{"id":163,"date":"2024-08-22T22:53:37","date_gmt":"2024-08-22T22:53:37","guid":{"rendered":"https:\/\/powerhousetips.com\/index.php\/2024\/08\/22\/the-cold-calling-code\/"},"modified":"2024-08-22T22:53:37","modified_gmt":"2024-08-22T22:53:37","slug":"the-cold-calling-code","status":"publish","type":"post","link":"https:\/\/powerhousetips.com\/index.php\/2024\/08\/22\/the-cold-calling-code\/","title":{"rendered":"The Cold Calling Code"},"content":{"rendered":"<div>Tips for leaders and reps. Cold calling is one of t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> few activities in go-to-market that remains a constant regardless of company stage of scale.<\/div>\n<p>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> post <a href=\"https:\/\/gtmnow.com\/t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>-cold-calling-code\/&#8221;>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> Cold Calling Code<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n<p><iframe style=\"border-radius:12px\" src=\"https:\/\/open.spotify.com\/embed\/episode\/1e2xTJ09cPL5T3wKFV6Ba1?utm_source=generator\" width=\"100%\" <a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ight=&#8221;152&#8243; frameBorder=&#8221;0&#8243; allowfullscreen=&#8221;&#8221; allow=&#8221;autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture&#8221; loading=&#8221;lazy&#8221;><\/iframe><\/p>\n<div style=\"<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ight:25px&#8221; aria-hidden=&#8221;true&#8221; class=&#8221;wp-block-spacer&#8221;><\/div>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/andrewfoxjohnston\/\" target=\"_blank\" rel=\"noreferrer noopener\">Andrew Johnston<\/a>\u00a0is currently t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> Head of Sales at Superhuman, w<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>re <a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> leads t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> go-to-market strategy as part of t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> executive team. Previously, <a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> built t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> Mid-Market and PLS motion at Scale AI and led t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> global sales team at SendGrid following its acquisition by Twilio and its IPO.<\/p>\n<h3 class=\"wp-block-<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ading&#8221; id=&#8221;h-discussed-in-this-episode&#8221;>Discussed in this Episode:<\/h3>\n<ul>\n<li>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> key differences between product-led growth (PLG) and product-led sales (PLS).<\/li>\n<li>W<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>n and why companies should consider transitioning from PLG to PLS.<\/li>\n<li>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> challenges of combining distinct sales teams during an acquisition.<\/li>\n<li>How to effectively enable sales reps during a product expansion.<\/li>\n<li>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> importance of understanding your ideal customer profile (ICP) for successful PLS.<\/li>\n<li>Strategies for moving upmarket, such as implementing paid pilots.<\/li>\n<li>Creating career paths and incentives for sales reps in different segments.<\/li>\n<\/ul>\n<h3 class=\"wp-block-<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ading&#8221; id=&#8221;h-highlights&#8221;>Highlights:<\/h3>\n<p>(9:50) Andrew&#8217;s definition of product-led growth and how it differs from product-led sales.<br \/>(12:16) T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> triggers for considering a transition from a PLG to a PLS approach.<br \/>(25:00) T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> challenges faced w<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>n combining SendGrid and Twilio&#8217;s sales teams post-acquisition.<br \/>(32:49) How Twilio&#8217;s unique &#8220;estimated ARR&#8221; commission structure impacted sales behavior.<br \/>(35:55) Using SendGrid as a &#8220;trojan horse&#8221; to expand Twilio&#8217;s presence in customer accounts.<br \/>(42:00) One thing revenue leaders believe to be true that Andrew thinks is bull$***<br \/>(47:09) One thing that is working for Andrew in go-to-market right now.<\/p>\n<p><strong>Guest Speaker Links (Andrew Johnston):<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/andrewfoxjohnston\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.linkedin.com\/in\/andrewfoxjohnston\/<\/a><\/p>\n<p><strong>Host Speaker Links (Scott Barker):<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/ssbarker\/\" target=\"_blank\" rel=\"noreferrer noopener\">www.linkedin.com\/in\/ssbarker\/<\/a><br \/>Newsletter:&nbsp;<a href=\"https:\/\/t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>gtmnewsletter.substack.com\/&#8221; target=&#8221;_blank&#8221; rel=&#8221;noreferrer noopener&#8221;>t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>gtmnewsletter.substack.com\/<\/a><\/p>\n<p><strong>Sponsors:<\/strong><\/p>\n<ul>\n<li><a href=\"https:\/\/www.apollo.io\/demo-c?utm_campaign=podcast&amp;utm_medium=paid&amp;utm_source=gtmnow&amp;utm_content=august\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Brought to you by Apollo<\/strong><\/a><strong>.\u00a0<\/strong>Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ir outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks.\u00a0<\/li>\n<li><a href=\"https:\/\/www.integritypowersearch.com\/?utm_campaign=gtmnow&amp;utm_source=referral&amp;utm_medium=website\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Brought to you by IPS<\/strong><\/a>. Most recruiting firms fill an order, but IPS is a different breed of search firm. T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>y dig into your business to understand its current state and t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> future vision and are relentlessly in pursuit of t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> very best leaders, sales people, marketers, and engineering talent out t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>re. W<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>r you want advice, have one hard to fill role or a team buildout, we can&#8217;t recommend IPS enough.\u00a0<\/li>\n<\/ul>\n<p><strong>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> GTM Podcast<\/strong><br \/>Features conversations with well-known tech executive, VC, and founders &#8211; t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> <a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">why<\/a> operators in t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> trenc<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>s who have \u2018been t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>re, done that\u2019 to build some of t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> fastest-growing software companies. Every week, a guest joins Scott Barker to dissect t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>ir stories, revealing <a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">why<\/a> insights around what worked, what didn\u2019t, and how things actually went down.<\/p>\n<p>This podcast is produced by GTMnow, t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> media brand of VC firm GTMfund &#8211; sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> best go-to-market executives.<\/p>\n<p>T<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> post <a href=\"https:\/\/gtmnow.com\/gtm-106-mastering-t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a>-transition-from-plg-to-pls-andrew-johnston\/&#8221;>GTM 106: Mastering t<a href=\"https:\/\/exactprospect.net\/unlock-now?affiliate_id=ao7qmja\">GTMnow,<\/a> Transition from PLG to PLS with Andrew Johnston<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tips for leaders and reps. Cold calling is one of tGTMnow, few activities in go-to-market that remains a constant regardless&hellip;<\/p>\n","protected":false},"author":1,"featured_media":162,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-163","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-small-business"],"_links":{"self":[{"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/posts\/163","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/comments?post=163"}],"version-history":[{"count":0,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/posts\/163\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/media\/162"}],"wp:attachment":[{"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/media?parent=163"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/categories?post=163"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/powerhousetips.com\/index.php\/wp-json\/wp\/v2\/tags?post=163"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}