What's Broken in GTM and How to Fix It
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
What's Broken in GTM and How to Fix It
Optimising Sales Motions
Welcome to episode 7 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
It’s been an AI-kind of a week, with Louis exploring conversational agentic AI customer service platform, Parloa, while on a trip to Germany. Meanwhile, Simon has been hanging out with Boardy, the voice AI super networker. As well as offering advice on goals and projects, Boardy also endeavours to connect with other people in its (or “his”!) network. All with a charming Australian accent… Read more about Simon’s experiences with Boardy and feel free to hit him up for an introduction!
This week’s topic is optimising sales motions. Here’s the TL;DL ( “too long, didn’t listen”) in case you don’t have time for the whole episode: optimising sales motions isn't just about doing more, it is about being customer centric. SaaS GTM leaders must avoid generic approaches and instead take an approach to sales motion design that is customer centric.
Listen on as we discuss how to optimise sales motions, emphasising the importance of aligning sales strategies with buyer needs rather than business processes. We highlight the challenges SaaS companies face, such as overcomplicating sales motions and treating different market segments with a one-size-fits-all approach. Crucially, SaaS GTM leaders must strive for clarity in sales motions to avoid confusion for both internal teams and customers, with a focus on the quality of interactions rather than just activity metrics.
Other mentions in this episode:
Jacco van der Kooij, Founder, Winning by Design
Jon Clarke, Data Partnerships Director, 6sense (formally Chief Product Officer,
Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.
Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.
