{"product_id":"the-go-to-market-cheat-code-isbn-9781394292103","title":"The Go-to-Market Cheat Code","description":"\u003cp\u003e\u003ci\u003e\u003cb\u003eNational Bestseller\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003e\u003c\/i\u003e\u003cb\u003eUnlock the timeless secrets to building strong business partnerships based on the foundation of trust\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eThe Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth,\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eBacked 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:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe “digital mask” and how it has influenced the starting point of trust in any business relationship\u003c\/li\u003e \u003cli\u003eThe perfect enterprise sales cycle and customer journey to get results without rushing through crucial trust-building stages\u003c\/li\u003e \u003cli\u003eCulture, customers, and context, and how the joining of these three elements creates a perfect business relationship\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eThe Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eForeword xi\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003e1 The Digital Mask 7\u003c\/p\u003e \u003cp\u003e2 Growth and the Cheat Code 19\u003c\/p\u003e \u003cp\u003e3 The Top-Down Necessity 29\u003c\/p\u003e \u003cp\u003e4 How to Set Up Your Own Cheat Code 41\u003c\/p\u003e \u003cp\u003e5 Customer, Context, and Culture 55\u003c\/p\u003e \u003cp\u003e6 Partner Ecosystem Nuts and Bolts 81\u003c\/p\u003e \u003cp\u003e7 Co-Marketing 91\u003c\/p\u003e \u003cp\u003e8 In the Field 101\u003c\/p\u003e \u003cp\u003e9 The Relationship Recipe 117\u003c\/p\u003e \u003cp\u003e10 When It All Goes Wrong 127\u003c\/p\u003e \u003cp\u003e11 Success and the New Metrics 137\u003c\/p\u003e \u003cp\u003e12 When It All Goes Right 149\u003c\/p\u003e \u003cp\u003e13 Insights into Successful Partner Programs 165\u003c\/p\u003e \u003cp\u003e14 Cash in Time 173\u003c\/p\u003e \u003cp\u003eConclusion 187\u003c\/p\u003e \u003cp\u003eAppendix: Supplemental Information 191\u003c\/p\u003e \u003cp\u003eNotes 195\u003c\/p\u003e \u003cp\u003eAcknowledgments 197\u003c\/p\u003e \u003cp\u003eAbout the Authors 199\u003c\/p\u003e \u003cp\u003eIndex 201\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJUSTIN GRAY\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJOSH WAGNER\u003c\/b\u003e 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.   \u003c\/p\u003e\u003cp\u003eWhile 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. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eThis 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.  \u003c\/p\u003e\u003cp\u003eThe 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.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Go-to-Market Cheat Code: The Secret to Unlocking B2B Growth \u003c\/i\u003eis 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.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for \u003ci\u003eTHE GO-TO-MARKET CHEAT CODE\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe Go-to-Market Cheat Code\u003c\/i\u003e 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.”\u003cbr\u003e \u003cb\u003e—BOB MOORE,\u003c\/b\u003e Co-Founder and CEO of Crossbeam; nationally bestselling author of \u003ci\u003eEcosystem-Led Growth: A Blueprint for Sales and Marketing Success Using the Power of Partnerships\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“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, \u003ci\u003eThe Go-to-Market Cheat Code\u003c\/i\u003e, 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.”\u003cbr\u003e \u003cb\u003e—MARK ROBERGE, \u003c\/b\u003eCo-Founder at Stage 2 Capital; Senior Lecturer at the Harvard Business School; founding CRO at HubSpot \u003c\/p\u003e\u003cp\u003e“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, \u003ci\u003eThe Go-to-Market Cheat Code\u003c\/i\u003e is your blueprint for success.”\u003cbr\u003e \u003cb\u003e—JAY M\u003csmall\u003eC\u003c\/small\u003eBAIN, \u003c\/b\u003eChief Analyst, Canalys\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990241886437,"sku":"NP9781394292103","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394292103.jpg?v=1761787032","url":"https:\/\/k12savings.com\/es\/products\/the-go-to-market-cheat-code-isbn-9781394292103","provider":"K12savings","version":"1.0","type":"link"}