Steve Rotter

PMM 🤝 Sales Try THIS tip from Michael, Sr PMM at Thomson Reuters How they built strong PMM + Sales alignment with... 💬 A storytelling framework Your one pagers should start telling the story. Then when prospects want to see a demo? You continue the story. Like this 👇 THIS increased demo to win rate by 25% in < 90 days. But it didn't start that way... CONTEXT: Reps at a fast growing cybersecurity company were getting demos but failing to convert because the product was complex. Reps rattled off technical features instead of telling a story. THE SOLUTION: 1️⃣ Start with a real world problem "CISOs we talk to often worry about hidden vulnerabilities that traditional security tools miss..." 2️⃣ THEN introduce social proof "Just last month, a Fortune 500 healthcare company uncovered 37 critical vulnerabilities within minutes using our platform" 3️⃣ LAST, how, don't tell "Let me walk you through exactly how they did it – and how you can too..." How to keep demos structured yet authentic: ✅ Use a loose framework, not a rigid script ✅ Start with a hook about their pain point ✅ Prioritize storytelling, not features Your goal is to enable sales to personalize. 🧵 Follow the 80/20 rule for demos 80% core structure 20% tailored to prospect specific pain points Objections will happen. Train your reps on the Feel/Felt/Found approach: Feel: Acknowledge the concern. (“I get why you’d feel that way”) Felt: Relate to them. (“Other customers felt the same initially”) Found: Offer a solution. (“But what they found was X”) 📌 Want to deeper your PMM <> sales alignment? Run these exercises together: 1) Blindfolded demos: Deliver a demo without slides or screen sharing, focusing purely on verbal clarity and engagement. 2) Live demo critiques: Record your demos, and have your teams analyze engagement levels. 3) Reverse demos: Switch roles and play the prospect, experiencing the demo from the other side. TLDR; You need to bridge PMM <> Sales together. To build a personalization engine. According to McKinsey, 71% of buyers expect personalization – and 76% get frustrated when they don’t get it. Strong alignment is how you deliver it. Invest accordingly ✌️ -- P.S. Make sure you give Michael a follow btw! Ty for the great series Michael!!

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Beyond the budget battle lies the real opportunity - collaboration. In this breakout presented by 2X,Brandon Sullivan, Rich Carroll, and Barbie Mattie shared practical strategies for bridging finance and marketing: from redefining ROI to simplifying tech stacks and freeing up budget for what really moves the needle. When CFOs and CMOs align the result isn’t just clarity, it’s performance. #CFOConferenceAustin #CFOFallConf2025 #CFOLeadership Photos by HarryPhoto

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⚡ GTM is being rewritten in real time. At HubSpot’s INBOUND 2025, four shifts stood out that every GTM leader should know:  🔁 Loops are replacing funnels  🤖 AI is removing friction, not people  📊 Data hygiene is revenue hygiene  🤝 Trust is the new currency We break them down in our recap—plus a starter checklist you can use with your team this week to put the ideas into play. 📖 Read the full blog → https://lnkd.in/gwYrmj_Z 🔗 Want early access? Join the waitlist → https://lnkd.in/gbaTYmQw #INBOUND25 #B2BSaaS #GTM #AgenticAI #SignalToRevenue

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“We’re quickly turning down the low-quality stuff, and we’re being super creative.”   That’s how Thoma Bravo Partner Carl Press described our approach to the current deal landscape, speaking at Mergermarket’s Private Equity Forum in Austin. "It’s hard to get a new platform investment done – as hard as it’s ever been,” Carl said, “With fewer great opportunities, we’re making bigger, high-conviction bets.” Thanks, Carl, for representing Thoma Bravo and sharing your valuable insights at #MergermarketAustin. Looking forward to seeing you there again next year!   Watch the video ➡️

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Driving ROI 💹 and global growth starts with AI-powered localization. At #SlatorConSV25, Bryan Murphy of Smartling shows how a hybrid AI-human approach, targeted tech investments, and strong performance metrics drive ROI and global business growth. #Localization #AI #ROI #GlobalGrowth

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