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How To Do GTM Today With Moogsoft CRO, Mike Cabot

How to reach decision-makers in today's hybrid work environment 



Professional Sales Tips you'll learn today on The Sales Podcast...

  • GTM Leader | CRO at Moogsoft
  • Technology has made prospecting problematic because it's everywhere.
  • You need to personalize your outreach.
  • Prospects expect value on the front end.
  • He tells his SDR team, who is doing prospecting, to let their peers know how they are solving problems.
  • You can go beyond verticals to find common ground, i.e., geography, tech stack, etc.
  • Sells to Fortune 2000 companies.
  • Multi-channel is how you reach ideal prospects today

Related episodes and posts

  • He doesn't
  • It's an exponential improvement as you layer your touches and outreach, so keep doing everything.
  • It's hard to get both causation and correlation lined up perfectly.
  • Buyers have spread out.
  • There is less personal relationship development time now.
  • Buyers are more business-oriented and focused more on goals and tasks.


Join The Club

  • LinkedIn Navigator is a must-have tool.
  • More scrutiny from buyers today.
During COVID it was 30% more work for 80% of the results."
  • Reach out to Mike if you're concerned about uptime.


Learn to make every sale with the IDSS Training.


Which CRM Is Right For You?


Sales Growth Tools Mentioned In The Sales Podcast

  • Hire The Best Speaker for your sales meeting or marketing conference
  • Take The CRM Quiz: get a free consultation with me
  • Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
  • The Sales Agenda: take control of every sales opportunity like a pro.
  • Leadferno: Turn lurkers into leads
  • Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
  • Send Drunk Emails: ...that get opened and get you paid!
  • Phone Burner: work the phone like a machine so you can be a human when you connect.
  • Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months


  • Guest Site: https://www.moogsoft.com/aiops-platform/
  • Guest LinkedIn: https://www.linkedin.com/in/mikecabot/


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