Isaac Morehouse’s Post

Document more than you think you need to—especially early on. You’ll wish you had more to look back on. This came up yesterday in a conversation with Nick Pak and Claire Hernandez as we unpacked some of the growing pains of a new GTM process we're working on 🔨 You know the classic early problems? Getting the right data? Tricky. Getting enough of it? Even harder. Qualifying the ideal customer, driving attendance, and deciding where our time is best spent—it all feels like unknown territory. But here’s the catch: When we document the process—both the micro details and the macro trends—we make better decisions. The problem? No one documents as much as they wish they had. I’ve been there. When I joined Owner as the first outbound AE on a team of just four, I documented a lot. But once things started to "click," I stopped. I wish I hadn’t. It’s like taking photos: We always wish we had more to look back on. Over time, those photos—or in this case, the documents, notes, and journals—are what keep us connected to the story of our growth. So if you’re building something new: Document it. Share it with others. But do it for yourself—for the future version of you who will want to see how far you’ve come. That’s one of my core goals for 2025: Documenting more of this journey (whatever the heck that means) for Future Marzo. 🤝

Congrats to Nick Masters and Joshua Perk of Vector for the launch of their new product, OffSite ID. In a nutshell - you can now understand which buyers are searching for solutions like yours. All the way down to the contact level. I've tried things like this in the before but the frustration was that it always landed at the Company level. In a company with tens of thousands of people, you have no idea if you are getting a meaningful signal or not. Now, if someone in your core Ideal Customer Profile is looking for your solution, you can gain awareness and start educating them early. Groundbreaking stuff for the GTM world. I encourage people to check it out. #offsite #ID #GTM #data #sales

Good things come in 3s!!! Here is to our third home run leadership hire this year! Can't wait to see what we have in store with our all star lineup!! Let's Goooooo!!! The time is now, and the big stage is here. Todd Janzen is joining Consensus at the right time to further the world-class Buyer Enablement and Customer Success Engine. #consensus #demandgen #demoautomation #digitalmarketing #marketing

⏰ 2 DAYS TO GO! Don't miss out on our exclusive panel discussion hosted by Randy Likas, featuring industry leaders Jacki Leahy ✨ of Activate the Magic and Dr. Desiree-Jessica Pely from Loyee.ai. They'll dive deep into sales optimization strategies you can't afford to miss. Join us to uncover the secrets of engaging buying committees, leveraging cutting-edge technology, and decoding crucial buyer signals to accelerate your deals. 🔍 You'll Learn About: 🤝 Mastering Decision-Maker Engagement ⚒️ Tech-Driven Sales Strategies 📈 The Role of Revenue Operations in Sales Reserve your spot now. Link in comments 👇 #SalesOptimization #B2BSales #RevOps #RevenueGrowth #WebinarAlert #SalesStrategy

Key to partner success- data. Overlapping CRM insights and taking action on the mutual opps. Quick, mutually beneficial wins. Crossbeam is mission critical to the insight around that data and decluttering the noise in paired CRMs.

Tech-led sales acceleration was on full display at yesterday's GTM Demo Day! The overwhelming response on social media and a whopping 200 registrations were nothing short of amazing. A big thank you to the companies who joined us. Here are some cool highlights: 🔥Chili Piper's Allan Cheow showed us how their intelligent scheduling software can dramatically increase your team's booking rates. 🔥AssetMule’s Justin Dorfman walked us through their powerful sales enablement solution, which ensures reps always have the latest content at their disposal. 🔥Journey’s Danny Chu demonstrated how sales reps can build a cohesive narrative using its sales enablement platform, with analytics to measure content effectiveness. 🔥Next Quarter's Rahul Shah showcased their AI-driven Account Planning solution which provides automated account research and uncovers hidden whitespace opportunities. It truly was an up-close look at solutions designed to remove friction and drive scalable growth. To all who attended - thank you and stay tuned for the next GTM Demo Day! For those who missed it, check out the recording here: https://lnkd.in/gFjA7Eb6 #Storylane #InteractiveDemos #SalesAcceleration #GTMDemoDay

FYI - Im having an absolutely splendid day! Discussing and debating metrics, flows and GTM motions with Bram & Serhat. It's essential for growth and efficiency to have an ongoing dialog about this. Once you hit a certain revenue threshold, getting your data and GTM motions aligned is crucial. (yes this is always important, but..) ✅ Hit product market fit ✅ Found scalable acquisition channels ✅ Retention is at an all time high So how to improve the small details: → How efficient is every step of our sales process? → Do we understand our customer all the time? → Do our marketing and sales efforts align with customer behavior? → Do our followup even contribute? → Are we identifying and focusing on the most profitable customer segments? → How well are we retaining customers, and is our expansion strategy effective? → Are our GTM (Go-To-Market) motions scalable and repeatable as we grow? At a certain point, growth isn’t just about acquiring more customers—it’s about creating systems that drive predictable, efficient, and sustainable revenue. This is where metrics and aligned flows become the backbone of a solid strategy. When everyone is aligned—from marketing to sales to customer success—you can accelerate growth and make smarter decisions that impact the bottom line. Its great to speak the same language! Like the image, creating one single truth is a work in progress! ⎯⎯⎯⎯⎯⎯⎯⎯ Found this valuable? Follow me (Douwe) for more insights on: ✅ Growing revenue without burning out. ✅ Building systems that scale predictably. ✅ Picking the right customers and GTM strategies. Let’s grow smarter—not just bigger.

Chad Waite didn’t just set an ELG strategy in motion at Document Crunch — he made it actionable. Here’s how Chad has empowered his sales team to turn data into deals and already achieve 85% of their annual target: 🔍 Step 1: Gather ecosystem data Using Crossbeam, Chad identifies shared customers, opportunity overlaps, and insights into partner relationships. 🤝 Step 2: Align teams Chad sets up 1:1 strategy sessions with sales reps to prioritize top accounts and craft tailored messaging with partners. 📈 Step 3: Maximize every interaction From partner events to customer calls, Chad ensures every outreach is informed by intel and designed to deliver value. “Ecosystem data is like having the answers to the test,” Chad explains. “But it’s not just about having the data — it’s about teaching your team how to act on it.” Discover Chad’s proven playbook for mastering your first year of ELG and driving real results: https://lnkd.in/g8RDrAz4

You don’t want to miss this!! We’re showing you how the sausage is made, and how we’re leveraging the latest to accelerate success across the entire customer journey. Whether you join either day or any session, you’ll get ideas that can add immediate value to your GTM efforts. Register below!

Quite possibly the biggest GTM Intelligence and Revenue Orchestration partnership of the year…. So, what does this mean for our Customers? Salesloft’s robust revenue orchestration platform is now paired with ZoomInfo’s industry-leading GTM Intelligence 𝐞𝐧𝐚𝐛𝐥𝐢𝐧𝐠 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐭𝐨 𝐭𝐮𝐫𝐧 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐢𝐧𝐭𝐨 𝐚𝐜𝐭𝐢𝐨𝐧. This powerful integration means marketing and sales teams can incorporate ZoomInfo’s buying signals directly into Salesloft Rhythm workflows, empowering teams to 𝐢𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐚𝐧𝐝 𝐞𝐧𝐠𝐚𝐠𝐞 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐚𝐧𝐝 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬 𝐚𝐭 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐭𝐢𝐦𝐞. Read the full announcement here: https://lnkd.in/eiiaVcVU