GTM Club Newsletter

🚀 GTM Club Newsletter #24: Four Ways to Deploy Executive Presence

Sales leaders sitting in the ivory tower miss deal intelligence, velocity, and trust. Here are four underused growth levers in sales-led GTM that compound when leadership shows up.

Welcome to GTM Club Newsletter #24. Here’s what we have for you today:

Why presence is signalling capital that your competitors cannot copy
Four ways to deploy executives to accelerate deals and deepen trust
A practical recap on choosing a qualification framework

You scan the pipeline. You check the dashboards daily. You ask sharp questions in the performance review. You feel close to the business.

You are not. The reports and reviews tell you what happened.

There is a version of sales leadership that runs the show from dashboards and second-hand summaries. It works, until it does not. The numbers matter, of course, they do. It is just very hard to get the full story when you are leaning only on secondary information. The leader who has not been in direct contact with customers ends up guessing at what the numbers mean. Guessing from an ivory tower is expensive.

Then there are the leaders who show up. They know exactly what the prospect said because they were on the call. The numbers tell them the full story, with the context filled in by the conversations they were part of. They know the context for the numbers as they see what is going on in the trenches.

In sports terms, the first kind of leader shows up at best when you are winning. The second kind does not skip a single training and is first to arrive on game day. Only one is truly useful to the organisation they lead.

This newsletter is about levers. These levers are sitting in plain sight. The second kind of leader uses them. The ivory tower kind does not.

Presence Is Signalling Capital

A literal management handshake in action.

Management Handshake Is for Winning Deals, Not Saving Them

For sales leadership, the management handshake too often shows up as a fire extinguisher. By then, the signal has flipped. Here is how to deploy senior weight as an accelerator across the sales cycle and ensure the exec delivers.

Customer event in progress with a goal of boosting expansion in key accounts.

How to Run a Customer Event That Drives Growth

Customer events move the pipeline when sales owns the play. Here is how to design an event that drives expansion, strengthens relationships, and turns a room of 30 into a growth engine. For VPs of Sales and CROs ready to stop treating events as marketing's budget line.

Experienced sales leader and a sales rep on their way to a customer meeting.

Why Sales Leadership Should Join Sales Calls

Your reps are in customer conversations every day. You are reading CRM updates. That gap between the pipeline report and what actually happens on calls is where leadership loses touch. Here is why VPs and CROs belong in customer contact, and how to make it count.

A face-to-face meeting is about to start.

F2F Meetings: The Advantage You're Not Using

You hired a local sales team. You pay for local presence. And then you run the same Zoom playbook as your competitor 3 000 km away. Face-to-face is a discovery, retention and expansion weapon most teams have forgotten how to use. Here is how to bring it back.