The Talent GTM Podcast

Rethinking Network Hiring

Fri, 16 Jan 2026 09:00:00 -0600

In this episode, Krissy sits down with Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, to rethink how leaders use their networks when hiring GTM talent. Craig challenges the “hire slow, fire fast” mindset and explains why real speed comes from preparation, not shortcuts. They dig into the idea of staying in the hunt long enough to find great talent, why networks are just the starting point, and how the best recruiters operate like true hunters, knowing where to look, how to dig deep, and how to keep momentum when leaders are stretched thin. If you’re relying on your network to hire but not seeing the results you want, this conversation will change how you approach it.

Discover hiring insights with other leaders on The Talent GTM podcast. If today’s conversation piques your interest subscribe to our podcast on Spotify, Apple Podcasts, or our website, and never miss an episode. Together, let's master the art of GTM leadership and hiring practices. #TalentGTM

Google’s NotebookLM – The Underrated GTM AI Tool

Fri, 21 Nov 2025 08:00:00 -0600

Google’s NotebookLM - The Underrated GTM AI Tool

AI is reshaping go-to-market strategy, but most teams still don’t know where to start. In this episode of The Talent GTM Podcast, Krissy talks with Jon Russo, CMO and Founder of B2B Fusion, about how Google’s NotebookLM is quietly becoming a game changer for GTM leaders.

They dig into how the tool helps align sales and marketing, improve data-driven decisions, and streamline productivity without adding another complex platform. Jon also shares what he’s seeing across the market as AI shifts how companies budget, hire, and operate.

A short, practical conversation for anyone looking to move beyond AI hype and into real results.

From Hiring to High-Performance: How Rocketlane’s VP of Sales Builds Winning Teams

Fri, 03 Oct 2025 07:00:00 -0500

Join Krissy Manzano as she sits down with Kenny Scannell, VP of Global Sales at Rocketlane, for a conversation about what it really takes to stand out in today’s job market.

They dive into what’s missing in modern sales talent, how the role of sales is evolving, and what success looks like in this new landscape. Kenny also shares his take on how AI is reshaping the industry, why we’re well past the days of basic generative AI, and why the real opportunity lies in learning to partner with these tools, not replace entire teams.

A must-listen for anyone navigating the future of work, hiring, and high-performance sales.

Smarter Selling Starts Here: AI, Empathy, and Strategy

Fri, 26 Sep 2025 07:00:00 -0500

In this episode of the Talent GTM podcast, Krissy Manzano chats with Vikram Sathyanaray, Head of Sales at Rocketlane, about what it really takes to sell in today’s market. From leading with empathy to using AI strategically - and not superficially - they dig into how buyer expectations have changed and what great sales leadership looks like now. A must-listen for anyone navigating mid-market sales or building modern GTM teams.

Mastering Executive Presence and Influence on Video

Fri, 19 Sep 2025 07:00:00 -0500

In this episode of the Talent GTM Podcast, Krissy sits down with Ryan Williams to talk about what it really takes to master executive presence and influence in a virtual world. Ryan is a startup sales leader turned executive coach and filmmaker, and he brings incredible insight from coaching leaders at high-profile organizations and navigating the SaaS industry.

We get into the challenges leaders face with video communication, the role of trust and safety in leadership, and the small adjustments that can make a big difference, like eye contact, clear audio, and showing up with intention.

At the heart of our conversation is the reminder that leadership is about being human and empathetic, whether you are in the room or on Zoom.

Networking isn’t a shortcut - it’s a strategy

Fri, 12 Sep 2025 07:00:00 -0500

Too often, networking gets treated like a quick fix. Anne Pao, founder of Ignite Consulting, knows better. She joins Krissy Manzano to share how authentic, strategic connections have shaped her career - from a lunchtime run that changed everything to launching a business backed by the strength of her community. They talk about why the best networkers aren’t chasing likes or favors, how to build a network from scratch, and the simple mistakes people make when reaching out for intros. If you want your name to be the one that comes up in the right rooms, this conversation is your playbook.

The Leadership Deficit: Why Startups Break at the Top

Fri, 27 Jun 2025 08:00:00 -0500

Ever wondered why brilliant founders often struggle when it comes to actually leading teams?

Peter Ahn, Sales Performance Coach & Speaker, who's worked with top companies like Google, Dropbox, Slack, and advised over 100 startups, joins Krissy to unpack why technical talent doesn’t always equal leadership success.

Peter breaks down why exceptional product minds can still miss the mark on leadership, the real myths founders believe, and why past success doesn’t guarantee future wins. From spotting leadership red flags early to recognizing the true currency of great leaders, this episode offers actionable, no-nonsense insights you won’t want to miss.

Product Management & GTM Today

Fri, 17 Jan 2025 08:00:00 -0600

In this episode, Deepika Gajaria shares her journey from a background in mathematics and high-energy physics to product and GTM strategy leadership roles.

At companies like Tala, Zuora, and Securin, Deepika has held key leadership roles, focusing on aligning product development with GTM objectives to drive revenue growth and market expansion. She highlighted the importance of breaking silos between product, sales, and customer success teams, particularly by involving GTM leaders early in the product development process to ensure better alignment and readiness for market launch.

Deepika also discussed the nuances of leadership in startups versus larger companies, emphasizing the need to adapt priorities based on organizational stage, from testing and quick pivots in startups to scaling in established enterprises. She reflected on hiring strategies, advocating for collaboration, communication, and flexibility as key traits, while encouraging openness to candidates with transferable skills rather than narrowly focusing on vertical experience.

Rebuilding Customer Success Teams

Mon, 06 Jan 2025 10:00:00 -0600

Is it time to rebuild your customer success team? In this episode of the Talent GTM Podcast, Krissy Manzano and Gina Patel explore why CS teams are critical yet often undervalued. With the shift to usage-based pricing and pressure to do more with less, Gina reveals why traditional metrics like NPS and usage fall short and what it really takes to drive renewals and growth.

If you’re ready to rethink customer success, this conversation will change how you approach your team.

Scaling Verticals and New Regions

Fri, 01 Nov 2024 09:00:00 -0500

In this episode, Brenda Lando Fridman shares her career journey from an engineering role at Merck to leading sales teams at Google and LinkedIn. She explains how her technical background and experience as a former athlete equipped her to handle the transition into sales and leadership, particularly by building resilience and a growth mindset.

At Google, she led sales efforts in Latin America, first in Argentina and later in Mexico, where she scaled teams rapidly and learned the importance of balancing key competencies like critical thinking with maintaining cultural alignment, especially during times of hypergrowth.

As a passionate advocate for diversity, Brenda also discussed her involvement with Sisters in Sales, an organization supporting women of color in sales. She emphasized the importance of building diverse teams and ensuring the right infrastructure is in place to help underrepresented groups thrive in the workplace.

Learning to Lead from Setbacks

Fri, 11 Oct 2024 07:00:00 -0500

In this episode of the Talent GTM Podcast, Learning to Lead from Setbacks, Krissy Manzano talks with Stephanie Johnson, CEO of Acklen Avenue, about navigating leadership through volatile markets and the shifting landscape of sales, buying, and hiring. Stephanie shares her experience leading through difficult times, offering practical advice on embracing challenges and coming out stronger. If you’re a leader feeling the pressure of constant change and uncertainty, this episode provides invaluable insights on how to not just survive, but thrive.

Women Leading Through Balance

Fri, 04 Oct 2024 07:00:00 -0500

In this episode of the Talent GTM Podcast, Krissy sits down with our guest Stephanie Valenti, VP of Sales at Bill.com, this week to dive into the realities of balancing a high-powered career with the demands of motherhood. Join us as Stephanie shares her experience as a young mom building a successful career in leadership, offering practical insights on setting boundaries and finding balance.

Whether you’re navigating your own balance or looking for actionable insights from a leader who’s been there, this episode offers a refreshing take on finding success without sacrificing yourself.

5 Ways to Pivot your Dream into a Career

Fri, 16 Aug 2024 09:00:00 -0500

We all have passions and dreams, but turning them into a career can be challenging. That’s why we’ve invited Dr. Allyson Brennan, founder and CEO of Emogene & Co. Skincare, to guide us. Join us as she shares how to distinguish between a passion and a dream, the steps to transform your dream into a career, and why women are exceptionally talented at making this leap.

The World of Lifecycle Marketing

Fri, 19 Jul 2024 09:00:00 -0500

In this episode, Chuck interviews Anne Wave, Lifecycle Marketing Director, who shares her journey into digital marketing from an early career in sales. They discuss the evolution of lifecycle marketing during Covid from an initial focus on email to a multiple-channel discipline for engaging customers strategically today, and the need for a deep understanding of the customer journey, rooted in data, to drive successful program execution. Lastly, Anne shares her perspective on how soft skills like negotiation and relationship building are critical for success as a lifecycle marketing manager within a business.

Finding Diamonds in the Rough in Sales Hiring

Fri, 12 Jul 2024 09:00:00 -0500

Bad sales hires are expensive! But how do you more consistently make great ones? What does it take to become someone who finds those proverbial "diamonds in the rough"? We sat down with Kevin Gather, CRO and Founder of Inside Sales Experts with 30 years of experience hiring and managing sales teams, to get his perspective. In our podcast, Kevin outlined his own learning about hiring from his early failures as a first time manager, the 6 characteristics he sees as required in all great sales hires, and how using consistent behavioral interviewing can help hiring managers uncover these gems even when candidates might know the questions in advance!

The World of Govtech & Public Sector Sales

Wed, 26 Jun 2024 08:00:00 -0500

What does it take to be successful in government sales? And how is this different from selling to business buyers? Is it worth the hassle and dealing with bureaucracy to get deals done?

In the latest Talent GTM episode, we speak with Jordan Abramson, Vice President of Sales at Profit.co, about his experiences in government sales, some of the common misconceptions about it, and how this can be an attractive pathway for today's aspiring and most experienced sellers.

Scaling Success: Navigating B2B SaaS Growth with Newbury Franklin’s Insights

Fri, 26 Apr 2024 10:00:00 -0500

2024 is shaping up to be a year full of opportunities and challenges. And we could think of no better person to discuss this with than Joey Humke, CRO and Operating Executive at Newbury Franklin Software, a buyer and builder of recurring revenue businesses.

In this episode, we dive into the transformative shifts in selling as accountability demands from investors and organizations soar to new heights. We discuss the unique approaches to growth in 2024, highlighting strategies that will determine the difference between those who thrive and those who merely survive.

Building Partnerships Teams in 2024

Fri, 12 Apr 2024 09:00:00 -0500

How should companies think about investing in partnerships and partnership ecosystems in 2024? In this episode, Barrett King, the Senior Director of Revenue at New Breed (an Elite Hubspot Solutions Partner) and a former Senior Manager at Hubspot, shares a view of partnerships that ties it directly to a focus on the customer and understanding their needs.
His insights underscore the importance of aligning partnerships with customer-focused outcomes, offering listeners valuable perspectives on leveraging these relationships to drive business success.

Mastering the Art of Securing Your Next Leadership Role—With the Future in Mind

Wed, 27 Mar 2024 12:00:00 -0500

Landing a job at the top isn't easy, especially when you're aiming for leadership or executive positions. Transitioning from a high-level role to the uncertainty of finding your next opportunity can be a humbling experience. That's why we're sitting down with Kenny Scannell, a master in navigating the complexities of the executive job market. Kenny isn’t just about matching you with a job that fits your skills; he's focused on making sure your next role paves the way for the one after that.

We’ll share solid tips on how to catch the eye of companies looking for leaders and ensure the job you pick now is a stepping stone to your future ambitions. Join us as we unpack how to get noticed, make strategic moves, and secure a role that sets you up for an even bigger leap forward.

Landing Can't-Miss Hires

Fri, 23 Feb 2024 07:00:00 -0600

How can a sales leader make the best possible hires - all of the time?

Josh Roth, VP of Revenue and Global Head of Pre-Sales for Pipefy, makes a compelling case for the importance of having an always-on approach to talent acquisition and staying vigilant for bar-raising hiring opportunities in the market. In this episode, he also shares his view of gut decisions when properly framed by an organized initial interview and rooted in genuine curiosity about talent from different walks of life. This is a great episode for both hiring leaders looking to improve their recruiting skills and talent on the market.

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Hiring Trends: A 2024 Snapshot (Part 2)

Fri, 23 Feb 2024 07:00:00 -0600

Let's face it, the way we hire and find candidates hasn't kept up with the times, and it's a big reason recruiters often get a bad rap in our industry. The whole process of collaboration feels broken and old-fashioned. But this past year has been a game-changer, showing us that for growth to be sustainable, our hiring strategies need to be both predictable and effective. In this episode, Krissy teams up once again with Jaycie Bruder from Monarch Search, to explore how you can effectively leverage recruiting partnerships for results that are not only successful but enjoyable. Now more than ever, it's crucial to ensure that your hires aren't based on hope but on confidence, transforming how we think about and engage with recruitment experts.

Hiring Trends: A 2024 Snapshot (Part 1)

Fri, 09 Feb 2024 08:00:00 -0600

In recent years, the hiring landscape has undergone a whirlwind of changes—from the hiring boom of 2021 to a wave of layoffs, culminating in a shift towards more sustainable growth strategies. This dramatic journey from rapid expansion to a focus on responsible growth has left many wondering, what the heck is going to happen next.

In this episode, we sit down with Jaycie Bruder, CEO and Founder of Monarch Search, who brings unparalleled insights into the hiring industry. We've teamed up with Jaycie for a compelling two-part series to dissect the past, present, and what lies ahead. Armed with the latest stats, trends, and expert analyses, we'll equip you with everything you need to navigate the upcoming year—all in less than 30 minutes.

Tune into Part 1 now to get great insights into the evolving dynamics of the job market and everything you need to know in 2024.

Building Strong and Cohesive Teams

Fri, 02 Feb 2024 07:00:00 -0600

What does it mean to be a people-centric revenue leader? Where do many get this concept wrong? In this episode, Tiffany Jensen, an executive sales & marketing leader (and former colleague of Chuck's at ON24), talks about the importance of taking the time to listen and understand your people—treating them with dignity and respect, while staying anchored in clear communication about expectations and goals.

This is an excellent episode to tune into for any new managers or leaders struggling to keep a constructive focus on the team in a world where expectations for efficient growth are proving to be more challenging and stressful for many.

How Sellers can Benefit from Learning to Code

Wed, 20 Dec 2023 13:00:00 -0600

In a world where AI and automation are making software product building easier than ever, why should sales professionals learn to code?

In this episode, Chuck speaks with Nicolas Deville, a former SaaS Sales Executive and Entrepreneur who recently joined Kaltura to focus on strategic accounts in Europe. We'll hear Nic argue that learning to code helps sellers improve their systems thinking for working complex deals, better support their own work efficiency, and improve their ability to understand the products they sell.

Do you agree? Listen to this episode to find out.

Building a Great Culture in a Remote World

Fri, 15 Dec 2023 13:00:00 -0600

It's no secret that companies have struggled with how to engage employees in a remote world. And recently there have been some bold statements in the business world highlighting how remote work is a problem in and of itself, even some daring to say it doesn't work. What makes this even more confusing is the studies coming out are all over the board in their results.

On this episode of the Talent GTM podcast, Krissy talks with Glenn Swindell, Americas VP of e-commerce at Verifone, and the success he's having in building a great culture with remote employees.

Why do people have such strong views on both sides about remote work?
Why does remote work for some companies and not for others?
What is working since COVID and what's changed forever at the office?
What the future look like in the workplace?

We cover all of these questions and more while providing some great tips on how to create an engaging meaningful workplace whether you're in a remote, in-office, or hybrid setting.

Are your Reps Ready for Onsites?

Mon, 20 Nov 2023 00:00:00 -0600

As companies across industries return to the office, tech sellers are seeing new opportunities to get in front of their prospects to build relationships to close larger and more strategic deals. But are they ready to do so?

In the latest Talent GTM episode our guest Lee Hacohen, Head of Sales at Regie.ai, has substantial experience building enterprise sales teams. Listen in as he shares guidance for sellers today to get back in the field and run more effectively on-site.

Hiring an Early Stage CSM

Fri, 03 Nov 2023 08:00:00 -0500

Why is the Customer Success function getting more attention in the market today? Is this translating into more hiring demand? And what skills does a "founding CSM" need to execute well in early-stage environments?

It was fun to discuss with our former colleague, John Gleeson, a former CS leader who is now running his own venture firm, SuccessVP.

Consultants: Overhyped or Indispensable?

Fri, 22 Sep 2023 00:00:00 -0500

In today's rapidly evolving business landscape, the demand for subject matter expertise has never been more critical for growing organizations. Many of these companies turn to consultants, hoping these professionals will provide unbiased insights while tackling challenges and driving business growth. However, the growing number of people entering the consulting arena raises the question: Are consultants truly as indispensable as they're made out to be?

In this episode of the Talent GTM podcast, Krissy engages in a candid conversation with Franklin Williams, a seasoned sales leader and consulting expert. Together, they explore what sets exceptional consultants apart from the rest. Tune in for valuable insights on how to identify and onboard top-tier fractional leaders and consultants, enabling you to achieve outcomes that solidify your consultant's invaluable role.

Reimagining Women in the Business World

Fri, 15 Sep 2023 07:00:00 -0500

Join us for a captivating episode of the Talent GTM podcast featuring a remarkable guest, Melissa Moody from Wednesday Women. In this episode, we explore the dynamic world of re-imagining women in business. Discover how Melissa and her co-founder Leslie sparked a movement on LinkedIn, showcasing extraordinary female leaders every Wednesday. Learn why it's not just another female-owned organization, but a platform for everyone to witness authentic, diverse success stories for other women.

Explore the importance of showing, not just telling, how women can thrive in various roles and industries, breaking free from the one-size-fits-all narrative. As we reflect on the rapid changes in women's rights and opportunities over the past century, you'll gain fresh insights into the evolving landscape of female empowerment.

Don't miss this empowering conversation that challenges norms, highlights inspiring journeys, and sparks a new vision for women in business. Tune in now to gain a deeper understanding of Wednesday Women's mission and the incredible stories that shape the future of female leadership!

Hiring Marketers and "the Project" - Discussion with Scott Brown

Fri, 18 Aug 2023 09:00:00 -0500

The "project" ask in marketing hires provokes a lot of negative feelings. Nobody wants to do free work for a company for the "privilege" of being considered as a potential hire.

In this episode our guest, Scott Brown, a seasoned technology marketer with more than 20 years of experience in both early stage as well as companies like Google, Facebook, and Cisco, explains why project assignments, when done correctly, can be a vital tool for making great marketing hires and getting concrete confirmation of the right skills being a place to execute in the role. In this episode, we'll discuss:

Best practices in crafting a project-based assignment
Options for offering compensation to candidates
How to best prepare an assignment assessing a candidate

Tune in as Scott provides actionable takeaways that promise to revolutionize your approach to project-based hiring.

Sales Development Today - Discussion with David Breshears

Fri, 11 Aug 2023 07:00:00 -0500

Given trends in AI & customer acquisition spend, the role of the traditional outbound Sales Development Rep can feel under assault. In this podcast, David Breshears shares with us his perspectives regarding

The ongoing importance of sales development specialization
Why multi-channel and phone-based proficiencies still matter deeply
When to think about hiring your first Sales Development reps, and how to identify great talent

Whether you're teetering on the decision of bringing in a sales development professional or seeking a novel outlook on effective role implementation, be sure to tune in.

Recruiting Rewired: Embracing the Future of Talent Acquisition

Fri, 07 Jul 2023 08:00:00 -0500

Curious about the future of the recruiting industry and how to navigate the changes ahead?

Joined by James Hornick, Chief Growth Officer at Hirewell, we discuss how to adapt and seize future opportunities. With his extensive experience in the industry, James brings a wealth of knowledge and fascinating insights. He covers everything from contingency recruiting to the potential market comeback and even the evolution of candidate and job skillsets.

Expect an engaging and sometimes hilarious conversation that sheds light on the past, present, and future of recruiting. Join us for this intriguing episode as we explore the industry's trajectory and gain valuable perspectives you won't want to miss!

How To Nail Your AE Job Search in 2023

Fri, 16 Jun 2023 07:00:00 -0500

It's well known that B2B sales job seekers face a more challenging job market today than for much of the last few years. That said, there are still numerous companies in hiring and growth mode. What's the right mindset to bring to a job search to maximize opportunities for success?

In our discussion with Rachel Shi, a strategic account executive at Metadata who previously worked for Vidyard, Hootsuite, and eSSENTIAL Accessibility, we discuss:

Defining a job seeker's ICP, including ways to do research to find the right companies
The importance of understanding the psychology of hiring leaders to running a search
Why jobseekers should aspire to bring equal business stature to their efforts

Networking for Job Seekers: How to Build Meaningful Connections and Land Your Dream Job

Fri, 09 Jun 2023 07:00:00 -0500

Figuring out what you really want to do workwise let alone what jobs you should apply for can be overwhelming. Where do you start and how do you know if you're choosing the right career path?

In this episode, Krissy and our guest Alexis Scott, Founder of The Fairy Job Mom, define what networking means and explore effective and noneffective techniques as the initial step towards uncovering your desired career path. We also tackle the challenge of selecting the right job opportunities from a seemingly overwhelming array, providing insights that increase your chances of securing callbacks.

If you were ever looking for a roadmap that outlines how to effectively network and find your ideal job then this is an episode you don't want to miss.

Maximizing Talent: Strategies for Development and Retention

Fri, 02 Jun 2023 07:00:00 -0500

When the pressure is on to achieve more with less, it's easy to overlook the importance of investing in and strategizing with your existing employee base.

Join Krissy and our guest, Cara Isaacs, HR Business Partner at Invoca, as they tackle the challenges and significance of nurturing talent and unveil innovative strategies for retaining top performers.

In this episode, you'll learn how managers and leaders can invest in their talent, even with limited resources, by fostering meaningful conversations, identifying growth opportunities, and instilling a profound sense of purpose.

Taking the Risk out of Hiring

Fri, 19 May 2023 07:00:00 -0500

Overhiring is no longer an option. In today's market—where budgets are increasingly limited, and responsible growth is essential—getting every new hire right the first time has never been more critical.

On this episode, Krissy Manzano is joined by Kendra Morales, former CCO at Candidate Labs, as they delve into the evolving landscape of recruiting and hiring. Together, they explore the key shifts taking place and unveil proven strategies that companies can implement to minimize the risk of hiring the wrong individuals.

This is one episode you definitely don't want to miss!

What is Community-Led Growth and Its Impact on Hiring

Mon, 08 May 2023 07:00:00 -0500

Community-led growth has become a popular concept in tech (both B2B and B2C), referring to ways that companies leverage constituencies that include customers, partners, prospects, and others to generate sustainable growth for the business.

In this podcast, we speak with Leslie Greenwood, founder of Chief Evangelist Consulting, who shares more on community, where it typically sits within a business, and some of the skills & behaviors that make for being a great practitioner of a community manager in a business.

Hiring for Diversity and Why You're Making it Worse

Fri, 28 Apr 2023 07:00:00 -0500

A game-changing episode that exposes the harsh reality behind the seemingly noble initiative of hiring for diversity. What was once a genuine effort to revolutionize the workforce has now turned into a mere fear-driven obligation, ultimately leading to ineffective results and even discrimination.

It's time to address the elephant in the room - companies are rushing to adopt diversity without acknowledging the deep-rooted challenges that are holding them back. In this episode, Lionel and Krissy explore the root causes of this issue and offer insightful tips on promoting and creating a fair and diverse workplace. By providing practical and actionable insights, they offer employers a straightforward process to achieve these outcomes without making them overly complicated.

The Place of Industry Background in GTM Hiring: Discussion with Cara Felleman

Fri, 21 Apr 2023 07:00:00 -0500

It's understandable that revenue leaders often prioritize hiring salespeople with a deep background in a specific vertical or industry. But does this result in better sales hires? Conversely, should it be avoided altogether if industry background has often impeded learning how to challenge existing norms?

In this podcast, Blueprint Co-Founder and VP of Sales, Chuck Brotman, speaks with Cara Felleman, an early-stage sales leader and tech investor, to get her insights on topics ranging from team building in the CPG tech space to women in leadership roles.

What Does Product-Led Growth (PLG) Mean for Sales Hiring?

Fri, 07 Apr 2023 07:00:00 -0500

Product-led Growth, or "PLG," has become a common buzzword in B2B tech, referring to a means of using the product itself to acquire and expand client revenue. In a world that is increasingly prioritizing efficient growth, what are the implications of this movement for sales hiring and GTM investments in general?

In this podcast, Brendan Short, founder & CEO of Groundswell, shares with us:

A brief narrative of PLG history and concepts
How it's impacting investments in sales hiring
What competencies in sellers tend to get higher prioritization in a PLG world

Give it a listen!

From Wall Street to Tech - A Discussion with Elizabeth Andrew

Fri, 31 Mar 2023 06:00:00 -0500

It is known that the tech world does not always understand career changes and non-linear narratives. Elizabeth Andrew worked as a financial services revenue leader for Wells Fargo, building her sales playbook and coaching her sellers before leaving the industry to focus on raising a family and serving her community in voluntary positions.

This podcast discusses her narrative and the challenges and opportunities she found transitioning back into tech leadership.

What is Successful Career Pathing?

Fri, 24 Mar 2023 07:00:00 -0500

Even in the age of side hustles, it's common for talent to focus on traditional narratives about career success.

Ryan Williams launched a successful coaching practice on the backs of prior success as a sales leader and operator. In this podcast, we discuss:

Why mastering your current job is key to developing a more strategic mindset that can help you cultivate a more purposeful career
How unique life circumstances can help impact future leadership roles - and what leaders can do to promote career development
How risk-taking & aspirational thinking about career can open up new opportunities

Myths, Truths, and Lies About Becoming an Entrepreneur

Fri, 17 Mar 2023 08:00:00 -0500

Being an entrepreneur is hard but it's even harder trying to figure out if you're cut out to be one.

Tune in to this episode of Myths, Truths, and Lies about becoming an Entrepreneur as Stacie, Monica, and Krissy share their personal journeys of becoming their own bosses. They discuss the realities of entrepreneurship and what is actually possible, from unexpected events to hard truths.

If you're a working mom or a woman navigating your next career move, this is the episode you simply cannot afford to miss. And guess what? We're here to tell you that you absolutely can have it all! So tune in now and get ready to take your next big step!

Hiring for Potential in Presales

Fri, 10 Mar 2023 06:00:00 -0600

To the novice market observer, it may seem like it's time for sales organizations to reduce their use of sales engineering resources to lower customer acquisition costs and demand more product "self-sufficiency" in their sellers. It's flawed thinking.

As Yuji Higashi, the co-founder of the Presales Collective and a former presales leader at multiple successful startups, thinks many companies instead may be looking to invert the traditional relationships between SC/AEs to optimize for today's buyers - who demand a significantly higher level of product and solution acumen from sales teams.

In this podcast, Yuji shares more on his journey into the presales profession and why he thinks the function is more important than ever. He also walks through why he thinks promoting diversity in presales is imperative to better execution - and how the Presales Collective is committed to this mission. Give it a listen!

Finding Talent in Plain Sight

Fri, 03 Mar 2023 06:00:00 -0600

"Functional expertise can be taught if the hunger is there," Russell Scherwin shared with us during a recent GTM podcast discussion.

Wanting to hire for aptitude is not an uncommon aspiration. But Russell, a former basketball scout & software engineer who went on to executive-level GTM roles with IBM and other VC & PE backed companies, shares some unique insights about what this means in practice and the required process.

In this podcast, Russell shares:

Why tenacity, integrity, and curiosity is imperative for hiring
Being crystal clear on hiring needs to mitigate bias and find the best
How great leaders create visions, structure plans, and motivate their teams to execute - and what this means in hiring

Rebounding After a Layoff

Wed, 01 Mar 2023 07:00:00 -0600

In this week's episode, we delve into a topic that has become all too common recently - getting laid off. Losing a job can be a significant challenge, but it's important to remember it's not the end of the world. Join us as our guest, MC Lewers, shares her insights and advice on how to bounce back and come out stronger on the other side. Don't miss this empowering and informative episode

Maximizing Efficiency with Fractional Leaders and Contractors

Fri, 24 Feb 2023 07:00:00 -0600

In this week's episode, we're joined by Jake Dunlap, the CEO and Founder of Skaled. Tune in as we delve into the topic of maximizing fractional leadership and utilizing industry specialists to maintain growth in challenging economic times. Don't miss out on this insightful discussion!

Breaking into Presales - Mattie Stremic

Thu, 19 May 2022 10:00:00 -0500

Presales professionals - often known as Sales or Solutions Engineers - perform vital work within SaaS organizations by ensuring sales teams achieve deep understanding of client's needs relative to the technical capabilities of their product sets. Presellers thus provide exceptional value for customers - ensuring great deals get done - while also helping companies sell the full value of their solutions.

In this episode, Mattie Stremic, the Head of Academy Programming at the PSA (a division of the Presales Collective), shares how she got into presales herself, some of the key skills required for success in the role, and how the Presales Academy is helping encourage professionals to transition into the profession!

Breaking into Customer Success - Angel Rogers

Mon, 18 Apr 2022 19:00:00 -0500

Angel Rogers shares her perspective on the field of Customer Success

- How is Customer Success different than Sales?
- What soft skills lend themselves to the profession?
- How can early talent and career switchers break into the profession?

Chris McDonough: From IC to Sales Manager

Thu, 23 Sep 2021 20:00:00 -0500

Chris McDonough shares his journey from individual contributor to sales manager.

Conversation with Rachel Shi: Sales, Career, and Personal Growth

Mon, 06 Sep 2021 11:00:00 -0500

Rachel shares her perspective on a range of topics

- Getting into sales from a non-traditional background
- How to think about your own career development
- Putting honesty and integrity ahead of conformity

Sales Back to Basics with Deb Berman

Wed, 11 Aug 2021 20:00:00 -0500

On this episode, we get back to basics in all things sales related. Deb gives us top tips all salespeople should be doing to improve their effectiveness. Whether you are starting off your sales career or working as an enterprise seller, these are the tips that can make all the difference in closing that deal.

Creating a Culture of Servant Leadership

Fri, 30 Jul 2021 17:00:00 -0500

Join Krissy as she speaks with Gio Gallo, ComplianceLine Co-CEO, as they talk about how to create a culture of servant leadership. During this podcast, we talk about how to practically implement and practice this leadership style and all the benefits and challenges that come with it at your current company.

Hiring Non-Traditional Talent

Sun, 13 Jun 2021 23:00:00 -0500

Hiring talent with non-traditional backgrounds for tech companies is evolving rapidly. Join Krissy and Josh as they discuss how companies can benefit from non-traditional hiring practices and how Axon is utilizing this approach.

Diversity as a Driver of Outcomes

Wed, 26 May 2021 09:00:00 -0500

Krissy and Ryan dive deep into corporate diversity initiative in the US and why organizations are struggling to obtain and measure impactful results.

The Gender Pay Gap

Wed, 31 Mar 2021 17:00:00 -0500

On the last day of women's history month, Lindsay and Krissy get candid about the gender pay gap and what they think companies can do to be a part of the solution.

Trends in Office Space Amid COVID and Beyond

Mon, 09 Nov 2020 08:00:00 -0600

What's the future of real estate and office space in our COVID-impacted world? Great discussion of trends with Nicole Miller, Senior Managing Director at Savills, who shares her perspective on ways to reincorporate space safely and effectively into our future planning.

Conversation with Nate Guggia - Episode 7

Thu, 15 Oct 2020 13:00:00 -0500

Conversation with Nate Gugglia with Job Portraits, spanning topics from his work in employer branding, social media, personal branding, and the future of work.

From Honkey-Tonk to Tech Sales: Discussion with Danielle Boyce - Episode 6

Thu, 01 Oct 2020 16:00:00 -0500

Chuck speaks with Danielle Boyce about her journey into tech sales and how she’s managed teams in her career that were often distributed across the globe.

What Really Happens on Maternity Leave? Episode 5

Mon, 28 Sep 2020 17:00:00 -0500

Matt Lewers and Emily Bell co-host this special podcast where they talk about the myths and truths of what really happens on maternity leave post birth.

Blueprint Expansion Episode 4 - Nashville Tech Scene

Mon, 21 Sep 2020 15:00:00 -0500

Matt and Shaun discuss their take on the Nashville tech scene. A Silicon Valley native who relocated with his family to Middle Tennessee, Shaun offers a unique perspective on the market and what keeps him in the region.

Blueprint Expansion Episode 3 - Becoming an Entrepreneur: Discussion with Sam McKenna

Mon, 31 Aug 2020 13:00:00 -0500

Krissy Manzano speak with Sam McKenna, founder of #SamSales, about her journey into founding a business, touching on topics ranging from being a gracious loser and the often overlooked importance of time management skills to success in business.

Blueprint Expansion Episode 2 - Taylor Howard on the Art and Science of Employee Feedback

Thu, 20 Aug 2020 12:00:00 -0500

Interview with Taylor Howard, Operations Manager at H&M In Los Angeles, covering the importance of employee feedback, why so many first time managers struggle here, and some tips to get more comfortable at providing it.

Blueprint Expansion Episode 1 - Interview with Gil Cohen on Employee Experience

Wed, 15 Jul 2020 21:00:00 -0500

Gil Cohen, our inaugural guest on Blueprint's first podcast, talks to us about employee experience, why it matters and where it belongs in an organization.