Scaling Go-to-Market (GTM) for Entperise Generative AI (Guest: Nicole Wieberneit)

In this episode, Nicole Wieberneit (Sales & Go-To-Market Leader) and Andreas Welsch discuss scaling go-to-market (GTM) for enterprise Generative AI. Nicole shares her approach to introducing technology innovations such as AI to sales teams, and provides valuable advice for listeners looking to scale their product sales through an enabled and engaged sales force.

Key topics:
- Be aware of marketing and sales' frequent reputation as overhyping capabilities or being overly shallow
- Approach GTM design for AI differently from traditional SaaS
- Balance product knowledge and depth with sales teams’ quarterly incentives
- Adapt incentive structures within a software company for sales teams to become a true advisor to customers
- Focus on vertical markets for AI SaaS

Listen to the full episode to hear how you can:
- Focus on a product, industry, or region to maximize your impact
- Articulate the problem you solve and build your pitch around it
- Understand your target buyer before creating your sales orchestration
- Test, experiment, and be open to feedback and adjustments

Watch this episode on YouTube:
https://youtu.be/sa-fW3iee5Y

Questions or suggestions? Send me a Text Message.

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Disclaimer: Views are the participants’ own and do not represent those of any participant’s past, present, or future employers. Participation in this event is independent of any potential business relationship (past, present, or future) between the participants or between their employers.

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