Jamie Sampson

Exit Five is hitting the road. Austin, TX. November 13. We are hosting a meet-up in Austin 2 weeks from now. We have space for 100 B2B marketers. There's a small discount for members, but anyone who works in B2B marketing can attend even if you're not a member (right now 50% of the tickets are non members). We'll have good food, drinks, networking, and I'm hosting a conversation with three of Austin's top CMOs (Megan Lueders, Kimberly Storin, Ido Mart) to dig into what is WORKING right now for B2B marketers. No fluff. I want to get into the tactics and specifics. What is working inside of your organization right now to drive revenue? What was working before that's not working anymore? What roles are you hiring for and why? What beliefs about B2B marketing have you had in the past that have changed in the last two years? What about AI? What role will AI play on your team in 2025? What are you budgeting for? AND we have amazing prizes that we're giving away. Not just marketing swag. You'll see. It's stuff you actually want. Come hang out with us in Austin in 2 weeks. Here's a l*nk to save your spot - come with a friend: https://lnkd.in/dXFiyPHf Here's me in my Halloween Costume btw

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if you're a founder or GTM leader at a <100 person B2B startup, Daydream's developed a killer data toolkit to help you reach ambitious revenue goals. even if your data is a mess right now, we'll help you uncover & then operationalize data signals fragmented across your GTM tools, product usage, and the internet in order to close deals faster and more efficiently appreciate the shout out Kamil!

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Your TAM isn't as big as you think If you're a founder, founding AE or just an early sales rep. Remember, not every SMB in North America can use you your product... Most GTM teams get this wrong. Especially at the early stages. The harsh reality is that your TAM is typically a fraction of what you think it actually is. But this is ok... The earlier you are, the smaller it should be. Narrow the focus WAY in and go really hard into a sub-vertical. Your marketing, product and engineering team will love you for it. Get some traction, then slowly expand the scope. Doing too much too soon will break you and leave you spinning your wheels.

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1) Cold outreach is dead 2) Multi-threading is imperative as buying committees have grown in size 3) Lack of access to Power is the number one reason deals don’t close These are the top 3 challenges we’re hearing from revenue leaders in the field and why relationship-led growth is becoming an essential part of the toolkit as companies evolve their GTM strategy. Companies that can quickly discover the collective relationships and trust across their entire business (and into target accounts) have a clear edge today. They can build pipeline faster, assemble deal teams and multi-thread more efficiently, and instantly access the senior-level decision makers who directly impact conversion rates. At SmallWorld we deliver this through daily Relationship Leads for pipeline and multi-threading and through Relationship Audits for mid-funnel deals that require exec-to-exec connectivity and access to Power. If you rely on blind “connections”, ad hoc requests, and spreadsheets to manage this powerful channel of growth and retention, consider the business impact of operationalizing this process and truly solving the "last mile" (access to prospects) for your GTM team.

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SDRs and AEs spend way too much time trying to figure out how to make incrementally better cold emails and calls and way too little time trying to figure out how to make cold connections warm. Here's a super simple (but requires effort) way to warm up cold connections: 1. Build relationships with your company's CSMs/Account managers. They know all your happy customers. Your happy customers are the key to making cold connections warm. Do whatever you can to get these people to want to help you. 2. Go through your company's reference customers / success stories. 3. Search the key people on LinkedIn that are involved in them 4. Look through their connections and see who they are connected to at your target accounuts. 5. Send a note to your CSM that says "Hey - I noticed Pam at ACMECO is connected to Bob at CHARLIECO. Do you think she would be willing to introduce us? If not, would it be ok if I reference her in my outreach to them?" 6. Rather than send Bob one of the 1000 cold email templates that you downloaded, send Bob and email that says "Hey Bob - I noticed that you know Pam from ACMECO. They were struggling to PROBLEM STATEMENT and now they VALUE STATEMENT. Open to learning more?" Most people won't go through the effort of steps 1-5, so they can't do the easy part (6). Go the extra mile, no one is hanging out there.

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Base salary and OTE are important, but less so for top performers. There are a couple things they care way more about than the OTE (or base), although the package has to be within market. First, they want to know what the ceiling is on the comp plan.  In other words what does the highest sales earner make each year.  Because they believe (many times rightly so) that they will be in that spot next year if they go work there. Second, they will get into the weeds in a big way related to the product market fit. Who’s the buyer? What are the market segments? Why are they buying? How big in the pain that’s being solved? Who else is in market? Who’s the market leader? What is the product roadmap, etc? If the org can provide great answers to those questions, the brand name of the company isn’t as important.  It doesn’t have to be a Snowflake or Workday, etc. who absolutely have $1M earners every year. Here are 10 orgs you might not have heard of where top reps earn $1M+: Enterprise AE at Observe: https://lnkd.in/eTNJmPyx Enterprise AE at Netscout: https://lnkd.in/e5HweHY7 Enterprise AE at Guidewire Software: https://lnkd.in/e5fs8yZV Enterprise AE at Five9: https://lnkd.in/euJUUaRM Enterprise AE at Checkmarx: https://lnkd.in/eV2MxSdr ✌️

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