Latest / Straight To Voicemail / What happens when your go-to-market motion leads with value?
Transcript
- Amanda Smith (00:00): Amanda Smith. Something that's been on my mind a lot recently is how do you build trust in a world where there's so much noise and literally everyone isvy for your attention? Everyone, you see it everywhere. And content marketing is really important when we talk about that, right? But sometimes the focus with content marketing is that you're talking about traffic and leads. I wanted to talk to Ryan Milligan. He is the VP of sales, marketing and rev ops at Quota Path. And the reason why I tapped him is because he really has helped build a strategy that's about building trust while using their content and still doing the things that it needs to do in a world full of noise. Ryan and his team are winning by leading with value. They're building trust. They've got ungated tools and in-depth comp plan resources, and they're even going back to good old fashioned in-person dinners with prospects and customers. Their content is informative, yes, but it's useful. And that usefulness is generating pipeline. And what happens when your go-to-market motion leads with value? Here is what he had to say. (01:27): Your call has been forwarded to an automatic voice message system. At the tone, please record your message. Ryan Milligan (01:35): Hey Amanda, great question. I'm Ryan. I lead the go-to-market teams at Quota Path. What we do is we help you use your compensation plan to drive better performance from your teams, all while saving time, calculating commissions. So I spend a lot of time thinking about comp plans and the way that we build trust is by providing value. At the start of our go-to-market motion for our buyers, we build ungated reports that we launch quarterly. We write eight to 12 blog articles every month. And really we're focused on giving advice on compensation plan design and execution because no one ever went to school learning how to build a comp plan. So we survey hundreds of go-to-market leaders to learn what they're doing, what's working, what's not working, and we share that practical advice ungated in order to build goodwill in the market. We also do a lot of in-person events where you can meet the team, one of those being, and we offer free compensation plan consultations. With me, I'm happy to spend a half hour talking through any comp plan. I've done like 300 in the past couple of years. So the theme for us really is giving advice and guidance on how to build actionable, effective comp plans and building goodwill with a buyer over time so that when they eventually come back and are looking at commission automation tools, they think really fondly of quarter path. Amanda Smith (03:02): Thank you for listening. Want your podcast to do more? Subscribe to Genius Cuts because it's never just a podcast.