thank you to over 11,000 of you who read this weekly and share with your friends and family for behind the scenes on building a million dollar business from scratch and beyond. i also include a personal note in the end so i am grateful that you let me do that without judgement.
last week, i shared about how to how to create a market movement as one of the 10 go-to-market principles that helped us go from 0 to million in 9 months with two different companies, in different markets with different economic times.
so far, i have shared 5 plays:
play 1: Redefine the problem
pay 2: Your Point of View is your Strategy
play 3: Find you lane of genius
play 4: Become a guide and create a standard
play 5: Create a market movement
but today i want to take a break and instead of play number 6, let me tell you more on the market movement.
last week we hosted our 5th go-to-market roadshow - it was a massive success with about 100 GTM leaders in attendance - check out here
the question, i always get is how do we get 100ish executives to attend a new company event month after month in different cities?
and here’s crazy part - we never send a mass email for people to attend!
here’s what happens:
for every event, we identify the partners, sponsors and work together on a list of about 200+ GTM leaders in the local region and send 1:1 LinkedIn message from me.
the message is very targeted and specific and not a sales message. when a CEO invites a CEO or other c-level leaders, guess what, the response rate dramatically increases.
then we do about 15 min briefing call with as many people as possible to give them the lay of the land and that again, increases the show rate.
for every attendee, we ask for them to bring a team member or someone they know as a VIP because we believe we learn and grow together.
we then also identify 5-6 GTM leaders who will speak who in turn promote and bring their teams and like-minded people to the event.
we have no sales pitch and no booths.
all is done through networking during the event and shared experiences.
the comments from the event were this:
“this seems like a movement.”
“we are excited about it and can’t wait to get our team ready to use the framework and do a workshop with you.”
when you focus on something consistently for a period of time, everyone wants to be part of it.
movement creates conversations.
on a personal note, right before the roadshow, we did an offsite with my team and focused on the concept of love, not like.
i feel we often like our team members so much that we don’t love them enough.
here’s what i mean.
Like - burns calories and Love - restores energy.
read that again.
few examples to double click on this concept.
when you like someone, we hope they will learn that its not working but when you love someone, we set time 1:1 and tell them directly and suggest some ways to solve the problem
when you like someone, we don’t want to offend that person but when you love someone, you say i am going to ask questions to find a deeper reason
when you like someone, we want to be respectful so we overlook the problem over and over again but when you love someone, you will tell the truth even if it might seems inconvenient to them directly and not gossip around
when you like someone, we overload ourselves and get busy but when you love someone, we are open to ask for help
when you like someone, we get frustrated and stay frustrated but when you love someone, we try to seek to understand before being understood
love culture requires sacrifice, truth and grace all at the same time.
it’s extremely hard. i struggle with it myself tremendously.
like culture is all about not to offend, not to question, not being honest with each other which seems to work in the now but will crack the foundation of the team in the future.
a high performing team needs to love and not like.
how do you what culture you have?
well, when you can have tons of happy and we both are right conversations - you know you have a like culture.
when you have tons of hard conversations about focus, priorities, and ask for help - you know you have a love culture.
for any movement to be successful, it requires us to challenge the status quo and build a culture of love, not like.
remember: love culture restores energy and like culture burns calories for a high-performing team, a movement and even your family.
leaderpoint: build a love, not like culture.