The Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth - Hardcover

Gray, Justin; Wagner, Josh

Hardcover

ISBN 10: 1394292104 ISBN 13: 9781394292103

Publisher: Wiley, 2024

Synopsis

National Bestseller

Unlock the timeless secrets to building strong business partnerships based on the foundation of trust

In The Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth, award-winning entrepreneur Justin Gray and seasoned executive Josh Wagner deliver a research-rich and example-based exploration of why trust and relationships are the true foundation of every thriving business, and how you can build, maintain, and leverage trust in your own business dealings to gain an edge over competitors. This book avoids flash-in-the-pan trends and focuses instead on timeless proven principles that can help you scale your organization to the next level.

Backed by a wealth of research and case studies, this book provides all of the practical tools readers need to bridge the gap between theory and practice. Readers will learn about topics including:

• The “digital mask” and how it has influenced the starting point of trust in any business relationship
• The perfect enterprise sales cycle and customer journey to get results without rushing through crucial trust-building stages
• Culture, customers, and context, and how the joining of these three elements creates a perfect business relationship

The Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth is a timely, essential read for all executives and founders seeking to understand the importance of trust in business relationships and unlock the secret to stronger, more lucrative business partnerships.

About this title

About the Author

JUSTIN GRAY is the Co-Founder and Managing Partner at In Revenue Capital and an award-winning 5X entrepreneur who has made a career of launching and scaling companies, guiding them to successful exits of over $250MM. As a recognized speaker and thought leader, Justin has presented at top industry conferences and has been published more than 500 times.

JOSH WAGNER is a sales, marketing, and channel leader who has spent 20 years selling to and through strategic partners and has helped start-ups scale from $0 - $20MM. Today Josh is the Co-Founder and Managing Partner at In Revenue Capital, where he provides GTM operator expertise to support growth stage founders.

From the Back Cover

Praise for THE GO-TO-MARKET CHEAT CODE

“The Go-to-Market Cheat Code is exactly that―a secret weapon for B2B business success. Gray and Wagner share their hard-won wisdom and well-researched case studies to give you a leg up. In this new era of AI and Ecosystem-Led Growth, this is essential reading for every leader looking to scale and thrive.”
―BOB MOORE, Co-Founder and CEO of Crossbeam; nationally bestselling author of Ecosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships

“As Co-Founder of Stage 2 Capital, I have seen the transformative power of strategic B2B partnerships firsthand. Justin Gray and Josh Wagner’s book, The Go-to-Market Cheat Code, is a masterful guide that distills decades of experience and insights into a compelling narrative. This book is a must-read for anyone serious about leveraging the power of collaboration to drive growth and innovation.”
―MARK ROBERGE, Co-Founder at Stage 2 Capital; Senior Lecturer at the Harvard Business School; founding CRO at HubSpot

“Partnerships are one of the most sorely misunderstood―and underutilized―areas in B2B business today. As a result, organizations leave great amounts of revenue and opportunity on the table. In this book, Justin Gray and Josh Wagner demystify what it means to engage with strategic partners and all the benefits such an approach can unlock. If you want to reach today’s sophisticated buyers, The Go-to-Market Cheat Code is your blueprint for success.”
―JAY MCBAIN, Chief Analyst, Canalys

From the Inside Flap

While it’s true that B2B buying has changed dramatically in terms of how buyers gather information and evaluate possibilities, the way that they make decisions has not. When faced with making critical decisions, buyers still turn to the same sources they always have―insights and recommendations provided by trusted relationships.

The Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth presents a research-rich and example-based exploration of why trust and relationships continue to be the true foundation of every thriving business, taking an honest deep dive into what it really takes for B2B go-to-market teams to engage buyers and leverage what is truly the shortcut to success: the activation of trust.

This book dispels the mischaracterization that relationships go against ‘scale’ and thus should take a backseat to more automated or digital motions. It also covers how modern partner ecosystems are the specific yet vastly underutilized key to achieving hyper-growth alongside efficient economics.

The practices in this book have been carefully cultivated over decades of lived business experience, hard knocks, and lucrative exits. The book, written by Justin Gray and Josh Wagner, two in-the-trenches experts on scaling B2B businesses to great heights, shows that success has nothing to do with shiny new technologies or fad gimmicks―instead, Gray and ­Wagner invite readers to reframe their entire mentality around “trust,” the only fundamental driver of growth. Because when all is said and done, great organizations aren’t simply masters of tactics; they’re masters of trust.

The Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth is an essential guidebook for the founders and executives of today’s business world, especially those in B2B markets, providing the practical knowledge they need to create, maintain, and leverage trust to build lucrative new partnerships­―and grow their business.

Edition details

• Publisher: Wiley
• Publication date: 2024
• Language: English
• ISBN 10: 1394292104
• ISBN 13: 9781394292103
• Binding: Hardcover
• Edition number: 1
• Number of pages: 224