Hot Takes

Burning Questions, Counterintuitive Insights and Surprising Datapoints to Spark Your Imagination

Armando, Massimo & Gary
All Marketing Product Revenue Sales
May 2023, 02

The Enterprise Sales Cycle Just Got Long AF with Brian Gerrard

We are living in an unprecedented time of SaaS! Needless to say, the Enterprise sales cycle has changed for the foreseeable future.

Now, we will have to lean in deeper than ever before and ensure whoever we hire is not only technical but respectfully persistent and organized to drive a deal to closure—which is exactly what you’ll learn in this session with Brian Gerrard, Sales Director at Outreach.

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Apr 2023, 28

Following Content Trends Is A Recipe for Disaster with Chris Decker

Marketing experts keep saying that you need to follow trends on social media in order to grow.

But following trends leads to disaster: total burnout and brand confusion.

The way to win is to lead your market with content from a place of depth and clarity which leads to community and engagement. In this hot take, Chris Decker, CEO and co-founder of Salescast, will show you how to break out from the flock and finally lead from a position of strength in your content.

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Apr 2023, 26

Your Launches Aren’t Having the Impact They Should with Janet Giesen

Whether you are launching a new product, partnership, or campaign, you typically get one shot to launch it in the market. So you need to do it right, or it will fizzle out without business impact. Your launches will need careful planning and follow-through to stand out.

This talk with Janet Giesen, founder & principal at JetPath Consulting, gets to the heart of successful launch planning: from mapping your audiences to identifying business objectives to getting teams across product, sales, and marketing to launch together.

It will also cover balancing market share and mindshare objectives in your launch strategy and follow-up.

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Apr 2023, 25

Think You’re Good At Listening? You’re Not. with Clay Miner

Ask 10 different sales leaders what makes a great salesperson you’re bound to get many of the same answers: Product knowledge, effective communication, discipline, etc…

However, the skill of listening is often overlooked as most assume they are good at listening. They are wrong.

In this session with Clay Miner, Global VP of Sales & Value Engineering at Pendo, you’ll learn:

  • The origins of active listening
  • Why active listening is critical in building authentic, empathetic relationships
  • Workshop ideas to practice active listening with your team.

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Apr 2023, 24

Leading With Features Kills Your GTM Strategy with Sam Isaacs

Picture this: you’re a founder, have product-market fit, and are scaling. Suddenly outbound stops, SDRs are no longer efficient, inbound leads are no longer valuable, and you can no longer create revenue flywheels.

What now? Pivot your go-to-market strategy!

In this session, Sam Isaacs, Owner of Elevate PLG, highlights the importance of creating awareness through scaled campaigns and eliciting buyer emotions before solution sales, including examples demonstrating how leading on features is not always the most effective approach.

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Apr 2023, 21

RevOps For Grown-Ups, with Lorena Morales

RevOps isn’t just for B2B SaaS anymore.

In this session with Lorena Morales, Director of Global Digital Marketing, Revenue Operations at JLL, you’ll learn where to start when you do RevOps for a global enterprise company (100k + employees).

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Have a hot take you’d like to see published? 🌶️

Write it down in 250-350 words, fill out the form below, and let us know.

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Apr 2023, 20

Your Product Feedback Won’t Change Anything; your Validation Will, with Alex Grant

Many tech organizations have a process (or processes) to bring product feedback from front-line customer-facing teams to the teams that build the solution.

These processes are often cumbersome and time-consuming and don’t leave any team–or customers–feeling satisfied.

Here’s the dirty secret, most of that effort goes nowhere. We will talk about a better, more pragmatic way to ensure that the valuable perspective and knowledge of customer-facing teams actually become a driving force in product strategy and building decisions.

In this session with Alex Grant, VP of Product at Personio, we’ll discover:

  • The common failings of customer feedback systems
  • How to re-set expectations between Customer and Product Teams
  • How Customer insight should drive technology decision-making via validation

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Apr 2023, 19

Sales Enablement Impact By The Numbers with Irina Soriano

In this session with Irina Soriano, VP of Enablement at Seismic, you will learn about a brand-new approach highlighting how sales enablement can correlate with clear business outcomes that help you drive accountability for your GTM teams and gain executive buy-in.

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Apr 2023, 18

Pricing Does Not Need to be Defined by a Value Metric with Amy Beaudoin

Getting pricing ‘right’ can be extremely difficult and take many iterations as so many considerations need to be taken into account.

Consulting companies, such as ProfitWell (formerly Price Intelligently), recommend having a value metric to base your price on pricing models.

Amy Beaudoin, Senior Director of Product Marketing at Uptempo, will provide a practical example from her own company that explains why this approach doesn’t always make sense depending on your business.

In this session, you will learn:

  • How to determine whether you need a value metric for pricing
  • Where it makes sense to use a value metric or not
  • Ways to approach your pricing strategy to align with a maturity model

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Have a hot take you’d like to see published? 🌶️

Write it down in 250-350 words, fill out the form below, and let us know.

Send your Hot Take
Apr 2023, 14

Product-Led Tactics Your Sales Team Will Love with Alessia Camera

How do you collect leads for your B2B marketing strategy? Of course, landing pages and funnels are expected to attract leads.

The problem is that those leads are generally not aligned and not fully understanding your product.

Alessia Camera, Head of Marketing & Growth at Taxfix, shares how creating a product-led B2B acquisition strategy can make your leads as hot as the hot sauce on your hot dog.

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Revenue Acceleration Manifesto

Breadcrumbs is on a mission to break down silos between customer-facing teams. We enable operators to acquire and grow revenue faster by unlocking the value that already exists in their data and technology.

READ THE MANIFESTO