What You Will Be taught:

• The variations in go-to-market motions throughout completely different levels of organizations.
• The theme for the yr is go-to-market convergence.
• Leena’s expertise discovering the suitable go-to-market movement at CloseFactor.
• Creating an outbound movement by inbound monitoring.
• How promoting worth is a tactic that’s working for CloseFactor.

Highlights:

(14:08) Sustaining concentrate on the ICP within the early days, together with turning income down

(23:13) The significance of curiosity and a newbie’s mindset.

(25:38) Discovering a pacesetter who has your again.

(28:19) Constructing a top-down gross sales technique whereas sustaining a bottoms-up strategy

(32:28) The significance of hiring the suitable salespeople and balancing long-term and short-term considering in gross sales.

(32:56) One factor income leaders consider to be true that Leena thinks is bull$*

(36:03) One factor that’s working for Leena in go-to-market proper now.

Visitor Speaker Hyperlink:
LinkedIn: www.linkedin.com/in/ljoshi/
Web site: www.closefactor.com/

Host Speaker Hyperlinks:
LinkedIn: www.linkedin.com/in/ssbarker/
Publication: thegtmnewsletter.substack.com/

Sponsor:
Widespread Room lets you flip any purchaser exercise into pipeline. It ingests your whole product utilization information, intent information, social exercise, group conversations, and CRM insights to robotically floor high-intent leads and well timed, related context so your gross sales reps can convert extra prospects and hit income targets sooner. You may strive it without spending a dime at present, or ebook a demo to go deeper at www.commonroom.io.

The GTM Podcast
Don’t miss The GTM Podcast dropping each Tuesday discussing true tales and experiences together with trials and tribulations within the Go-To-Market world.