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In our GTM strategies, in our engagement strategies, we constantly look for differentiators and competitive advantage. But too often, we never take the time to understand these, instead applying the same standard prospecting, qualifying, objectionhandling, discovery, proposal, closing approaches for everyone.
And point solutions—even AI-powered ones—leave GTM teams drowning in disconnected data, unclear on what’s working, what’s not, and how to act with confidence. Nexus turns every GTM signal—spoken, shared, or shown—into role-based, real-time guidance. And it’s changing how GTM teams train, execute, and win—at scale.
Your go-to-market (GTM) tech stack and the workflows implemented around your GTM tools—including your sales enablement platform—play a pivotal role in increasing sales efficiency. Constant analysis of your reps’ sales performance can identify both their strengths and areas for improvement. It goes beyond merely tracking revenue.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. That’s TriNet, T-R-I-N-E t.com/gtm NOW. Navigating payroll, benefits, and compliance shouldn’t slow you down.
In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objectionhandling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.
The buyer’s journey helps you attract and convert new leads by meeting them where they are in their decision-making process. Instead of using standard templates in their demos, they customize everything around the prospect’s real sales playbook, objection-handling examples, and KPIs. Sometimes through brand storytelling.
Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. Our State of Sales Enablement Report 2025 found 49% of GTM teams use AI like sales assistants to enhance their work, and 41% intend to adopt it in 2025. The best AI assistants support email, chat, telephone, and in-person meetings.
Harnessing AI, data, and tech to drive real outcomes According to Bain’s 2025 B2B Growth Agenda, more than 90% of companies are experimenting with artificial intelligence (AI) and those deploying it at scale are meeting or exceeding their expectations. Maybe your reps are getting stuck because they skipped objection-handling content.
Short, targeted sessions are ideal for teams juggling meetings, calls, and prospect follow-ups. Are you tired of long, dense training sessions that overwhelm your go-to-market (GTM) team ? In this guide, we’ll explore why microlearning is a game-changer for GTM success and show you how to put it into practice.
The better you understand your partners, the better you can tailor your enablement strategy to meet their needs based on the number of staff members, skill level, and type of prospect they interact with. You can mix live sessions, online courses, on-demand content, and certifications to meet different learning styles.
It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. For instance, you might discover that some reps struggle with objectionhandling by monitoring calls. What is the Difference Between Sales Enablement and Sales Training?
“They are meeting their quotas and our growth goals,” came the response. “Why aren’t they meeting those goals? What subjects, prospecting, qualifying, deal strategies, account management, call planning/execution, objectionhandling, closing? “Where are they struggling? ” I ask.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.
You need the right tools to meet customers where they are. Using a go-to-market (GTM) performance platform with advanced AI and robust analytics can help MedTech sales teams connect with buyers where they are and help them deliver the right sales content at the right time. Many HCPs now prefer virtual or hybrid sales engagement.
Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. Companies with strong GTM enablement see 49% higher win rates on forecasted deals. What is GTM Operational Excellence? What is GTM Operational Excellence?
For example, if a rep has strong discovery and objectionhandling skills, they’re more likely to be successful than those who struggle in this area. Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. Skills: Sellers must master key skills to be able to close deals.
Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”).
Call scripts are “templates” for how to run an effective meeting. Your sales enablement strategy to turbo-charge win rates must include: Objectionhandling training. Objections. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. Start with this.
Enablement leaders, have your go-to-market (GTM) initiatives been landing? Lever recommends you include these four different types of sales plays in your playbook to support GTM initiatives. Objectionhandling. Another key element in reinforcing your GTM strategies is getting the right people to buy-in.
In Qualified’s latest video series GTM AI , host Sarah McConnell sits down with leaders from the most cutting-edge SaaS companies to learn how their AI-fueled products can modernize your GTM motion. It ranks them based on the likelihood a seller gets a booked meeting or an open opportunity, as well as deal importance.
Revenue enablement can help meet these expectations effectively by driving a more holistic view of the customer journey and full alignment on revenue generation. Tailor your engagement strategies for each stage using scripts, content, and sales plays designed to meet each touchpoint’s demands.
See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. It’s also important to know that managers can create opportunities for you to do the job before you’re in the job – for example, hosting a team meeting, coaching a junior rep or leading a forecasting meeting. Amy Slater.
And equip your managers to coach reps on messaging, competitive positioning, and objectionhandling. Companies that leverage a unified enablement platform are 28% more likely to be confident in measuring performance of the GTM initiatives and 42% more likely to improve win rates. Reinforce knowledge through practice.
Through skill coaching, as a sales rep, you can hone core competencies such as communication, objectionhandling, sales negotiation , and closing techniques, ensuring you are prepared to excel in every aspect of the sales process. Competencies are the foundation of sales success. Did you know?
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