Guidelines for a healthy go-to-market
Do’s:
- ✅ Pitch your business impact
- ✅ Get focused on Ideal Customer Profile and Verticals where you have strong business cases
- ✅ Build world-class outbound sales machine as early as possible
- ✅ Get obsessed with funnel, process, KPI’s and training
- ✅ Build a scalable and aligned team through Bible and Playbook
- ✅ Set up the appropriate systems but Sales comes first for Enterprise in mainland Europe
- ✅ Hire sales people based on passion and deal size
Don’ts:
- ❌ Focus your pitch on features and low price
- ❌ Go everywhere and against everyone
- ❌ Let the sales people decide which Account to go after
- ❌ Think you can improve without measuring everything
- ❌ Hire sales executives who only worked in big corporations
- ❌ Look only for that superstar VP Sales
- ❌ Be Bottleneck Founders
- ❌ Split Sales and Marketing too early
- ❌ Be naive with Onboarding and Customer Success because they are fundamental in SaaS
