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go-to-market

The rise of GTM Engineers
Back in 2018, I found the typical sales-to-sales ops ratio to be around 25:1
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Nicolas De Kouchkovsky
Untangling the TAM, SAM, SOM and ICP alphabet soup
The technology industry increasingly relies on TAM (Total Addressable Market) and ICP (Ideal Customer Profile) terminology.
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Nicolas De Kouchkovsky
Building a signal-based system
Signal-based selling is the latest industry buzzword, but it's causing confusion.
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Nicolas De Kouchkovsky
Challenging Conventional Go-To-Market Beliefs
I had a stimulating discussion with Craig Rosenberg and Matt Amundson – two sharp minds deeply knowledgeable about their domains and the industry.
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Nicolas De Kouchkovsky
Beyond spray-and-pray: The rise of signal-driven sales
Outbound prospecting has been facing increasing headwinds.
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Nicolas De Kouchkovsky
Weathering the headwinds: how sales teams are adapting to outbound's decline
Make no mistake—the decline in outbound response rates in 2023 has dealt a heavy blow, forcing sales organizations of every stripe to make difficult…
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Nicolas De Kouchkovsky
Beyond recovery: the SaaS market won't be the same anymore
As we plan for 2024, all eyes are focused on the macro environment.
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Nicolas De Kouchkovsky
Marketplaces are getting really big
Amazon Web Services (AWS) celebrated the 10th anniversary of its marketplace at re:Invent.
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Nicolas De Kouchkovsky
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