In a revenue funk?

20% of your team is contributing 80% of the revenue

Growth has stalled with no end in sight

Losing to the “no decision, decision”

Break Out of The Funk

Congratulations

You’re ready to grow. What now?

Deploy best-in-class sales and qualification methodologies

Scale success from the select few to the broader team

Deliver sales messaging and pitch that compels buyers with budget and influence to act

Ready, Set, Grow!

VALUE DELIVERED

$1 Billion

in new business / upsell revenue impacted, and counting.

$5,000+

sales / marketing / customer success leaders and practitioners empowered.

Less than 3 months

average time to deploy and deliver outcomes.

Trusted by companies to create the critical foundations for scaling revenue success

how we help

Get the message right

Deliver a message that drives urgency with buyers that can champion and fund your solution

Deploy a common sales OS

Standardize on best-in-class methodologies (e.g. MEDDPICC, Sandler, Challenger) tailored to meet your specific needs

Don’t forget the product

Showcase your solution with self-serve demos that are interactive and value-based to accelerate the sales cycle

Systematically enable the team

Create world-class enablement programs needed to scale a high performance team

Activate your leaders

Maximize leadership team potential through team-building workshops and formal coaching programs

Customer reviews

Hasan Imam

CEO

Obsidian Security

Jeff Santelices

Chief Revenue Officer

Responsive

David Weiner

Chief Revenue Officer

Tekmetric

Paul Turner

Former SVP Worldwide Sales

Hackerone

Brian McDowell

Former CRO

Firstup.io

Eve Alexander

VP of Product Marketing

Seismic

Konnor Martin

VP of Sales

Responsive

Brett Wilson

VP of Partner Operations

Ethos

Staci Eyer (McMenimon)

Head of Revenue Enablement

Snappy

Jay Sherman

Sr Director, Sales Enablement

Hackerone

Hasan Imam

CEO at Obsidian Security

What led you to work with Scale GTM?

The very thing that organizations have come to depend on, is also their greatest security vulnerability. It’s our mission to help CISOs understand why protecting SaaS applications needs to be at the top of their priority list. It shouldn’t surprise anyone, but CISOs are overwhelmed with securing their organizations due to the ever evolving landscape of cyberattacks. We needed a way to capture, and keep their attention.

How did the engagement go?

Scale GTM not only drove the creation of this pivotal messaging, but they also trained and certified my entire sales organization. Emboldened with this message, our sellers have been able to not only effectively engage with CISOs, but they have also consistently secured budget in the toughest software sales environment we’ve faced in over a decade. Scale GTM was a foundational partner to our growth journey, and I have turned to them time and time again to deliver the marketing and sales initiatives to achieve our mission.

Jeff Santelices

Chief Revenue Officer at Responsive

What led you to work with Scale GTM?

Upon joining Responsive as their first CRO, I found Scale GTM to be an already trusted partner for the marketing teams. What became immediately apparent was their breadth of knowledge spanning across marketing and sales. They quickly established themselves as an invaluable advisor to me as I ramped on the business.

How did the engagement go?

Our collaboration kicked off with the roll out of MEDDPICC. This rollout was the fastest, most methodical, and well received I have ever witnessed. It encompassed leaders, CRM operationalization, and hands-on support for frontline managers and their teams! I even received unsolicited feedback from sales managers about the exceptional value John personally brought to their team interactions. Scale GTM has evolved into the strategic partner I consistently rely on, quarter after quarter, to empower our sales leaders and sellers with the essential messaging, skills, and tools crucial for accelerating our growth journey!

David Weiner

Chief Revenue Officer at Tekmetric

What led you to work with Scale GTM?

I have the privilege of steering an incredibly talented, but diverse set of leaders across sales, marketing, partnerships, and operations. After settling into the role, I came to realize that if we were going to achieve our mission, this collection of individual leaders needed to act as a single cohesive team. We needed to adopt the characteristics of high performing leadership teams, such as trust, candid debate, and unwavering commitment to our decisions. Just as importantly, time was of the essence because we have a unique opportunity to help shape the future of the auto repair industry. Scale GTM successfully partnered with me in my previous company to accelerate the adoption of these characteristics across the leadership team.

How did the engagement go?

Using the same methodical approach, Scale GTM took the time to understand our business. Through 1:1 interviews with each leader, John personally crafted leadership portraits of every person’s background, strengths, and opportunities. This preparation culminated in a tailored in-person workshop masterfully facilitated by John. Coming out of the workshop, I have already started to observe how leaders are applying what they've learned. It was not easy to get my leadership team to step away from their day to day, but an absolute necessity for us if we are to reach the most ambitious goals in the company’s history in the upcoming year.

Paul Turner

Former SVP Worldwide Sales at Hackerone

What led you to work with Scale GTM?

As my responsibility expanded from EMEA to include all revenue teams globally, I was faced with the challenge of growing the business across every region and segment. I identiﬁed investment in our sales leaders as a critical lever to drive performance around the world.

How did the engagement go?

Scale GTM dove in to understand the challenges faced by my leaders, and tailored a comprehensive program that showed them how to maximize productivity of their quota carrying reps. The cornerstone of the program was a rep coaching program, completely tailored to our needs, that was personally rolled out by John and our enablement team in a live in-person workshop. I anticipated the newly promoted sales managers would receive incredible value from this. But what I was most surprised by was how valuable this was for even our most seasoned enterprise leaders. This investment, amidst the quarterly pressure of revenue goals, proved foundational for maximizing the potential and ROI of our sales leadership team.

Brian McDowell

Former CRO at Firstup.io

What led you to work with Scale GTM?

Leading the revenue organization in the midst of the pandemic was already challenging enough, but we also added the transition of our solution and brand from a pure communications play to an employee experience platform. These changes had a dramatic impact on how we message our value, who our buyer is, how we prospect, and so much more. We needed a partner that possessed both the breadth of knowledge, and depth of capabilities to drive this transformation across our revenue team.

How did the engagement go?

Scale GTM leaped into action. They took the time to lean in and partner with every function across my sales organization, from lead development to account executives. They delivered on a wide range of programs including selling to the new IT persona (due to our transition to a platform), upgrading outbound campaigns and sequences, instituting a CFO credible value program, and programmatically establishing a set of onboarding and ongoing enablement targeted at the lead development team. John’s personal involvement and commitment to our success led to a successful long-term relationship where I came to view Scale GTM as a trusted advisor.

Eve Alexander

VP of Product Marketing at Seismic

What led you to work with Scale GTM?

As the head of product marketing for the world’s leading enablement platform, it’s critical to connect the dots between our solution and the needs of our customers. The challenge is to do this at scale and still have it resonate with individual organizations and buyers. We had an opportunity to do just that through the release of Seismic Professional Edition, designed specifically to help small and medium sized businesses get started quickly and easily.

How did the engagement go?

Scale GTM was central to crafting the messaging for our new edition and related services. They developed internal enablement deliverables and playbooks to help sellers embrace and integrate Professional Edition into their sales pursuits. With the successful rollout, we’ve been able to open up new opportunities, accelerate sales cycles, and simplify the buying process for a key segment.

Konnor Martin

VP of Sales at Responsive

What led you to work with Scale GTM?

When you can take credit for some of the earliest sales as an individual contributor, as well as growing out the North America sales organization, it means you’ve seen a lot! It seems like every year there is a new hurdle to clear. This past year was no exception. As customer validation of our value reached a tipping point, we decided to step on the gas pedal. Our key focus became boosting rep productivity, and Scale GTM was our trusted partner throughout.

How did the engagement go?

They started by delivering a new message that deeply resonated with our buyers. Then they moved to help us standardize on MEDDPICC. Next, they engaged in team based training as well as 1:1 coaching and deal reviews. John has personally been there at every turn, good and bad, as a thought partner, as well as someone who has rolled up his sleeves. In line with our company name and brand, Scale GTM’s responsiveness, insights, and executional excellence was foundational in helping us achieve the highest sales performance in the company’s history.

Brett Wilson

VP of Partner Operations at Ethos

What led you to work with Scale GTM?

How does a leader in risk and actuarial roles end up spearheading the expansion of a partner-driven sales business? If you’ve ever worked in growth companies that are disrupting entire industries, you go where the opportunities are - and there was a significant opportunity to expand our footprint beyond our direct to consumer offering. While I was an expert on our product, I recognized that it was critical to implement a proven approach to sell and onboard distribution partners, and their agents.

How did the engagement go?

We partnered with Scale GTM to build out, operationalize, and drive adoption of an entirely new partner sales, expansion, and onboarding process from the ground up. It’s hard to quantify the impact as these foundational items are at the core of how we run our business day in and day out. What I’m most grateful for is Scale GTM and John’s personal commitment to the development of our journey at Ethos which has empowered us to get one step closer to our mission of protecting more families with simple, affordable life insurance.

Staci Eyer (McMenimon)

Head of Revenue Enablement at Snappy

What led you to work with Scale GTM?

While I was thrilled to be the first enablement hire at Snappy, I also recognized that the path to driving revenue impact was long and arduous. I was pleasantly surprised to learn that Scale GTM was already intimately involved across numerous critical sales initiatives such as storytelling. Scale GTM not only trained the entire field team, but spent time with each salesperson in order to coach and certify them.

How did the engagement go?

What impressed me the most was that John personally partnered with me to accelerate down that long and arduous path of building out the enablement function. We partnered on designing a competency framework model that became foundational to how we set expectations for new hires, promotion paths, and continued professional development. He regularly advised on key areas of concern for myself and the head of sales during the annual planning process. He became a trusted advisor to me, the sales leaders, and individual contributors through the insights he brought to every interaction.

Jay Sherman

Sr Director, Sales Enablement at Hackerone

What led you to work with Scale GTM?

Being an industry disruptor means there are surprises around every corner for your sales teams. That’s why it’s so important we implement the proper tools and methodologies to help our teams take a structured approach to addressing these complex challenges. Before Scale GTM, we worked with a vendor to implement MEDDPICC and Command of the Message. However, the feedback from our annual employee surveys surfaced an opportunity to improve how our managers coached their teams in these areas.

How did the engagement go?

Scale GTM helped to address this opportunity by creating a manager to rep coaching program tailored specifically for us, and designed it to integrate with our current sales methodology and value messaging framework. This approach ultimately elevated our sales leaders, their teams, and unlocked higher levels of adoption and ROI of our other enablement investments!

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