Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions. 

However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:

1. Motivating
2. Planning
3. Learning Your Customers
4. Focusing on What Matters
5. Hiring

Brian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.

We discuss:

- How to avoid demotivating sales teams with unrealistic quotas

- Building revenue plans that match your go-to-market process

- Gaining a deep understanding of customer problems and desired outcomes

- Focusing the GTM team on what matters

- One interview question that will drastically improve your sales hire success rate

Resources mentioned during the podcast:

- Who by Geoff Smart 

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.