doodly

Account Executive

QBRs and GTM Strategy Reviews

We are preparing for 2024 Go-to-Market Strategy reviews in January to review with our Sales Leadership (SaaS Technology). We were given a short and easy deck template to review our 2023 highlights/lowlights, 2024 key activities, customer trends, and pipeline. Personalization is encouraged, so I'm curious to hear from the War Room from your 1:1s or QBRs if you have had effective strategy conversations. What topics or discussions have been productive in your game planning with your leadership?

Going the other direction (because I know the comments will :), what feels like fluff or BS just for optics in these reviews?

👑 Sales Strategy

☁️ Software Tech

14 comments

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NoToBANT

Catalyst

Senior Account Executive

- Make sure you’re detailed oriented
- Try to include statistics to back up any points
- pinpoint top 10/25 accounts you want to break into next year and detail how you plan on doing that
- have a section about what you expect from the business to help you (tools, support, time etc)

winston.wolf

Fire Starter

Named Account Executive

Demonstrate your knowledge of YOUR business, and the strategy to grow it. You're the CEO of your turf, project that empirically through your slide deck.

ZVRK

Politicker

Enterprise Account Executive

I`ll start with the fluff. Personally, I don`t wanna see SWOT analysis and quadrant charts on these kind of meetings...

What usually gets a good reception is Win/Los analysis of major opportunities, lessons learned etc.

Here`s an idea too: have a slide with a map of your territory ( say N.America) and mark the won deals on the map with green, lost deals with red, opportunities orange etc.. I`ve done this a few times and as silly as it sounds, it gives the audience an idea where I`m mostly focusing my efforts.. people just love visuals, especially maps :)

HVACexpert

Politicker

sales engineer

Great ideas here; people do love good visualizations. And agreed that a SWOT analysis is fluff but management in my experiences LOVES shit like that.

ZVRK

Politicker

Enterprise Account Executive

Yeah, you’re right. Management loooves swat analysis so i guess you can through a crowd pleaser here and there 😅

jefe

Arsonist

🍁

I really like the map idea. People eat that shit up

poweredbycaffeine

WR Lieutenant

☕️

What happened last year. What I am accountable for this year. What I’m going to do to get it.

Prepare a plan, articulate it and prepare for it to be tested. Covey ownership or you will be eaten alive.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I’d add what the business/execs can do to help.

poweredbycaffeine

WR Lieutenant

☕️

I’d wrap that into what the rep is going to do. How will they activate leadership to enable their success?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Agree - control what you can control here.

Justatitle

Big Shot

Account Executive

do what they ask, own your results good or bad, and have a logical and clear plan to do well next year.

TheDude

Politicker

Partnerships Lead

Has leadership provided any sense of product roadmap, new verticals/adjacent channels?

doodly

Executive

Account Executive

We just went through the Sales Kickoff last week and got all the latest updates on the product and positioning new solutions in the market. So the next time we do this (most likely next quarter), I could reference my specific focus on those efforts.

Ambassador and Member

Hi, Outlining a slide with action plan of things you are willing to commit to for next quarter. Ex:1. number of meeting and opportunities you commit to creating per week. 2. creating a report from your CRM for every industry and the companies you will target in those industries. Hope this helps. Wish you the best.

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doodly

QBRs and GTM Strategy Reviews

14 comments

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