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Your ICP research is bound to fail if you don’t understand the following:

1. Your market
2. What your prospects need
3. How your prospects prefer to be engaged

To ensure it succeeds, you've to make active listening the foundation of your ICP research, gain macro insights from industry experts to understand your market, apply an 80:20 focus between prospects and existing customers, among other techniques.

That's how you shift from scattergun marketing to targeted engagement.

In this episode of GTM On-The-Go, Sonia Moaiery, Director of Product Marketing at Skilljar and Madhav Bhandari, Head of Marketing at Storylane discuss the nuances of conducting, presenting, and acting on ICP research.

Being sales-led or product-led is NOT a binary choice.

If you’re a sales-led org, the worst thing you can do is try to switch completely to a product-led model.

Instead, start layering the product-led aspects to the different growth levers–acquisition, retention, and monetization–in your existing strategy.

In this episode of GTM On-The-Go, Ben from PLGeek and Madhav discuss the nuances of running PLG initiatives in a sales-led organization. They discuss the core ideas that help with a smoother transition and, most importantly, the mindset to have before committing to motion.

You don't wanna miss this one!

Understanding the unique needs of prospects at each stage of their buying journey is crucial.

By tailoring your demos to address their specific pain points, you can significantly increase your chances of closing the deal.

In this episode of GTM On-The-Go, Max LÜPERTZ, Presales Coach @ PRESALES ROCKS, shares valuable insights on tailoring your approach to customer needs. Learn how understanding their search terms and past attempts to solve a problem can help you customize your approach. Discover effective ways to create urgency and outline solution options without hard selling.

Max also discusses managing expectations, demo automation, and leveraging customer champions.

Don't forget to tune in!

How can you boost buyer confidence without overwhelming them?

In today's world, buyers face complex journeys in their decision-making process. They find it challenging to navigate the plethora of information they receive, leading to indecisiveness and, sometimes, lost sales.

The solution to this problem is sensemaking—an approach that removes friction in sales and enhances buyer confidence throughout their journey.

In this episode of GTM On The Go, we talk to Rory Sadler, CEO of Trumpet, as he takes us through the idea of ‘Sensemaking in Sales’

Tune in as we explore how sensemaking can improve the decision-making experience for buyers and help them feel more confident in their purchasing decisions.

Do you want to boost your engagement on LinkedIn and stand out from the crowd?

In the world of SaaS, practically everyone lives on LinkedIn. Everyone craves to build a strong presence on LinkedIn. Be it to build a personal brand or to improve advocacy for their organization, LinkedIn is a go-to Platform for all B2B SaaS professionals.

That said, most of us haven’t figured out the art of commenting on LinkedIn.

That's why we invite you to join us for this week’s “GTM On The Go,” where our own Head of Marketing, @ Madhav Bhandari, chats with the brilliant @Ashley Faus, who heads Lifecycle Marketing at @Atlassian.

Join us as we dig into the “Art Of Commenting on LinkedIn,” the only guide you need to cultivate a strong presence in your niche and make meaningful connections that help you stand out in the crowd!

In this episode, Madhav Bhandari, Head of Marketing at @Storylane.io, talks with Jonathan Bland, Cofounder @ Omni Lab Consulting, a leading demand gen agency for growth-stage startups, primarily specializing in augmenting paid efforts.

With over 15 years of experience in SaaS, Bland has been a driving force behind 4 VC-backed SaaS companies and has consulted with over 100 companies.

Join him as we talk about the tips to build a better pipeline using paid social!

In our first-ever byte-sized interview series, Madhav Bhandari, Head of Marketing at @Storylane.io, talks with Jonny Butler, Head of Marketing at OneUp Sales.

Butler has an impressive track record of delivering results across demand generation and growth marketing across his 10+ years of experience at companies like Leadfeeder and Dealfront.

He shares with us his insights on one of the most pressing questions every new senior marketing hire at a growth stage SaaS org has had - What should we focus on in the first 90 days? What are some of the best lead-generation activities in 2024? And a lot more!