In this episode, Daniel West, CEO of Prospection, discusses the concept of go-to-market and the changes he has seen in how businesses approach it. He emphasizes the shift towards a senior executive role responsible for all functions that contribute to a company's go-to-market strategy. West also shares insights on the challenges faced by SaaS businesses, such as revenue leakage, and the importance of clarity and a compelling value proposition for the sales team. He highlights the need for characteristics like resilience, curiosity, effective communication, and a process mindset in salespeople. Daniel also discusses his career trajectory and offers advice for aspiring go-to-market leaders.
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