Nina Butler’s Post

Are you starting to grow your team? Check out the latest GTMnow article on the 17 Learnings on Scaling a GTM Team. (Or as my cheery Midwestern upbringing would reframe it: "things I've screwed up before in my job") I'm always excited to join these conversations with experts like Joe Goldberg, Nipul Chokshi, Daniel Gesser, Kyle Norton, Richard Harris™, 🏄♂️ Scott Leese, Chuck Brotman in GTMfund -- and feel guilty about how much I learn in these conversations. Check out the 17 Learning and sign up for the free newsletter here: https://lnkd.in/gCSJsbid #GTMscaling #bestpractices

⏰ Want to know the secret to perfect timing in GTM? (Hint: It's all about signals.) Join us on Dec. 11 at 1:00 PM ET for an exclusive deep dive into ZoomInfo's AI-powered GTM Signals Playbook featuring our GTM experts: Ben Salzman, EVP, ZI Labs & GTM Innovation Millie Beetham, Senior Director, ZI Labs & GTM Innovation You'll discover:  💡 How to leverage the largest database of buyer signals  ⚡ 60+ signal-based plays for immediate implementation  🎯 Best practices for signal-triggered GTM workflows  📈 Framework for scaling GTM intelligence Don't miss this opportunity to transform your revenue strategy with AI-powered signals. Register now: bit.ly/4iozXio

Good things take time, but technical founders often expect quick hacks to yield immediate results. Consistency over time is key. I'm impatient too, but I've learned to take a step back, reflect, and course correct. Things move slower than we want, but tracking weekly metrics can drive you crazy. Don't make quick judgments based on weekly metrics. Give it time - 30 days isn't enough. Doing multiple GTM activities at once can improve performance. Look at metrics after 3 months, and you'll see progress: - MRR closed up 368% - New logos up 100% - Net MRR movement up 213% - Demo requests up 14% - Deals created up 53% - Homepage visits up 13% - Outbound meetings and deals closed Effort pays off, creating momentum. Trust me, consistent GTM activities will yield fruit. Just don't set it and forget it - do a bit every week and compound the effect.

ATTENTION MARKETERS AND GTM ROLES: Today's Demo of the Day allows you to see the EXACT individuals that are on your site right now. That company is Bullseye. This space is hot right now for very obvious reasons. Many people are starting to play in this space. Bullseye is one of them. Go check out their demo right here: https://lnkd.in/dy2xNiZj

Our GTM Scorecard is live!
 Here’s how it works:
 You answer 28 quick-fire questions 

 And we will:
 1. Diagnose your GTM performance: identify inefficiencies in your pipeline, sales, and retention strategies. 2. Benchmark against industry leaders to see how your GTM strategy compares to the best in the business. 3. Send you actionable recommendations and leverage expert insights to align your teams, optimise processes, and unlock AI-driven growth. 4. Help you drive measurable results and increase pipeline velocity, improve conversion rates, and maximise customer retention.
 No gimmicks, no number crunching, just some simple multiple choice questions that lead to GTM clarity!

 Oh and did we mention? It’s totally free. Just head over to: https://lnkd.in/ekip-NxQ It takes only 5 minutes to complete.

Unlock Your GTM Potential with Our Exclusive Playbook! Have you ever wondered where your business stands on the GTM Maturity Curve and how to level up? 🚀 Our GTM Maturity Self-Assessment playbook on Notion is here to help! From diagnosing your current GTM stage to setting strategic priorities, this tool is packed with insights to accelerate your growth. Here’s a sneak peek 👀. This playbook is available exclusively for our GTM Pioneers community members, providing practical steps to optimize their Go-to-Market strategy and drive sustainable growth. Ready to join and access resources like this? ➡️ DM me to learn how you can become part of our community and get full access to the GTM playbook and much more. #GoToMarket #GrowthStrategy #Community

2025 is around the corner, and every Founder I know is wondering: What unique value are we delivering to our customers, and how does this differentiate us from competitors? If you can’t answer this clearly, your GTM strategy might be off. Let's fix that. Join my live chat with Maria Trysla Trysla on December 4th for practical ways to sharpen your focus and stand out. https://buff.ly/3Z4gRFy

Q4 isn't just the end of the fiscal year - it's the beginning of the next. And if you want to crush your revenue goals, you need to get your GTM strategy on lock NOW. 🔒 Companies wait until the new year to align their teams, and then wonder why they're not hitting their targets. Here's the thing: RevOps is the key to unlocking GTM alignment. Without RevOps, you're left with a bunch of siloed teams all doing their own thing. And that's a recipe for missed targets and wasted budget. Think about it - they have the data and insights to help sales, marketing, and customer success work together seamlessly. They can help you: 1️⃣ Set clear, achievable revenue goals 2️⃣ Define your ideal customer and nail your messaging 3️⃣ Create a cohesive plan that gets everyone rowing in the same direction But you can't wait until January to get started. Q4 is the time to lay the foundation for success. Get it right, and you'll be set up for success well into the new year. Get it wrong, and... well...

The Smartest Human in GTM Award (if there was one) would no doubt go to: 🐶 Jacco. He’s the (Dutch)man behind the concept of the Bowtie and the analogy of go-to-market being much like a factory. The more GTM frameworks I observe from the inside, the more the dots connect between manufacturing, process optimization and…: getting companies to buy expensive cloud-stuff. It’s his framework that led me to the Better GTM structure (in carousel). I built it on top of his Bowtie model. Here's why it matters: If you put on a hard-ass manufacturing mindset… and let your inner process-freak come alive, you’ll see how much sense it makes to 1. define what should happen in each blue box 2. define the exit criteria: what makes a buyer go from one box to the next 3. define the measuring points between the blue boxes Once you’ve done that for the whole GTM motion, you then dissect it by the main avenues or sources: - inbound source - cold outbound source - partnership or referral source At this point, it’ll be impossible to unsee the obvious: 1. where your bottleneck is 2. your outbound probably sucks bad Once you’ve identified the bottleneck, you can get to work right there and fix that constraint. When you succeed at fixing that, good news: there will be another constraint/bottleneck! And so on… 𝗖𝗼𝗺𝗺𝗼𝗻 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻 𝘁𝗼 𝘁𝗵𝗲 𝗺𝗼𝗱𝗲𝗹 A common objection: .................. ---- 😱 𝘙𝘢𝘯 𝘰𝘶𝘵 𝘰𝘧 𝘴𝘱𝘢𝘤𝘦, 𝘤𝘰𝘯𝘵'𝘥 𝘰𝘯 𝘚𝘶𝘣𝘴𝘵𝘢𝘤𝘬: ---- https://lnkd.in/dTiWXF3j »» This is an excerpt from my Substack Newsletter, which typically goes into greater detail about things I talk about on Linkedin. If you feel you could use more depth than what you get here, subscribe to my Substack on the above link.

When you launch a new product or proposition, if the wider business isn't aligned and ready, you risk the whole thing falling over. In my new blog for GTM HIVE, I talk through the 5 point Go to Market strategy template I use to plan for success. Feel free to use the template - and let me know your thoughts. Link in the comments.