Pocus

The Pocus podcast is back and this season is all about upleveling your GTM skills 10x. From sales to marketing to CS, we’re talking to industry experts to uncover their frameworks for becoming more strategic, consultative, and efficient. We’re starting off with some incredible guests: 👉Eran Aloni, EVP of Product Strategy and Ecosystem at Gong We’ll be digging into Gong’s AI strategy, plus Eran will walk through his framework for identifying AI tools vs “toys.” Register here: https://lnkd.in/gefQA_zU 👉Kevin Baldacci, Head of Solutions Product Marketing at Asana Curious how marketing has changed with the rise of AI? Kevin is going to talk share his thoughts, plus the tactics he uses to build customer buy-in on new tech like Asana AI. Register here: https://lnkd.in/gZkFB62t 👉Kyle Poyar, Operating Partner at OpenView GTM teams need to go beyond the ABM basics and take an ABX approach, customizing every piece of the journey to target accounts. Kyle will share his approach to getting consultative with your buyers on an individual account basis, plus the new metrics you need to measure success. Register here: https://lnkd.in/gavdd-2s We can’t wait to see you there!

Pipeline is a team sport. Perfect example: account-based outreach. It’s easy for sales to rely on marketing to warm up target accounts, but the reality is it’s not ABM. It’s ABX: account-based strategy that the whole GTM team is tackling together. So, what does that look like in practice? 1/ Figure out which accounts are worth targeting with an ABX strategy. These efforts are high effort-high reward, so make sure the deal size justifies it. 2/ Get the whole team on board. You want to create ‘surround sound GTM’ so your brand is showing up everywhere in your target’s world. 3/ Provide value at every touch. It’s not enough to just show up everywhere; you need to be offering something your prospect wants: knowledge through custom content, notoriety through event invitations and speaking engagements, etc. For a deep dive into all things account-based, check out Kyle Poyar’s recent deep dive with Shari Johnston from Winning by Design: https://lnkd.in/e5xGP-xC

It’s event season and we’re hitting the road! We’re so excited to mix, mingle, and talk all things AI x GTM in person. Here’s where we’re headed: Sept. 5 - Pear VC Panel in San Francisco Sept. 5 - SaaSOpen → Sept 5-6, NYC in New York Sept. 17 - Modern Sales Pros Happy Hour at Dreamforce in San Francisco Sept. 17 - GTMfund Dinner at INBOUND in Boston Oct. 5 & 6 - GTMfund Summit in San Diego Oct. 29 - GTM x AI Panel in San Francisco Oct. 30 - GTMfund Dinner in San Francisco Let us know where we’ll see you in the comments! 👇

So many of y’all wanted in on the AI Strategy beta we announced last week that we sprinted on a new version: a lightweight, FREE version of the tool that anyone can use. (Even if you’re not a Pocus customer yet!) We know that the best reps do deep account research and develop a strategic POV before outbounding, and this tool will help you do just that - in minutes, not hours. Here’s how it works: 1/ Tell us about your company and product 2/ Tell us who you want to sell to 3/ Our free tool gives you a breakdown of all the account info you need to know. From recent news to social media posts, you’ll have it all at your fingertips, plus helpful insight into how to sell strategically to that specific account. We weren’t planning on releasing this outside of the Pocus product originally, but we’re taking a few early users to help us test before we roll out to everyone. EDIT: We’ve hit capacity, but we’ll be opening it up to everyone soon. Add your name to our waitlist and we’ll let you know as soon as it’s ready for you: https://lnkd.in/eAmnjd2y

We’re getting ready to kick off a brand new season of the Pocus podcast! Listen in as we record deep-dives with some of GTM’s best leaders from companies like Gong, ZoomInfo, Ramp, and more. Plus, we’ve got some extra special guests this season, including one of LinkedIn’s Top Voices. 👀 We’ll be sharing the schedule soon, but if you’re in our community or subscribed to our newsletter, you’ll get early access to the guest list! Join our GTM Slack community: https://lnkd.in/eyurwVi7 Subscribe to our Unlocking Revenue newsletter: newsletter.pocus.com Have a GTM expert you want to hear from on our podcast? Tag them below.

3 major trends in GTM strategy from ICONIQ Capital’s State of GTM 2024 that caught our eye: 1/ Double down on consultative, specialized AEs. Strategic sales leaders are moving away from regional territories or divisions by business size. Many are organizing AEs by industry or business use case, allowing them to become experts at the needs of a niche target market. 2/ Embrace a hybrid sales strategy With budgets under scrutiny and longer sales cycles, multi-threading is more important than ever. But rather than targeting several leaders at a company, the best sellers are attacking their deals from both sides: selling to the end user and the decision maker. 3/ Aim for longer contracts Average contract length is slowly moving towards 3 years. There’s a higher sense of stability entering the market, making these longer deals much more appealing to customers than the past few years. Are you noticing any of these trends in your network? Share what you’re seeing in the comments! 👇

📣 Calling all Dreamforcers! We’re so excited to be joining Modern Sales Pros at their annual Dreamforce Happy Hour! Come see us at Local Edition on Tuesday, 9/17 from 6 - 9 pm for delicious food, craft cocktails, and the company of some of the coolest sales pros in the game. We’re going to have limited edition swag and a Pocus-inspired cocktail that you won’t want to miss. 🔮 Register here to save your spot: https://hubs.la/Q02KnYlR0 #dreamforce #modernsalespros #dreamforceparty

Reps spend 70% of their day on non-selling tasks. Something we hear over and over from sales leaders is that their best reps are consultative, doing deep research on their prospects. But all of that prep work comes at a price. It takes hours to dig through Google, LinkedIn, spreadsheets, call notes, and more. But until today, the only way for a rep to get faster was to be less personalized and relevant, resorting to spray and pray outbound. Today we’re launching Pocus AI Strategy in closed beta. Go from hours spent on deeply understanding accounts and developing POVs to minutes. With the AI strategy tab, leaders can give reps the force multiplier of AI without navigating the work of prompt engineering and using multiple tools to find the right data. Pocus customers participating in our closed beta can now get instant background research on their target accounts, including: - Recent news - LinkedIn activity - Gong transcripts - Seller notes - Your custom value props Read more about what AI Strategy by Pocus can do for you: https://lnkd.in/enHMtV69 Want to try it yourself? Apply to be part of our closed beta here: https://lnkd.in/ea2CmaaY

AI is not magic. Growth hack gurus are all over social media, telling us to automate everything through AI. But it’s not as simple as clicking a couple of buttons and letting the deals roll in while you sleep. AI can do some amazing things, but it has limits. For example, it’s great at handling simple but tedious tasks like synthesizing meeting notes, but it still has room for improvement when it comes to writing emails that sound natural. In tomorrow’s newsletter, we’re walking through some simple ways to add AI to your GTM workflow. No hype. Just real, tactical advice. Subscribe here: https://lnkd.in/gf6WVXtE In the meantime, what AI tools are you *actually* using and seeing value out of on a daily basis?

📚The official Pocus Summer Reading List is here! Get prepped for back-to-school (and the start of Q4) with a little light reading from some of our favorites: 📗How to create a team structure based on innovation and experimentation via Michel Hauzeur https://lnkd.in/e2_eCtK7 📘Your guide to GTM metrics 2.0 via Kyle Poyar’s Growth Unhinged https://lnkd.in/e7_SHy2n 📙How embracing your emotions will accelerate your career via Lenny Rachitsky's Newsletter https://lnkd.in/eUYwE-xN 📕Assumption Prioritization Canvas: How to Identify and Test the Right Assumptions via Paweł Huryn's The Product Compass https://lnkd.in/e4qKSdir 📗The Secret to Finding PMF is Focus via Notorious PLG https://lnkd.in/eGYjRWvW 📘Unlocking the Power of Signals with Saad Khan (Aligned) via the Pocus blog https://lnkd.in/euW7EwsC Want our weekly curated list of blog posts and podcasts, plus the ability to network with and learn from some of the best minds in GTM? Request an invite to our Slack community! https://lnkd.in/eyurwVi7