Enterprise Sales, Account Research and Soccer

Insights from running Global GTM for Manufacturing

Manufacturing in the US is transforming significantly driven by factors like: - Technology changes - Geo political situations and wars - Shipping route changes - Inter-country trade factors like Tariffs Zetwerk [https://www.zetwerk.com/] is a global player in the manufacturing space enabling companies to take manufactured products faster to their markets, using contract manufacturing capabilities. They have built a robust and resilient supply chain with their network of suppliers, quality control systems and capabilities. Gopal Krishna [https://www.linkedin.com/in/gopalkrishna/] runs the GTM for Zetwerk targeting US, handling their marketing and sales efforts. In this insightful conversation with Sridhar [https://www.linkedin.com/in/sridharnathan/], Gopal shares 1. His journey as an entrepreneur whose startup was acquired by Zetwerk 2. How his roles were different as a Founder and as a GTM executive 3. What is the nature of change in the Manufacturing space and what factors have been driving that change since Covid 4. How he prepares their go to market strategy from first principles, their focus on the Target Account List, and the importance of experiments 5. How building GTM for a new industry is like "going to space"! 6. What they believe are key factors in new hires, for them to be successful in the Manufacturing industry 7. How they have been data-driven in their strategy and execution, and how their tech stack (including B2Brain [https://www.b2brain.com/]) has enabled the team 8. What are the objectives they have when investing in Trade Shows like IMTS [https://www.b2brain.com/events/imts-2024] or RE Plus [https://www.b2brain.com/events/re-plus-2024] 9. What it takes to sell six-figure deals in Manufacturing, in terms of digital marketing & sales + in-person interactions 10. How it is so important to stay humble and with a learning mindset when executing GTM experiments This was a fascinating conversation, and gives so much food for thought for any GTM person selling to core industry verticals like Manufacturing

Tech Sales in Vertical Markets with a human touch

Chris Torrence [https://www.linkedin.com/in/chris-torrence-0ab7923b] has been selling and running strategy in the logistics and supply chain industry for a couple decades. Starting with the military where his principles and values were ingrained, Chris has seen multiple industry cycles and rightfully earned his "stripes". In this conversation, Chris shares his views on * how sales people have to build a mindset for playing the long game, and be human * the state of AI and bleeding edge technology and how it needs to also demonstrate immediate, incremental value to the logistics industry * what it takes for entrants into the sales force to be successful * what is the role of integrity and how can sales people build a perspective to be both a trusted advisor as well as an agent of change * how conferences and trade shows can make your investment really pay off * and many more nuggets including how he keeps an open mind to sharing and getting feedback (even to this day at ⁠ @OptymLE ⁠ [https://studio.youtube.com/channel/UCqcHJzBV8QWGi2VqFNV5KeA] ) Give it a listen, and let us know what you took away from this

Enterprise Sales, Account Research and Soccer

Dan Gridin (DanGridin.com [https://www.dangridin.com]) teaches Enterprise sellers ways to improve their craft, engage prospects in a methodical way, and generate more revenue. His grounding and experience in soccer/football gives him an unmatched perspective of how to solve enterprise sales challenges. In this episode, Dan and Sridhar (cofounder and ceo, B2Brain.com [https://www.b2brain.com/]) talk about how Enterprise Sales is changing, what proper "account research" actually means, how to adapt to the new world of AI while selling to traditional enterprises in Vertical markets, and much more. Take a listen, check out Dan's 5 Pillars and his framework to learn more.

Crush your Trade Shows with B2Brain

Trade Shows are high investment, high quality in-person interaction opportunities to build a quality pipeline. You are likely to find plenty of target accounts (and opportunities) from trade shows. Having access to Compelling Events in your target accounts gives you the edge in preparation, and making them successful. Give this episode a listen, to understand how to make the best of these fantastic opportunities. Remember, Luck happens where Preparation meets Opportunity. For more, check b2brain.com/events/