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The State of GTM in 2025: What’s Changing in Sales?
Go-to-market (GTM) strategies are evolving rapidly in 2025; the latest trends reveal a shift toward AI-powered efficiency, stronger sales and marketing alignment, and a widening performance gap between top and bottom sellers. As businesses refine their sales approaches, some key metrics show improvement, while others highlight ongoing challenges. This article breaks down the latest insights…
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Gap Between Top and Bottom Sellers is Growing
In the dynamic world of sales, performance disparities among sales representatives have become increasingly pronounced. Recent data from our 2025 GTM Benchmarks Report indicates the gap between top and bottom performers, previously x8.9 in our 2024 H1 Update, has expanded to x11. This widening chasm underscores the importance of understanding and optimizing sales metrics to…
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Tackling Sales Team Churn: Why Sellers Leave and How to Fix It
Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs) often leave their roles within 18 months, costing companies significant resources in recruitment, training, and lost revenue opportunities. Understanding sales team churn, the impact of churn on revenue growth, and actionable strategies to address these issues is critical for Chief Revenue Officers (CROs)….
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