The expected market downturn in 2023 is causing companies to shift from growth at all costs and prioritize efficiency instead. But many revenue leaders are struggling to make informed decisions due to a lack of quality data and expertise in implementing and optimizing their GTM (sales and marketing) strategy. This can lead to unconscious iterations and suboptimal decision-making.

On your podcast, Scott can share his agile GTM management that helps companies overcome these challenges by continuously gathering feedback data and creating feedback loops. This method allows senior revenue leaders to optimize their GTM strategy more efficiently, make better decisions faster, and save time and resources as the company scales.

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. It’s very difficult to interpret what’s important and what’s not, and what’s actionable without context. Especially in 2023, investors need a set of actionable data that allows them to draw conclusions about the future prospects for a business, based on current performance.

On your podcast, Scott can share the 5 key elements of context that make GTM reporting actionable to improve operations and outcomes. He’ll explain why the first critical contextual element is time. He’ll explain how the contextual elements of plan, time, causality, significance, and industry benchmarks are crucial to making GTM data actionable.

The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department. They spend a lot of energy on the entire lead-to-deal funnel process. They have a good understanding of where friction occurs and where there are points of inefficiency that negatively affect win rates or increase the sales cycle length. How can RevOps leaders get a seat at the executive leadership table to provide insights and analysis?

On your podcast, Scott can share tangible ways that RevOps leaders can provide such strategic value to the C-suite. Specifically why the more strategic value they provide to executives, the more supportive they’ll be of teams and initiatives. He can explain how to set up your data infrastructure to identify friction and what specific types of insights are most valuable to CROs, CFOs, and CEOs.