WHAT WE DO
and who we are
WHAT WE DO
At GTMstrat we started our careers as B2B sales pros who’ve successfully transitioned between legacy corporate sales environments and scrappy venture-backed startups. We know what it’s like to have a number on your head every month, quarter or year. We know about activity reports (we hated those), meeting quotas and keeping our Salesforce (or any other CRM) up to date. We also know how hard it is to develop strong relationships with key clients and prospects, long nights of entertaining and maybe even travel. And, we LOVED every second of it!
With all this, we also know how hard it is to find the time to prospect and make sure our pipeline stays full with active opportunities. It’s also the part of sales most teams like the least (ok, maybe they dislike expenses more, but prospecting is definitely a close second).
We’ve often wondered what it would be like if we could just spend time closing deals while outsourcing our prospecting to someone we trust. We’ve always known it would help us fill our pipeline with opportunities we just don’t have time to get to. The problem has been finding someone that will work as hard as we do so all the “crappy” work (well, we were thinking of another word. Will give you a hint, it starts with S and rhymes with the word Shitty).
To us, figuring out the puzzle of the right value proposition and matching that to the right audience using the right tools and tech is fun! Researching prospects, writing thoughtful, effective content...Content that gets meetings with qualified prospects and leads to more sales. Where can I sign my team up for this? Right here, my friend...Right here.
We also develop smart and strategic sales Go-To Market plans. What’s the right sales structure for your company to succeed today AND tomorrow? Need a sales playbook? Have your sales hit a wall and you have no idea why? We’ve got you covered.
IF YOU ARE A.....
As a CEO you wear lots of hats to “keep all the trains running on time”. You’ve got to make sure product gets developed, marketing has the tools they need, that all the bills get paid on time and all your billings deposited in the bank. Oh, yes, you’ve also got to make sure revenue keeps flowing in too.
Thankfully, you’ve probably got a head of sales, or at least salespeople who are in charge of revenue generation. We’re sure you are involved as you can be in the sales process, but you have lots of priorities of which this is only one.
Allow us to give you a peek inside the mind of your sales team..Good salespeople love being in front of qualified prospects, closing deals and entertaining clients with expensive meals and fancy perks. You know what they hate? Prospecting. It’s not that they are lazy, it’s just that people love doing what they are naturally good at. They gravitate towards the things they love and and do whatever they can to put off the stuff that sucks. Getting told “no” day after day sucks. So, why not spend time with the people who only say “yes”?
What if we could take the burden of rejection off their plates so they can spend more time in front of people that only want to say yes? They’d get more deals, generate more revenue and you’d get promoted to Chairman of the Board and be on the cover of Fortune Magazine.
Want your sales team to have access to more pipeline without giving them more work to do? Want there to be fewer dips in revenue and have a more predictable sales model? Call us, we can help. We can also put you in touch with the folks at Fortune Magazine...We’ll do that right after revenue doubles.
HEAD OF SALES
Let’s get real about B2B Sales. As sales pros who’ve worked in big corporate and scrappy startup environments targeting Enterprise and Mid-Market accounts, we recognize certain universal truths:
There’s a number on your head every month, quarter and year. And the more successful you are, the more you’re “rewarded” with even bigger targets next year.
Time in front of qualified prospects, growing customers and closing new business is AWESOME.
Time prospecting, territory planning, logging activities or anything having to do with Salesforce SUCKS.
Winning is everything… and “stuff” that sucks often gets in the way.
At GTMstrat, we take care of the stuff that sucks so you can do more of what’s awesome.
So now you’re thinking, one more universal truth:
No one else will do it right like you do. No one else will really find and research the right prospects, or craft a customized message per company or role, or get in the door, or frankly, be as effective on the crappy -- but important -- “stuff.”
Except, we think and act like you. At scale. We work as hard as we do so all the crappy work is, well, awesome.
Building intelligent Ideal Customer Profiles and highly researched Target Account Lists. Finding not just all contacts, but the best ones. Writing thoughtful, effective, highly customized outreach and making smart follow up calls that get meetings with qualified prospects and lead to more sales. And tracking and analyzing all to find your “sweet spots” to sell more. That’s what we do.
WHO WE ARE
Partner, Practice Lead - Sales GTM
Colleen Dempsey has repeatedly scaled revenues, enterprise sales and client facing organizations from $50K to $200MM, and teams of two to 450.
Colleen has an innate ability quickly zero in on market opportunity, strategy, messaging and just enough tools and processes to deliver on business metrics. She developed proven practices in sales roles at Xerox, leadership of PR Newswire and VP of Sales & Client Services roles at Kontera and five other startups (three acquired). Many of those learned practices have been used as a basis to help scale revenues for our current clients at GTMstrat.
Dempsey’s passion for building successful startups showed while still an undergraduate at the University of Pennsylvania. She founded UPenn’s first co-ed a cappella singing group, Counterparts, still performing today. She also holds an MBA from the Johnson Graduate School of Management at Cornell. A SoCal native based in New York, Dempsey can not only create harmonies out of disparate parts, but aspires to learn every line from Pitch Perfect. Watch out for her performances on random street corners. Demspey has been known to spontaneously burst into song.
Partner, Practice Lead - Account Based Sales Development
Stephen leads our business development, a dedicated unit set-up to engage with clients, understand their businesses goals, and collaborate with specialized disciplines to develop solutions that will help drive revenue. Stephen has particular experience in this area; His singular focus on revenue growth via a disciplined activities approach led to award winning performance at Wired and Business 2.0 magazine. He’s transferred that discipline to exponential revenue results at VideoEgg (now Say:Media) and four other startups (three acquisitions).
At GTMstrat, Stephen’s endeavors have focused on helping startups, turnarounds, established enterprises and market launches scale their new opportunities and revenue bases.
A self-professed Apple geek, Stephen embodies the same principles in his work as for our clients: design elegance and supreme ease of functionality. It’s his personal style that allow GTMstrat clients grasp ideas and value benefits faster accordingly. Flink is also an avid ice hockey player, and has no problem throwing an elbow or two for those that do not grasp the aforementioned ideas.
Flink resides in New York & Austin Texas and is a graduate of The George Washington University.
Director of Outreach
Chris comes to GTMstrat from Outreach.io, where he was one of their first SDR’s. Chris has had a front seat view of the changing SDR landscape and as such has learned all the tactics that make a successful SDR. Just as valuable, he’s seen the litany of mistakes that can be made that damage reputation and hurt lead gen efforts. Chris is also an veteran of the US Army where he worked as a Russian Translator and learned the expression иди продай что-нибудь, which happens to serve clients of GTMstrat very, very well.
Chris is a graduate of Cal State Polytechnic and lives outside of Seattle with his wife and two children.
Client Research and Insights
Darren's prior positions have mainly been on Wall Street. So, naturally we've assigned him the task of number crunching. Darren's primary function at GTMstrat is to get our clients deep levels of analysis on what is happening inside their sales teams. Want to know if your team will hit goal next quarter? Let him design your pipeline report and he'll give you insights you didn't even know you needed.