Scaling GTM, The Rigour and Diligence Required

In this conversation, Ben Morrell and Margaret Davies discuss the intricacies of sales and market strategy, particularly in the context of startups. Margaret shares her extensive experience in B2B technology sales and marketing, emphasizing the foundational elements necessary for scaling go-to-market strategies. They explore the importance of understanding customer needs, establishing effective sales methodologies, and the critical role of sales operations in ensuring transparency and accountability. The discussion also highlights common pitfalls in sales organizations and the need for continuous refinement of sales processes and value propositions.