The GTMnow Podcast Tue, 11 Aug 2026 12:46:47 -0400 https://gtmnow.com/tag/podcast/ en © 2026 The GTMnow Podcast yes 43a49dfd-46d5-4999-aea1-78eb2204d93d GTMnow episodic true The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.

This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.

Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.

]]> Buzzsprout (https://www.buzzsprout.com) GTMnow https://storage.buzzsprout.com/fhve0kfkp7tju7922vpys3art11t?.jpg The GTMnow Podcast https://gtmnow.com/tag/podcast/ Will Salesforce Win the AI Era Like It Won Cloud? | Kris Billmaier Will Salesforce Win the AI Era Like It Won Cloud? | Kris Billmaier Is Salesforce the dominant player in the AI platform shift, or the incumbent about to be disrupted? Kris Billmaier, EVP and GM of Agentforce Sales and Growth Products, sat down with Sophie Buonassisi at Salesforce Tower to answer that directly.

Kris runs the business behind Sales Cloud's 26-year run and its rebrand into Agentforce Sales. He makes the case that CRM is becoming "agentic revenue orchestration," that the category needs a new name, and that the future is headless. For Salesforce, that means surfaced inside Slack, ChatGPT, Gemini, and wherever sellers actually work. He also shares the internal numbers, including an engagement agent that worked the leads Salesforce had always ignored and generated over $100M in pipeline in eight months.

What you'll learn:
- Why 60% of a seller's time goes to non-selling work, and which agents remove it
- The case for renaming the category from CRM to agentic revenue orchestration
- What "headless CRM" means, and why Salesforce integrated with ChatGPT and Gemini
- How one leader manages 100 reps plus the equivalent of 400 agents
- Why the Momentum acquisition matters: "memory fragments" that cut an 8,000-word meeting to the 800 words that count
- Why Salesforce is hiring more sellers, not fewer
- How hiring shifted from "what did you do" to "how do you build" (and why a PowerPoint is now a red flag)
- Pricing in the agent era: seats, flex credits, and a coming leads-worked outcome metric
- Why Kris says we're not in a SaaSpocalypse, and how a 70,000-person company still ships weekly

Thank you to our sponsor:
Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com

Chapters:
00:00 Intro
01:12 Welcome, and the Salesforce platform-shift question
02:25 How Salesforce adapted across cloud, mobile, social, and AI
03:32 Why Sales Cloud became Agentforce Sales
05:17 Renaming the category: from CRM to agentic revenue orchestration
06:56 Will anyone log into a CRM again?
08:09 Agentforce in one line, and the seller's Monday morning
09:08 Build vs. buy, vibe coding, and the context moat
11:01 The Momentum acquisition and memory fragments
13:04 Sellers managing teams of agents, and the $100M pipeline story
15:03 The agent stack: prospecting, engagement, pipeline, quoting
16:27 Efficiency, accuracy, and auto-generated forecasts
18:03 Why Salesforce is hiring more sellers
19:16 What the modern sales role looks like
20:08 Sponsor: Primer
21:34 How AI changed hiring: from "what" to "how"
23:48 The window: shipping weekly, not on three annual releases
25:13 What product-market fit means now
26:05 Software vs. services, and the $10T question
28:10 The complexity problem: easy by default, advanced by choice
30:07 Go-to-market evolution and consolidating the stack
32:07 Leading as a player-coach
33:16 Being "chief repetition officer" and educating the field
35:00 How a 70,000-person company stays agile
36:48 The biggest lesson from Marc Benioff
37:57 Pricing: seats, flex credits, and outcome-based metrics
40:53 Are we in a SaaSpocalypse? The full answer
42:08 Where Kris gets his learnings
43:07 World Cup picks

Kris Billmaier (EVP and GM of Agentforce Sales, Salesforce)
LinkedIn: https://www.linkedin.com/in/krisbillmaier/
Salesforce Agentforce: https://www.salesforce.com/agentforce

Sophie Buonassisi (Host, SVP at GTMnow/GTMfund)
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About Kris Billmaier:
Kris Billmaier is EVP and GM of Agentforce Sales and Growth Products at Salesforce, where he leads the business formerly known as Sales Cloud. He oversees the company's agentic sales portfolio, including its prospecting, engagement, pipeline, and quoting agents, and the Momentum acquisition that powers its conversational data layer.

About GTMnow: 
GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMfund.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Is Salesforce the dominant player in the AI platform shift, or the incumbent about to be disrupted? Kris Billmaier, EVP and GM of Agentforce Sales and Growth Products, sat down with Sophie Buonassisi at Salesforce Tower to answer that directly.

Kris runs the business behind Sales Cloud's 26-year run and its rebrand into Agentforce Sales. He makes the case that CRM is becoming "agentic revenue orchestration," that the category needs a new name, and that the future is headless. For Salesforce, that means surfaced inside Slack, ChatGPT, Gemini, and wherever sellers actually work. He also shares the internal numbers, including an engagement agent that worked the leads Salesforce had always ignored and generated over $100M in pipeline in eight months.

What you'll learn:
- Why 60% of a seller's time goes to non-selling work, and which agents remove it
- The case for renaming the category from CRM to agentic revenue orchestration
- What "headless CRM" means, and why Salesforce integrated with ChatGPT and Gemini
- How one leader manages 100 reps plus the equivalent of 400 agents
- Why the Momentum acquisition matters: "memory fragments" that cut an 8,000-word meeting to the 800 words that count
- Why Salesforce is hiring more sellers, not fewer
- How hiring shifted from "what did you do" to "how do you build" (and why a PowerPoint is now a red flag)
- Pricing in the agent era: seats, flex credits, and a coming leads-worked outcome metric
- Why Kris says we're not in a SaaSpocalypse, and how a 70,000-person company still ships weekly

Thank you to our sponsor:
Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com

Chapters:
00:00 Intro
01:12 Welcome, and the Salesforce platform-shift question
02:25 How Salesforce adapted across cloud, mobile, social, and AI
03:32 Why Sales Cloud became Agentforce Sales
05:17 Renaming the category: from CRM to agentic revenue orchestration
06:56 Will anyone log into a CRM again?
08:09 Agentforce in one line, and the seller's Monday morning
09:08 Build vs. buy, vibe coding, and the context moat
11:01 The Momentum acquisition and memory fragments
13:04 Sellers managing teams of agents, and the $100M pipeline story
15:03 The agent stack: prospecting, engagement, pipeline, quoting
16:27 Efficiency, accuracy, and auto-generated forecasts
18:03 Why Salesforce is hiring more sellers
19:16 What the modern sales role looks like
20:08 Sponsor: Primer
21:34 How AI changed hiring: from "what" to "how"
23:48 The window: shipping weekly, not on three annual releases
25:13 What product-market fit means now
26:05 Software vs. services, and the $10T question
28:10 The complexity problem: easy by default, advanced by choice
30:07 Go-to-market evolution and consolidating the stack
32:07 Leading as a player-coach
33:16 Being "chief repetition officer" and educating the field
35:00 How a 70,000-person company stays agile
36:48 The biggest lesson from Marc Benioff
37:57 Pricing: seats, flex credits, and outcome-based metrics
40:53 Are we in a SaaSpocalypse? The full answer
42:08 Where Kris gets his learnings
43:07 World Cup picks

Kris Billmaier (EVP and GM of Agentforce Sales, Salesforce)
LinkedIn: https://www.linkedin.com/in/krisbillmaier/
Salesforce Agentforce: https://www.salesforce.com/agentforce

Sophie Buonassisi (Host, SVP at GTMnow/GTMfund)
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About Kris Billmaier:
Kris Billmaier is EVP and GM of Agentforce Sales and Growth Products at Salesforce, where he leads the business formerly known as Sales Cloud. He oversees the company's agentic sales portfolio, including its prospecting, engagement, pipeline, and quoting agents, and the Momentum acquisition that powers its conversational data layer.

About GTMnow: 
GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMfund.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19630484 Tue, 11 Aug 2026 07:00:00 -0700 2621 Kris Billmaier, Salesforce, Agentforce, agentic revenue orchestration, headless CRM, GTMnow, Sophie Buonassisi, AI sales agents, SaaSpocalypse, is SaaS dead, Momentum acquisition, Sales Cloud, AI go to market, sales productivity, CRM future, outcome based full false Inside Deel's $1M → $1.5B Sales Machine | Chris Lee Inside Deel's $1M → $1.5B Sales Machine | Chris Lee Chris Lee joined Deel at $1M in revenue. Now, it just hit $1.5B. He joined GTMnow to walk through the pivotal decisions behind that run, including the ones he's never discussed publicly.

Chris (Head of Sales, Americas at Deel) breaks down the "five-star sales experience" framework he built by studying luxury hotels, why speed itself became a reason customers bought, how he's had zero regrettable director-level attrition in 5.5 years, and why they hire people with the job title "Ghostbuster" to keep a 7,000-person company moving like a 30-person startup. 

What you'll learn:
- The five-star sales experience framework, and how to map your own process from three-star to five
- Why every new sales leader at Deel spends their first 30 days taking inbound and selling
- How speed became the reason Coinbase chose Deel over a legacy vendor with no references to show
- The hire-slow, fire-fast principle behind zero regrettable director attrition in 5.5 years
- Why "tell me about a time" interview questions optimize for the best liar, and the scenario-based alternative
- What a "Ghostbuster" is, and how the role fights operational decay as you scale
- Leading a sales team through public crisis: cry, quit, or fight
- The trillion-dollar thesis: why 95% of the world's workers sit outside the US market
- Why Chris went back to first-principles systems thinking instead of fiddling with AI tools

Thank you to our sponsor:
Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com

Chapters:
00:00 Intro
00:58 Welcome to GTMnow
01:33 From Granular (agtech, employee #11) to a DuPont acquisition
05:30 The failed recruiting startup he launched in January 2020
07:17 How he found Deel, and applying to the wrong role on purpose
09:48 The first-30-days lesson from CEO Alex Bouazizi: go sell
11:44 What Deel actually does today
13:14 Scaling a distributed sales org remotely
15:41 Building rapport on a global remote team
17:35 From transactional SMB to multi-product enterprise
20:16 Sales-led, not product-led, and why consolidation wins
22:45 "Deel speed," and why speed is a reason people buy
25:31 Sponsor: Primer
26:57 Frank Slootman, Amp It Up, and outpacing competitors
29:12 How he got Slootman to open the sales kickoff
30:28 Zero director attrition in 5.5 years, and hire slow, fire fast
33:54 Why "tell me about a time" fails, and the scenario-based alternative
37:46 The five-star sales experience framework
41:54 Bringing enterprise-grade experience to SMB with AI
45:49 The trillion-dollar thesis: 95% of workers are outside the US
47:22 Building 60+ payroll engines: the Amazon Prime parallel
53:02 First-principles systems thinking for sales
59:38 The problem-framing framework he gives his team
01:01:09 The "Ghostbuster" role and fighting operational decay
01:05:25 Where to find Chris

Chris Lee (Head of Sales, Americas at Deel):
LinkedIn: https://www.linkedin.com/in/techcontrarian/
X: https://x.com/TechContrarian

Sophie Buonassisi (Host, SVP at GTMnow/GTMfund):
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About Chris Lee:
Chris Lee is Head of Sales, Americas at Deel, which he joined as one of its first sales hires at $1M in revenue and helped scale to $1.5B. Previously he was employee number 11 at Granular, an agricultural tech company acquired by DuPont for $300M.

About GTMnow: 
GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMnow is the media arm of GTMfund.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Chris Lee joined Deel at $1M in revenue. Now, it just hit $1.5B. He joined GTMnow to walk through the pivotal decisions behind that run, including the ones he's never discussed publicly.

Chris (Head of Sales, Americas at Deel) breaks down the "five-star sales experience" framework he built by studying luxury hotels, why speed itself became a reason customers bought, how he's had zero regrettable director-level attrition in 5.5 years, and why they hire people with the job title "Ghostbuster" to keep a 7,000-person company moving like a 30-person startup. 

What you'll learn:
- The five-star sales experience framework, and how to map your own process from three-star to five
- Why every new sales leader at Deel spends their first 30 days taking inbound and selling
- How speed became the reason Coinbase chose Deel over a legacy vendor with no references to show
- The hire-slow, fire-fast principle behind zero regrettable director attrition in 5.5 years
- Why "tell me about a time" interview questions optimize for the best liar, and the scenario-based alternative
- What a "Ghostbuster" is, and how the role fights operational decay as you scale
- Leading a sales team through public crisis: cry, quit, or fight
- The trillion-dollar thesis: why 95% of the world's workers sit outside the US market
- Why Chris went back to first-principles systems thinking instead of fiddling with AI tools

Thank you to our sponsor:
Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com

Chapters:
00:00 Intro
00:58 Welcome to GTMnow
01:33 From Granular (agtech, employee #11) to a DuPont acquisition
05:30 The failed recruiting startup he launched in January 2020
07:17 How he found Deel, and applying to the wrong role on purpose
09:48 The first-30-days lesson from CEO Alex Bouazizi: go sell
11:44 What Deel actually does today
13:14 Scaling a distributed sales org remotely
15:41 Building rapport on a global remote team
17:35 From transactional SMB to multi-product enterprise
20:16 Sales-led, not product-led, and why consolidation wins
22:45 "Deel speed," and why speed is a reason people buy
25:31 Sponsor: Primer
26:57 Frank Slootman, Amp It Up, and outpacing competitors
29:12 How he got Slootman to open the sales kickoff
30:28 Zero director attrition in 5.5 years, and hire slow, fire fast
33:54 Why "tell me about a time" fails, and the scenario-based alternative
37:46 The five-star sales experience framework
41:54 Bringing enterprise-grade experience to SMB with AI
45:49 The trillion-dollar thesis: 95% of workers are outside the US
47:22 Building 60+ payroll engines: the Amazon Prime parallel
53:02 First-principles systems thinking for sales
59:38 The problem-framing framework he gives his team
01:01:09 The "Ghostbuster" role and fighting operational decay
01:05:25 Where to find Chris

Chris Lee (Head of Sales, Americas at Deel):
LinkedIn: https://www.linkedin.com/in/techcontrarian/
X: https://x.com/TechContrarian

Sophie Buonassisi (Host, SVP at GTMnow/GTMfund):
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About Chris Lee:
Chris Lee is Head of Sales, Americas at Deel, which he joined as one of its first sales hires at $1M in revenue and helped scale to $1.5B. Previously he was employee number 11 at Granular, an agricultural tech company acquired by DuPont for $300M.

About GTMnow: 
GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMnow is the media arm of GTMfund.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19591997 Mon, 03 Aug 2026 08:00:00 -0700 4003 Chris Lee, Deel, GTMnow, Sophie Buonassisi, scaling sales, 1M to 1.5B, five star sales experience, deel speed, Frank Slootman, Amp It Up, hire slow fire fast, sales hiring, sales interview questions, Ghostbuster role, operational decay, remote sales team, full false Inside Merge: The $75M Bet on Open Source AI (Powering OpenAI, Netflix & Uber) | Shensi Ding, CEO Inside Merge: The $75M Bet on Open Source AI (Powering OpenAI, Netflix & Uber) | Shensi Ding, CEO The Co-Founder & CEO of Merge joins GTMnow to break down how she built a company that now powers integrations for OpenAI, Perplexity, Netflix, Uber, Mistral, and enterprise logos like Mastercard, JP Morgan, and Amex, backed by $75M from Accel and NEA.

Shensi gets tactical on the GTM decisions behind that growth: why she went enterprise-first into greenfield, why she's now layering a self-serve motion back on top (20,000+ self-serve orgs, 400+ enterprise customers), how forward-deployed engineers turned a 1% edge case into 5 to 10x usage growth, and why she rebuilt marketing to run like an engineering team. She also gets candid on founder-led sales, the mercenaries-versus-missionaries hiring trap, the open-source model shift and the China question, and why every founder who started pre-AI should build one product 0-to-1 themselves.

What you'll learn:
- Why she reversed the standard GTM playbook (enterprise first, then PLG) and how to run both motions at once
- How forward-deployed engineers close the 1% edge case that unlocks 5 to 10x enterprise usage
- Why marketing now runs like an engineering function at Merge, and how it took her from 1 to 2 dinners a quarter to 3 to 5 a month
- Why product got fast and go-to-market became the new bottleneck
- How to know when to hire your first salesperson (hint: you should be "dying" first)
- The mercenaries-vs-missionaries test, and the "anti-sell" she uses in hiring
- The 2026 shift away from "token-maxing," and how model routing cuts AI spend
- The truth about open-source (often Chinese) models: where they're built vs. where your data actually lives
- Why founders who started pre-AI should build one product 0-to-1 to understand what's now possible

Chapters:
00:00 Intro
01:14 What Merge does: products, workforce, and three core offerings
02:05 Agent Handler, Gateway, and the new Embedded Routing Stack
04:52 The 2026 shift away from "token-maxing"
07:29 Open-source models, the China question, and where data really lives
10:14 How Merge works with open-source model providers
12:00 What she's learned as a first-time founder: get over your ego
13:22 Reversing the GTM playbook: enterprise-first, then PLG
15:50 Running both motions: 20,000+ self-serve, 400+ enterprise
17:31 Why buyer behavior moved to Twitter and brand
19:06 Founder-led sales, and what a real sales process taught her
22:27 When to hire your first salesperson
23:49 Forward-deployed engineers and 5 to 10x usage growth
27:00 Keeping go-to-market up to speed with product
28:33 Rebuilding marketing as an engineering function
30:45 The dinner agent: 1 to 2 a quarter to 3 to 5 a month
31:24 How AI buying reshaped the marketing org
33:54 Maintaining agents: prompts over legacy builders
35:02 Mercenaries vs. missionaries, and the "anti-sell"
40:25 The market view: from hostility to collaboration
42:06 Is a valuation reckoning coming?
43:07 Why she stayed hands-on building Agent Handler and Gateway
45:18 What's next: training your own models off open-source
46:52 Where to find Shensi and Merge

Connect with Shensi Ding:
LinkedIn: https://www.linkedin.com/in/shensiding/
X: https://x.com/shensi
Merge: https://merge.dev

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About the guest: Shensi Ding is the co-founder and CEO of Merge, a unified API platform that now spans product integrations, agent tooling, and LLM routing/governance. Merge powers companies including OpenAI, Perplexity, Netflix, Uber, and Mistral, and enterprise customers like Mastercard, JP Morgan, and Amex. The company has raised $75M from Accel and NEA.

Thank you to our sponsor:

Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial.

See who’s really in your funnel: sayprimer.com



About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> The Co-Founder & CEO of Merge joins GTMnow to break down how she built a company that now powers integrations for OpenAI, Perplexity, Netflix, Uber, Mistral, and enterprise logos like Mastercard, JP Morgan, and Amex, backed by $75M from Accel and NEA.

Shensi gets tactical on the GTM decisions behind that growth: why she went enterprise-first into greenfield, why she's now layering a self-serve motion back on top (20,000+ self-serve orgs, 400+ enterprise customers), how forward-deployed engineers turned a 1% edge case into 5 to 10x usage growth, and why she rebuilt marketing to run like an engineering team. She also gets candid on founder-led sales, the mercenaries-versus-missionaries hiring trap, the open-source model shift and the China question, and why every founder who started pre-AI should build one product 0-to-1 themselves.

What you'll learn:
- Why she reversed the standard GTM playbook (enterprise first, then PLG) and how to run both motions at once
- How forward-deployed engineers close the 1% edge case that unlocks 5 to 10x enterprise usage
- Why marketing now runs like an engineering function at Merge, and how it took her from 1 to 2 dinners a quarter to 3 to 5 a month
- Why product got fast and go-to-market became the new bottleneck
- How to know when to hire your first salesperson (hint: you should be "dying" first)
- The mercenaries-vs-missionaries test, and the "anti-sell" she uses in hiring
- The 2026 shift away from "token-maxing," and how model routing cuts AI spend
- The truth about open-source (often Chinese) models: where they're built vs. where your data actually lives
- Why founders who started pre-AI should build one product 0-to-1 to understand what's now possible

Chapters:
00:00 Intro
01:14 What Merge does: products, workforce, and three core offerings
02:05 Agent Handler, Gateway, and the new Embedded Routing Stack
04:52 The 2026 shift away from "token-maxing"
07:29 Open-source models, the China question, and where data really lives
10:14 How Merge works with open-source model providers
12:00 What she's learned as a first-time founder: get over your ego
13:22 Reversing the GTM playbook: enterprise-first, then PLG
15:50 Running both motions: 20,000+ self-serve, 400+ enterprise
17:31 Why buyer behavior moved to Twitter and brand
19:06 Founder-led sales, and what a real sales process taught her
22:27 When to hire your first salesperson
23:49 Forward-deployed engineers and 5 to 10x usage growth
27:00 Keeping go-to-market up to speed with product
28:33 Rebuilding marketing as an engineering function
30:45 The dinner agent: 1 to 2 a quarter to 3 to 5 a month
31:24 How AI buying reshaped the marketing org
33:54 Maintaining agents: prompts over legacy builders
35:02 Mercenaries vs. missionaries, and the "anti-sell"
40:25 The market view: from hostility to collaboration
42:06 Is a valuation reckoning coming?
43:07 Why she stayed hands-on building Agent Handler and Gateway
45:18 What's next: training your own models off open-source
46:52 Where to find Shensi and Merge

Connect with Shensi Ding:
LinkedIn: https://www.linkedin.com/in/shensiding/
X: https://x.com/shensi
Merge: https://merge.dev

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About the guest: Shensi Ding is the co-founder and CEO of Merge, a unified API platform that now spans product integrations, agent tooling, and LLM routing/governance. Merge powers companies including OpenAI, Perplexity, Netflix, Uber, and Mistral, and enterprise customers like Mastercard, JP Morgan, and Amex. The company has raised $75M from Accel and NEA.

Thank you to our sponsor:

Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial.

See who’s really in your funnel: sayprimer.com



About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19532017 Wed, 22 Jul 2026 07:00:00 -0700 2838 full false The Blueprint for a High-Performing Sales Team | Brian Le, Notion The Blueprint for a High-Performing Sales Team | Brian Le, Notion Are your sales compensation plans driving the right behaviors or causing your best reps to quit? In this episode of GTMnow, Brian Le (Global Sales Compensation Partner at Notion) breaks down how to build a scalable sales comp operating system.

Brian shares his firsthand experience scaling Notion's sales comp from 80 to over 400 employees and explains why trust is the ultimate currency in revenue operations. If you are a founder, revenue leader, or sales professional, this breakdown covers everything from structuring pay mix to identifying the earliest signs of comp plan degradation. You will even hear what it takes for top AEs to pull in upwards of $1 million in a single quarter.

In this episode, we cover:
00:00 Intro
01:15 Brian Le's journey through Salesforce, Carta, and Notion
04:33 Why sales comp is the operating system for go-to-market
07:07 Phase 1: Building a scalable comp foundation at Notion
13:50 Transitioning from seat-based to usage-based pricing models
18:15 The 3 core pillars of a successful sales commission plan
22:09 Early warning signs your quota and comp structures are breaking
31:41 The real cost of losing sales reps over bad commission payouts
39:35 How to structure compensation for your first early-stage sales hires
42:39 Will AI agents replace SDRs and sales compensation?

Connect with Brian Le, :
LinkedIn: https://www.linkedin.com/in/brianhoangle/

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Are your sales compensation plans driving the right behaviors or causing your best reps to quit? In this episode of GTMnow, Brian Le (Global Sales Compensation Partner at Notion) breaks down how to build a scalable sales comp operating system.

Brian shares his firsthand experience scaling Notion's sales comp from 80 to over 400 employees and explains why trust is the ultimate currency in revenue operations. If you are a founder, revenue leader, or sales professional, this breakdown covers everything from structuring pay mix to identifying the earliest signs of comp plan degradation. You will even hear what it takes for top AEs to pull in upwards of $1 million in a single quarter.

In this episode, we cover:
00:00 Intro
01:15 Brian Le's journey through Salesforce, Carta, and Notion
04:33 Why sales comp is the operating system for go-to-market
07:07 Phase 1: Building a scalable comp foundation at Notion
13:50 Transitioning from seat-based to usage-based pricing models
18:15 The 3 core pillars of a successful sales commission plan
22:09 Early warning signs your quota and comp structures are breaking
31:41 The real cost of losing sales reps over bad commission payouts
39:35 How to structure compensation for your first early-stage sales hires
42:39 Will AI agents replace SDRs and sales compensation?

Connect with Brian Le, :
LinkedIn: https://www.linkedin.com/in/brianhoangle/

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19469272 Thu, 09 Jul 2026 09:00:00 -0700 2754 full false VC: How a 2-Person Fund Runs Like a Startup (Memos, KPIs, R&D) | Vanessa Larco, Premise (ex-NEA) VC: How a 2-Person Fund Runs Like a Startup (Memos, KPIs, R&D) | Vanessa Larco, Premise (ex-NEA) "Investing in companies that OpenAI won't kill." That's Vanessa Larco's thesis, and in this VC bonus episode of GTMnow she breaks down exactly how she decides what survives. Vanessa, founder and GP at Premise (formerly a longtime partner at NEA, where she backed Robinhood from seed to IPO), joins Max to get into the nitty gritty of how AI is rewriting venture, distribution, and the entire go-to-market playbook.

She makes the case for why "it's just a wrapper" got a lot of VCs in trouble, why she only backs technical founding teams, and why the old GTM playbook is breaking fastest exactly where you'd least expect it. She also opens up about leaving a big platform to build a two-person fund from a blank canvas, and why she treats the fund itself like a startup.

What you'll learn:
- The "OpenAI won't kill it" framework for spotting durable AI companies (and why not everything OpenAI ships actually wins)
- Why the "it's just a wrapper" dismissal cost VCs real deals, and the kayak/AWS parallels that explain why
- Why Premise only backs technical founding teams, and the shipping speed that becomes the real early moat
- How the old go-to-market playbook is breaking, especially in DevTools, and what replaces it
- Why someone on the founding team has to "nerd out" on distribution, and why no-playbook moments are where you growth hack
- How to run a conviction-based investment committee, and why big funds drift toward consensus whether they like it or not
- Why running a fund is just running a startup: fundraising, product, and customer success by another name
- The unanswered question Vanessa keeps circling: how to give experienced GTM talent space to rewrite the playbook

Chapters:

00:00 Intro & OpenAI Moats
01:12 GTMnow Intro
01:51 Technical vs. Non-Technical AI Founders
04:37 The Bottleneck of Hiring AI Talent
05:15 Do Old Moats Still Exist?
06:36 Cloud Era Lessons vs. Today's AI Layer
09:18 The Shift to the Distribution Era
11:38 Interview: Vanessa Larco (Premise VC)
12:40 Companies OpenAI Won't Kill
13:37 Consumer Habits vs. Enterprise AI
15:05 Moving Beyond the "Wrapper" Stigma
17:39 Thesis Building vs. Founder Curiosities
20:11 Sourcing & The "Surreal" Community
22:26 Learnings From NEA & Lightspeed
24:06 Rethinking the Investment Memo
26:43 Consensus vs. Conviction Investing
31:26 Running a VC Fund Like a Startup
35:04 Building Internal Automation Tools
37:35 Distribution Moats & DevTools
39:38 Sourcing New GTM Playbooks
41:12 Parallel to the AWS Boom
43:55 Human Psychology vs. AI Tools
47:06 SF's Best Cookie Spots
48:32 Outro

Connect with Vanessa Larco:
About the guest: Vanessa Larco is the founder and GP at Premise. Previously a partner at NEA, she backed consumer and fintech companies including Robinhood from seed through IPO. She started her career in product and engineering, was a computer science undergrad, and founded and sold her own startup before moving into venture.

Connect with Max: 
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Vanessa:
https://www.linkedin.com/in/vanessalarco/
https://x.com/veelarco

About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. This is the VC bonus series, where we host VCs and get into the VC ecosystem.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> "Investing in companies that OpenAI won't kill." That's Vanessa Larco's thesis, and in this VC bonus episode of GTMnow she breaks down exactly how she decides what survives. Vanessa, founder and GP at Premise (formerly a longtime partner at NEA, where she backed Robinhood from seed to IPO), joins Max to get into the nitty gritty of how AI is rewriting venture, distribution, and the entire go-to-market playbook.

She makes the case for why "it's just a wrapper" got a lot of VCs in trouble, why she only backs technical founding teams, and why the old GTM playbook is breaking fastest exactly where you'd least expect it. She also opens up about leaving a big platform to build a two-person fund from a blank canvas, and why she treats the fund itself like a startup.

What you'll learn:
- The "OpenAI won't kill it" framework for spotting durable AI companies (and why not everything OpenAI ships actually wins)
- Why the "it's just a wrapper" dismissal cost VCs real deals, and the kayak/AWS parallels that explain why
- Why Premise only backs technical founding teams, and the shipping speed that becomes the real early moat
- How the old go-to-market playbook is breaking, especially in DevTools, and what replaces it
- Why someone on the founding team has to "nerd out" on distribution, and why no-playbook moments are where you growth hack
- How to run a conviction-based investment committee, and why big funds drift toward consensus whether they like it or not
- Why running a fund is just running a startup: fundraising, product, and customer success by another name
- The unanswered question Vanessa keeps circling: how to give experienced GTM talent space to rewrite the playbook

Chapters:

00:00 Intro & OpenAI Moats
01:12 GTMnow Intro
01:51 Technical vs. Non-Technical AI Founders
04:37 The Bottleneck of Hiring AI Talent
05:15 Do Old Moats Still Exist?
06:36 Cloud Era Lessons vs. Today's AI Layer
09:18 The Shift to the Distribution Era
11:38 Interview: Vanessa Larco (Premise VC)
12:40 Companies OpenAI Won't Kill
13:37 Consumer Habits vs. Enterprise AI
15:05 Moving Beyond the "Wrapper" Stigma
17:39 Thesis Building vs. Founder Curiosities
20:11 Sourcing & The "Surreal" Community
22:26 Learnings From NEA & Lightspeed
24:06 Rethinking the Investment Memo
26:43 Consensus vs. Conviction Investing
31:26 Running a VC Fund Like a Startup
35:04 Building Internal Automation Tools
37:35 Distribution Moats & DevTools
39:38 Sourcing New GTM Playbooks
41:12 Parallel to the AWS Boom
43:55 Human Psychology vs. AI Tools
47:06 SF's Best Cookie Spots
48:32 Outro

Connect with Vanessa Larco:
About the guest: Vanessa Larco is the founder and GP at Premise. Previously a partner at NEA, she backed consumer and fintech companies including Robinhood from seed through IPO. She started her career in product and engineering, was a computer science undergrad, and founded and sold her own startup before moving into venture.

Connect with Max: 
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Vanessa:
https://www.linkedin.com/in/vanessalarco/
https://x.com/veelarco

About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. This is the VC bonus series, where we host VCs and get into the VC ecosystem.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19463572 Wed, 08 Jul 2026 06:00:00 -0700 2930 full false Why a $1.2B exit felt like his biggest failure, and the customer-obsession thesis behind Agency Why a $1.2B exit felt like his biggest failure, and the customer-obsession thesis behind Agency A $1.2 billion exit is the dream. Elias Torres calls it his biggest failure. The Drift co-founder joins Sophie Buonassisi on GTMnow to unpack why the headline number felt hollow, what he learned in the quiet stretch afterward, and why he jumped straight back in to build Agency, an AI company that runs your entire customer organization.

Elias gets honest about identity after the exit, the difference between chasing a title and building something enduring, and the operating thesis behind Agency: a billion-dollar company with fewer than 100 people, where 80 to 90% of the team are engineers and everyone talks to customers. He also gets into distribution as the hardest problem in the AI era, why he only takes money from investors who lead with value (Pat Grady and Brian Halligan back the company), and the two decades he's spent building alongside David Cancel.

What you'll learn:
- Why a $1.2B exit can still feel like a failure, and what "enduring" actually means
- How to rebuild your identity when the title goes away
- The Agency thesis: $1B with under 100 people, and how AI agents make it possible
- Why Elias runs the whole company on Agency itself, with no CRM
- Why sales may be the last role AI eliminates, and what that means for GTM
- How to spot investors who lead with value instead of a pitch deck
- Why distribution, not product, is the hardest problem in the AI era
- What 20+ years building with David Cancel (Performable, HubSpot, Drift) taught him about partnership

Chapters:
00:00 Intro
02:25 Time off, slowing down, and losing the title
04:00 The inflection point and what comes after a big exit
07:00 What Agency is and the problem it solves
11:00 Why he brought people he's known for years
11:40 Investors who lead with value (Pat Grady and Brian Halligan)
17:30 Building with David Cancel for 20+ years
23:00 The bold claim: $1B with under 100 people
26:00 The go-to-market motion behind it
28:30 "Sales is the last role AI will eliminate"
36:00 High-agency people and how Agency runs itself
42:00 Building distribution in the AI era
51:00 Where to find Elias and Agency

About the guest: Elias Torres is the founder and CEO of Agency, an AI company that provides agents to run a company's customer organization. He previously co-founded Drift (acquired in a $1.2B deal) and held senior roles at HubSpot and Performable, building alongside David Cancel for over two decades. Agency is backed by Pat Grady (Sequoia) and Brian Halligan.

Connect with Elias Torres:
LinkedIn: https://www.linkedin.com/in/eliast/
X: https://x.com/eliast

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> A $1.2 billion exit is the dream. Elias Torres calls it his biggest failure. The Drift co-founder joins Sophie Buonassisi on GTMnow to unpack why the headline number felt hollow, what he learned in the quiet stretch afterward, and why he jumped straight back in to build Agency, an AI company that runs your entire customer organization.

Elias gets honest about identity after the exit, the difference between chasing a title and building something enduring, and the operating thesis behind Agency: a billion-dollar company with fewer than 100 people, where 80 to 90% of the team are engineers and everyone talks to customers. He also gets into distribution as the hardest problem in the AI era, why he only takes money from investors who lead with value (Pat Grady and Brian Halligan back the company), and the two decades he's spent building alongside David Cancel.

What you'll learn:
- Why a $1.2B exit can still feel like a failure, and what "enduring" actually means
- How to rebuild your identity when the title goes away
- The Agency thesis: $1B with under 100 people, and how AI agents make it possible
- Why Elias runs the whole company on Agency itself, with no CRM
- Why sales may be the last role AI eliminates, and what that means for GTM
- How to spot investors who lead with value instead of a pitch deck
- Why distribution, not product, is the hardest problem in the AI era
- What 20+ years building with David Cancel (Performable, HubSpot, Drift) taught him about partnership

Chapters:
00:00 Intro
02:25 Time off, slowing down, and losing the title
04:00 The inflection point and what comes after a big exit
07:00 What Agency is and the problem it solves
11:00 Why he brought people he's known for years
11:40 Investors who lead with value (Pat Grady and Brian Halligan)
17:30 Building with David Cancel for 20+ years
23:00 The bold claim: $1B with under 100 people
26:00 The go-to-market motion behind it
28:30 "Sales is the last role AI will eliminate"
36:00 High-agency people and how Agency runs itself
42:00 Building distribution in the AI era
51:00 Where to find Elias and Agency

About the guest: Elias Torres is the founder and CEO of Agency, an AI company that provides agents to run a company's customer organization. He previously co-founded Drift (acquired in a $1.2B deal) and held senior roles at HubSpot and Performable, building alongside David Cancel for over two decades. Agency is backed by Pat Grady (Sequoia) and Brian Halligan.

Connect with Elias Torres:
LinkedIn: https://www.linkedin.com/in/eliast/
X: https://x.com/eliast

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19435427 Thu, 02 Jul 2026 08:00:00 -0700 3171 full false From DeepMind to 200 Customers in 20 Countries: Building the Execution Layer for Sales | Adam Liska, CEO of Airspeed From DeepMind to 200 Customers in 20 Countries: Building the Execution Layer for Sales | Adam Liska, CEO of Airspeed The single most expensive sentence in sales is "I'll follow up on that." Adam Liska joins Sophie Buonassisi on GTMnow to break down the "execution gap," the space between knowing what to do in a deal and actually doing it, and why that gap is where most pipeline quietly dies.

Adam left DeepMind's Gemini team in 2022, pre-ChatGPT, to build a native revenue execution platform now serving 200 customers across 20 countries (recently rebranded and fresh off a $20M Series A). In this conversation, he gets specific on what is actually changing in the sales role, what should be automated, and why he thinks this is about to be the golden age for sales reps.

What you'll learn:
- Why "I'll follow up on that" is the most expensive promise in revenue, and how the execution gap compounds from rep to manager to CRO
- What parts of the rep workflow to automate now (research, CRM updates, business cases, follow-ups) and what stays human
- Why AI is squeezing middle management, not reps, and flattening GTM orgs
- How per-rep coaching changes when every call is recorded, shared, and analyzed for patterns
- The "corrective action" approach to coaching deals on the job, in real time
- How to sell globally when borders disappear but local-language talent still matters
- Why in-person events drove 70% of early pipeline, and how that compounds with cold calling
- How to keep your team at the AI frontier by never locking into a single model
- Adam's #1 piece of advice for first-time founders (hint: it starts with your co-founder)

Chapters:
00:00 Why AI won't replace sales reps
00:22 Leaving DeepMind's Gemini team pre-ChatGPT
01:18 What airspeed does and the "execution gap"
02:07 "I'll follow up on that": the most expensive promise in sales
03:28 The $20M Series A and the rebrand from Glyphic
05:30 Why walk away from frontier AI research at DeepMind
07:17 Leading when the frontier models keep changing
08:39 Buy vs. build, and keeping customers at the AI frontier
11:03 Landing the first 200 customers across 20 countries
12:41 Advice for first-time founders
14:04 Selling globally and what AI changes about language
17:07 What the sales rep role looks like in an AI-first world
19:24 How reps and leaders should start automating today
20:51 The channels driving results right now
22:41 How AI makes per-rep coaching actually work
25:14 Building an execution-first culture
27:10 The DeepMind departure story
28:51 Building in London vs. selling in the US
30:43 Adam's favorite AI use case as a busy CEO
31:26 The biggest misconception about AI in sales

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Guest: Adam Liska, Co-founder and CEO at Airspeed
X: https://x.com/adliska
LinkedIn: https://www.linkedin.com/in/adliska/

About the guest: Adam is the co-founder and CEO of Airspeed (formerly glyph), a native revenue execution platform that closes the gap between knowing what to do in a deal and executing on it. Before founding the company, he worked at DeepMind on the team that became Gemini. 

About GTMnow: 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> The single most expensive sentence in sales is "I'll follow up on that." Adam Liska joins Sophie Buonassisi on GTMnow to break down the "execution gap," the space between knowing what to do in a deal and actually doing it, and why that gap is where most pipeline quietly dies.

Adam left DeepMind's Gemini team in 2022, pre-ChatGPT, to build a native revenue execution platform now serving 200 customers across 20 countries (recently rebranded and fresh off a $20M Series A). In this conversation, he gets specific on what is actually changing in the sales role, what should be automated, and why he thinks this is about to be the golden age for sales reps.

What you'll learn:
- Why "I'll follow up on that" is the most expensive promise in revenue, and how the execution gap compounds from rep to manager to CRO
- What parts of the rep workflow to automate now (research, CRM updates, business cases, follow-ups) and what stays human
- Why AI is squeezing middle management, not reps, and flattening GTM orgs
- How per-rep coaching changes when every call is recorded, shared, and analyzed for patterns
- The "corrective action" approach to coaching deals on the job, in real time
- How to sell globally when borders disappear but local-language talent still matters
- Why in-person events drove 70% of early pipeline, and how that compounds with cold calling
- How to keep your team at the AI frontier by never locking into a single model
- Adam's #1 piece of advice for first-time founders (hint: it starts with your co-founder)

Chapters:
00:00 Why AI won't replace sales reps
00:22 Leaving DeepMind's Gemini team pre-ChatGPT
01:18 What airspeed does and the "execution gap"
02:07 "I'll follow up on that": the most expensive promise in sales
03:28 The $20M Series A and the rebrand from Glyphic
05:30 Why walk away from frontier AI research at DeepMind
07:17 Leading when the frontier models keep changing
08:39 Buy vs. build, and keeping customers at the AI frontier
11:03 Landing the first 200 customers across 20 countries
12:41 Advice for first-time founders
14:04 Selling globally and what AI changes about language
17:07 What the sales rep role looks like in an AI-first world
19:24 How reps and leaders should start automating today
20:51 The channels driving results right now
22:41 How AI makes per-rep coaching actually work
25:14 Building an execution-first culture
27:10 The DeepMind departure story
28:51 Building in London vs. selling in the US
30:43 Adam's favorite AI use case as a busy CEO
31:26 The biggest misconception about AI in sales

Host: Sophie Buonassisi, SVP at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Guest: Adam Liska, Co-founder and CEO at Airspeed
X: https://x.com/adliska
LinkedIn: https://www.linkedin.com/in/adliska/

About the guest: Adam is the co-founder and CEO of Airspeed (formerly glyph), a native revenue execution platform that closes the gap between knowing what to do in a deal and executing on it. Before founding the company, he worked at DeepMind on the team that became Gemini. 

About GTMnow: 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-196-ai-sales-execution-gap-adam-liska-airspeed/ GTMnow Buzzsprout-19400768 Thu, 25 Jun 2026 07:00:00 -0700 1942 full false VC: How Benchmark Picks AI Winners - Max 10 Bets a Year, 5 Partners | Chetan Puttagunta (GP) VC: How Benchmark Picks AI Winners - Max 10 Bets a Year, 5 Partners | Chetan Puttagunta (GP) Benchmark's Chetan breaks down why the path from $0 to $100M has collapsed from five years to under two, and the one thing that is actually getting harder in the AI era: reaching your first million in revenue. In this VC bonus edition of the GTM Now Podcast, he sits down with Sophie Buonassisi to unpack how AI native companies are compressing 180 day sales cycles into 30 days, why direct sales is here to stay, and how value is shifting away from code toward the last mile of customer service.

Using Legora (legal AI) and Manus as case studies, Chetan explains how Benchmark builds conviction fast, why the marginal cost of code trending to zero changes everything, and what separates the founders who win this window from the ones who miss it.

What you'll learn:
- Why the first $1M now takes longer than the next $99M in the AI era
- How top AI startups compress a 180 day sales cycle into 30 days
- The "trusted vendor" playbook for breaking incumbent distribution advantages
- Why Legora embedded inside a law firm for a year before launching
- How a magical demo plus a tightly scoped pilot collapses six month deals
- Why value is moving from the product build to the service and outcome
- What Benchmark actually looks for: technical insight that creates demand pull
- Why direct sales and forward deployed engineers are exploding in AI
- How buying one AI app triggers an enterprise to buy 100 more

Chapters: 
00:00 Intro
01:13 Why Max + Paul were furious taking notes on this one
02:10 Benchmark's $2B growth fund and the changing strategy
04:57 POC to trial and the power of direct sales in AI
11:33 Meeting Max early: $0 to $100M in 18 months
15:05 Manus: 0 to $100M in eight months through PLG
17:10 Will the AI native window close?
19:09 Sizing the window: $40B software vs $1T services in legal
21:50 How Benchmark picks the winners
25:31 Turning a 180 day sales cycle into 30 days
30:45 The Legora deep dive: research, pilots, legal engineers
41:46 Why $0 to $100M keeps getting faster
42:29 The harder problem: getting to your first $1M
44:04 When code goes to zero, what do customers pay for?
48:46 Sales led vs PLG in the AI era
51:49 How to spot the right founder
55:18 What company Chetan wishes someone would build
56:48 Investors founders should follow
57:40 Working with Jack Altman at Benchmark

Connect with Chetan Puttagunta: 
General Partner at Benchmark
Twitter/X: https://x.com/chetanp
LinkedIn: https://www.linkedin.com/in/chetanputtagunta/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

About the GTMnow Podcast:
GTMnow is the media brand of GTMfund, sharing the tactics and strategies behind how the best companies go to market. The VC series brings on top investors to break down what is actually working in go to market today.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Benchmark's Chetan breaks down why the path from $0 to $100M has collapsed from five years to under two, and the one thing that is actually getting harder in the AI era: reaching your first million in revenue. In this VC bonus edition of the GTM Now Podcast, he sits down with Sophie Buonassisi to unpack how AI native companies are compressing 180 day sales cycles into 30 days, why direct sales is here to stay, and how value is shifting away from code toward the last mile of customer service.

Using Legora (legal AI) and Manus as case studies, Chetan explains how Benchmark builds conviction fast, why the marginal cost of code trending to zero changes everything, and what separates the founders who win this window from the ones who miss it.

What you'll learn:
- Why the first $1M now takes longer than the next $99M in the AI era
- How top AI startups compress a 180 day sales cycle into 30 days
- The "trusted vendor" playbook for breaking incumbent distribution advantages
- Why Legora embedded inside a law firm for a year before launching
- How a magical demo plus a tightly scoped pilot collapses six month deals
- Why value is moving from the product build to the service and outcome
- What Benchmark actually looks for: technical insight that creates demand pull
- Why direct sales and forward deployed engineers are exploding in AI
- How buying one AI app triggers an enterprise to buy 100 more

Chapters: 
00:00 Intro
01:13 Why Max + Paul were furious taking notes on this one
02:10 Benchmark's $2B growth fund and the changing strategy
04:57 POC to trial and the power of direct sales in AI
11:33 Meeting Max early: $0 to $100M in 18 months
15:05 Manus: 0 to $100M in eight months through PLG
17:10 Will the AI native window close?
19:09 Sizing the window: $40B software vs $1T services in legal
21:50 How Benchmark picks the winners
25:31 Turning a 180 day sales cycle into 30 days
30:45 The Legora deep dive: research, pilots, legal engineers
41:46 Why $0 to $100M keeps getting faster
42:29 The harder problem: getting to your first $1M
44:04 When code goes to zero, what do customers pay for?
48:46 Sales led vs PLG in the AI era
51:49 How to spot the right founder
55:18 What company Chetan wishes someone would build
56:48 Investors founders should follow
57:40 Working with Jack Altman at Benchmark

Connect with Chetan Puttagunta: 
General Partner at Benchmark
Twitter/X: https://x.com/chetanp
LinkedIn: https://www.linkedin.com/in/chetanputtagunta/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

About the GTMnow Podcast:
GTMnow is the media brand of GTMfund, sharing the tactics and strategies behind how the best companies go to market. The VC series brings on top investors to break down what is actually working in go to market today.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19396155 Wed, 24 Jun 2026 08:00:00 -0700 3564 full false Ads in ChatGPT Are Coming. What B2B Marketers Should Do Right Now | Keith Delaney, CEO Primer Ads in ChatGPT Are Coming. What B2B Marketers Should Do Right Now | Keith Delaney, CEO Primer LinkedIn CPMs just hit $800. AI is flooding every channel with content. Outbound is dying. So where should B2B marketers actually spend their ad budget right now?

Keith Putnam-Delaney, co-founder & CEO of Primer, joins Sophie to break down the complete state of B2B paid advertising, what's broken, what's working, and where the real opportunities are hiding in 2025.

What you'll learn:
- Why LinkedIn & Google search are hitting a ceiling (and what to do instead)
- How to get 80% match rates on Meta and 70% on Reddit for B2B audiences
- The only moat competitors can't copy: your targeting
- Why you need to feed CRM conversion data back to ad platforms
- Holdout groups, attribution, and what actually proves paid ROI
- The truth about ads in LLMs (ChatGPT, Perplexity, Grok)
- B2B influencer marketing: the most undervalued tactic right now
- Founder lessons from 6 years and 3 pivots building Primer

Chapters:
0:00 – The paid advertising crisis no one's talking about
2:40 – AI's real impact on ad costs
4:06 – Google Search & AI Overviews: what still works
5:04 – LinkedIn CPMs: $20 to $800 in 18 months
6:39 – Why B2B brands need to be on Meta, Reddit & Instagram
7:01 – What Primer does (80% match rates explained)
9:29 – The device fragmentation problem & attribution
11:16 – Holdout groups: the statistically proven approach
13:30 – Which channel to start with (and minimum spend)
22:18 – Paid ad creative: feed the algorithm with variants
25:14 – B2B influencer marketing & thought leadership ads
30:59 – Why you MUST push CRM data back into ad platforms
33:31 – Ads in ChatGPT & LLMs: what's coming
35:53 – Founder lessons, mental health & iteration

Connect with Keith Putnam-Delaney: 
Co-founder, CEO of Primer
Twitter/X: https://x.com/kcpdelaney
LinkedIn: https://www.linkedin.com/in/keithputnamdelaney/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

About Keith Putnam-Delaney:
Keith is the co-founder and CEO of Primer (https://www.sayprimer.com/), a B2B paid advertising targeting layer that helps brands unlock high match rates on Meta, Google, Reddit, and beyond. Former brand marketer turned data-driven growth leader.

GTMnow is the media brand of GTMfund, sharing go-to-market insights from the top 1% of revenue operators.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> LinkedIn CPMs just hit $800. AI is flooding every channel with content. Outbound is dying. So where should B2B marketers actually spend their ad budget right now?

Keith Putnam-Delaney, co-founder & CEO of Primer, joins Sophie to break down the complete state of B2B paid advertising, what's broken, what's working, and where the real opportunities are hiding in 2025.

What you'll learn:
- Why LinkedIn & Google search are hitting a ceiling (and what to do instead)
- How to get 80% match rates on Meta and 70% on Reddit for B2B audiences
- The only moat competitors can't copy: your targeting
- Why you need to feed CRM conversion data back to ad platforms
- Holdout groups, attribution, and what actually proves paid ROI
- The truth about ads in LLMs (ChatGPT, Perplexity, Grok)
- B2B influencer marketing: the most undervalued tactic right now
- Founder lessons from 6 years and 3 pivots building Primer

Chapters:
0:00 – The paid advertising crisis no one's talking about
2:40 – AI's real impact on ad costs
4:06 – Google Search & AI Overviews: what still works
5:04 – LinkedIn CPMs: $20 to $800 in 18 months
6:39 – Why B2B brands need to be on Meta, Reddit & Instagram
7:01 – What Primer does (80% match rates explained)
9:29 – The device fragmentation problem & attribution
11:16 – Holdout groups: the statistically proven approach
13:30 – Which channel to start with (and minimum spend)
22:18 – Paid ad creative: feed the algorithm with variants
25:14 – B2B influencer marketing & thought leadership ads
30:59 – Why you MUST push CRM data back into ad platforms
33:31 – Ads in ChatGPT & LLMs: what's coming
35:53 – Founder lessons, mental health & iteration

Connect with Keith Putnam-Delaney: 
Co-founder, CEO of Primer
Twitter/X: https://x.com/kcpdelaney
LinkedIn: https://www.linkedin.com/in/keithputnamdelaney/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

About Keith Putnam-Delaney:
Keith is the co-founder and CEO of Primer (https://www.sayprimer.com/), a B2B paid advertising targeting layer that helps brands unlock high match rates on Meta, Google, Reddit, and beyond. Former brand marketer turned data-driven growth leader.

GTMnow is the media brand of GTMfund, sharing go-to-market insights from the top 1% of revenue operators.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19360374 Wed, 17 Jun 2026 05:00:00 -0700 2743 full false He's Seen 300+ Sales Comp Plans. 90% Make the Same Mistake | Siva Rajamani (Everstage CEO) He's Seen 300+ Sales Comp Plans. 90% Make the Same Mistake | Siva Rajamani (Everstage CEO) Most sales comp plans are quietly broken, and the people running them have no idea. Siva Rajamani, CEO of Everstage, has visibility into 300+ enterprise comp plans, and he says 90% of companies make the same mistakes. In this episode he breaks down what's going wrong, how to spot it, and what a comp plan that actually drives revenue looks like.

Siva explains why sales compensation is not a back office cost center but the single biggest lever in your go-to-market strategy. It's the glue between what a company intends and what reps actually do. If your reps aren't doing what you want, the answer isn't in a 1-on-1. It's in your comp plan.

We get into the over-complication trap, the hidden math that makes reps refuse your best deals, the base-to-variable ratios that actually work, why your top reps should out-earn almost everyone, and how AI is about to blow open the gap between your best and average sellers.

Chapters:
00:00 Intro
00:30 Siva's RevOps background at Freshworks
04:00 Scaling RevOps from 1 to 25
04:50 Why he left to build Everstage
06:30 Why incentives drive revenue, not tools
08:00 Comp as the glue between intent and action
10:30 The 1 to 2 mistakes almost every team makes
12:00 "If your comp plan needs FAQs, it's a tax code"
14:00 The 60-second test for a broken plan
15:30 Designing comp to retain top talent
16:50 How AI widens the gap between top and average reps
18:00 The $1M sales rep is coming
19:30 Why optimizing for top earners is better on margins
21:30 Quota to OTE ratios that actually work
23:00 Base vs variable: the 50/50 rule and exceptions
24:00 What Everstage does and who it serves
25:30 How Everstage structures its own comp plan
28:00 The rise of the revenue architect
48:00 CPQ and connecting margin to commissions
50:30 When should reps earn commission in the deal cycle
52:30 Six month vs twelve month comp cycles
54:30 The most a sales rep has ever made
55:20 Where to find Siva

Connect with Siva Rajamani: 
Co-founder, CEO of Everstage
Twitter/X: https://x.com/siva_rajamani
LinkedIn: https://www.linkedin.com/in/sivasrajamani/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

ABOUT GTMnow

GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Subscribe for more conversations with the operators and founders behind today's best go-to-market teams.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Most sales comp plans are quietly broken, and the people running them have no idea. Siva Rajamani, CEO of Everstage, has visibility into 300+ enterprise comp plans, and he says 90% of companies make the same mistakes. In this episode he breaks down what's going wrong, how to spot it, and what a comp plan that actually drives revenue looks like.

Siva explains why sales compensation is not a back office cost center but the single biggest lever in your go-to-market strategy. It's the glue between what a company intends and what reps actually do. If your reps aren't doing what you want, the answer isn't in a 1-on-1. It's in your comp plan.

We get into the over-complication trap, the hidden math that makes reps refuse your best deals, the base-to-variable ratios that actually work, why your top reps should out-earn almost everyone, and how AI is about to blow open the gap between your best and average sellers.

Chapters:
00:00 Intro
00:30 Siva's RevOps background at Freshworks
04:00 Scaling RevOps from 1 to 25
04:50 Why he left to build Everstage
06:30 Why incentives drive revenue, not tools
08:00 Comp as the glue between intent and action
10:30 The 1 to 2 mistakes almost every team makes
12:00 "If your comp plan needs FAQs, it's a tax code"
14:00 The 60-second test for a broken plan
15:30 Designing comp to retain top talent
16:50 How AI widens the gap between top and average reps
18:00 The $1M sales rep is coming
19:30 Why optimizing for top earners is better on margins
21:30 Quota to OTE ratios that actually work
23:00 Base vs variable: the 50/50 rule and exceptions
24:00 What Everstage does and who it serves
25:30 How Everstage structures its own comp plan
28:00 The rise of the revenue architect
48:00 CPQ and connecting margin to commissions
50:30 When should reps earn commission in the deal cycle
52:30 Six month vs twelve month comp cycles
54:30 The most a sales rep has ever made
55:20 Where to find Siva

Connect with Siva Rajamani: 
Co-founder, CEO of Everstage
Twitter/X: https://x.com/siva_rajamani
LinkedIn: https://www.linkedin.com/in/sivasrajamani/

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

ABOUT GTMnow

GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Subscribe for more conversations with the operators and founders behind today's best go-to-market teams.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19347759 Mon, 15 Jun 2026 07:00:00 -0700 3442 full false "We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau "We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau Ben Lerer, Managing Partner and Founder of Lerer Hippeau, has built one of New York's most influential early-stage venture firms across nine funds and nearly $1.5B in AUM. In this VC edition of the GTMnow podcast, Ben sits down with Max and Paul to unpack how he actually picks founders, why he wants to be the "worst investor" at his own fund, and the contrarian belief that backing good, sensible businesses is a mistake.

Ben got his start in media, building Thrillist before it merged into Group Nine, then turned those relationships and that operator empathy into a venture career writing early checks into companies like Warby Parker and Casper. He shares what's changed about winning deals in a more competitive, sharp-elbowed market, how Lerer Hippeau runs its investment committee on conviction rather than consensus, and the process failure behind passing on Peloton.

We also get into the debate every investor is wrestling with right now: the crazy, fast-moving AI-native founder versus the second or third-time operator with deep domain expertise, and why the answer is rarely a silver bullet.

A real venture-nerd conversation on firm building, IC decision-making, founder selection, and what it takes to chase the power law.

Topics covered:
- The "worst investor at my own fund" philosophy
- Conviction vs. consensus in the investment committee
- Why Lerer Hippeau funds "crazy" founders, not good companies
- The Peloton miss and what it revealed about process
- From Thrillist and digital media to venture capital
- AI-native founders vs. domain experts
- How to win competitive deals as a smaller firm

Chapters:
00:00 Intro
00:52 Max and Paul on the episode: IC process and founder selection
14:36 Conversation with Ben Lerer begins
15:02 Nine funds, $1.5B AUM, and the early-stage strategy
23:00 From Thrillist to venture: the media springboard
28:00 What's changed in picking founders and winning deals
33:00 How the investment committee grew and evolved
37:40 The "magic" deal and chasing high-conviction bets
50:43 Why Ben wants to be the worst investor at his fund
53:00 Funding crazy people, not good companies
51:35 Yankees or Mets?

Connect with Ben Lerer: 
https://x.com/BenjLerer
LinkedIn: https://www.linkedin.com/in/benlerer/

Connect with Max: 
https://x.com/hackitmax
linkedin.com/in/maxaltschuler

Listen on Apple and Spotify, and subscribe for more GTMnow VC editions.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ben Lerer, Managing Partner and Founder of Lerer Hippeau, has built one of New York's most influential early-stage venture firms across nine funds and nearly $1.5B in AUM. In this VC edition of the GTMnow podcast, Ben sits down with Max and Paul to unpack how he actually picks founders, why he wants to be the "worst investor" at his own fund, and the contrarian belief that backing good, sensible businesses is a mistake.

Ben got his start in media, building Thrillist before it merged into Group Nine, then turned those relationships and that operator empathy into a venture career writing early checks into companies like Warby Parker and Casper. He shares what's changed about winning deals in a more competitive, sharp-elbowed market, how Lerer Hippeau runs its investment committee on conviction rather than consensus, and the process failure behind passing on Peloton.

We also get into the debate every investor is wrestling with right now: the crazy, fast-moving AI-native founder versus the second or third-time operator with deep domain expertise, and why the answer is rarely a silver bullet.

A real venture-nerd conversation on firm building, IC decision-making, founder selection, and what it takes to chase the power law.

Topics covered:
- The "worst investor at my own fund" philosophy
- Conviction vs. consensus in the investment committee
- Why Lerer Hippeau funds "crazy" founders, not good companies
- The Peloton miss and what it revealed about process
- From Thrillist and digital media to venture capital
- AI-native founders vs. domain experts
- How to win competitive deals as a smaller firm

Chapters:
00:00 Intro
00:52 Max and Paul on the episode: IC process and founder selection
14:36 Conversation with Ben Lerer begins
15:02 Nine funds, $1.5B AUM, and the early-stage strategy
23:00 From Thrillist to venture: the media springboard
28:00 What's changed in picking founders and winning deals
33:00 How the investment committee grew and evolved
37:40 The "magic" deal and chasing high-conviction bets
50:43 Why Ben wants to be the worst investor at his fund
53:00 Funding crazy people, not good companies
51:35 Yankees or Mets?

Connect with Ben Lerer: 
https://x.com/BenjLerer
LinkedIn: https://www.linkedin.com/in/benlerer/

Connect with Max: 
https://x.com/hackitmax
linkedin.com/in/maxaltschuler

Listen on Apple and Spotify, and subscribe for more GTMnow VC editions.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19321265 Tue, 09 Jun 2026 11:00:00 -0700 3346 full false How Esper Is Building the Operating System for Government Policy | Maleka Momand How Esper Is Building the Operating System for Government Policy | Maleka Momand Maleka Momand, co-founder and CEO of Esper, joins Sophie Buonassisi on GTMnow to break down what it actually takes to build and sell software to government. Esper is the operating system for government policy, serving as the system of record for the regulation and internal policy that shapes daily life, from NYPD procedures to nurse practitioner licensing in rural Tennessee.

Maleka shares hard-won lessons from 8 years in GovTech: why winning trust matters more than winning business, why professional services are a moat (not a cost center), and how Esper turns slow, paper-based policy processes into live digital workflows. She also covers the DOGE effect across red and blue states, why enterprise SaaS still has defensible moats in the age of AI, and her advice to founders entering regulated markets.

Whether you're a founder, GTM leader, or operator selling into complex, slow-moving markets, this conversation is packed with practical playbooks on trust, go-to-market, and building durable enterprise software.

Chapters:
00:00 Intro
00:44 Two types of government policy (regulation vs internal)
02:06 The NYPD 3,000-page policy problem
03:23 Digitizing a paper-based, 20-person workflow
04:12 Why policy is infrastructure
05:23 Real impact: Tennessee healthcare & Arkansas hunting licenses
07:45 Esper's ideal customer: complexity, catalyst, volume
08:18 Going to market in GovTech (and why it's slow)
10:16 Advice for founders entering GovTech: win trust first
11:27 Why professional services are a moat
12:38 In-house vs third-party services
13:49 What DOGE actually looks like on the ground
15:11 Is DOGE a tailwind for Esper?
16:36 The new funding round & enterprise SaaS in the age of AI
19:13 From VC to founder: why Maleka made the shift
22:10 Advice for founders: read fiction, not productivity books
24:14 AI, data quality, and the problem with vibe coding
26:43 How Esper uses AI internally (meet "Poly")
27:27 Building a high-agency culture while scaling
29:00 Closing thoughts

Connect with Maleka Momand: 
Co-founder, CEO of Esper
Twitter/X: @MalekaMomand 
LinkedIn: linkedin.com/in/malekamomand

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

ABOUT GTMnow

GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech.

#GovTech #GoToMarket #EnterpriseSaaS #StartupAdvice #GTM #SaaS #FounderAdvice #GovernmentTechnology #PolicyTech #AI



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Maleka Momand, co-founder and CEO of Esper, joins Sophie Buonassisi on GTMnow to break down what it actually takes to build and sell software to government. Esper is the operating system for government policy, serving as the system of record for the regulation and internal policy that shapes daily life, from NYPD procedures to nurse practitioner licensing in rural Tennessee.

Maleka shares hard-won lessons from 8 years in GovTech: why winning trust matters more than winning business, why professional services are a moat (not a cost center), and how Esper turns slow, paper-based policy processes into live digital workflows. She also covers the DOGE effect across red and blue states, why enterprise SaaS still has defensible moats in the age of AI, and her advice to founders entering regulated markets.

Whether you're a founder, GTM leader, or operator selling into complex, slow-moving markets, this conversation is packed with practical playbooks on trust, go-to-market, and building durable enterprise software.

Chapters:
00:00 Intro
00:44 Two types of government policy (regulation vs internal)
02:06 The NYPD 3,000-page policy problem
03:23 Digitizing a paper-based, 20-person workflow
04:12 Why policy is infrastructure
05:23 Real impact: Tennessee healthcare & Arkansas hunting licenses
07:45 Esper's ideal customer: complexity, catalyst, volume
08:18 Going to market in GovTech (and why it's slow)
10:16 Advice for founders entering GovTech: win trust first
11:27 Why professional services are a moat
12:38 In-house vs third-party services
13:49 What DOGE actually looks like on the ground
15:11 Is DOGE a tailwind for Esper?
16:36 The new funding round & enterprise SaaS in the age of AI
19:13 From VC to founder: why Maleka made the shift
22:10 Advice for founders: read fiction, not productivity books
24:14 AI, data quality, and the problem with vibe coding
26:43 How Esper uses AI internally (meet "Poly")
27:27 Building a high-agency culture while scaling
29:00 Closing thoughts

Connect with Maleka Momand: 
Co-founder, CEO of Esper
Twitter/X: @MalekaMomand 
LinkedIn: linkedin.com/in/malekamomand

Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

ABOUT GTMnow

GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech.

#GovTech #GoToMarket #EnterpriseSaaS #StartupAdvice #GTM #SaaS #FounderAdvice #GovernmentTechnology #PolicyTech #AI



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19293557 Thu, 04 Jun 2026 07:00:00 -0700 1869 full false How He Built a $250M Company With Zero Employees | Ben Cera, Polsia How He Built a $250M Company With Zero Employees | Ben Cera, Polsia One Person, $10M+ ARR, $30M Raised: How Ben Cera Built Polsia (AI Operating System) Solo

Ben Cera, founder of Polsia, just raised $30M at a $250M valuation while running the entire company alone. His AI agent handles his emails, manages customer support, even led his fundraising calls. This is what a solo founder with an AI operating system looks like at scale.

Polsia is an AI operating system that builds and runs companies autonomously. Give it an idea and it builds the product, writes code, conducts research, creates tweets, sets up company infrastructure, and works 24/7 on your behalf. Users are hitting $10M+ ARR using Polsia to scale their businesses.


In this episode we cover:
00:00 - Intro & The Viral Launch Nobody Forgot
01:24 - How He Raised $30M at $250M Valuation with Himself as the Only Employee
02:15 - The Origin Story: Building Polsia from Scratch
04:13 - Why the Controversial Product Name Became Free Marketing ($Millions in Earned Media)
05:55 - What Polsia Actually Does (AI Operating System for Founders)
06:25 - How He Hit $10M+ ARR Running Solo (No Cofounders, No Hires)
10:30 - Building a Company OS That Works 24/7 on Your Behalf
12:00 - The Psychology of Single Founder Mode (Why It Scales Faster)
14:45 - AI Agents Handling Customer Support, Refunds, & Bug Fixes
16:30 - Email Automation: How Polsia Responds to 100% of His Emails
20:15 - The Viral Fundraising Stunt (Live Dashboard + Agent-Led Investor Calls)
25:00 - Why He Let His AI Agent Handle First Meetings with Investors
28:30 - The Self-Fulfilling Prophecy of Distribution (More Visibility = More Traction)
32:15 - How Distribution Strategy Becomes Your Go-To-Market
35:45 - Building in Public While Running Everything Solo
38:00 - Customer Obsession at Scale (Staying Close When You're Alone)
42:56 - Founder Availability: Direct Phone Access to Customers
44:00 - Manufactured Moments That Feel Authentic
50:13 - Why Distribution Isn't an Afterthought Anymore

Key Insights:
- One founder + AI operating system beats small teams without leverage (speed, decision-making, equity concentration)
- Polsia lets you build multiple products simultaneously without hiring (products work 24/7 on your behalf)
- The more controversial your positioning, the more people talk (free marketing from debate)
- AI agents can handle 80% of founder work: emails, support, customer refunds, even investor screening
- Live dashboards showing real-time growth create self-fulfilling prophecies (transparency = conviction)
- Distribution is how you reach product-market fit faster (not an afterthought)
- AI agents leading first investor meetings works (validates the product claim + generates buzz)
- Customer intimacy at scale = founder still takes direct texts from users
- Retention matters more than naming: customers don't complain about the name, they just use it
- One person with AI tools > 5 people building without leverage


Why This Matters:
This is the playbook for next-generation founders in 2026. Ben shows you how to: scale solo using AI agents, multiply your output without hiring, go viral intentionally, raise capital through distribution, and stay close to customers at scale. If you're a founder thinking about AI leverage, autonomous systems, or scaling lean, this is essential.


Watch This If You're:
- Solo founders scaling without a team
- Founders interested in AI agents and autonomous systems
- Learning about AI-first product development
- Studying modern GTM and distribution strategy
- Raising capital in 2026 (fundraising case study)
- Building products with AI agents doing the work
- Curious about the solo founder + AI agent trend
- Following autonomous company builders


Connect with Ben Cera:
Founder & CEO of Polsia
Twitter/X: @bencera 
LinkedIn: https://www.linkedin.com/in/benbroca/


Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/


ABOUT GTMnow
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.


Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/


Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> One Person, $10M+ ARR, $30M Raised: How Ben Cera Built Polsia (AI Operating System) Solo

Ben Cera, founder of Polsia, just raised $30M at a $250M valuation while running the entire company alone. His AI agent handles his emails, manages customer support, even led his fundraising calls. This is what a solo founder with an AI operating system looks like at scale.

Polsia is an AI operating system that builds and runs companies autonomously. Give it an idea and it builds the product, writes code, conducts research, creates tweets, sets up company infrastructure, and works 24/7 on your behalf. Users are hitting $10M+ ARR using Polsia to scale their businesses.


In this episode we cover:
00:00 - Intro & The Viral Launch Nobody Forgot
01:24 - How He Raised $30M at $250M Valuation with Himself as the Only Employee
02:15 - The Origin Story: Building Polsia from Scratch
04:13 - Why the Controversial Product Name Became Free Marketing ($Millions in Earned Media)
05:55 - What Polsia Actually Does (AI Operating System for Founders)
06:25 - How He Hit $10M+ ARR Running Solo (No Cofounders, No Hires)
10:30 - Building a Company OS That Works 24/7 on Your Behalf
12:00 - The Psychology of Single Founder Mode (Why It Scales Faster)
14:45 - AI Agents Handling Customer Support, Refunds, & Bug Fixes
16:30 - Email Automation: How Polsia Responds to 100% of His Emails
20:15 - The Viral Fundraising Stunt (Live Dashboard + Agent-Led Investor Calls)
25:00 - Why He Let His AI Agent Handle First Meetings with Investors
28:30 - The Self-Fulfilling Prophecy of Distribution (More Visibility = More Traction)
32:15 - How Distribution Strategy Becomes Your Go-To-Market
35:45 - Building in Public While Running Everything Solo
38:00 - Customer Obsession at Scale (Staying Close When You're Alone)
42:56 - Founder Availability: Direct Phone Access to Customers
44:00 - Manufactured Moments That Feel Authentic
50:13 - Why Distribution Isn't an Afterthought Anymore

Key Insights:
- One founder + AI operating system beats small teams without leverage (speed, decision-making, equity concentration)
- Polsia lets you build multiple products simultaneously without hiring (products work 24/7 on your behalf)
- The more controversial your positioning, the more people talk (free marketing from debate)
- AI agents can handle 80% of founder work: emails, support, customer refunds, even investor screening
- Live dashboards showing real-time growth create self-fulfilling prophecies (transparency = conviction)
- Distribution is how you reach product-market fit faster (not an afterthought)
- AI agents leading first investor meetings works (validates the product claim + generates buzz)
- Customer intimacy at scale = founder still takes direct texts from users
- Retention matters more than naming: customers don't complain about the name, they just use it
- One person with AI tools > 5 people building without leverage


Why This Matters:
This is the playbook for next-generation founders in 2026. Ben shows you how to: scale solo using AI agents, multiply your output without hiring, go viral intentionally, raise capital through distribution, and stay close to customers at scale. If you're a founder thinking about AI leverage, autonomous systems, or scaling lean, this is essential.


Watch This If You're:
- Solo founders scaling without a team
- Founders interested in AI agents and autonomous systems
- Learning about AI-first product development
- Studying modern GTM and distribution strategy
- Raising capital in 2026 (fundraising case study)
- Building products with AI agents doing the work
- Curious about the solo founder + AI agent trend
- Following autonomous company builders


Connect with Ben Cera:
Founder & CEO of Polsia
Twitter/X: @bencera 
LinkedIn: https://www.linkedin.com/in/benbroca/


Host: Sophie Buonassisi, SVP at GTMnow
Follow Sophie: https://x.com/sophiebuona
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/


ABOUT GTMnow
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.


Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/


Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19260431 Fri, 29 May 2026 13:00:00 -0700 3044 full false The $575B AI Bet (Biggest Since the World Wars) and the New Two-Buyer Reality in Software | Tomasz Tunguz, Theory Ventures The $575B AI Bet (Biggest Since the World Wars) and the New Two-Buyer Reality in Software | Tomasz Tunguz, Theory Ventures AI Infrastructure Spending is Insane: Hyperscalers Betting $575B on the Data Center Race | Tomasz Tunguz

This year's data center infrastructure spending will be the 5th largest infrastructure project in history (bigger than everything except railroads and the two world wars). Tomasz Tunguz breaks down what nobody appreciates about the scale of the AI boom.

Tomasz Tunguz, General Partner at Theory Ventures, and one of the most insightful voices on AI infrastructure, data stacks, and founder strategy.


In this episode we cover:
00:00 - Intro & The Scale Nobody Anticipated
02:13 - Data Center CapEx Could Hit 5-7% of US GDP by 2030
05:21 - For Every $1 AI Companies Make, They Spend $12 on Infrastructure ($575B Bet)
06:20 - Market Share Capture vs. Margin Games: The Chicken Game Big Tech is Playing
09:48 - How the Data Stack & AI/ML Worlds Have Completely Fused
12:33 - Product-Market Fit is No Longer Binary: It's Continuous Now
15:17 - How AI is Changing Venture Capital & Portfolio Management
17:09 - The Future: Image & Video Data is Going to Require MASSIVE Infrastructure
18:25 - Pattern Recognition Across Winning Companies (Domain Expertise is Key)
20:50 - Hot Take: Corporate Org Structure Will Transform in 5 Years
21:00 - Final Advice to Founders: Nobody Knows the Answer

Key Insights:
- Hyperscalers are spending ALL free cash flow + borrowing heavily to fund data center CapEx (Meta, Google, Oracle levered 7:1 on cash flow basis)
- The dominant metric: intelligence per watt of electricity
- Anthropic rumored to have very high gross margins (first wave competition)
- Data teams are now reporting to heads of engineering (huge organizational shift)
- Inference demand is infinite: models are growing 5-10x in size
- Foundation models broke product-market fit: it's now continuous, not static
- Second-time founders win because they understand domain history & distribution
- PR is now a major distribution channel for AI companies (unlike software era)
- Building for images & video is the next frontier (1,000-10,000x larger than text data)


Watch this if you're:
- Founders building AI/data companies
- Investors analyzing the AI infrastructure play
- Product leaders understanding AI's organizational impact
- Anyone following the AI market seriously

Connect with Max:
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving/

Guest: Tomasz Tunguz, General Partner
https://www.linkedin.com/in/tomasztunguz/
https://x.com/ttunguz

Host: Sophie Buonassisi, SVP at GTMnow
https://www.linkedin.com/in/sophiebuonassisi/
https://x.com/sophiebuona


ABOUT GTMnow 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.


Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/


Brought to you by: AngelList
From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com


GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> AI Infrastructure Spending is Insane: Hyperscalers Betting $575B on the Data Center Race | Tomasz Tunguz

This year's data center infrastructure spending will be the 5th largest infrastructure project in history (bigger than everything except railroads and the two world wars). Tomasz Tunguz breaks down what nobody appreciates about the scale of the AI boom.

Tomasz Tunguz, General Partner at Theory Ventures, and one of the most insightful voices on AI infrastructure, data stacks, and founder strategy.


In this episode we cover:
00:00 - Intro & The Scale Nobody Anticipated
02:13 - Data Center CapEx Could Hit 5-7% of US GDP by 2030
05:21 - For Every $1 AI Companies Make, They Spend $12 on Infrastructure ($575B Bet)
06:20 - Market Share Capture vs. Margin Games: The Chicken Game Big Tech is Playing
09:48 - How the Data Stack & AI/ML Worlds Have Completely Fused
12:33 - Product-Market Fit is No Longer Binary: It's Continuous Now
15:17 - How AI is Changing Venture Capital & Portfolio Management
17:09 - The Future: Image & Video Data is Going to Require MASSIVE Infrastructure
18:25 - Pattern Recognition Across Winning Companies (Domain Expertise is Key)
20:50 - Hot Take: Corporate Org Structure Will Transform in 5 Years
21:00 - Final Advice to Founders: Nobody Knows the Answer

Key Insights:
- Hyperscalers are spending ALL free cash flow + borrowing heavily to fund data center CapEx (Meta, Google, Oracle levered 7:1 on cash flow basis)
- The dominant metric: intelligence per watt of electricity
- Anthropic rumored to have very high gross margins (first wave competition)
- Data teams are now reporting to heads of engineering (huge organizational shift)
- Inference demand is infinite: models are growing 5-10x in size
- Foundation models broke product-market fit: it's now continuous, not static
- Second-time founders win because they understand domain history & distribution
- PR is now a major distribution channel for AI companies (unlike software era)
- Building for images & video is the next frontier (1,000-10,000x larger than text data)


Watch this if you're:
- Founders building AI/data companies
- Investors analyzing the AI infrastructure play
- Product leaders understanding AI's organizational impact
- Anyone following the AI market seriously

Connect with Max:
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving/

Guest: Tomasz Tunguz, General Partner
https://www.linkedin.com/in/tomasztunguz/
https://x.com/ttunguz

Host: Sophie Buonassisi, SVP at GTMnow
https://www.linkedin.com/in/sophiebuonassisi/
https://x.com/sophiebuona


ABOUT GTMnow 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.


Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/


Brought to you by: AngelList
From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com


GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19242247 Tue, 26 May 2026 08:00:00 -0700 2098 full false SEO Is Not Enough Anymore: Webflow's CEO on the Rise of AEO | Linda Tong SEO Is Not Enough Anymore: Webflow's CEO on the Rise of AEO | Linda Tong The future of websites isn't a builder problem anymore. It's an agent problem.

In this episode of GTMnow, Sophie Buonassisi sits down with Linda Tong, CEO of Webflow, to unpack how the entire web is being rewritten for a world where humans AND AI agents are your audience.

Linda breaks down why Webflow is no longer "just a website builder" (it's an agentic web marketing platform), what the Vidoso acquisition unlocks for AI-generated brand assets, and how the rise of Answer Engine Optimization (AEO) is forcing marketers to rethink content from the ground up. She also shares the practical playbooks her team uses to "vibe" sites into production with the Webflow MCP server, why human creativity is the only real moat left, and how she built her own personal CRM using Claude Code.

If you run a GTM team, lead marketing, or are trying to figure out what your website should even look like in 2026, this one is essential.

WHAT YOU'LL LEARN
-Why your website is now the #1 source of truth for humans, bots, and agents
-The shift from static sites to continuously optimizing, dynamic experiences
-How "vibe coding" with MCP is changing the way teams build on the web
-Inside the Vidoso acquisition and what "brand-governed AI" actually means
-AppGen: going from prompt to production without losing brand consistency
-Answer Engine Optimization (AEO): the non-obvious mistakes marketers are making
-How to structure a marketing team made of humans plus agent swarms
-The "5 words" exercise every CEO should run inside their company
-Linda's personal CRM built with Claude Code (and how Webflow scales internal AI)
-Why "unlimited credits" and Builder Days unlock real AI productivity

ABOUT THE GUEST
Linda Tong is the CEO of Webflow, the agentic web marketing platform powering some of the most respected brands on the internet. Before stepping into the CEO role, Linda served as President and COO at Webflow, and previously led product at Cisco's AppDynamics and held senior roles at Google.

CHAPTERS 
00:00 Intro 
01:41 From static to dynamic 
03:12 Inside the Vidoso acquisition 
05:38 The human moat 
07:17 Beyond the website builder 
08:55 Structuring human + agent teams 
09:58 AppGen, explained 
10:45 Prompt to production 
12:11 AEO misconceptions 
14:40 Holistic AEO strategy 
16:38 The 5 words exercise 
18:10 Linda's personal CRM 
19:31 Central vs. individual AI 
20:44 Inside Webflow's Builder Days

Guest: Linda Tong, CEO Webflow
https://www.linkedin.com/in/lktong/
https://x.com/YayLT

Host: Sophie Buonassisi, SVP at GTMnow
https://www.linkedin.com/in/sophiebuonassisi/
https://x.com/sophiebuona

ABOUT GTMnow 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
.Tech - Domains, where the next generation of builders is planting their flag.
Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

#GTMnow #Webflow #AI #LindaTong #AnswerEngineOptimization #AEO #GoToMarket #B2BMarketing #AgenticAI #VibeCoding #AIAgents #FutureOfWeb #MarketingPlatform #SaaS #aimarketing

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> The future of websites isn't a builder problem anymore. It's an agent problem.

In this episode of GTMnow, Sophie Buonassisi sits down with Linda Tong, CEO of Webflow, to unpack how the entire web is being rewritten for a world where humans AND AI agents are your audience.

Linda breaks down why Webflow is no longer "just a website builder" (it's an agentic web marketing platform), what the Vidoso acquisition unlocks for AI-generated brand assets, and how the rise of Answer Engine Optimization (AEO) is forcing marketers to rethink content from the ground up. She also shares the practical playbooks her team uses to "vibe" sites into production with the Webflow MCP server, why human creativity is the only real moat left, and how she built her own personal CRM using Claude Code.

If you run a GTM team, lead marketing, or are trying to figure out what your website should even look like in 2026, this one is essential.

WHAT YOU'LL LEARN
-Why your website is now the #1 source of truth for humans, bots, and agents
-The shift from static sites to continuously optimizing, dynamic experiences
-How "vibe coding" with MCP is changing the way teams build on the web
-Inside the Vidoso acquisition and what "brand-governed AI" actually means
-AppGen: going from prompt to production without losing brand consistency
-Answer Engine Optimization (AEO): the non-obvious mistakes marketers are making
-How to structure a marketing team made of humans plus agent swarms
-The "5 words" exercise every CEO should run inside their company
-Linda's personal CRM built with Claude Code (and how Webflow scales internal AI)
-Why "unlimited credits" and Builder Days unlock real AI productivity

ABOUT THE GUEST
Linda Tong is the CEO of Webflow, the agentic web marketing platform powering some of the most respected brands on the internet. Before stepping into the CEO role, Linda served as President and COO at Webflow, and previously led product at Cisco's AppDynamics and held senior roles at Google.

CHAPTERS 
00:00 Intro 
01:41 From static to dynamic 
03:12 Inside the Vidoso acquisition 
05:38 The human moat 
07:17 Beyond the website builder 
08:55 Structuring human + agent teams 
09:58 AppGen, explained 
10:45 Prompt to production 
12:11 AEO misconceptions 
14:40 Holistic AEO strategy 
16:38 The 5 words exercise 
18:10 Linda's personal CRM 
19:31 Central vs. individual AI 
20:44 Inside Webflow's Builder Days

Guest: Linda Tong, CEO Webflow
https://www.linkedin.com/in/lktong/
https://x.com/YayLT

Host: Sophie Buonassisi, SVP at GTMnow
https://www.linkedin.com/in/sophiebuonassisi/
https://x.com/sophiebuona

ABOUT GTMnow 
GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market.

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
.Tech - Domains, where the next generation of builders is planting their flag.
Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

#GTMnow #Webflow #AI #LindaTong #AnswerEngineOptimization #AEO #GoToMarket #B2BMarketing #AgenticAI #VibeCoding #AIAgents #FutureOfWeb #MarketingPlatform #SaaS #aimarketing

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19209168 Wed, 20 May 2026 07:00:00 -0700 1474 full false Inside Reevo's $80M Bet to Kill the $10B Frankenstein Stack | David Zhu, Cofounder & CEO Inside Reevo's $80M Bet to Kill the $10B Frankenstein Stack | David Zhu, Cofounder & CEO AI is rewriting go-to-market and most companies are still operating with a “Frankenstein stack.”

In this episode of GTMnow, we sit down with David, founder & CEO of Reevo, to unpack how AI-native companies will replace legacy GTM systems, why the future of sales teams looks radically different, and how AI agents are becoming the new operating layer for revenue teams.

David shares why Reevo stayed in stealth while building a vertically integrated AI revenue operating system, the problem of institutional knowledge loss in sales organizations, and why the old playbook for SaaS and GTM is breaking in 2026.

We also dive deep into:
- AI-native go-to-market strategy
- The death of the legacy SaaS tech stack
- Revenue operating systems explained
- AI agents for sales, marketing, and customer success
- How founders should think about AI adoption
- Building startups in the age of AI
- Why “failure is the cornerstone of innovation”
- AI-driven sales productivity and revenue efficiency
- Founder-led sales in 2026
- The future of CROs, CMOs, and RevOps
- AI copilots, Jarvis-style workflows, and GTM automation
- Scaling teams without scaling headcount

If you're a founder, CRO, CMO, GTM leader, SaaS operator, AI builder, or investor trying to understand where B2B software and go-to-market are headed next, this episode is for you.

Timestamps:
 00:00 Intro
 01:20 Why Reevo built in stealth
 04:50 Why AI can finally disrupt GTM tech stacks
 09:20 What Reevo actually does
 11:10 AI outcomes vs headcount growth
 15:00 How AI changes leadership & innovation
 19:00 Why legacy GTM teams are vulnerable
 23:00 The future of AI-native GTM organizations
 29:00 Running an AI-native company internally
 34:00 David’s favorite AI workflows & tools
 37:40 Advice for introverted founders & leaders

Host: Sophie Buonassisi, SVP Marketing at GTMnow
https://www.linkedin.com/in/sophiebuonassisi  

Guest: David Zhu, Co-founder and CEO at Reevo
https://www.linkedin.com/in/zhuventures/

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/


#AI #Sales #GTM #SaaS #ArtificialIntelligence #RevenueOperations #Startup #B2B #RevOps #AIAgents #Founder #SalesLeadership #CMO #CRO #GoToMarket #AIStartup #TechPodcast #SalesTech #FutureOfWork #Automation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> AI is rewriting go-to-market and most companies are still operating with a “Frankenstein stack.”

In this episode of GTMnow, we sit down with David, founder & CEO of Reevo, to unpack how AI-native companies will replace legacy GTM systems, why the future of sales teams looks radically different, and how AI agents are becoming the new operating layer for revenue teams.

David shares why Reevo stayed in stealth while building a vertically integrated AI revenue operating system, the problem of institutional knowledge loss in sales organizations, and why the old playbook for SaaS and GTM is breaking in 2026.

We also dive deep into:
- AI-native go-to-market strategy
- The death of the legacy SaaS tech stack
- Revenue operating systems explained
- AI agents for sales, marketing, and customer success
- How founders should think about AI adoption
- Building startups in the age of AI
- Why “failure is the cornerstone of innovation”
- AI-driven sales productivity and revenue efficiency
- Founder-led sales in 2026
- The future of CROs, CMOs, and RevOps
- AI copilots, Jarvis-style workflows, and GTM automation
- Scaling teams without scaling headcount

If you're a founder, CRO, CMO, GTM leader, SaaS operator, AI builder, or investor trying to understand where B2B software and go-to-market are headed next, this episode is for you.

Timestamps:
 00:00 Intro
 01:20 Why Reevo built in stealth
 04:50 Why AI can finally disrupt GTM tech stacks
 09:20 What Reevo actually does
 11:10 AI outcomes vs headcount growth
 15:00 How AI changes leadership & innovation
 19:00 Why legacy GTM teams are vulnerable
 23:00 The future of AI-native GTM organizations
 29:00 Running an AI-native company internally
 34:00 David’s favorite AI workflows & tools
 37:40 Advice for introverted founders & leaders

Host: Sophie Buonassisi, SVP Marketing at GTMnow
https://www.linkedin.com/in/sophiebuonassisi  

Guest: David Zhu, Co-founder and CEO at Reevo
https://www.linkedin.com/in/zhuventures/

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/


#AI #Sales #GTM #SaaS #ArtificialIntelligence #RevenueOperations #Startup #B2B #RevOps #AIAgents #Founder #SalesLeadership #CMO #CRO #GoToMarket #AIStartup #TechPodcast #SalesTech #FutureOfWork #Automation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19174278 Thu, 14 May 2026 02:00:00 -0700 2518 full false VC: "Software Is Basically Worth Zero Now" | Tyler Hogge, Ex-Pelion VC: "Software Is Basically Worth Zero Now" | Tyler Hogge, Ex-Pelion Tyler Hogge helped take Divvy from zero to a $2.5B acquisition by Bill.com. Now, as General Partner at Pelion Ventures, he argues that charging for software is dead, per-seat pricing is collapsing, and the next decade of venture-scale companies will be built on outcomes, not subscriptions.

In this episode of the GTMnow VC Podcast, Tyler sits down with Max to break down what comes after SaaS pricing, why founder intensity is the only trait that still matters in 2026, and how Pelion concentrates capital into its biggest winners (Cloudflare alone returned over $1B to the fund). He also shares why most startups won't survive going head-to-head with OpenAI and Anthropic, the "bent the odds" contract he signed with Redo's CEO, and the lesson from raising four kids that changed how he leads.

This is an honest, no-fluff conversation about where venture is going as AI commoditizes software.

Chapters:
00:00 Intro
01:14 Intro
18:48 Tyler joins
23:09 "Sell Jesus, sell anything"
27:42 The $2.5B Divvy exit
34:39 The "bent the odds" contract
38:11 Startups vs. OpenAI and Anthropic
39:05 "Software is worth zero"
40:55 The death of per-seat pricing
43:02 Lessons from raising 4 kids
46:44 "LinkedIn is the trailer park"

Connect with Tyler:
https://x.com/thogge
https://www.linkedin.com/in/thogge/

Connect with Max:
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving/

About Tyler Hogge:
Tyler Hogge is a General Partner at Pelion Ventures, Utah's oldest and largest venture fund with $500M AUM across eight funds. Before Pelion, Tyler was VP of Product at Divvy, which sold to Bill.com for $2.5B in 2021. Earlier in his career, he was a product leader at Wealthfront under Andy Rachleff and Adam Nash. He's based in Utah and one of the most active venture capitalists on X.

About GTMnow:
GTMnow is the media arm of GTMfund, a pre-seed and seed-stage B2B SaaS venture firm backed by an LP base of 300+ C-suite and VP-level operators from the best go-to-market organizations in tech. The GTMnow VC Podcast publishes every other week with the investors and operators shaping the next decade of B2B software.

Brought to you by: AngelList
From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund:
https://gtmfund.com/

Subscribe for new episodes every week

#VentureCapital #VCpodcast #SaaS #AI #B2BSaaS #GTMnow #StartupFunding #TylerHogue #PelionVentures #FounderAdvice

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Tyler Hogge helped take Divvy from zero to a $2.5B acquisition by Bill.com. Now, as General Partner at Pelion Ventures, he argues that charging for software is dead, per-seat pricing is collapsing, and the next decade of venture-scale companies will be built on outcomes, not subscriptions.

In this episode of the GTMnow VC Podcast, Tyler sits down with Max to break down what comes after SaaS pricing, why founder intensity is the only trait that still matters in 2026, and how Pelion concentrates capital into its biggest winners (Cloudflare alone returned over $1B to the fund). He also shares why most startups won't survive going head-to-head with OpenAI and Anthropic, the "bent the odds" contract he signed with Redo's CEO, and the lesson from raising four kids that changed how he leads.

This is an honest, no-fluff conversation about where venture is going as AI commoditizes software.

Chapters:
00:00 Intro
01:14 Intro
18:48 Tyler joins
23:09 "Sell Jesus, sell anything"
27:42 The $2.5B Divvy exit
34:39 The "bent the odds" contract
38:11 Startups vs. OpenAI and Anthropic
39:05 "Software is worth zero"
40:55 The death of per-seat pricing
43:02 Lessons from raising 4 kids
46:44 "LinkedIn is the trailer park"

Connect with Tyler:
https://x.com/thogge
https://www.linkedin.com/in/thogge/

Connect with Max:
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving/

About Tyler Hogge:
Tyler Hogge is a General Partner at Pelion Ventures, Utah's oldest and largest venture fund with $500M AUM across eight funds. Before Pelion, Tyler was VP of Product at Divvy, which sold to Bill.com for $2.5B in 2021. Earlier in his career, he was a product leader at Wealthfront under Andy Rachleff and Adam Nash. He's based in Utah and one of the most active venture capitalists on X.

About GTMnow:
GTMnow is the media arm of GTMfund, a pre-seed and seed-stage B2B SaaS venture firm backed by an LP base of 300+ C-suite and VP-level operators from the best go-to-market organizations in tech. The GTMnow VC Podcast publishes every other week with the investors and operators shaping the next decade of B2B software.

Brought to you by: AngelList
From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund:
https://gtmfund.com/

Subscribe for new episodes every week

#VentureCapital #VCpodcast #SaaS #AI #B2BSaaS #GTMnow #StartupFunding #TylerHogue #PelionVentures #FounderAdvice

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19162776 Tue, 12 May 2026 08:00:00 -0700 2860 full false How AI Will Go From Influencing 20% to Making 90% of Your Decisions | Steve Lucas, Boomi CEO How AI Will Go From Influencing 20% to Making 90% of Your Decisions | Steve Lucas, Boomi CEO Boomi was founded in the early 2000s by Rick Nucci, acquired by Dell in 2010, and then spun out to Francisco Partners and TPG Capital in 2021. Today it powers 30,000+ enterprise customers globally and moves more data per second than the entire Visa card network, times two. What started as an integration platform has evolved into something bigger: the leading data activation company, purpose-built for the agentic AI era.

Steve Lucas took over as CEO in early 2023, just as ChatGPT was about to reshape the entire software landscape. A three-time CEO with nearly 30 years in enterprise software, Steve previously led Marketo through its $4.75B acquisition by Adobe (the largest in Adobe's history at the time), scaled iCIMS into the world's leading talent acquisition cloud, and held senior roles at SAP, Salesforce, Adobe, and BusinessObjects. He's also the author of "Digital Impact: The Human Element of AI Driven Transformation," a book arguing that the AI revolution will stall unless companies fix the fragmentation of their data first.

In this episode, Sophie Buonassisi sits down with Steve at HumanX in San Francisco to unpack why 2026 is the year AI moves from pilot to production, the three diagnostic questions every CEO should ask before deploying agentic AI, and why "change only happens at the speed of trust." Steve also gets candid about the internal protest that erupted when Boomi rolled out its first CSM agent, his prediction that AI will go from influencing 20% of executive decisions to making 90% of them within 2 years, and how he picked up Claude Code on an airplane to vibe-code a contracts agent for his sales team.

If you're a founder, operator, or GTM leader trying to figure out whether your business is actually ready for agentic AI (or just chasing the buzzword), this one is for you.

TIMESTAMPS

0:00  Intro

0:58  Welcome to GTMnow at HumanX

1:10  Why 2026 is when AI moves from pilot to production

2:32  Influencing decisions vs. making decisions: the next 2 years

3:18  Digital Impact: why fragmentation will stall the AI revolution

5:01  "Get your data to the gym": the new slogan

5:20  The 3 questions to know if your company is AI-ready

6:47  Change happens at the speed of trust

7:53  The internal protest behind Boomi's CSM agent

9:32  From integration platform to data activation: the strategic shift

10:50 Steve's most transformative AI workflow as a CEO

11:12 Vibe coding with Claude on an airplane

12:20 Where to follow Steve and Boomi


Host: Sophie Buonassisi, SVP Marketing at GTMnow

linkedin.com/in/sophiebuonassisi  

Guest: Steve Lucas, CEO at Boomi

https://www.linkedin.com/in/nstevenlucas/

Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitter): https://x.com/GTMnow_

Follow us on YouTube: https://www.youtube.com/@GTM_now

Follow us on TikTok: https://www.tiktok.com/@gtmnow_

Follow us on Instagram: https://www.instagram.com/gtmnow_/


Sponsors: 

.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com


For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/


Keywords: #AI #AgenticAI #Boomi #SteveLucas #GTMnow #DataActivation #HumanX #EnterpriseAI #AIStrategy #B2BSaaS #ClaudeCode #VibeCoding #CEOInterview #DigitalTransformation #futureofwork

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Boomi was founded in the early 2000s by Rick Nucci, acquired by Dell in 2010, and then spun out to Francisco Partners and TPG Capital in 2021. Today it powers 30,000+ enterprise customers globally and moves more data per second than the entire Visa card network, times two. What started as an integration platform has evolved into something bigger: the leading data activation company, purpose-built for the agentic AI era.

Steve Lucas took over as CEO in early 2023, just as ChatGPT was about to reshape the entire software landscape. A three-time CEO with nearly 30 years in enterprise software, Steve previously led Marketo through its $4.75B acquisition by Adobe (the largest in Adobe's history at the time), scaled iCIMS into the world's leading talent acquisition cloud, and held senior roles at SAP, Salesforce, Adobe, and BusinessObjects. He's also the author of "Digital Impact: The Human Element of AI Driven Transformation," a book arguing that the AI revolution will stall unless companies fix the fragmentation of their data first.

In this episode, Sophie Buonassisi sits down with Steve at HumanX in San Francisco to unpack why 2026 is the year AI moves from pilot to production, the three diagnostic questions every CEO should ask before deploying agentic AI, and why "change only happens at the speed of trust." Steve also gets candid about the internal protest that erupted when Boomi rolled out its first CSM agent, his prediction that AI will go from influencing 20% of executive decisions to making 90% of them within 2 years, and how he picked up Claude Code on an airplane to vibe-code a contracts agent for his sales team.

If you're a founder, operator, or GTM leader trying to figure out whether your business is actually ready for agentic AI (or just chasing the buzzword), this one is for you.

TIMESTAMPS

0:00  Intro

0:58  Welcome to GTMnow at HumanX

1:10  Why 2026 is when AI moves from pilot to production

2:32  Influencing decisions vs. making decisions: the next 2 years

3:18  Digital Impact: why fragmentation will stall the AI revolution

5:01  "Get your data to the gym": the new slogan

5:20  The 3 questions to know if your company is AI-ready

6:47  Change happens at the speed of trust

7:53  The internal protest behind Boomi's CSM agent

9:32  From integration platform to data activation: the strategic shift

10:50 Steve's most transformative AI workflow as a CEO

11:12 Vibe coding with Claude on an airplane

12:20 Where to follow Steve and Boomi


Host: Sophie Buonassisi, SVP Marketing at GTMnow

linkedin.com/in/sophiebuonassisi  

Guest: Steve Lucas, CEO at Boomi

https://www.linkedin.com/in/nstevenlucas/

Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitter): https://x.com/GTMnow_

Follow us on YouTube: https://www.youtube.com/@GTM_now

Follow us on TikTok: https://www.tiktok.com/@gtmnow_

Follow us on Instagram: https://www.instagram.com/gtmnow_/


Sponsors: 

.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com


For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/


Keywords: #AI #AgenticAI #Boomi #SteveLucas #GTMnow #DataActivation #HumanX #EnterpriseAI #AIStrategy #B2BSaaS #ClaudeCode #VibeCoding #CEOInterview #DigitalTransformation #futureofwork

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19135592 Wed, 06 May 2026 10:00:00 -0700 763 full false Okta's CRO: From $850M in Losses to $760M Profit (The AI Agent Bet) | Jon Addison Okta's CRO: From $850M in Losses to $760M Profit (The AI Agent Bet) | Jon Addison Okta's CRO Jon Addison joins GTMnow host Sophie to break down the full story behind Okta's remarkable revenue turnaround, the launch of Okta for AI Agents, and the go-to-market playbook that's carrying them from $3B toward a $5B ARR target.

From nearly $850M in operating losses to over $760M in operating income, Okta's transformation is one of the most significant turnaround stories in enterprise SaaS. In this episode, Jon pulls back the curtain on exactly how it happened.

In this episode:

- Why 91% of enterprises are already deploying AI agents but only 10% have a security strategy for them

- How Okta's "AI governance gap" insight became the foundation for their biggest product launch in years: Okta for AI Agents

- The GTM restructure around specialization that unlocked productivity and drove 40% higher average contract value on new product deals

- How Okta became a partner-first company: 95% of their top 100 deals in the last fiscal year were partner-led, and what operationally made that possible

- Why the first discovery call no longer exists, and how sellers need to show up differently in the AI era

- Jon's new internal sales methodology, APEX, built on Command of the Message for the AI era

- How Okta is using AI internally to transform their own go-to-market motion, from conversational intelligence to pre-sales assistants

- What the path to $5B ARR actually looks like: enterprise expansion, international growth, public sector, and the massive new TAM unlocked by non-human identity

- Jon's leadership philosophy: why human-centric selling is becoming more critical as AI takes over the repetitive work


Host: Sophie Buonassisi, SVP Marketing at GTMnow

https://www.linkedin.com/in/sophiebuonassisi

Guest: Jon Addison, CRO at Okta

https://www.linkedin.com/in/jon-addison-3399175

Timestamp:

0:00 - Cold open

1:19 - Welcome + Jon's background: from London to Silicon Valley

1:52 - How Jon got into software and identity management

4:08 - Okta for AI Agents launch announcement

5:04 - 90% of customers live with agents, only 10% confident in securing them

6:31 - What's driving the governance gap in the market

7:53 - Speed of agent innovation must be matched by security and governance

8:36 - 40% higher ACV on deals that include new products

9:43 - Why consolidation around a single identity platform is resonating

11:45 - How AI agents unlock a massive new TAM for Okta

13:05 - Okta's turnaround: from $850M operating losses to $760M operating income

13:36 - Key decision 1: GTM specialization drove productivity

15:02 - Key decision 2: becoming a partner-first company

16:14 - What cracking the partner-led model actually looks like

19:08 - How long it takes to see ROI from a partner-led pivot

20:12 - The path from $3B to $5B: enterprise, international, public sector

21:49 - Using AI internally: launching "Apex," the AI-era sales methodology

23:04 - What the Apex sales methodology entails

24:25 - Buyers now show up with strong opinions before the first call

25:44 - How discovery is changing: human-centric selling in the AI era

27:33 - Headcount and AI: what skills matter in the future

29:31 - Why relationships are Okta's core competitive advantage

30:36 - The role of experiences: F1, events, and the 7-touchpoint rule

31:47 - Broad GTM surface area: ABM, ecosystem, brand

33:47 - The future of identity: SaaS disruption, consolidation cycles, and Okta's position

37:06 - Jon's leadership style: coaching reps and unlocking potential

39:01 - Positive vs. negative leadership and the 1-to-10 touchpoints framework


Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitte

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Okta's CRO Jon Addison joins GTMnow host Sophie to break down the full story behind Okta's remarkable revenue turnaround, the launch of Okta for AI Agents, and the go-to-market playbook that's carrying them from $3B toward a $5B ARR target.

From nearly $850M in operating losses to over $760M in operating income, Okta's transformation is one of the most significant turnaround stories in enterprise SaaS. In this episode, Jon pulls back the curtain on exactly how it happened.

In this episode:

- Why 91% of enterprises are already deploying AI agents but only 10% have a security strategy for them

- How Okta's "AI governance gap" insight became the foundation for their biggest product launch in years: Okta for AI Agents

- The GTM restructure around specialization that unlocked productivity and drove 40% higher average contract value on new product deals

- How Okta became a partner-first company: 95% of their top 100 deals in the last fiscal year were partner-led, and what operationally made that possible

- Why the first discovery call no longer exists, and how sellers need to show up differently in the AI era

- Jon's new internal sales methodology, APEX, built on Command of the Message for the AI era

- How Okta is using AI internally to transform their own go-to-market motion, from conversational intelligence to pre-sales assistants

- What the path to $5B ARR actually looks like: enterprise expansion, international growth, public sector, and the massive new TAM unlocked by non-human identity

- Jon's leadership philosophy: why human-centric selling is becoming more critical as AI takes over the repetitive work


Host: Sophie Buonassisi, SVP Marketing at GTMnow

https://www.linkedin.com/in/sophiebuonassisi

Guest: Jon Addison, CRO at Okta

https://www.linkedin.com/in/jon-addison-3399175

Timestamp:

0:00 - Cold open

1:19 - Welcome + Jon's background: from London to Silicon Valley

1:52 - How Jon got into software and identity management

4:08 - Okta for AI Agents launch announcement

5:04 - 90% of customers live with agents, only 10% confident in securing them

6:31 - What's driving the governance gap in the market

7:53 - Speed of agent innovation must be matched by security and governance

8:36 - 40% higher ACV on deals that include new products

9:43 - Why consolidation around a single identity platform is resonating

11:45 - How AI agents unlock a massive new TAM for Okta

13:05 - Okta's turnaround: from $850M operating losses to $760M operating income

13:36 - Key decision 1: GTM specialization drove productivity

15:02 - Key decision 2: becoming a partner-first company

16:14 - What cracking the partner-led model actually looks like

19:08 - How long it takes to see ROI from a partner-led pivot

20:12 - The path from $3B to $5B: enterprise, international, public sector

21:49 - Using AI internally: launching "Apex," the AI-era sales methodology

23:04 - What the Apex sales methodology entails

24:25 - Buyers now show up with strong opinions before the first call

25:44 - How discovery is changing: human-centric selling in the AI era

27:33 - Headcount and AI: what skills matter in the future

29:31 - Why relationships are Okta's core competitive advantage

30:36 - The role of experiences: F1, events, and the 7-touchpoint rule

31:47 - Broad GTM surface area: ABM, ecosystem, brand

33:47 - The future of identity: SaaS disruption, consolidation cycles, and Okta's position

37:06 - Jon's leadership style: coaching reps and unlocking potential

39:01 - Positive vs. negative leadership and the 1-to-10 touchpoints framework


Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitte

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-19099741 Wed, 29 Apr 2026 14:00:00 -0700 2418 full false VC: Inside a16z's $1.7B Infrastructure Bet | Jennifer Li, General Partner VC: Inside a16z's $1.7B Infrastructure Bet | Jennifer Li, General Partner Jennifer Li, Partner at Andreessen Horowitz (a16z), breaks down why the firm allocated $1.7 billion of its latest $15 billion fund specifically toward AI infrastructure, and what she's betting on next.


Jennifer has backed ElevenLabs from Series A all the way through Series D, watching it grow to an $11 billion valuation. In this episode, she explains what she saw in voice AI before anyone else did, what makes a founder worth backing regardless of the tech, and why the next wave of AI infrastructure is being rebuilt from the ground up.


In this episode:

- Why a16z bet $1.7B on AI infrastructure (and why now)

- The shift from cloud to AI-native infrastructure: storage, compute, orchestration, memory

- How ElevenLabs crossed the uncanny valley in synthetic voice

- Voice agents as the first AI category to truly scale in the enterprise

- What "king-making" in AI go-to-market actually looks like

- The traits that made Jennifer write a check for ElevenLabs on founder conviction alone

- Open source vs. frontier models: what 2027 looks like

- Why world models and vision language models are the next unlock

- AI and human creativity: why directors and authors won't be replaced

- How a 1-2 person studio can now make a full movie


Host: Sophie Buonassisi, SVP Marketing at GTMnow

https://www.linkedin.com/in/sophiebuonassisi


Guest: Jennifer Li, General Partner at Andreessen Horowitz

https://www.linkedin.com/in/jenniferhli/

https://x.com/JenniferHli

Connect with Max: 

https://x.com/hackitmax

https://www.linkedin.com/in/maxaltschuler

Connect with Paul:

https://x.com/PaulGTM

https://www.linkedin.com/in/paulsirving


Timestamps:

0:00 - Cold open

1:06 - Max & Paul intro: are we in a bubble?

1:46 - AI vs. dot-com era: the key differences

4:55 - B2B SaaS disruption and value destruction (Thoma Bravo / Medallia)

6:39 - Intercom / Finn: crossing the chasm from legacy to AI-native

8:08 - Introducing Jennifer Lee, a16z General Partner

8:31 - Paul's key takeaway: the distribution era

9:41 - Why speed to default brand has never mattered more

11:33 - The ElevenLabs story: a16z led Series A, B, and C

12:02 - Why the seed strategy still works

13:37 - What the best founders do differently with model capabilities

15:58 - Jennifer Lee joins: why a16z raised $1.7B for infrastructure

16:22 - What existing infrastructure is being rebuilt for AI

19:19 - Specific areas a16z is focused on: models, storage, dev tools, security

20:35 - 90%+ of code now written by agents

21:52 - What Jennifer saw early in the 11 Labs / voice AI space

25:19 - Go-to-market in AI infrastructure: what's working

27:29 - Becoming the default brand: the "Kleenex effect" in AI

28:37 - What makes a founder worth backing on conviction alone

30:48 - Predictions for 2026/2027: open source catching up fast

31:39 - Most exciting new modalities: world models and vision language models

32:07 - AI and human creativity: can they coexist?

34:42 - What's blocking the creative AI future

36:05 - "The best ideas live in the graveyard"

36:57 - Closing advice: make AI tools your friends

Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitter): https://x.com/GTMnow_

Follow us on YouTube: https://www.youtube.com/@GTM_now

Follow us on TikTok: https://www.tiktok.com/@gtmnow_

Follow us on Instagram: https://www.instagram.com/gtmnow_/


Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jennifer Li, Partner at Andreessen Horowitz (a16z), breaks down why the firm allocated $1.7 billion of its latest $15 billion fund specifically toward AI infrastructure, and what she's betting on next.


Jennifer has backed ElevenLabs from Series A all the way through Series D, watching it grow to an $11 billion valuation. In this episode, she explains what she saw in voice AI before anyone else did, what makes a founder worth backing regardless of the tech, and why the next wave of AI infrastructure is being rebuilt from the ground up.


In this episode:

- Why a16z bet $1.7B on AI infrastructure (and why now)

- The shift from cloud to AI-native infrastructure: storage, compute, orchestration, memory

- How ElevenLabs crossed the uncanny valley in synthetic voice

- Voice agents as the first AI category to truly scale in the enterprise

- What "king-making" in AI go-to-market actually looks like

- The traits that made Jennifer write a check for ElevenLabs on founder conviction alone

- Open source vs. frontier models: what 2027 looks like

- Why world models and vision language models are the next unlock

- AI and human creativity: why directors and authors won't be replaced

- How a 1-2 person studio can now make a full movie


Host: Sophie Buonassisi, SVP Marketing at GTMnow

https://www.linkedin.com/in/sophiebuonassisi


Guest: Jennifer Li, General Partner at Andreessen Horowitz

https://www.linkedin.com/in/jenniferhli/

https://x.com/JenniferHli

Connect with Max: 

https://x.com/hackitmax

https://www.linkedin.com/in/maxaltschuler

Connect with Paul:

https://x.com/PaulGTM

https://www.linkedin.com/in/paulsirving


Timestamps:

0:00 - Cold open

1:06 - Max & Paul intro: are we in a bubble?

1:46 - AI vs. dot-com era: the key differences

4:55 - B2B SaaS disruption and value destruction (Thoma Bravo / Medallia)

6:39 - Intercom / Finn: crossing the chasm from legacy to AI-native

8:08 - Introducing Jennifer Lee, a16z General Partner

8:31 - Paul's key takeaway: the distribution era

9:41 - Why speed to default brand has never mattered more

11:33 - The ElevenLabs story: a16z led Series A, B, and C

12:02 - Why the seed strategy still works

13:37 - What the best founders do differently with model capabilities

15:58 - Jennifer Lee joins: why a16z raised $1.7B for infrastructure

16:22 - What existing infrastructure is being rebuilt for AI

19:19 - Specific areas a16z is focused on: models, storage, dev tools, security

20:35 - 90%+ of code now written by agents

21:52 - What Jennifer saw early in the 11 Labs / voice AI space

25:19 - Go-to-market in AI infrastructure: what's working

27:29 - Becoming the default brand: the "Kleenex effect" in AI

28:37 - What makes a founder worth backing on conviction alone

30:48 - Predictions for 2026/2027: open source catching up fast

31:39 - Most exciting new modalities: world models and vision language models

32:07 - AI and human creativity: can they coexist?

34:42 - What's blocking the creative AI future

36:05 - "The best ideas live in the graveyard"

36:57 - Closing advice: make AI tools your friends

Visit us on: https://gtmnow.com

Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow

Follow us on X (Twitter): https://x.com/GTMnow_

Follow us on YouTube: https://www.youtube.com/@GTM_now

Follow us on TikTok: https://www.tiktok.com/@gtmnow_

Follow us on Instagram: https://www.instagram.com/gtmnow_/


Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19088734 Tue, 28 Apr 2026 07:00:00 -0700 2298 full false How Figma Scaled From $2M to IPO | Kyle Parrish (First Sales Hire) How Figma Scaled From $2M to IPO | Kyle Parrish (First Sales Hire) Kyle Parrish joined Figma as the first-ever sales hire when the company was doing $2M in ARR and helped scale it to $950M ARR. Figma then went on to IPO (FIG). 
But the path there was anything but smooth.

In this episode, Kyle breaks down what it actually took to build Figma's enterprise sales motion from scratch, including the no-discount rule that made procurement teams furious, the 40-hour interview weeks when hiring felt impossible to keep up with, and what it was like to lead a 300-person team through a failed $20B Adobe acquisition, and then have their best year immediately after.

We cover:
- Why Figma refused to discount, even when Microsoft pushed back
- How to hire the right first sales rep as a founder
- The PLG to enterprise transition most companies get wrong
- What the Adobe deal collapse actually felt like from the inside
- How Figma went from 3 products to 8 overnight and launched into an IPO
- What great sales look like in the AI era

Timestamp:
0:00 – Intro 
1:02 – Guest intro: Kyle Parrish 
1:35 – Joining Figma at $2M ARR in 2018 
5:01 – First meeting with Dylan (Figma CEO) 
6:13 – How to find your first sales hire 
9:05 – Stage alignment in early hiring 
11:43 – Early-stage operators need "scar tissue" 
13:19 – Northstar metric at Figma 
14:13 – Obsessing over customer conversations 
16:44 – Building Figma's brand through community 
17:31 – Scaling the "unscalable" 
20:08 – In-person GTM vs. digital 
22:47 – Was there a moment Figma might not make it? 
24:48 – Pivoting after the Adobe deal collapsed 
28:10 – Figma's no-discount rule 
31:05 – Enterprise ELAs replacing discounting 
34:47 – What makes a great salesperson in the AI era 
36:56 – Missionaries vs. mercenaries in AI-era GTM 
39:47 – Spotting the next Dropbox or Figma 
43:46 – Kyle's post-Figma investing focus 
45:58 – Family, travel & what's next

Guest: Kyle Parrish, former VP Sales at Figma 
LinkedIn: https://www.linkedin.com/in/kparrish8/
X: https://x.com/KyleHParrish

Host: Sophie Buonassisi, SVP Marketing at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
Nooks - the AI workspace for outbound teams: https://www.nooks.ai/gtmfund
.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kyle Parrish joined Figma as the first-ever sales hire when the company was doing $2M in ARR and helped scale it to $950M ARR. Figma then went on to IPO (FIG). 
But the path there was anything but smooth.

In this episode, Kyle breaks down what it actually took to build Figma's enterprise sales motion from scratch, including the no-discount rule that made procurement teams furious, the 40-hour interview weeks when hiring felt impossible to keep up with, and what it was like to lead a 300-person team through a failed $20B Adobe acquisition, and then have their best year immediately after.

We cover:
- Why Figma refused to discount, even when Microsoft pushed back
- How to hire the right first sales rep as a founder
- The PLG to enterprise transition most companies get wrong
- What the Adobe deal collapse actually felt like from the inside
- How Figma went from 3 products to 8 overnight and launched into an IPO
- What great sales look like in the AI era

Timestamp:
0:00 – Intro 
1:02 – Guest intro: Kyle Parrish 
1:35 – Joining Figma at $2M ARR in 2018 
5:01 – First meeting with Dylan (Figma CEO) 
6:13 – How to find your first sales hire 
9:05 – Stage alignment in early hiring 
11:43 – Early-stage operators need "scar tissue" 
13:19 – Northstar metric at Figma 
14:13 – Obsessing over customer conversations 
16:44 – Building Figma's brand through community 
17:31 – Scaling the "unscalable" 
20:08 – In-person GTM vs. digital 
22:47 – Was there a moment Figma might not make it? 
24:48 – Pivoting after the Adobe deal collapsed 
28:10 – Figma's no-discount rule 
31:05 – Enterprise ELAs replacing discounting 
34:47 – What makes a great salesperson in the AI era 
36:56 – Missionaries vs. mercenaries in AI-era GTM 
39:47 – Spotting the next Dropbox or Figma 
43:46 – Kyle's post-Figma investing focus 
45:58 – Family, travel & what's next

Guest: Kyle Parrish, former VP Sales at Figma 
LinkedIn: https://www.linkedin.com/in/kparrish8/
X: https://x.com/KyleHParrish

Host: Sophie Buonassisi, SVP Marketing at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
X: https://x.com/sophiebuona

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
Nooks - the AI workspace for outbound teams: https://www.nooks.ai/gtmfund
.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-187-figma-first-sales-hire-plg-to-enterprise-ipo GTMnow Buzzsprout-19059083 Wed, 22 Apr 2026 07:00:00 -0700 2828 full false How AI Killed the Discovery Call | Sam Senior, Founder & CEO of TestBox How AI Killed the Discovery Call | Sam Senior, Founder & CEO of TestBox AI isn't just changing how we sell. It's changing how buyers make decisions before they ever talk to you.

Sam, Founder and CEO of TestBox, joins Sophie on GTMnow to break down exactly what's happening to the B2B software buying process right now, and what go-to-market leaders need to do about it immediately.

If you're a founder, CRO, or AE wondering why your pipeline feels different, this conversation will give you a clear framework for what's happening and what to do next.

What we cover:

  • Why 70-80% of purchase decisions are already made before the first call (and it's accelerating)
  • The shift from discovery calls to validation calls, and how to prepare
  • CEO (AI-version of SEO): how LLMs are shaping what buyers believe about your product
  • The "day one shortlist" shrinking from 3-4 vendors to 1-2 vendors
  • Agent-to-agent procurement: Sam's timeline for when AI agents fully take over buying
  • Why the mid-funnel is actually getting longer, not shorter
  • The "Fake Nothing, Prove Everything" campaign that went viral post-Series A
  • How TestBox runs 15 AI experiments per week across the entire company
  • Using Google Vertex video analysis to read prospect body language on sales calls
  • How to build an AI-first culture without burning out your team
  • Books: The 15 Commitments of Conscious Leadership, No Ego, Courageous Marketing, Good to Great

Timestamps:

0:00 - Cold open

1:09 - What TestBox does

2:43 - How buying has changed

5:48 - What founders/CROs should do now

7:05 - GEO: AI version of SEO

9:02 - Why mid-funnel is expanding

21:17 - Agent-to-agent procurement

26:02 - All procurement by agents in 3-5 years

29:09 - How vendors differentiate beyond product

33:30 - The croissant campaign breakdown

45:50 - 15 AI experiments per week

47:10 - Analyzing prospects via video AI

48:29 - Building AI culture in your team

52:39 - Book recommendations


Guest: Sam Senior, Founder and CEO TestBox

Linkedin: ⁠https://www.linkedin.com/in/samuelsenior/⁠

TestBox:⁠ https://www.testbox.com

⁠

Host: Sophie Buonassisi, SVP Marketing at GTMnow

LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/


Newsletter:⁠ https://thegtmnewsletter.substack.com

⁠Visit us on:⁠ https://gtmnow.com

⁠Follow us on LinkedIn: / gtmnow

Follow us on X (Twitter):⁠ https://x.com/GTMnow_⁠ 

Follow us on YouTube: / @gtm_now 

Follow us on TikTok: / gtmnow_ 

Follow us on Instagram: / gtmnow_  


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> AI isn't just changing how we sell. It's changing how buyers make decisions before they ever talk to you.

Sam, Founder and CEO of TestBox, joins Sophie on GTMnow to break down exactly what's happening to the B2B software buying process right now, and what go-to-market leaders need to do about it immediately.

If you're a founder, CRO, or AE wondering why your pipeline feels different, this conversation will give you a clear framework for what's happening and what to do next.

What we cover:

  • Why 70-80% of purchase decisions are already made before the first call (and it's accelerating)
  • The shift from discovery calls to validation calls, and how to prepare
  • CEO (AI-version of SEO): how LLMs are shaping what buyers believe about your product
  • The "day one shortlist" shrinking from 3-4 vendors to 1-2 vendors
  • Agent-to-agent procurement: Sam's timeline for when AI agents fully take over buying
  • Why the mid-funnel is actually getting longer, not shorter
  • The "Fake Nothing, Prove Everything" campaign that went viral post-Series A
  • How TestBox runs 15 AI experiments per week across the entire company
  • Using Google Vertex video analysis to read prospect body language on sales calls
  • How to build an AI-first culture without burning out your team
  • Books: The 15 Commitments of Conscious Leadership, No Ego, Courageous Marketing, Good to Great

Timestamps:

0:00 - Cold open

1:09 - What TestBox does

2:43 - How buying has changed

5:48 - What founders/CROs should do now

7:05 - GEO: AI version of SEO

9:02 - Why mid-funnel is expanding

21:17 - Agent-to-agent procurement

26:02 - All procurement by agents in 3-5 years

29:09 - How vendors differentiate beyond product

33:30 - The croissant campaign breakdown

45:50 - 15 AI experiments per week

47:10 - Analyzing prospects via video AI

48:29 - Building AI culture in your team

52:39 - Book recommendations


Guest: Sam Senior, Founder and CEO TestBox

Linkedin: ⁠https://www.linkedin.com/in/samuelsenior/⁠

TestBox:⁠ https://www.testbox.com

⁠

Host: Sophie Buonassisi, SVP Marketing at GTMnow

LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/


Newsletter:⁠ https://thegtmnewsletter.substack.com

⁠Visit us on:⁠ https://gtmnow.com

⁠Follow us on LinkedIn: / gtmnow

Follow us on X (Twitter):⁠ https://x.com/GTMnow_⁠ 

Follow us on YouTube: / @gtm_now 

Follow us on TikTok: / gtmnow_ 

Follow us on Instagram: / gtmnow_  


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-186-b2b-buyers-decide-before-sales-conversation-sam-senior GTMnow Buzzsprout-19027519 Thu, 16 Apr 2026 09:00:00 -0700 3426 full false VC: Your First VC Meeting Will Be Agent-to-Agent | Auren Hoffman (Flex Capital) VC: Your First VC Meeting Will Be Agent-to-Agent | Auren Hoffman (Flex Capital) Auren Hoffman (Flex Capital) joins the GTMnow podcast to share some of the most contrarian takes in tech today, from why AI moats are gone, to why your next VC meeting will be with a bot, to why AI is secretly going to trigger a baby boom.

In this episode:
- Why Auren runs 500+ AI agents to source deals, and what that means for founders raising capital
- The "agent-to-agent" meeting prediction: by end of 2026, first VC conversations will be fully automated
- Why every software moat has been "blown up" and what Salesforce, LinkedIn & DocuSign need to do to survive
- The OpenAI x The Hustle acquisition breakdown: why it's the smartest (and cheapest) distribution play in AI
- Why missing a great deal is 10x more painful than making a bad one, Auren's honest VC mistake framework
- The baby boom thesis: why AI, IVF, self-driving cars & cheaper energy could reverse the fertility decline
- Why companies won't sign yearly SaaS contracts anymore, and what that means for every B2B founder

Auren Hoffman is the founder of Flex Capital, SafeGraph, and LiveRamp. He's an early backer of Replit, Perplexity, Rippling, Vercel, Coinbase, Chime, and AppLovin.

Connect with Max: 
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler

Connect with Auren:
https://x.com/auren
https://www.linkedin.com/in/auren/
https://www.youtube.com/@summationpod

GTMnow shares how the best in tech build, scale and invest.

Visit gtmnow.com for more episodes, The GTMnow Newsletter editions, and other content.

GTMnow is run by GTMfund - we are an early-stage venture firm made up of 350+ go-to-market executives from the fastest-growing companies.

Chapters:
00:00 - Intro
01:05 - GTMfund Q1 recap 
02:38 - OpenAI x The Hustle breakdown 
06:18 - Redpoint's optimal VC deployment period 
11:24 - Auren Hoffman intro 
13:04 - Why am I seeing this deal? 
26:26 - Sizing up founders at Replit, Perplexity & Rippling 
28:49 - What separates great founders 
32:10 - 500+ AI agents for deal sourcing 
33:40 - Agent-to-agent VC meetings by 2026 
45:13 - Every software moat is blown up 
49:09 - Who kills Salesforce next? 
51:30 - Why no one signs yearly SaaS contracts anymore 
51:50 - AI will trigger a baby boom 
56:22 - Thinking generationally

#AI #VentureCapital #GTM #StartupFunding #AurenHoffman #FlexCapital #SaaS #ArtificialIntelligence #Founders #Sales

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Auren Hoffman (Flex Capital) joins the GTMnow podcast to share some of the most contrarian takes in tech today, from why AI moats are gone, to why your next VC meeting will be with a bot, to why AI is secretly going to trigger a baby boom.

In this episode:
- Why Auren runs 500+ AI agents to source deals, and what that means for founders raising capital
- The "agent-to-agent" meeting prediction: by end of 2026, first VC conversations will be fully automated
- Why every software moat has been "blown up" and what Salesforce, LinkedIn & DocuSign need to do to survive
- The OpenAI x The Hustle acquisition breakdown: why it's the smartest (and cheapest) distribution play in AI
- Why missing a great deal is 10x more painful than making a bad one, Auren's honest VC mistake framework
- The baby boom thesis: why AI, IVF, self-driving cars & cheaper energy could reverse the fertility decline
- Why companies won't sign yearly SaaS contracts anymore, and what that means for every B2B founder

Auren Hoffman is the founder of Flex Capital, SafeGraph, and LiveRamp. He's an early backer of Replit, Perplexity, Rippling, Vercel, Coinbase, Chime, and AppLovin.

Connect with Max: 
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler

Connect with Auren:
https://x.com/auren
https://www.linkedin.com/in/auren/
https://www.youtube.com/@summationpod

GTMnow shares how the best in tech build, scale and invest.

Visit gtmnow.com for more episodes, The GTMnow Newsletter editions, and other content.

GTMnow is run by GTMfund - we are an early-stage venture firm made up of 350+ go-to-market executives from the fastest-growing companies.

Chapters:
00:00 - Intro
01:05 - GTMfund Q1 recap 
02:38 - OpenAI x The Hustle breakdown 
06:18 - Redpoint's optimal VC deployment period 
11:24 - Auren Hoffman intro 
13:04 - Why am I seeing this deal? 
26:26 - Sizing up founders at Replit, Perplexity & Rippling 
28:49 - What separates great founders 
32:10 - 500+ AI agents for deal sourcing 
33:40 - Agent-to-agent VC meetings by 2026 
45:13 - Every software moat is blown up 
49:09 - Who kills Salesforce next? 
51:30 - Why no one signs yearly SaaS contracts anymore 
51:50 - AI will trigger a baby boom 
56:22 - Thinking generationally

#AI #VentureCapital #GTM #StartupFunding #AurenHoffman #FlexCapital #SaaS #ArtificialIntelligence #Founders #Sales

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-19019548 Wed, 15 Apr 2026 07:00:00 -0700 3435 full false How One Hackathon Took Zapier’s AI Usage From 10% to 97% | CEO of Zapier How One Hackathon Took Zapier’s AI Usage From 10% to 97% | CEO of Zapier Wade Foster is the CEO of Zapier, a company that sits between 7,000+ apps and runs millions of automations every single day. That gives him a front-row seat to how companies are actually adopting AI, not just talking about it.

In this episode, Wade breaks down the exact decisions he made at Zapier to go from 10% AI usage to 97% company-wide, why agents and workflows are not the same thing, and what most leaders are getting completely wrong about AI fluency.

What you'll learn:

  • The difference between agents and workflows (and when to use which)
  • What triggered Zapier's internal "Code Red" after GPT-4 launched
  • The one-week hackathon that took AI adoption from 10% to 50% overnight
  • The AI fluency rubric Zapier built: Unacceptable, Acceptable, Adaptive, Transformative
  • Why leaders who aren't using AI are the biggest bottleneck in their companies
  • How to measure AI ROI: floor raisers vs ceiling raisers
  • How AI now handles 50% of Zapier's customer support tickets
  • Wade's personal "advisory council" of AI sub-agents he uses for every major decision
  • Why building a company today is 10x cheaper but distribution is 10x harder
  • The truth about fundraising: you're selling your company, not raising money
  • How Zapier stayed profitable by only hiring when it hurt


Guest: Wade Foster, CEO of Zapier
LinkedIn: https://www.linkedin.com/in/wadefoster/
Company - Zapier: https://zapier.com

Host: Sophie Buonassisi, SVP Marketing at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
Newsletter: https://thegtmnewsletter.substack.com


Episode highlights

0:00 - Intro

1:13 - The Seinfeld Quote & Kanye Text story

3:16 - Workflows vs. Agents: What's the difference?

6:09 - Zapier's Code Red moment

8:55 - The hackathon that moved AI adoption from 10% to 50%

12:06 - Making AI fluency a hiring requirement

13:47 - Building the AI fluency rubric

16:40 - Why leaders are the biggest AI bottleneck

18:12 - Revenue impact of going AI-first

22:09 - Would Wade build Zapier differently today?

23:20 - Is Zapier's moat at risk from agents?

24:59 - Staying profitable with minimal capital

28:37 - The riskiest contrarian bet that paid off

31:52 - Wade's 3 personal AI workflows

36:53 - Favorite books for founders


GTMnow is the media brand of GTMfund, sharing go-to-market insights from working with hundreds of portfolio companies backed by 350+ of the best GTM executives. 

Subscribe for weekly episodes with the operators, founders, and investors behind the fastest-growing software companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Wade Foster is the CEO of Zapier, a company that sits between 7,000+ apps and runs millions of automations every single day. That gives him a front-row seat to how companies are actually adopting AI, not just talking about it.

In this episode, Wade breaks down the exact decisions he made at Zapier to go from 10% AI usage to 97% company-wide, why agents and workflows are not the same thing, and what most leaders are getting completely wrong about AI fluency.

What you'll learn:

  • The difference between agents and workflows (and when to use which)
  • What triggered Zapier's internal "Code Red" after GPT-4 launched
  • The one-week hackathon that took AI adoption from 10% to 50% overnight
  • The AI fluency rubric Zapier built: Unacceptable, Acceptable, Adaptive, Transformative
  • Why leaders who aren't using AI are the biggest bottleneck in their companies
  • How to measure AI ROI: floor raisers vs ceiling raisers
  • How AI now handles 50% of Zapier's customer support tickets
  • Wade's personal "advisory council" of AI sub-agents he uses for every major decision
  • Why building a company today is 10x cheaper but distribution is 10x harder
  • The truth about fundraising: you're selling your company, not raising money
  • How Zapier stayed profitable by only hiring when it hurt


Guest: Wade Foster, CEO of Zapier
LinkedIn: https://www.linkedin.com/in/wadefoster/
Company - Zapier: https://zapier.com

Host: Sophie Buonassisi, SVP Marketing at GTMnow
LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
Newsletter: https://thegtmnewsletter.substack.com


Episode highlights

0:00 - Intro

1:13 - The Seinfeld Quote & Kanye Text story

3:16 - Workflows vs. Agents: What's the difference?

6:09 - Zapier's Code Red moment

8:55 - The hackathon that moved AI adoption from 10% to 50%

12:06 - Making AI fluency a hiring requirement

13:47 - Building the AI fluency rubric

16:40 - Why leaders are the biggest AI bottleneck

18:12 - Revenue impact of going AI-first

22:09 - Would Wade build Zapier differently today?

23:20 - Is Zapier's moat at risk from agents?

24:59 - Staying profitable with minimal capital

28:37 - The riskiest contrarian bet that paid off

31:52 - Wade's 3 personal AI workflows

36:53 - Favorite books for founders


GTMnow is the media brand of GTMfund, sharing go-to-market insights from working with hundreds of portfolio companies backed by 350+ of the best GTM executives. 

Subscribe for weekly episodes with the operators, founders, and investors behind the fastest-growing software companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18981456 Wed, 08 Apr 2026 07:00:00 -0700 2353 AI automation, Zapier, Wade Foster, AI agents, workflow automation, AI adoption, future of work, B2B SaaS, AI tools 2026, GTMnow, agents vs workflows, AI fluency, AI ROI, company AI strategy, AI hiring, AI productivity, AI for business, SaaS growth, start full false VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart) VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart) Ed Sim has been a VC for 30 years. He's backed companies like Clay, Front, BigID, and Snyk. He writes What's Hot in Enterprise IT every single Saturday, 489 weeks in a row. And right now, he says this is the most exciting and terrifying moment he's ever seen in his career.

In this episode, Max and Ed break down what's actually happening inside startups and boards right now, why the old playbooks are dead, and what separates the companies that will survive this AI shift from the ones quietly getting killed by it.


Discussed in this episode

  • Why engineering is no longer your bottleneck (and what is)

  • The 5 P's Ed uses to evaluate every inception-stage investment

  • The autonomous enterprise thesis and what it means for how companies are built

  • Why AI-native leadership is now a survival reqxtuirement, not a nice to have

  • The full Clay story: $600K to $100M ARR, how they stayed lean, and what actually unlocked growth

  • The 3 CH's framework for being a great board partner to founders

  • Why the best founders today are inside the AI jet stream, not chasing it

  • What every board meeting sounds like right now

Episode highlights0:00 Intro & 

1:05 Episode Preview: Ed Sim & Key Takeaways

3:10 The Jet Stream Analogy: Two Types of Companies

5:43 How GTM Operators Should Evaluate Companies Like Angel Investors

7:20 The Collapsing of Moats & AI-Native Business Opportunities

10:00 Rebuilding Industries vs. Selling Software to Them

15:00 Why Old GTM Playbooks Are Dead

17:46 Ed Sim's Background: From Cutco to 30 Years in VC

21:43 The Five P's of Inception Investing

23:04 How to Evaluate Potential & TAM in a Fast-Changing Market

25:40 Staying Ahead of the Jet Stream as a Founder

26:32 The Autonomous Enterprise Thesis

28:44 Agent of the Week: How Companies Should Adopt AI Agents

29:10 How Agents Are Changing Engineering Bottlenecks

31:15 What Incumbents Must Do to Survive the AI Wave

32:53 Intercom, Snowflake & How Legacy Companies Are Adapting

36:43 The Clay Story: How They Found Their Footing

38:33 The Three C's of Working With Founders (Cheer, Challenge, Chill)

40:07 Clay's Growth Trajectory: $600K to $100M+ ARR

41:10 Clay's Agency GTM Model & Community Moat

43:50 Ed's Fund Model: $500K to $15M Checks at Inception

46:57 What's Hot in Enterprise IT & Venture Right Now

48:03 Closing Remarks


Key takeaways1. Engineering is no longer your bottleneck. Your people are. Code is shipping faster than your sales, marketing, and customers can absorb it. The constraint has flipped completely and most companies haven't noticed yet.

2. Painkillers beat vitamins every time. The only startups worth backing at inception are solving a hair-on-fire problem someone desperately needs fixed, not a nice-to-have they can live without.

3. The 3 CH's of being a great board partner. Know when to Cheer (when founders are getting beaten up), when to Challenge (when they feel invincible), and when to Chill (when they just need breathing room to figure it out). Elliot used all three with Clay to perfection.

4. If your CEO came from sales, you are in trouble. Surviving this AI shift requires product-driven, agent-native leadership at the top. The companies that adapted, Snowflake, Intercom, Atlassian, all changed leadership first.

5. The best founders are inside the AI jet stream, not chasing it. The question Ed asks every founder today: are you struggling to keep up, or are you the one constantly shipping and adapting faster than anyone can copy you?

<

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ed Sim has been a VC for 30 years. He's backed companies like Clay, Front, BigID, and Snyk. He writes What's Hot in Enterprise IT every single Saturday, 489 weeks in a row. And right now, he says this is the most exciting and terrifying moment he's ever seen in his career.

In this episode, Max and Ed break down what's actually happening inside startups and boards right now, why the old playbooks are dead, and what separates the companies that will survive this AI shift from the ones quietly getting killed by it.


Discussed in this episode

  • Why engineering is no longer your bottleneck (and what is)

  • The 5 P's Ed uses to evaluate every inception-stage investment

  • The autonomous enterprise thesis and what it means for how companies are built

  • Why AI-native leadership is now a survival reqxtuirement, not a nice to have

  • The full Clay story: $600K to $100M ARR, how they stayed lean, and what actually unlocked growth

  • The 3 CH's framework for being a great board partner to founders

  • Why the best founders today are inside the AI jet stream, not chasing it

  • What every board meeting sounds like right now

Episode highlights0:00 Intro & 

1:05 Episode Preview: Ed Sim & Key Takeaways

3:10 The Jet Stream Analogy: Two Types of Companies

5:43 How GTM Operators Should Evaluate Companies Like Angel Investors

7:20 The Collapsing of Moats & AI-Native Business Opportunities

10:00 Rebuilding Industries vs. Selling Software to Them

15:00 Why Old GTM Playbooks Are Dead

17:46 Ed Sim's Background: From Cutco to 30 Years in VC

21:43 The Five P's of Inception Investing

23:04 How to Evaluate Potential & TAM in a Fast-Changing Market

25:40 Staying Ahead of the Jet Stream as a Founder

26:32 The Autonomous Enterprise Thesis

28:44 Agent of the Week: How Companies Should Adopt AI Agents

29:10 How Agents Are Changing Engineering Bottlenecks

31:15 What Incumbents Must Do to Survive the AI Wave

32:53 Intercom, Snowflake & How Legacy Companies Are Adapting

36:43 The Clay Story: How They Found Their Footing

38:33 The Three C's of Working With Founders (Cheer, Challenge, Chill)

40:07 Clay's Growth Trajectory: $600K to $100M+ ARR

41:10 Clay's Agency GTM Model & Community Moat

43:50 Ed's Fund Model: $500K to $15M Checks at Inception

46:57 What's Hot in Enterprise IT & Venture Right Now

48:03 Closing Remarks


Key takeaways1. Engineering is no longer your bottleneck. Your people are. Code is shipping faster than your sales, marketing, and customers can absorb it. The constraint has flipped completely and most companies haven't noticed yet.

2. Painkillers beat vitamins every time. The only startups worth backing at inception are solving a hair-on-fire problem someone desperately needs fixed, not a nice-to-have they can live without.

3. The 3 CH's of being a great board partner. Know when to Cheer (when founders are getting beaten up), when to Challenge (when they feel invincible), and when to Chill (when they just need breathing room to figure it out). Elliot used all three with Clay to perfection.

4. If your CEO came from sales, you are in trouble. Surviving this AI shift requires product-driven, agent-native leadership at the top. The companies that adapted, Snowflake, Intercom, Atlassian, all changed leadership first.

5. The best founders are inside the AI jet stream, not chasing it. The question Ed asks every founder today: are you struggling to keep up, or are you the one constantly shipping and adapting faster than anyone can copy you?

<

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow efbbaa31-5919-4d8a-83b1-4d8501b303cd Wed, 01 Apr 2026 04:20:52 -0700 2986 false How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience This episode was recorded prior to Teresa Anania’s move to Chief Customer Officer at Verint. At the time of recording, she was SVP of Customer Experience at Sophos.


Teresa Anania (CCO at Verint, formerly CCO at Sophos) joins GTMnow to share how she's built customer success into a true revenue engine at a company serving 600,000 customers across over $1 billion in annual revenue, and why the old reactive, relationship-based CS model is no longer cutting it.


At Sophos, the threat landscape is compounding fast. AI is accelerating the speed and sophistication of attacks, which means response times, customer journeys, and success motions all have to evolve in lockstep in order to keep up. Teresa has spent her career at companies like Zendesk, Autodesk, and ON24 building the operational frameworks that make that possible at scale.Mentioned Resources: Cleverbridge: Merchant of Record for Software & SaaS​Guest links:

Teresa Anania - LinkedIn: https://www.linkedin.com/in/teresa-anania/

Sophos - LinkedIn: https://www.linkedin.com/company/sophos/

Sophos - Website: https://www.sophos.com/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

- HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

- Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, research, and sequencing so reps can focus on conversations. Learn more at https://www.nooks.ai/

- Cleverbridge – the digital commerce platform helping enterprises optimize post-sale revenue through renewals, winbacks, and add-ons with buyer-friendly purchasing experiences. Learn more at https://grow.cleverbridge.com/lp/digital-commerce


Transcript available under the episode here:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This episode was recorded prior to Teresa Anania’s move to Chief Customer Officer at Verint. At the time of recording, she was SVP of Customer Experience at Sophos.


Teresa Anania (CCO at Verint, formerly CCO at Sophos) joins GTMnow to share how she's built customer success into a true revenue engine at a company serving 600,000 customers across over $1 billion in annual revenue, and why the old reactive, relationship-based CS model is no longer cutting it.


At Sophos, the threat landscape is compounding fast. AI is accelerating the speed and sophistication of attacks, which means response times, customer journeys, and success motions all have to evolve in lockstep in order to keep up. Teresa has spent her career at companies like Zendesk, Autodesk, and ON24 building the operational frameworks that make that possible at scale.Mentioned Resources: Cleverbridge: Merchant of Record for Software & SaaS​Guest links:

Teresa Anania - LinkedIn: https://www.linkedin.com/in/teresa-anania/

Sophos - LinkedIn: https://www.linkedin.com/company/sophos/

Sophos - Website: https://www.sophos.com/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

- HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

- Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, research, and sequencing so reps can focus on conversations. Learn more at https://www.nooks.ai/

- Cleverbridge – the digital commerce platform helping enterprises optimize post-sale revenue through renewals, winbacks, and add-ons with buyer-friendly purchasing experiences. Learn more at https://grow.cleverbridge.com/lp/digital-commerce


Transcript available under the episode here:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow c85f8e70-833f-4528-9689-ba81169af93b Tue, 24 Mar 2026 14:35:09 -0700 2517 false Bonus Episode: GTMfund Hires a New Partner! Bonus Episode: GTMfund Hires a New Partner! Jason Demant just joined GTMfund as Partner, Head of Networks after 6 years at Foundation Capital where he reviewed over 1,000 emerging manager funds and invested in 100+.In this episode, Max (GP), Paul (GP), and Jason break down what separates the VC firms that survive from the ones that quietly die, why the best founders today are skipping mega funds at pre-seed, and what LPs are excited in about emerging managers.What we cover:

  • The real reason raising from mega funds at pre-seed can backfire
  • Why less than 10% of VC firms ever make it to Fund 3
  • What makes an emerging manager fundable (sourcing, founder support, durability)
  • The media flywheel that gives certain funds an unfair advantage
  • How LPs should think about mega funds vs. emerging platforms (the barbell approach)
  • Why founders are the ones now choosing their investors, not the other way around

Connect with Jason:   / jasondemant  

Connect with Max:   / maxaltschuler  

Connect with Paul:   / paulsirving  

GTMnow is the media extension of GTMfund, a venture capital firm investing in early-stage B2B companies. Every episode features operators, investors, and founders on the front lines of go-to-market.

Timestamps:

0:00 Intro

1:54 Jason's Background at Foundation Capital

3:07 Why Jason Chose GTMfund

4:35 How Media Has Evolved in the VC Ecosystem

6:20 What Separates Winning Emerging Managers from the Rest

8:28 GTM Fund's Flywheel: Fund, Community & Media

10:41 Building a VC Firm Is Like Building a Startup

12:31 Emerging Managers vs. Mega Funds (a16z, Lightspeed)

14:01 Why Top Founders Are Picking Emerging Managers for Early Rounds

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jason Demant just joined GTMfund as Partner, Head of Networks after 6 years at Foundation Capital where he reviewed over 1,000 emerging manager funds and invested in 100+.In this episode, Max (GP), Paul (GP), and Jason break down what separates the VC firms that survive from the ones that quietly die, why the best founders today are skipping mega funds at pre-seed, and what LPs are excited in about emerging managers.What we cover:

  • The real reason raising from mega funds at pre-seed can backfire
  • Why less than 10% of VC firms ever make it to Fund 3
  • What makes an emerging manager fundable (sourcing, founder support, durability)
  • The media flywheel that gives certain funds an unfair advantage
  • How LPs should think about mega funds vs. emerging platforms (the barbell approach)
  • Why founders are the ones now choosing their investors, not the other way around

Connect with Jason:   / jasondemant  

Connect with Max:   / maxaltschuler  

Connect with Paul:   / paulsirving  

GTMnow is the media extension of GTMfund, a venture capital firm investing in early-stage B2B companies. Every episode features operators, investors, and founders on the front lines of go-to-market.

Timestamps:

0:00 Intro

1:54 Jason's Background at Foundation Capital

3:07 Why Jason Chose GTMfund

4:35 How Media Has Evolved in the VC Ecosystem

6:20 What Separates Winning Emerging Managers from the Rest

8:28 GTM Fund's Flywheel: Fund, Community & Media

10:41 Building a VC Firm Is Like Building a Startup

12:31 Emerging Managers vs. Mega Funds (a16z, Lightspeed)

14:01 Why Top Founders Are Picking Emerging Managers for Early Rounds

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow aa1bf1ac-17a9-4eca-a0e4-ef6a12ee7066 Mon, 23 Mar 2026 08:55:31 -0700 1349 false Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps NEW: @Paul Fipps (President of Global Customer Operations at @ServiceNow) joins GTMnow to break down how ServiceNow built the customer engine behind $10B+ in revenue and 20%+ growth for five consecutive years.


From CIO at Under Armour overseeing a 300 million-member connected fitness ecosystem, to now leading global sales, customer success, field marketing, and partners at one of the most disciplined GTM organizations in enterprise software, Paul has seen what it takes to scale from both sides of the table.


In this conversation, you'll learn:

- Why complacency is a bigger threat than competition at scale

- How to detect churn long before it shows up in a report

- What a CIO cancelling 900 AI pilots tells you about where enterprise AI is actually headed

- How ServiceNow unified sales, customer success, field marketing, and partners into one GTM motion so customers never feel the org chart

- Why ServiceNow monitors customer health daily — and what signals their teams actually track

- How community became a core GTM advantage, not just a marketing channel

- How ServiceNow’s AI Control Tower governs agents across the enterprise stack

- Inside “Now on Now”: how ServiceNow generated $335M in annualized AI productivity gains using its own platform

- How integrating Claude into the GTM workflow cut account planning from days to minutes

- What DTC product thinking from Under Armour unlocked in enterprise GTM

- How ServiceNow shifted from 6-month product releases to monthly innovation cycles

- Paul’s advice for building a world-class GTM organization: put the best people in the right seats


Guest links:

Guest - LinkedIn: https://www.linkedin.com/in/paulfipps/

Guest company - LinkedIn: https://www.linkedin.com/company/servicenow/

Guest company website: https://www.servicenow.com/

Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> NEW: @Paul Fipps (President of Global Customer Operations at @ServiceNow) joins GTMnow to break down how ServiceNow built the customer engine behind $10B+ in revenue and 20%+ growth for five consecutive years.


From CIO at Under Armour overseeing a 300 million-member connected fitness ecosystem, to now leading global sales, customer success, field marketing, and partners at one of the most disciplined GTM organizations in enterprise software, Paul has seen what it takes to scale from both sides of the table.


In this conversation, you'll learn:

- Why complacency is a bigger threat than competition at scale

- How to detect churn long before it shows up in a report

- What a CIO cancelling 900 AI pilots tells you about where enterprise AI is actually headed

- How ServiceNow unified sales, customer success, field marketing, and partners into one GTM motion so customers never feel the org chart

- Why ServiceNow monitors customer health daily — and what signals their teams actually track

- How community became a core GTM advantage, not just a marketing channel

- How ServiceNow’s AI Control Tower governs agents across the enterprise stack

- Inside “Now on Now”: how ServiceNow generated $335M in annualized AI productivity gains using its own platform

- How integrating Claude into the GTM workflow cut account planning from days to minutes

- What DTC product thinking from Under Armour unlocked in enterprise GTM

- How ServiceNow shifted from 6-month product releases to monthly innovation cycles

- Paul’s advice for building a world-class GTM organization: put the best people in the right seats


Guest links:

Guest - LinkedIn: https://www.linkedin.com/in/paulfipps/

Guest company - LinkedIn: https://www.linkedin.com/company/servicenow/

Guest company website: https://www.servicenow.com/

Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 991abab7-847c-4129-b3ad-b312f13a5965 Tue, 17 Mar 2026 14:51:32 -0700 2459 false What Wins When Anyone Can Build Anything with Brett Queener, Partner at Bonfire Ventures What Wins When Anyone Can Build Anything with Brett Queener, Partner at Bonfire Ventures Brett Queener (Partner at Bonfire Ventures) joins GTMnow to share what three decades across Siebel, early Salesforce, co-founding, and seed-stage investing has taught him about what actually wins now that software is cheaper and faster than he ever imagined.


Brett was one of the earliest GTM hires at Salesforce when it had seven employees. He helped build the go-to-market playbook that defined a generation of SaaS: enterprise segmentation, sales motion design, product marketing, the whole works. He then co-founded SmartRecruiters, angel invested in companies like Outreach and Pando, and eventually joined Bonfire Ventures as a Partner to do early-stage investing the way he thinks it should be done: hands-on, operator-led, and built around founders who are ruthless about execution.


Guest links:

Brett Queener - LinkedIn: https://www.linkedin.com/in/brettqueener/Bonfire Ventures - LinkedIn: https://www.linkedin.com/company/bonfire-ventures/Guest company website: https://www.bonfirevc.com/Host links:Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/Max - X: https://x.com/HackItMaxPaul - LinkedIn: https://www.linkedin.com/in/paulsirving/Paul - X: https://x.com/PaulGTMNewsletter: https://thegtmnewsletter.substack.com

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at https://angellist.com/gtmfund.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/

Highlights:

00:00 – Brett's career: Siebel, Salesforce employee #7, co-founder, angel investor, seed-stage VC06:58 – The big shift: from passive CRUD apps to agentic software that does the work for you08:07 – "Failing upwards" and what the fastest-growing companies taught Brett about investing in people10:58 – Why Brett moved into VC: 25 years of operators whose collective worth hit $25B16:50 – What Brett looks for in founders now and how it's changed over 6-7 years18:05 – Why anybody can build anything: Brett builds a fully functional travel app in 15 minutes19:20 – The last remaining

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Brett Queener (Partner at Bonfire Ventures) joins GTMnow to share what three decades across Siebel, early Salesforce, co-founding, and seed-stage investing has taught him about what actually wins now that software is cheaper and faster than he ever imagined.


Brett was one of the earliest GTM hires at Salesforce when it had seven employees. He helped build the go-to-market playbook that defined a generation of SaaS: enterprise segmentation, sales motion design, product marketing, the whole works. He then co-founded SmartRecruiters, angel invested in companies like Outreach and Pando, and eventually joined Bonfire Ventures as a Partner to do early-stage investing the way he thinks it should be done: hands-on, operator-led, and built around founders who are ruthless about execution.


Guest links:

Brett Queener - LinkedIn: https://www.linkedin.com/in/brettqueener/Bonfire Ventures - LinkedIn: https://www.linkedin.com/company/bonfire-ventures/Guest company website: https://www.bonfirevc.com/Host links:Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/Max - X: https://x.com/HackItMaxPaul - LinkedIn: https://www.linkedin.com/in/paulsirving/Paul - X: https://x.com/PaulGTMNewsletter: https://thegtmnewsletter.substack.com

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at https://angellist.com/gtmfund.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/

Highlights:

00:00 – Brett's career: Siebel, Salesforce employee #7, co-founder, angel investor, seed-stage VC06:58 – The big shift: from passive CRUD apps to agentic software that does the work for you08:07 – "Failing upwards" and what the fastest-growing companies taught Brett about investing in people10:58 – Why Brett moved into VC: 25 years of operators whose collective worth hit $25B16:50 – What Brett looks for in founders now and how it's changed over 6-7 years18:05 – Why anybody can build anything: Brett builds a fully functional travel app in 15 minutes19:20 – The last remaining

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 4f9beaef-1180-4653-a3ab-e27fd770fcbd Tue, 17 Mar 2026 09:44:56 -0700 3583 false AI at the Edge: How Armada is Taking Compute Everywhere the Cloud Can't Go | Dan Wright (CEO of Armada) AI at the Edge: How Armada is Taking Compute Everywhere the Cloud Can't Go | Dan Wright (CEO of Armada) Dan Wright (Co-founder & CEO of Armada) joins GTMnow to unpack what it actually takes to bring AI infrastructure to the places the cloud was never built to reach.


The cloud covers about 30% of the world. The other 70% (think: oil rigs, the Arctic tundra, military ships, remote mines) is where some of the most critical decisions happen, making latency a life-or-death and billions of dollars difference. Armada is building the infrastructure for that part of the world: modular, ruggedized AI data centers that go to the data, instead of the other way around.


From the first offshore edge computing deployment with the US Navy, to cutting avalanche response times in Alaska from over a day to real time, to sovereign AI installations in Saudi Arabia with Aramco and Microsoft, Armada is redefining what operating at the edge even means.


In this episode, we cover:

- Why cloud infrastructure was built for a pre-AI world and what that gap costs

- How Starlink turned every remote location into a potential AI cluster

- What "distributed intelligence" means and why it's the founding principle behind Armada

- The global race for AI sovereignty and why modular compute is the linchpin

- How Armada goes to market when a product demo involves shipping a 40-foot container to a desert (yes, really)

- Why customer champions are better than any sales rep

- The Microsoft partnership and how Armada extends Azure to places Azure could never go on its own

- Category creation lessons from building a company before the market had a name for the industry

- What's next: SpaceX, sovereign AI, and why Dan thinks humans are on the moon in two years (yes, REALLY)


Guest links:

Dan Wright - LinkedIn: https://www.linkedin.com/in/wrightdh/, h

Dan Wright - X: https://x.com/danwrightSF

Armada - LinkedIn: https://www.linkedin.com/company/armadaai/

Armada - Website: https://www.armada.ai/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X: https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, r

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dan Wright (Co-founder & CEO of Armada) joins GTMnow to unpack what it actually takes to bring AI infrastructure to the places the cloud was never built to reach.


The cloud covers about 30% of the world. The other 70% (think: oil rigs, the Arctic tundra, military ships, remote mines) is where some of the most critical decisions happen, making latency a life-or-death and billions of dollars difference. Armada is building the infrastructure for that part of the world: modular, ruggedized AI data centers that go to the data, instead of the other way around.


From the first offshore edge computing deployment with the US Navy, to cutting avalanche response times in Alaska from over a day to real time, to sovereign AI installations in Saudi Arabia with Aramco and Microsoft, Armada is redefining what operating at the edge even means.


In this episode, we cover:

- Why cloud infrastructure was built for a pre-AI world and what that gap costs

- How Starlink turned every remote location into a potential AI cluster

- What "distributed intelligence" means and why it's the founding principle behind Armada

- The global race for AI sovereignty and why modular compute is the linchpin

- How Armada goes to market when a product demo involves shipping a 40-foot container to a desert (yes, really)

- Why customer champions are better than any sales rep

- The Microsoft partnership and how Armada extends Azure to places Azure could never go on its own

- Category creation lessons from building a company before the market had a name for the industry

- What's next: SpaceX, sovereign AI, and why Dan thinks humans are on the moon in two years (yes, REALLY)


Guest links:

Dan Wright - LinkedIn: https://www.linkedin.com/in/wrightdh/, h

Dan Wright - X: https://x.com/danwrightSF

Armada - LinkedIn: https://www.linkedin.com/company/armadaai/

Armada - Website: https://www.armada.ai/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X: https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, r

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 565632e9-19b6-4f79-b75f-e4d730a5bfe4 Tue, 10 Mar 2026 15:46:36 -0700 1674 false GTM: Lessons from Figma, Dropbox, and Building Iconic Brands in the Age of AI with Figma’s CMO, Sheila Vashee GTM: Lessons from Figma, Dropbox, and Building Iconic Brands in the Age of AI with Figma’s CMO, Sheila Vashee NEW: @Sheila Vashee (CMO of @Figma) joins GTMnow to share how she thinks about brand building across every stage. From selling brownies at age eight, to second marketing hire at Dropbox scaling to $1B+ in annualized revenue, to now leading marketing at one of the most beloved software brands in the world, Sheila has seen it all.


In this conversation, you’ll learn what brand actually means (hint: it's not your logo), how PLG companies make the leap to enterprise, why being obsessively close to your customers is a compounding advantage, and how AI is reshaping the marketing playbook without replacing the human craft that sets great brands apart.


Guest links:- Guest - LinkedIn: https://www.linkedin.com/in/sheilavashee/

- Guest company - LinkedIn: https://www.linkedin.com/company/figma/

- Guest company website: https://www.figma.com/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

- HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

- Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/gtmfund  and get three months free with the code GTMFUND.


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – The brownie stand: why brand building started at age eight

03:55 – How Sheila defines brand: it's what people say when you're not in the room

05:08 – Joining Dropbox as the second marketing hire

06:07 – Space Race: the campaign that defined Dropbox's early strategy

06:56 – What consumer marketing taught her about driving revenue

08:29 – Measuring brand ROI through match market testing

09:15 – How Figma thinks about brand building at a macro level

11:21 – The PLG-to-enterprise equation: what Figma did early that Dropbox waited too long on

15:02 – Why building the enterprise team is both operational and optical

17:12 – How Figm

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> NEW: @Sheila Vashee (CMO of @Figma) joins GTMnow to share how she thinks about brand building across every stage. From selling brownies at age eight, to second marketing hire at Dropbox scaling to $1B+ in annualized revenue, to now leading marketing at one of the most beloved software brands in the world, Sheila has seen it all.


In this conversation, you’ll learn what brand actually means (hint: it's not your logo), how PLG companies make the leap to enterprise, why being obsessively close to your customers is a compounding advantage, and how AI is reshaping the marketing playbook without replacing the human craft that sets great brands apart.


Guest links:- Guest - LinkedIn: https://www.linkedin.com/in/sheilavashee/

- Guest company - LinkedIn: https://www.linkedin.com/company/figma/

- Guest company website: https://www.figma.com/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Sponsors:

- HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/

- Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/gtmfund  and get three months free with the code GTMFUND.


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – The brownie stand: why brand building started at age eight

03:55 – How Sheila defines brand: it's what people say when you're not in the room

05:08 – Joining Dropbox as the second marketing hire

06:07 – Space Race: the campaign that defined Dropbox's early strategy

06:56 – What consumer marketing taught her about driving revenue

08:29 – Measuring brand ROI through match market testing

09:15 – How Figma thinks about brand building at a macro level

11:21 – The PLG-to-enterprise equation: what Figma did early that Dropbox waited too long on

15:02 – Why building the enterprise team is both operational and optical

17:12 – How Figm

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 7189adf5-3725-43c3-8456-62eac205ceb0 Tue, 03 Mar 2026 14:23:29 -0800 1843 false VC: 116 Quarters on Quota and What Every Sales Leader Should Be Tracking, with Bill Binch, Operating Partner at Battery Ventures VC: 116 Quarters on Quota and What Every Sales Leader Should Be Tracking, with Bill Binch, Operating Partner at Battery Ventures Bill Binch (Operating Partner at Battery Ventures) joins GTMnow to share the operational frameworks he's built across 116 quarters on quota, and what actually changes when you move from driving revenue to advising an entire portfolio.


Before Battery, Bill was employee #16 at Marketo, where he led sales from zero revenue through IPO and a Vista Equity acquisition. He then served as CRO at Pendo, helping scale ARR to nearly $100M in only three years. His career spans some of the most defining sales organizations in enterprise software, from Oracle to PeopleSoft.


- Bill Binch - LinkedIn: https://www.linkedin.com/in/bill-binch-302a4a2/,

- Battery Ventures - LinkedIn: https://www.linkedin.com/company/battery-ventures/

- Battery Ventures website: https://www.battery.com/


Host links:

- Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/

- Max - X: https://x.com/HackItMax

- Paul - LinkedIn: https://www.linkedin.com/in/paulsirving/

- Paul - X: https://x.com/PaulGTM

- Newsletter: https://thegtmnewsletter.substack.com


Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.


They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at https://angellist.com/gtmfund.


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Bill's career path: Oracle, Marketo employee #16, Pendo CRO, and choosing Arizona over tech hubs

15:01 – Battery's approach: why there's no one-size-fits-all playbook

19:56 – Outreach's accidental sales experiment: remote vs. in-person results

21:23 – What nobody tells you about the transition from CRO to operating partner

23:01 – Gold watch and slippers? Why ope

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Bill Binch (Operating Partner at Battery Ventures) joins GTMnow to share the operational frameworks he's built across 116 quarters on quota, and what actually changes when you move from driving revenue to advising an entire portfolio.


Before Battery, Bill was employee #16 at Marketo, where he led sales from zero revenue through IPO and a Vista Equity acquisition. He then served as CRO at Pendo, helping scale ARR to nearly $100M in only three years. His career spans some of the most defining sales organizations in enterprise software, from Oracle to PeopleSoft.


- Bill Binch - LinkedIn: https://www.linkedin.com/in/bill-binch-302a4a2/,

- Battery Ventures - LinkedIn: https://www.linkedin.com/company/battery-ventures/

- Battery Ventures website: https://www.battery.com/


Host links:

- Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/

- Max - X: https://x.com/HackItMax

- Paul - LinkedIn: https://www.linkedin.com/in/paulsirving/

- Paul - X: https://x.com/PaulGTM

- Newsletter: https://thegtmnewsletter.substack.com


Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.


They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at https://angellist.com/gtmfund.


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Bill's career path: Oracle, Marketo employee #16, Pendo CRO, and choosing Arizona over tech hubs

15:01 – Battery's approach: why there's no one-size-fits-all playbook

19:56 – Outreach's accidental sales experiment: remote vs. in-person results

21:23 – What nobody tells you about the transition from CRO to operating partner

23:01 – Gold watch and slippers? Why ope

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow e167c3bd-d4f5-4b4e-abfc-da48e180034a Tue, 03 Mar 2026 10:00:04 -0800 3144 false GTM: BREAKING: Inside Nooks’ Launch: Why AI-Native Sales Tools Are Challenging Legacy Platforms, with Co-Founder & CEO Dan Lee GTM: BREAKING: Inside Nooks’ Launch: Why AI-Native Sales Tools Are Challenging Legacy Platforms, with Co-Founder & CEO Dan Lee Dan Lee (Co-Founder & CEO of Nooks) joins GTMnow to give a behind the scenes on how Nooks is launching a new Agent Workspace and AI Sequencing layer designed to operate across the full action set of a rep’s day — calls, emails, research, prospecting, and strategy.


The conversation explores why top of funnel is changing the fastest, why traditional sequencing tools optimize the “move” but not the strategy, and how AI systems that learn from rep behavior can compound advantage over time. As adoption deepens, automation can move from ~40% of outbound execution toward 70% and beyond, while switching away resets that intelligence.


We also discuss the broader category shift: customers pushing AI-native tools to take on incumbents, the rise of agent workspaces as the new interface for GTM teams, and why calls remain the most data-rich channel in outbound compared to silent email non-responses.

Sponsors:

Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/gtmfund and get three months free with the code GTMFUND.

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/


Guest links: 

Guest - LinkedIn: https://www.linkedin.com/in/dan9lee/

Guest company - LinkedIn: https://www.linkedin.com/company/nooksapp/

Guest company website: https://www.nooks.ai/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Announcing the Agent Workspace and AI sequencing product

01:25 – Why sales is fundamentally human (even in the AI era)

02:39 – The Agent Workspace as the human–AI interface

02:56 – Why legacy sequencing tools were built for a manual world

04:14 – The sales chess analogy: understand the board before making the move

05:02 – Reps spend too much time "making the move"

06:00 – Nooks as a simulati

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dan Lee (Co-Founder & CEO of Nooks) joins GTMnow to give a behind the scenes on how Nooks is launching a new Agent Workspace and AI Sequencing layer designed to operate across the full action set of a rep’s day — calls, emails, research, prospecting, and strategy.


The conversation explores why top of funnel is changing the fastest, why traditional sequencing tools optimize the “move” but not the strategy, and how AI systems that learn from rep behavior can compound advantage over time. As adoption deepens, automation can move from ~40% of outbound execution toward 70% and beyond, while switching away resets that intelligence.


We also discuss the broader category shift: customers pushing AI-native tools to take on incumbents, the rise of agent workspaces as the new interface for GTM teams, and why calls remain the most data-rich channel in outbound compared to silent email non-responses.

Sponsors:

Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/gtmfund and get three months free with the code GTMFUND.

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/


Guest links: 

Guest - LinkedIn: https://www.linkedin.com/in/dan9lee/

Guest company - LinkedIn: https://www.linkedin.com/company/nooksapp/

Guest company website: https://www.nooks.ai/


Host links:

Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Announcing the Agent Workspace and AI sequencing product

01:25 – Why sales is fundamentally human (even in the AI era)

02:39 – The Agent Workspace as the human–AI interface

02:56 – Why legacy sequencing tools were built for a manual world

04:14 – The sales chess analogy: understand the board before making the move

05:02 – Reps spend too much time "making the move"

06:00 – Nooks as a simulati

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow b8d5dec0-59f7-43fe-ace5-f6378588b90f Tue, 24 Feb 2026 12:08:23 -0800 1923 full false GTM: The End of GTM Sprawl: How HockeyStack is Rebuilding Go-to-Market Around AI, with Co-Founder Emir Atli GTM: The End of GTM Sprawl: How HockeyStack is Rebuilding Go-to-Market Around AI, with Co-Founder Emir Atli Emir Atli (Co-founder and CRO of HockeyStack) joins GTMnow to share how go-to-market is shifting in the AI era — from fragmented tools and GTM sprawl to unified, AI-native platforms built on a single data foundation.


Originally known for attribution and market intelligence, HockeyStack is evolving into a central operating system for go-to-market, spanning marketing, sales, and post-sales through AI agents, blueprints, and an execution layer.


We also explore weekly GTM sprints, founder-led content as a pipeline driver (even with <100 followers), and the long-game mindset behind building a generational company from age 20 after YC.


In this episode, we cover:- Why you can’t layer AI onto legacy GTM — you must rebuild GTM around AI

- The “sprawl crisis” and why siloed tools break without a single data foundation

- HockeyStack’s evolution from attribution to a unified GTM operating system

- AI agents, blueprints, and the shift from reporting to execution

- Why consolidation is moving from tools to full buyer journey control

- The case for a winner-takes-all GTM platform

- How AI increases leverage across reps, managers, and pipeline reviews

- Weekly GTM sprints and faster iteration cycles in the AI era

- Founder-led content as a core growth engine and pipeline driver

- LinkedIn as a top channel for MQL-to-opportunity and deal acceleration

- The 10-year mindset, YC lessons, and building a generational company


Sponsor:

Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/?via=gtmfund&dub_id=ytmcNnCjtlqCbgH5 and get three months free with the code GTMFUND.


Guest links: 

Emir Atli - LinkedIn: https://www.linkedin.com/in/emiratli/

- HockeyStack - Website: https://www.hockeystack.com/

- HockeyStack - LinkedIn: https://www.linkedin.com/company/hockeystack/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/



Highlights:

00:00 – The GTM sprawl crisis and why AI breaks in siloed systems

01:50 – From attribution to a GTM operating system

02:41 – Launching AI agents, blueprints, and the execution layer in 2026

03:57 – Building a single data foundation across the buyer journey

05:09 – Why GTM must be rebuilt around AI (not layered with tools)

06:23 – Doing "more with more" and increasing management leverage

07:30 – Tool consolidation vs controlling the buyer journey

08:48 – 2026–2028: the great GTM consolidation wave

09:01 – The case for a winner-takes-all GTM platform

10:10 – Moat: data foundation + application layer

11:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Emir Atli (Co-founder and CRO of HockeyStack) joins GTMnow to share how go-to-market is shifting in the AI era — from fragmented tools and GTM sprawl to unified, AI-native platforms built on a single data foundation.


Originally known for attribution and market intelligence, HockeyStack is evolving into a central operating system for go-to-market, spanning marketing, sales, and post-sales through AI agents, blueprints, and an execution layer.


We also explore weekly GTM sprints, founder-led content as a pipeline driver (even with <100 followers), and the long-game mindset behind building a generational company from age 20 after YC.


In this episode, we cover:- Why you can’t layer AI onto legacy GTM — you must rebuild GTM around AI

- The “sprawl crisis” and why siloed tools break without a single data foundation

- HockeyStack’s evolution from attribution to a unified GTM operating system

- AI agents, blueprints, and the shift from reporting to execution

- Why consolidation is moving from tools to full buyer journey control

- The case for a winner-takes-all GTM platform

- How AI increases leverage across reps, managers, and pipeline reviews

- Weekly GTM sprints and faster iteration cycles in the AI era

- Founder-led content as a core growth engine and pipeline driver

- LinkedIn as a top channel for MQL-to-opportunity and deal acceleration

- The 10-year mindset, YC lessons, and building a generational company


Sponsor:

Granola - the AI notepad that turns meetings into action by capturing context, decisions, and next steps automatically. Head to https://www.granola.ai/?via=gtmfund&dub_id=ytmcNnCjtlqCbgH5 and get three months free with the code GTMFUND.


Guest links: 

Emir Atli - LinkedIn: https://www.linkedin.com/in/emiratli/

- HockeyStack - Website: https://www.hockeystack.com/

- HockeyStack - LinkedIn: https://www.linkedin.com/company/hockeystack/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com/



Highlights:

00:00 – The GTM sprawl crisis and why AI breaks in siloed systems

01:50 – From attribution to a GTM operating system

02:41 – Launching AI agents, blueprints, and the execution layer in 2026

03:57 – Building a single data foundation across the buyer journey

05:09 – Why GTM must be rebuilt around AI (not layered with tools)

06:23 – Doing "more with more" and increasing management leverage

07:30 – Tool consolidation vs controlling the buyer journey

08:48 – 2026–2028: the great GTM consolidation wave

09:01 – The case for a winner-takes-all GTM platform

10:10 – Moat: data foundation + application layer

11:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 0288d84d-97fc-4de9-b765-1b081e08f770 Tue, 17 Feb 2026 14:36:18 -0800 2096 full false VC: How VCs Evaluate Technical Founders (TAM, Moats & Diligence), with Amanda Robson, Founder and GP of Modern Technical Fund VC: How VCs Evaluate Technical Founders (TAM, Moats & Diligence), with Amanda Robson, Founder and GP of Modern Technical Fund Amanda “Robby” Robson (Founder of Modern Technical Fund) joins GTMnow to break down how she evaluates companies at the very earliest stages and why discipline matters more than ever in today’s market.


Amanda has spent over a decade in venture before launching Modern Technical Fund, investing across verticals ranging from security and compliance to developer tools at firms like Norwest and Cowboy Ventures. Her investment thesis is centered on backing elite technical founders early and helping them translate deep engineering talent into real products, real customers, and real momentum.


In this conversation, we unpack how Amanda thinks about founder quality, market timing, and risk when there’s limited data and plenty of noise, which is more critical than ever in an AI-heavy investing environment.


Guest Links

Amanda’s LinkedIn: https://www.linkedin.com/in/amanda-robson-7227685b/

Amanda’s Twitter: https://x.com/robby_mtf

Modern Technical Fund’s LinkedIn: https://www.linkedin.com/company/modern-technical-fund/

Modern Technical Fund website: https://moderntechnicalfund.com/


Host links:

Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Max - X: https://x.com/HackItMax

Paul - LinkedIn: https://www.linkedin.com/in/paulsirving/

Paul - X: https://x.com/PaulGTM

Newsletter: https://thegtmnewsletter.substack.com

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at www.angellist.com/gtmfund.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Amanda “Robby” Robson (Founder of Modern Technical Fund) joins GTMnow to break down how she evaluates companies at the very earliest stages and why discipline matters more than ever in today’s market.


Amanda has spent over a decade in venture before launching Modern Technical Fund, investing across verticals ranging from security and compliance to developer tools at firms like Norwest and Cowboy Ventures. Her investment thesis is centered on backing elite technical founders early and helping them translate deep engineering talent into real products, real customers, and real momentum.


In this conversation, we unpack how Amanda thinks about founder quality, market timing, and risk when there’s limited data and plenty of noise, which is more critical than ever in an AI-heavy investing environment.


Guest Links

Amanda’s LinkedIn: https://www.linkedin.com/in/amanda-robson-7227685b/

Amanda’s Twitter: https://x.com/robby_mtf

Modern Technical Fund’s LinkedIn: https://www.linkedin.com/company/modern-technical-fund/

Modern Technical Fund website: https://moderntechnicalfund.com/


Host links:

Max - LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Max - X: https://x.com/HackItMax

Paul - LinkedIn: https://www.linkedin.com/in/paulsirving/

Paul - X: https://x.com/PaulGTM

Newsletter: https://thegtmnewsletter.substack.com

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.


As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture.

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at www.angellist.com/gtmfund.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 31d15085-de44-461d-982a-22231c644377 Mon, 16 Feb 2026 17:35:30 -0800 3377 false GTM: How Intercom Built the Highest-Performing AI Agent on the Market Using Outcome-Based Pricing with Archana Agrawal, President at Intercom GTM: How Intercom Built the Highest-Performing AI Agent on the Market Using Outcome-Based Pricing with Archana Agrawal, President at Intercom Archana Agrawal (President of Intercom) joins GTMnow to share how Intercom (founded in 2011) successfully restructured its product, pricing, and go-to-market to become AI-native at a speed and scale most legacy SaaS companies haven’t achieved.

Their agent, Fin, now handles 80%+ of support volume, resolves 1M customer issues per week, and has grown from $1M to $100M+ ARR with a $0.99 outcome-based pricing model backed by up to a $1M performance guarantee if resolution targets aren’t met.


In this episode, we cover:

- Why customer support is fundamentally a 24/7 business

- How Fin now handles 80%+ of customer queries through automation

- Why human empathy often breaks down in real-world support workflows

- How AI makes instant, individualized service possible for the first time

- Why Intercom put a million-dollar guarantee behind its resolution rate

- What it takes to confidently price software on outcomes

- Why the future of support is humans + AI


Sponsors: 


Guest links: 

- Archana Agrawal - LinkedIn: https://www.linkedin.com/in/archana-agrawal/

- Intercom - LinkedIn: https://www.linkedin.com/company/intercom/

- Intercom’s Fin Agent: https://fin.ai/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Why Intercom went all-in on AI

03:23 – What Fin is and how it changes customer support

05:27 – How Fin scaled to a 6

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Archana Agrawal (President of Intercom) joins GTMnow to share how Intercom (founded in 2011) successfully restructured its product, pricing, and go-to-market to become AI-native at a speed and scale most legacy SaaS companies haven’t achieved.

Their agent, Fin, now handles 80%+ of support volume, resolves 1M customer issues per week, and has grown from $1M to $100M+ ARR with a $0.99 outcome-based pricing model backed by up to a $1M performance guarantee if resolution targets aren’t met.


In this episode, we cover:

- Why customer support is fundamentally a 24/7 business

- How Fin now handles 80%+ of customer queries through automation

- Why human empathy often breaks down in real-world support workflows

- How AI makes instant, individualized service possible for the first time

- Why Intercom put a million-dollar guarantee behind its resolution rate

- What it takes to confidently price software on outcomes

- Why the future of support is humans + AI


Sponsors: 


Guest links: 

- Archana Agrawal - LinkedIn: https://www.linkedin.com/in/archana-agrawal/

- Intercom - LinkedIn: https://www.linkedin.com/company/intercom/

- Intercom’s Fin Agent: https://fin.ai/


Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com


Transcript available under the episode here: https://gtmnow.com/tag/podcast/


Subscribe to GTMnow for the latest episodes! https://gtmnow.com/


Highlights:

00:00 – Why Intercom went all-in on AI

03:23 – What Fin is and how it changes customer support

05:27 – How Fin scaled to a 6

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 9845f7d6-848e-4d4f-9914-3e40b666fdfb Tue, 10 Feb 2026 14:50:44 -0800 2789 full false GTM: Why Most Founders Build the Wrong Company (And Realize It Too Late), with Lou Shipley, Former CEO and Co-Author of Unlikely Entrepreneurs GTM: Why Most Founders Build the Wrong Company (And Realize It Too Late), with Lou Shipley, Former CEO and Co-Author of Unlikely Entrepreneurs Lou Shipley (three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs) joins GTMnow to break down why most founders struggle to turn good ideas into great companies.


Lou has led companies through acquisitions, teaches sales and go-to-market at Harvard, and has spent decades studying what actually separates companies that scale from those that stall.


In this conversation, we unpack why understanding customer pain and learning how to sell are still the two most important founder skills, especially as product moats decline and go-to-market becomes the real differentiator.


In this episode, we discuss:


- Why understanding customer pain matters more than having a great idea


- Why early selling should optimize for learning, not revenue


- Why founders can’t outsource sales too early


- How distribution becomes a competitive advantage at scale


- What makes “unlikely entrepreneurs” outperform expectations


- Why small, high-quality teams beat large organizations


- Why churn is a symptom, not the root problem


- How product-market fit quietly changes as companies grow


- Why founders must evolve from heroic sellers to system builders


- How culture becomes a real go-to-market asset

Lou also shares lessons from teaching sales at Harvard, profiling 13 unlikely entrepreneurs, and working with founders who realized too late that they were building the wrong company for the wrong customer.


If you’re a founder, operator, or investor trying to avoid costly early mistakes and build a company that actually scales, this episode will give you a clearer mental model for what matters most.



Timestamps:


00:00 – What actually makes a company great


00:26 – Why early selling is about learning, not revenue


01:47 – Why founders misunderstand customer pain


02:06 – “If you build it, they will come” is a lie


02:33 – Distribution as the real moat


02:58 – What makes an “unlikely entrepreneur” succeed


06:15 – Why age and experience increase founder success


07:01 – Curiosity, coachability, and risk elimination


09:29 – Why founders can’t outsource sales too early


15:26 – Pattern recognition vs short-term ARR


21:10 – Founder-led sales vs scalable systems


29:12 – Leadership, culture, and delegation


33:18 – Founder evolution from $1M to $100M


38:24 – When product-market fit starts to break


39:15 – Why churn is a lagging indicator


39:54 – Why small teams outperform large ones


44:22 – Lessons from Unlikely Entrepreneurs


45:23 – Final advice for founders

Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at hockeystack.com

Guest links:LinkedIn: https://www.linkedin.com/in/loushipley/X: https://twitter.com/loushipleyHost (Sophie Buonassisi) links:LinkedIn:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Lou Shipley (three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs) joins GTMnow to break down why most founders struggle to turn good ideas into great companies.


Lou has led companies through acquisitions, teaches sales and go-to-market at Harvard, and has spent decades studying what actually separates companies that scale from those that stall.


In this conversation, we unpack why understanding customer pain and learning how to sell are still the two most important founder skills, especially as product moats decline and go-to-market becomes the real differentiator.


In this episode, we discuss:


- Why understanding customer pain matters more than having a great idea


- Why early selling should optimize for learning, not revenue


- Why founders can’t outsource sales too early


- How distribution becomes a competitive advantage at scale


- What makes “unlikely entrepreneurs” outperform expectations


- Why small, high-quality teams beat large organizations


- Why churn is a symptom, not the root problem


- How product-market fit quietly changes as companies grow


- Why founders must evolve from heroic sellers to system builders


- How culture becomes a real go-to-market asset

Lou also shares lessons from teaching sales at Harvard, profiling 13 unlikely entrepreneurs, and working with founders who realized too late that they were building the wrong company for the wrong customer.


If you’re a founder, operator, or investor trying to avoid costly early mistakes and build a company that actually scales, this episode will give you a clearer mental model for what matters most.



Timestamps:


00:00 – What actually makes a company great


00:26 – Why early selling is about learning, not revenue


01:47 – Why founders misunderstand customer pain


02:06 – “If you build it, they will come” is a lie


02:33 – Distribution as the real moat


02:58 – What makes an “unlikely entrepreneur” succeed


06:15 – Why age and experience increase founder success


07:01 – Curiosity, coachability, and risk elimination


09:29 – Why founders can’t outsource sales too early


15:26 – Pattern recognition vs short-term ARR


21:10 – Founder-led sales vs scalable systems


29:12 – Leadership, culture, and delegation


33:18 – Founder evolution from $1M to $100M


38:24 – When product-market fit starts to break


39:15 – Why churn is a lagging indicator


39:54 – Why small teams outperform large ones


44:22 – Lessons from Unlikely Entrepreneurs


45:23 – Final advice for founders

Sponsors:

HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at hockeystack.com

Guest links:LinkedIn: https://www.linkedin.com/in/loushipley/X: https://twitter.com/loushipleyHost (Sophie Buonassisi) links:LinkedIn:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 20b2158a-1615-4bf8-a044-6ac38d57eb43 Tue, 03 Feb 2026 09:16:23 -0800 2742 false GTM: Why AI Is Killing Your Outbound and Making In-Person GTM Inevitable, with Healey Cypher, CEO at BoomPop GTM: Why AI Is Killing Your Outbound and Making In-Person GTM Inevitable, with Healey Cypher, CEO at BoomPop Healey Cypher (multi-time founder and CEO of BoomPop) joins GTMnow to unpack one of the fastest growing channels for company growth: in-person events.


As AI floods digital channels with perfectly personalized messages, trust is becoming harder to earn online. Healey explains why events, dinners, and in-person experiences are becoming a premium GTM channel, not a nice-to-have, and how founders can use them intentionally for distribution, alignment, and acquisition.


In this episode, we discuss:

- Why in-person events are becoming a premium GTM channel in an AI-first world


- How founders can de-risk distribution before building the product


- The most common internal missteps that derail startups early


- Why offsites are the new HQ for remote and hybrid teams


- How to design offsites that drive alignment, not just fun


- What makes a dinner actually work — including overlooked details like acoustics


- How teams use events for customer acquisition and partnerships


- Why kindness and positivity can be a real leadership advantage

Healey also shares a powerful insight from Sam Altman that reframes how we should think about AI’s impact on trust and human connection.


If you’re interested in scaling events as a growth channel, this episode will give you all the details you need and an understanding of what is working in today’s world.

Timestamps:

00:00 – Why founders underestimate distribution


03:30 – Product vs distribution: what actually matters early


06:45 – Why most startups fail from internal misalignment


10:30 – Culture, communication, and focus as scaling constraints


14:40 – Hybrid work broke alignment


17:45 – Why offsites are becoming the new HQ


21:30 – Events as a go-to-market strategy


25:00 – AI, outbound fatigue, and inbox trust collapse


28:40 – “In-person experiences are becoming a premium”


32:30 – How to use events for customer and partner acquisition


36:15 – What makes a high-impact event vs a wasted one


39:50 – Dinners, summits, and unforgettable experiences


43:30 – Leadership, kindness, and “don’t be a jerk”


47:40 – Mental state as a competitive advantage


52:30 – Final reflections and advice for founders


Sponsors:


HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at hockeystack.com

Guest links:Instagram: https://www.instagram.com/healeycypher/?hl=enHealey’s podcast: https://www.dontbeajerkpodcast.com/

Mentioned Resources:


Host (Sophie Buonassisi) links:

X (Twitter): https://x.com/sophiebuonaNewsletter: https://thegtmnewsletter.substack.comHost (GTMnow) links:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Healey Cypher (multi-time founder and CEO of BoomPop) joins GTMnow to unpack one of the fastest growing channels for company growth: in-person events.


As AI floods digital channels with perfectly personalized messages, trust is becoming harder to earn online. Healey explains why events, dinners, and in-person experiences are becoming a premium GTM channel, not a nice-to-have, and how founders can use them intentionally for distribution, alignment, and acquisition.


In this episode, we discuss:

- Why in-person events are becoming a premium GTM channel in an AI-first world


- How founders can de-risk distribution before building the product


- The most common internal missteps that derail startups early


- Why offsites are the new HQ for remote and hybrid teams


- How to design offsites that drive alignment, not just fun


- What makes a dinner actually work — including overlooked details like acoustics


- How teams use events for customer acquisition and partnerships


- Why kindness and positivity can be a real leadership advantage

Healey also shares a powerful insight from Sam Altman that reframes how we should think about AI’s impact on trust and human connection.


If you’re interested in scaling events as a growth channel, this episode will give you all the details you need and an understanding of what is working in today’s world.

Timestamps:

00:00 – Why founders underestimate distribution


03:30 – Product vs distribution: what actually matters early


06:45 – Why most startups fail from internal misalignment


10:30 – Culture, communication, and focus as scaling constraints


14:40 – Hybrid work broke alignment


17:45 – Why offsites are becoming the new HQ


21:30 – Events as a go-to-market strategy


25:00 – AI, outbound fatigue, and inbox trust collapse


28:40 – “In-person experiences are becoming a premium”


32:30 – How to use events for customer and partner acquisition


36:15 – What makes a high-impact event vs a wasted one


39:50 – Dinners, summits, and unforgettable experiences


43:30 – Leadership, kindness, and “don’t be a jerk”


47:40 – Mental state as a competitive advantage


52:30 – Final reflections and advice for founders


Sponsors:


HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at hockeystack.com

Guest links:Instagram: https://www.instagram.com/healeycypher/?hl=enHealey’s podcast: https://www.dontbeajerkpodcast.com/

Mentioned Resources:


Host (Sophie Buonassisi) links:

X (Twitter): https://x.com/sophiebuonaNewsletter: https://thegtmnewsletter.substack.comHost (GTMnow) links:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow f05413f2-7ef7-466c-909f-9ff2598f0a10 Wed, 28 Jan 2026 13:05:29 -0800 2828 false GTM: Why Most Go-To-Market Motions Collapse at Scale, with Jeanne DeWitt Grosser, COO at Vercel GTM: Why Most Go-To-Market Motions Collapse at Scale, with Jeanne DeWitt Grosser, COO at Vercel Why do so many go-to-market motions fall apart right when a company starts to scale?

In this episode of GTMnow, Sophie Buonassisi sits down with Jeanne DeWitt Grosser, former GTM leader at Google and Stripe and now COO at Vercel, to unpack why GTM fragility is one of the most underdiagnosed risks in startups and scaling companies.

This is a deep, operator-level conversation about what actually breaks in sales, why AI won’t magically fix it, and how the best teams treat go-to-market like a product that must be designed, tested, and iterated.

If you are a founder, operator, or investor navigating growth, this episode will give you clearer mental models for building GTM that actually holds up under pressure.

In this episode, we cover:

  • Why most GTM motions fail at scale, even with strong products
  • What it really means to treat go-to-market like a product
  • How AI changes execution without changing fundamentals
  • The rise of the forward deployed engineer
  • Why “lost on price” is usually a lie
  • What great sales reps still do better than anyone in the AI era
  • How to think about joining companies “early” without getting timing wrong

Listen if GTM feels fragile, unpredictable, or overly dependent on heroes.

Timestamps

00:00 – Introduction

01:00 – “Yes is great. No is great. Maybe will kill you.”

02:00 – Why go-to-market should be treated like a product

04:45 – Designing the experience of being sold to

06:30 – Using AI to debug GTM process failures

09:00 – Why “lost on price” usually isn’t about price

12:00 – What go-to-market engineering actually is

16:00 – The rise of the forward deployed engineer

20:45 – AI, agents, and what still needs human judgment

25:45 – What great sales reps do differently in the AI era

29:30 – Why GTM roles are becoming more consultative

33:30 – Will there be an AI reckoning?

38:00 – What “joining early” really means

42:00 – Career lessons from Google, Stripe, and Vercel

44:00 – Closing thoughts

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Why do so many go-to-market motions fall apart right when a company starts to scale?

In this episode of GTMnow, Sophie Buonassisi sits down with Jeanne DeWitt Grosser, former GTM leader at Google and Stripe and now COO at Vercel, to unpack why GTM fragility is one of the most underdiagnosed risks in startups and scaling companies.

This is a deep, operator-level conversation about what actually breaks in sales, why AI won’t magically fix it, and how the best teams treat go-to-market like a product that must be designed, tested, and iterated.

If you are a founder, operator, or investor navigating growth, this episode will give you clearer mental models for building GTM that actually holds up under pressure.

In this episode, we cover:

  • Why most GTM motions fail at scale, even with strong products
  • What it really means to treat go-to-market like a product
  • How AI changes execution without changing fundamentals
  • The rise of the forward deployed engineer
  • Why “lost on price” is usually a lie
  • What great sales reps still do better than anyone in the AI era
  • How to think about joining companies “early” without getting timing wrong

Listen if GTM feels fragile, unpredictable, or overly dependent on heroes.

Timestamps

00:00 – Introduction

01:00 – “Yes is great. No is great. Maybe will kill you.”

02:00 – Why go-to-market should be treated like a product

04:45 – Designing the experience of being sold to

06:30 – Using AI to debug GTM process failures

09:00 – Why “lost on price” usually isn’t about price

12:00 – What go-to-market engineering actually is

16:00 – The rise of the forward deployed engineer

20:45 – AI, agents, and what still needs human judgment

25:45 – What great sales reps do differently in the AI era

29:30 – Why GTM roles are becoming more consultative

33:30 – Will there be an AI reckoning?

38:00 – What “joining early” really means

42:00 – Career lessons from Google, Stripe, and Vercel

44:00 – Closing thoughts

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow 07b42d6a-9570-4497-afcf-a155b03f3b7f Thu, 22 Jan 2026 10:48:20 -0800 2707 false VC 3: Investing Philosophy for 2026: What Founders Should Know VC 3: Investing Philosophy for 2026: What Founders Should Know Mark Goldberg is a Managing Partner and Co-Founder at Chemistry, a new early-stage venture firm with a $350M debut fund backing standout software companies from Seed to Series A. Prior to Chemistry, Mark was a Partner at Index Ventures, where he led early-stage investments across software and fintech for nearly a decade. Before Index, Mark was one of the first business hires at Dropbox, helping the company navigate hypergrowth. 

Discussed in this episode

  • Why Mark studied international relations, and why venture feels like “the liberal arts of jobs”
  • Index’s US “invisibility” era and what that taught him about building a new firm
  • The Chemistry spinout thesis: “take great multi-stage DNA, reconstitute it with focus”
  • Fund design: pre-seed → seed → A, light reserves, and concentrated doubling-down
  • Hiring strategy: network access > spreadsheet diligence
  • Culture principles: excellence, performance, “no one takes themselves too seriously”
  • Conviction-based investing vs consensus IC, and why omissions are the real killer
  • The hardest lesson in venture: managing co-founder dynamics (and when to just listen)

Episode highlights

00:00 — “A+ people want to work with A+ people.”

01:46 — GTMfund’s 2026 prediction: big players come roaring back (Google, Meta, Microsoft, Uber/Waymo).

14:51 — GTMfund platform metrics: thousands of support items, intros, hires, and fundraising connects.

26:29 — Why Mark left Index to build Chemistry: big-fund lessons, rebuilt with focus.

33:39 — Chemistry’s strategy: early-stage focus, light reserves, and building for “product-market discovery.”

44:05 — “Venture doesn’t scale well.” Why Chemistry stays small to avoid bureaucracy.

49:59 — Events that actually work: chess tournaments, surfing, and hobby-driven gathering > happy hours.

54:56 — Investment process: conviction, not consensus—optimize for outliers, not averages.

1:10:32 — Hardest lesson in venture: co-founder dynamics, and learning when to listen (not “advise”).

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture. 

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at www.angellist.com/gtmfund.

Follow Mark Goldberg

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Goldberg is a Managing Partner and Co-Founder at Chemistry, a new early-stage venture firm with a $350M debut fund backing standout software companies from Seed to Series A. Prior to Chemistry, Mark was a Partner at Index Ventures, where he led early-stage investments across software and fintech for nearly a decade. Before Index, Mark was one of the first business hires at Dropbox, helping the company navigate hypergrowth. 

Discussed in this episode

  • Why Mark studied international relations, and why venture feels like “the liberal arts of jobs”
  • Index’s US “invisibility” era and what that taught him about building a new firm
  • The Chemistry spinout thesis: “take great multi-stage DNA, reconstitute it with focus”
  • Fund design: pre-seed → seed → A, light reserves, and concentrated doubling-down
  • Hiring strategy: network access > spreadsheet diligence
  • Culture principles: excellence, performance, “no one takes themselves too seriously”
  • Conviction-based investing vs consensus IC, and why omissions are the real killer
  • The hardest lesson in venture: managing co-founder dynamics (and when to just listen)

Episode highlights

00:00 — “A+ people want to work with A+ people.”

01:46 — GTMfund’s 2026 prediction: big players come roaring back (Google, Meta, Microsoft, Uber/Waymo).

14:51 — GTMfund platform metrics: thousands of support items, intros, hires, and fundraising connects.

26:29 — Why Mark left Index to build Chemistry: big-fund lessons, rebuilt with focus.

33:39 — Chemistry’s strategy: early-stage focus, light reserves, and building for “product-market discovery.”

44:05 — “Venture doesn’t scale well.” Why Chemistry stays small to avoid bureaucracy.

49:59 — Events that actually work: chess tournaments, surfing, and hobby-driven gathering > happy hours.

54:56 — Investment process: conviction, not consensus—optimize for outliers, not averages.

1:10:32 — Hardest lesson in venture: co-founder dynamics, and learning when to listen (not “advise”).

Brought to you by: AngelList

From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility — from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

As we expanded from Fund I to Fund II, AngelList took care of the back-office operations, allowing us to stay focused on what matters most: investing in world-class founders and building the strongest go-to-market network in venture. 

They’ve scaled with us across funds and into the future.

If your fund is growing in size or complexity, check them out at www.angellist.com/gtmfund.

Follow Mark Goldberg

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> http://gtmnow.com/vc-3-investing-philosophy-2026-mark-goldberg-chemistry GTMnow Buzzsprout-18540984 Tue, 20 Jan 2026 08:00:00 -0800 4300 full false GTM 174: The 7% Rule: How AI Is Rewriting Customer Success Budgets (From 10% to 7%) with Abbas Haider Ali GTM 174: The 7% Rule: How AI Is Rewriting Customer Success Budgets (From 10% to 7%) with Abbas Haider Ali Abbas Haider Ali is SVP of Customer Success at GitHub, where he leads a 550+ person post-sales organization supporting a $2B+ ARR business serving over 150 million developers, including more than 90% of the Fortune 100.

Previously, Abbas was VP of Customer & Partner Success at Twilio following its acquisition of Segment, and has held executive roles at xMatters, Opnet Technologies, Managed Objects, and IBM. He is also a General Partner at GTM Operators Network, investing from seed through growth, and is deeply committed to mentorship and advancing underrepresented leaders in tech.

Discussed in this episode:

  • Why “AI-led growth” can hide churn and value erosion
  • Lagging vs leading indicators for retention endurance
  • Why the CS investment benchmark is shifting from 10% → ~7%
  • A simple “waterfall” for allocating post-sales budget: support → onboarding → outcomes
  • How to “lever up” the envelope with premium support + professional services
  • Why expansion (not renewals) is the early signal of product-market fit
  • The rise of AI-powered specialized generalists in post-sales
  • When forward deployed engineers make sense (and when they’re just a fad)

Episode highlights

00:00 — Why customer expansion is the real signal of product-market fit

00:50 — Lagging revenue vs. leading indicators of endurance

04:11 — Why the CS benchmark dropped from 10% to 7%

08:41 — How AI moved from internal efficiency to customer-facing leverage

11:41 — Why retention cost matters more than CAC in the AI era

14:17 — The simplest framework for allocating the 7% CS budget

18:53 — Founder-led CS, design partners, and early-stage PMF myths

23:16 — The rise of AI-powered specialized generalists

30:00 — When forward-deployed engineers actually make sense

49:31 — The one rule for building a durable SaaS company

This episode is brought to you by our sponsor: HockeyStack

If you run go-to-market, you already know the problem: your data lives everywhere. Spreadsheets, CRMs, sales calls, ad platforms… yet you’re still guessing what to do next.

HockeyStack is the AI platform for modern GTM teams. It unifies all your sales and marketing data into a single system of action. Built-in AI agents help teams prospect the right accounts, improve conversions, close and expand deals, and scale what works. That’s why teams like RingCentral, Outreach, ActiveCampaign, and Fortune 100 companies rely on HockeyStack to eliminate wasted spend, take better decisions, and make space to think.

Learn more at hockeystack.com

Follow Abbas Haider Ali

Follow Sophie Buonassisi (Host)

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Abbas Haider Ali is SVP of Customer Success at GitHub, where he leads a 550+ person post-sales organization supporting a $2B+ ARR business serving over 150 million developers, including more than 90% of the Fortune 100.

Previously, Abbas was VP of Customer & Partner Success at Twilio following its acquisition of Segment, and has held executive roles at xMatters, Opnet Technologies, Managed Objects, and IBM. He is also a General Partner at GTM Operators Network, investing from seed through growth, and is deeply committed to mentorship and advancing underrepresented leaders in tech.

Discussed in this episode:

  • Why “AI-led growth” can hide churn and value erosion
  • Lagging vs leading indicators for retention endurance
  • Why the CS investment benchmark is shifting from 10% → ~7%
  • A simple “waterfall” for allocating post-sales budget: support → onboarding → outcomes
  • How to “lever up” the envelope with premium support + professional services
  • Why expansion (not renewals) is the early signal of product-market fit
  • The rise of AI-powered specialized generalists in post-sales
  • When forward deployed engineers make sense (and when they’re just a fad)

Episode highlights

00:00 — Why customer expansion is the real signal of product-market fit

00:50 — Lagging revenue vs. leading indicators of endurance

04:11 — Why the CS benchmark dropped from 10% to 7%

08:41 — How AI moved from internal efficiency to customer-facing leverage

11:41 — Why retention cost matters more than CAC in the AI era

14:17 — The simplest framework for allocating the 7% CS budget

18:53 — Founder-led CS, design partners, and early-stage PMF myths

23:16 — The rise of AI-powered specialized generalists

30:00 — When forward-deployed engineers actually make sense

49:31 — The one rule for building a durable SaaS company

This episode is brought to you by our sponsor: HockeyStack

If you run go-to-market, you already know the problem: your data lives everywhere. Spreadsheets, CRMs, sales calls, ad platforms… yet you’re still guessing what to do next.

HockeyStack is the AI platform for modern GTM teams. It unifies all your sales and marketing data into a single system of action. Built-in AI agents help teams prospect the right accounts, improve conversions, close and expand deals, and scale what works. That’s why teams like RingCentral, Outreach, ActiveCampaign, and Fortune 100 companies rely on HockeyStack to eliminate wasted spend, take better decisions, and make space to think.

Learn more at hockeystack.com

Follow Abbas Haider Ali

Follow Sophie Buonassisi (Host)

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-174-ai-customer-success-7-percent-rule-abbas-haider-ali/ GTMnow Buzzsprout-18508389 Wed, 14 Jan 2026 11:00:00 -0800 3161 1 174 full false GTM 173: The PLG→Enterprise Playbook: Turning Product Signals into 9-Figure Revenue with Adam Carr GTM 173: The PLG→Enterprise Playbook: Turning Product Signals into 9-Figure Revenue with Adam Carr Adam Carr is the Chief Revenue Officer at Apollo, where he’s scaling revenue by layering sales on top of a $150M+ ARR product-led growth engine. Previously, Adam helped scale Miro from a PLG-led company into a global sales organization, contributing to its growth into a $17.5B business. He’s known for building systems-driven GTM teams that turn product signals into durable revenue.

Discussed in this episode

  • Why PLG is gravity (signals + acquisition) and sales is the monetization layer
  • The “one-team” model to prevent PLG vs. sales cannibalization
  • Building talent density (and why slowing hiring can be the fastest path)
  • Hiring for curiosity, coachability, ownership, and team-first execution
  • The “architect / systems thinker” profile for modern sellers
  • A new post-sales model: CSMs → technical GTM Engineers + intervention-led journey
  • Using customer journey milestones to drive expansion and prevent churn proactively
  • AI in GTM: streamlining manual work so humans focus on better conversations

Episode highlights

00:00 — PLG is about signaling + acquisition (not monetization)

01:30 — “PLG isn’t the monetization way… it’s layering sales.”

02:41 — Talent density: hire for the next 12–18 months, not just “today”

04:50 — The soft skills that scaled Miro: curiosity, coachability, ownership

08:38 — Why Adam hires “architects” (system thinkers) instead of just sellers

10:41 — The mindset shift: celebrate value realized, not contracts signed

15:41 — Replacing CSMs with “go-to-market engineers” + an intervention model

19:14 — Turning PLG signals into PQA/PQL routing (and reducing the “noise”)

29:26 — “100M ARR is late” — when to start layering sales into PLG

Guest links

Follow Sophie Buonassisi (Host)

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Adam Carr is the Chief Revenue Officer at Apollo, where he’s scaling revenue by layering sales on top of a $150M+ ARR product-led growth engine. Previously, Adam helped scale Miro from a PLG-led company into a global sales organization, contributing to its growth into a $17.5B business. He’s known for building systems-driven GTM teams that turn product signals into durable revenue.

Discussed in this episode

  • Why PLG is gravity (signals + acquisition) and sales is the monetization layer
  • The “one-team” model to prevent PLG vs. sales cannibalization
  • Building talent density (and why slowing hiring can be the fastest path)
  • Hiring for curiosity, coachability, ownership, and team-first execution
  • The “architect / systems thinker” profile for modern sellers
  • A new post-sales model: CSMs → technical GTM Engineers + intervention-led journey
  • Using customer journey milestones to drive expansion and prevent churn proactively
  • AI in GTM: streamlining manual work so humans focus on better conversations

Episode highlights

00:00 — PLG is about signaling + acquisition (not monetization)

01:30 — “PLG isn’t the monetization way… it’s layering sales.”

02:41 — Talent density: hire for the next 12–18 months, not just “today”

04:50 — The soft skills that scaled Miro: curiosity, coachability, ownership

08:38 — Why Adam hires “architects” (system thinkers) instead of just sellers

10:41 — The mindset shift: celebrate value realized, not contracts signed

15:41 — Replacing CSMs with “go-to-market engineers” + an intervention model

19:14 — Turning PLG signals into PQA/PQL routing (and reducing the “noise”)

29:26 — “100M ARR is late” — when to start layering sales into PLG

Guest links

Follow Sophie Buonassisi (Host)

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-173-plg-to-enterprise-product-signals-revenue-adam-carr GTMnow Buzzsprout-18469430 Wed, 07 Jan 2026 09:00:00 -0800 2212 173 full false VC 2: How Cassie Young Picks Winners Before They Even Leave Their Jobs VC 2: How Cassie Young Picks Winners Before They Even Leave Their Jobs Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage firm in New York backing category-defining SaaS, fintech, and vertical software companies. Before investing, she spent 15 years as a GTM operator, serving as Chief Revenue Officer at Sailthru and later Chief Customer & Commercial Officer at Marigold (Campaign Monitor, Sailthru, and other martech brands), where she scaled global sales, marketing, and customer success organizations.

Today, Cassie leads investments while also running Primary’s Impact program, giving founders access to a 30-person team across talent, GTM, and strategic finance, and she continues to teach operators through programs like Pavilion and Duke’s Innovation & Entrepreneurship board.

Discussed in this episode:

  • How Cassie “accidentally” became a VC after 15 years in GTM leadership.
  • The career advice Bill Gurley gave her that changed her trajectory.
  • Why Primary refuses to say “platform” and instead built a 30-person Impact team.
  • How she actually sources pre-seed/seed founders before they leave their jobs.
  • Primary’s 5-part Founder Outcomes Framework (vision, talent, JDCE, and more).
  • The difference between real traction vs. “happy ears” and fake design partners.
  • Why she’s picky on GTM/AI tools and looks for step-change, not incremental gains.
  • How operators can actually break into VC (hint: it’s all about doing the work).

Episode highlights

00:35 — Clay, usage-based pricing, and the $100M ARR rocketship

09:10 — The real story on AISDR: where AI reps actually work (and where they really don’t)

14:02 — Inside “The Gross Retention Apocalypse” and why AI experimental budgets are a ticking time bomb

22:46 — How Cassie accidentally became a VC and the Bill Gurley advice that changed her career path

27:17 — Why Primary hates the word “platform” and how Cassie built a 30-person Impact team for founders

36:10 — Cassie breaks down her 5-part founder outcomes framework (including “jaw-dropping customer experience”)

46:01 — Avoiding “happy ears”: how founders should really use design partners and MedPick-style rigor

57:48 — Time to value as the new north star and why nailing a tight wedge beats peanut-buttering features

1:01:29 — So you want to be a VC: Cassie’s playbook for operators to break into venture (without delusion)

Brought to you by: AngelList

How did we build the GTMfund back office? Easy!

We leveraged AngelList’s Rolling Fund product for Fund I, which was the perfect vehicle to scale up GTMfund in its first iteration. This structure allowed us to build our network, and add revenue leaders while we raised and deployed capital simultaneously, which was crucial for getting early points on the board and building relationships with founders.

For Fund II, we transitioned to a traditional closed-end fund structure through AngelList. This time with institutional investor support. This model allowed us to be more intentional about our portfolio construction. We worked closely with the AngelList team throughout this process, and they were incredible — always there to support us and our LPs every step of the way.

If you’re raising a fund or are looking to migrate your fund, we highly recommend you check them out. You can do so at www.angellist.com/gtmfund.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage firm in New York backing category-defining SaaS, fintech, and vertical software companies. Before investing, she spent 15 years as a GTM operator, serving as Chief Revenue Officer at Sailthru and later Chief Customer & Commercial Officer at Marigold (Campaign Monitor, Sailthru, and other martech brands), where she scaled global sales, marketing, and customer success organizations.

Today, Cassie leads investments while also running Primary’s Impact program, giving founders access to a 30-person team across talent, GTM, and strategic finance, and she continues to teach operators through programs like Pavilion and Duke’s Innovation & Entrepreneurship board.

Discussed in this episode:

  • How Cassie “accidentally” became a VC after 15 years in GTM leadership.
  • The career advice Bill Gurley gave her that changed her trajectory.
  • Why Primary refuses to say “platform” and instead built a 30-person Impact team.
  • How she actually sources pre-seed/seed founders before they leave their jobs.
  • Primary’s 5-part Founder Outcomes Framework (vision, talent, JDCE, and more).
  • The difference between real traction vs. “happy ears” and fake design partners.
  • Why she’s picky on GTM/AI tools and looks for step-change, not incremental gains.
  • How operators can actually break into VC (hint: it’s all about doing the work).

Episode highlights

00:35 — Clay, usage-based pricing, and the $100M ARR rocketship

09:10 — The real story on AISDR: where AI reps actually work (and where they really don’t)

14:02 — Inside “The Gross Retention Apocalypse” and why AI experimental budgets are a ticking time bomb

22:46 — How Cassie accidentally became a VC and the Bill Gurley advice that changed her career path

27:17 — Why Primary hates the word “platform” and how Cassie built a 30-person Impact team for founders

36:10 — Cassie breaks down her 5-part founder outcomes framework (including “jaw-dropping customer experience”)

46:01 — Avoiding “happy ears”: how founders should really use design partners and MedPick-style rigor

57:48 — Time to value as the new north star and why nailing a tight wedge beats peanut-buttering features

1:01:29 — So you want to be a VC: Cassie’s playbook for operators to break into venture (without delusion)

Brought to you by: AngelList

How did we build the GTMfund back office? Easy!

We leveraged AngelList’s Rolling Fund product for Fund I, which was the perfect vehicle to scale up GTMfund in its first iteration. This structure allowed us to build our network, and add revenue leaders while we raised and deployed capital simultaneously, which was crucial for getting early points on the board and building relationships with founders.

For Fund II, we transitioned to a traditional closed-end fund structure through AngelList. This time with institutional investor support. This model allowed us to be more intentional about our portfolio construction. We worked closely with the AngelList team throughout this process, and they were incredible — always there to support us and our LPs every step of the way.

If you’re raising a fund or are looking to migrate your fund, we highly recommend you check them out. You can do so at www.angellist.com/gtmfund.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18350519 Mon, 15 Dec 2025 01:00:00 -0800 4160 full false GTM: Why Old Playbooks Are Breaking and How AI Assisted GTM Actually Works | Dave Boyce GTM: Why Old Playbooks Are Breaking and How AI Assisted GTM Actually Works | Dave Boyce Dave Boyce is a go-to-market–focused technology executive, author of Freemium, and longtime SaaS operator and board member. Over two decades leading and advising B2B companies, he’s helped founders navigate the shift from sales-led to product-led, from gut-driven to instrumented, and now from manual GTM to AI-assisted systems. Today, Dave teaches revenue architecture and PLG through Winning by Design’s Growth Institute, works with leadership teams on Bow Tie–based growth models, and is all-in on how AI will reshape GTM as a true engineered system.

Discussed in this episode

  • Why classic sales & marketing playbooks haven’t caught up to how modern buyers actually buy.
  • How the Bowtie model exposes the real levers of growth that funnels hide.
  • Why PLG-style thinking is now essential even for sales-led and enterprise motions.
  • The 3 first principles of freemium: empathy, generosity, and metrics.
  • Where AI can reliably outperform humans across the customer journey, and where it absolutely shouldn’t.
  • How to design hybrid human + AI workflows using a clear data model, not vibes.
  • What RevOps should own in a modern revenue architecture (and why it can’t just serve the CRO narrative).
  • Hard-earned founder lessons from Fundly on reinvention, calling bets early, and letting go of old branches.

Episode highlights

00:00 — GTM is still running 20-year-old playbooks

01:29 — “Sales, marketing, CS… the last unengineered engine”

03:20 — The myth of “just add more heads”

05:50 — The Fundly story: reinvention, too late

08:30 — Why Freemium had to be written

11:01 — Three first principles of freemium

15:25 — Mapping AI across the entire customer journey

19:29 — “Automate the predictable, humanize the exceptional”

25:18 — What the Bowtie exposes that funnels hide

27:25 — Building a “minimum viable Bowtie

This episode is brought to you by our sponsor: ZoomInfo

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Dave Boyce (Guest)

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dave Boyce is a go-to-market–focused technology executive, author of Freemium, and longtime SaaS operator and board member. Over two decades leading and advising B2B companies, he’s helped founders navigate the shift from sales-led to product-led, from gut-driven to instrumented, and now from manual GTM to AI-assisted systems. Today, Dave teaches revenue architecture and PLG through Winning by Design’s Growth Institute, works with leadership teams on Bow Tie–based growth models, and is all-in on how AI will reshape GTM as a true engineered system.

Discussed in this episode

  • Why classic sales & marketing playbooks haven’t caught up to how modern buyers actually buy.
  • How the Bowtie model exposes the real levers of growth that funnels hide.
  • Why PLG-style thinking is now essential even for sales-led and enterprise motions.
  • The 3 first principles of freemium: empathy, generosity, and metrics.
  • Where AI can reliably outperform humans across the customer journey, and where it absolutely shouldn’t.
  • How to design hybrid human + AI workflows using a clear data model, not vibes.
  • What RevOps should own in a modern revenue architecture (and why it can’t just serve the CRO narrative).
  • Hard-earned founder lessons from Fundly on reinvention, calling bets early, and letting go of old branches.

Episode highlights

00:00 — GTM is still running 20-year-old playbooks

01:29 — “Sales, marketing, CS… the last unengineered engine”

03:20 — The myth of “just add more heads”

05:50 — The Fundly story: reinvention, too late

08:30 — Why Freemium had to be written

11:01 — Three first principles of freemium

15:25 — Mapping AI across the entire customer journey

19:29 — “Automate the predictable, humanize the exceptional”

25:18 — What the Bowtie exposes that funnels hide

27:25 — Building a “minimum viable Bowtie

This episode is brought to you by our sponsor: ZoomInfo

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Dave Boyce (Guest)

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18328442 Wed, 10 Dec 2025 08:00:00 -0800 2149 172 full false GTM 171: How to Build a Partner Ecosystem That Sells for You | Brian Weinberger GTM 171: How to Build a Partner Ecosystem That Sells for You | Brian Weinberger Brian Weinberger is the Chief Revenue Officer at Sisense, a leading analytics platform helping companies embed intelligence into every product experience. With over 30 years in sales leadership across New York’s tech scene, Brian has built and scaled go-to-market teams at every stage—from early-stage startups to category-defining giants like Yext, Segment, and Salesforce.

Discussed in this episode

  • The evolution of partner selling — from VARs to SIs to ecosystems
  • How to know if partner selling fits your GTM model
  • The delivery-first mindset that drives retention
  • Direct vs. partner motion: Microsoft vs. Salesforce
  • Why enablement is the #1 green flag for partner success
  • Partner marketing: how to make resellers self-sustaining
  • Using AI to power future-ready GTM models
  • The case for hybrid work in high-performance sales cultures

Episode Highlights

00:00 — The “year four” moment when partners are selling for you

01:07 — 30 years of selling through partners in New York

03:22 — Start partner strategy with delivery, not distribution

06:32 — Why partner selling creates “superhuman” sellers

09:59 — Salesforce vs. Microsoft: direct vs. reseller — and why the future is hybrid

12:13 — The startup hack: sell delivery on your paper, subcontract partners

17:16 — A 90-day playbook for integration partnerships

21:39 — Hiring the right people to build a partner business

27:18 — How Sisense runs delivery partners and an Australian reseller

29:55 — White-labeling Snowflake: using resell to get the giant’s attention

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event, BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

Follow Brian Weinberger

Recommended Books

  • What Great Salespeople Do by Michael Bosworth & Ben Zoldan — The power of storytelling in sales
  • The Power of Nice by Linda Kaplan Thaler & Robin Koval — Why kindness compounds in business
  • Sacred Hoops by Phil Jackson — Coaching and leadership lessons from the Bulls dynasty

Referenced

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Brian Weinberger is the Chief Revenue Officer at Sisense, a leading analytics platform helping companies embed intelligence into every product experience. With over 30 years in sales leadership across New York’s tech scene, Brian has built and scaled go-to-market teams at every stage—from early-stage startups to category-defining giants like Yext, Segment, and Salesforce.

Discussed in this episode

  • The evolution of partner selling — from VARs to SIs to ecosystems
  • How to know if partner selling fits your GTM model
  • The delivery-first mindset that drives retention
  • Direct vs. partner motion: Microsoft vs. Salesforce
  • Why enablement is the #1 green flag for partner success
  • Partner marketing: how to make resellers self-sustaining
  • Using AI to power future-ready GTM models
  • The case for hybrid work in high-performance sales cultures

Episode Highlights

00:00 — The “year four” moment when partners are selling for you

01:07 — 30 years of selling through partners in New York

03:22 — Start partner strategy with delivery, not distribution

06:32 — Why partner selling creates “superhuman” sellers

09:59 — Salesforce vs. Microsoft: direct vs. reseller — and why the future is hybrid

12:13 — The startup hack: sell delivery on your paper, subcontract partners

17:16 — A 90-day playbook for integration partnerships

21:39 — Hiring the right people to build a partner business

27:18 — How Sisense runs delivery partners and an Australian reseller

29:55 — White-labeling Snowflake: using resell to get the giant’s attention

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event, BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

Follow Brian Weinberger

Recommended Books

  • What Great Salespeople Do by Michael Bosworth & Ben Zoldan — The power of storytelling in sales
  • The Power of Nice by Linda Kaplan Thaler & Robin Koval — Why kindness compounds in business
  • Sacred Hoops by Phil Jackson — Coaching and leadership lessons from the Bulls dynasty

Referenced

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18293005 Wed, 03 Dec 2025 13:00:00 -0800 2314 171 full false MOMENT: How to Identify Exceptional People Early | Cristina Cordova (Stripe, Notion, Linear) MOMENT: How to Identify Exceptional People Early | Cristina Cordova (Stripe, Notion, Linear) This bonus episode dives into how Cristina Cordova (Stripe’s 20th hire, early leader at Notion, now COO at Linear) spots exceptional talent early, and how she pressure-tests whether a team and product are truly worth betting on. It’s a crisp, tactical look at evaluating “spikiness,” finding beloved products (even with limited data), and building GTM the right way from day one.

Cristina Cordova is a seasoned operator who has scaled some of the most iconic companies in tech. At Stripe, she built and led partnerships that became a foundational revenue engine, including the pivotal deal with Shopify. At Notion, she helped turn viral adoption into a durable distribution strategy powered by community. Today, Cristina is the Chief Operating Officer at Linear, where she’s applying her experience building high-velocity GTM engines to the next generation of developer-first tools.

This is a clip from the full episode with Cristina (an inside look at the judgment frameworks behind Stripe, Notion, and now Linear) and the practical filters every GTM leader can use to pick winners early.

Discussed in This Clip

  • How to recognize “exceptional” even outside your own domain
  • Finding early proof a product is truly beloved (signals > vanity metrics)
  • Starting with a sharp market wedge, then earning the right to expand
  • Why founders who excel at something—anything—tend to excel at company-building
  • What to expect from early operators: founder mode and bias to execute
  • Sales hiring for technical buyers (and why quotas can help earlier than you think)
  • Aligning tightly with founders as an exec: relationships drive outcomes
  • How to assess GTM on day one: ride-alongs, raw customer feedback, ground truth

Highlights

00:00 — The difference between good and great—and how to spot it across functions

00:12 — Why this clip hit: Cristina’s framework for identifying exceptional people early

01:17 — Looking for skills you don’t have—and recognizing greatness outside your lane

03:38 — Evidence a product is beloved (Stripe on Hacker News, Notion on Twitter)

04:49 — Start with a wedge; win big later (why early enterprise skeptics don’t matter)

07:54 — “Spikiness” and unconventional signals of excellence (Minecraft servers to sales)

12:52 — What great early leaders do: see problems, create strategy, then execute

16:45 — Sales at product-led companies: hire technical sellers, set quotas sooner

21:31 — How Cristina assesses GTM on day one: ride-alongs, direct customer observation

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event, BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This bonus episode dives into how Cristina Cordova (Stripe’s 20th hire, early leader at Notion, now COO at Linear) spots exceptional talent early, and how she pressure-tests whether a team and product are truly worth betting on. It’s a crisp, tactical look at evaluating “spikiness,” finding beloved products (even with limited data), and building GTM the right way from day one.

Cristina Cordova is a seasoned operator who has scaled some of the most iconic companies in tech. At Stripe, she built and led partnerships that became a foundational revenue engine, including the pivotal deal with Shopify. At Notion, she helped turn viral adoption into a durable distribution strategy powered by community. Today, Cristina is the Chief Operating Officer at Linear, where she’s applying her experience building high-velocity GTM engines to the next generation of developer-first tools.

This is a clip from the full episode with Cristina (an inside look at the judgment frameworks behind Stripe, Notion, and now Linear) and the practical filters every GTM leader can use to pick winners early.

Discussed in This Clip

  • How to recognize “exceptional” even outside your own domain
  • Finding early proof a product is truly beloved (signals > vanity metrics)
  • Starting with a sharp market wedge, then earning the right to expand
  • Why founders who excel at something—anything—tend to excel at company-building
  • What to expect from early operators: founder mode and bias to execute
  • Sales hiring for technical buyers (and why quotas can help earlier than you think)
  • Aligning tightly with founders as an exec: relationships drive outcomes
  • How to assess GTM on day one: ride-alongs, raw customer feedback, ground truth

Highlights

00:00 — The difference between good and great—and how to spot it across functions

00:12 — Why this clip hit: Cristina’s framework for identifying exceptional people early

01:17 — Looking for skills you don’t have—and recognizing greatness outside your lane

03:38 — Evidence a product is beloved (Stripe on Hacker News, Notion on Twitter)

04:49 — Start with a wedge; win big later (why early enterprise skeptics don’t matter)

07:54 — “Spikiness” and unconventional signals of excellence (Minecraft servers to sales)

12:52 — What great early leaders do: see problems, create strategy, then execute

16:45 — Sales at product-led companies: hire technical sellers, set quotas sooner

21:31 — How Cristina assesses GTM on day one: ride-alongs, direct customer observation

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event, BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/bonus-episode-identifying-exceptional-people-gtm-frameworks-cristina-cordova/ GTMnow Buzzsprout-18254007 Tue, 25 Nov 2025 15:00:00 -0800 1429 bonus false VC 1: Inside the New Exit Economy: IPOs, Secondaries & AI with Meritech’s Alex Clayton VC 1: Inside the New Exit Economy: IPOs, Secondaries & AI with Meritech’s Alex Clayton Alex Clayton is one of the clearest minds in growth-stage investing, the person elite founders turn to when the market is noisy and the stakes are high. A General Partner at Meritech Capital, Alex has built a reputation for breaking down complex businesses with uncommon clarity, from his legendary S-1 teardowns to his frameworks on power laws, secondaries, and AI-native growth. Before Meritech, he honed his craft at Spark Capital and Redpoint, backing breakout companies like Braze, JFrog, Outreach, Pendo, Duo Security, and RelateIQ. A former ATP tennis pro and Stanford team captain, Alex brings that same discipline, pattern recognition, and competitive fire to evaluating the next generational companies.

Discussed in this episode

  • Why GAAP revenue and cash burn are the two metrics that quietly govern everything.
  • How AI is changing growth rates, margins, and what “good” looks like in SaaS.
  • The rise of secondaries, and why they now rival or exceed IPO volume.
  • How to read an S-1 like a pro (and what Alex looks for first).
  • Founder ownership, fund lifecycles, and how long companies really stay private.
  • Why power laws in venture are getting even steeper in the AI era.
  • How AI is reshaping pricing models from seats to usage and outcomes.
  • Which iconic private companies are most likely to go public in the next 3 years.

Episode highlights

02:40 — Is the IPO window really back? 

05:10 — Secondaries quietly outpacing IPOs

08:10 — The only two metrics that matter

10:56 — AI growth that breaks SaaS mental models

26:20 — From “software” to “SaaS” to “AI”… and back again

29:25 — Seat-based pricing vs outcome-based AI pricing

34:55 — The capital tidal wave & longer private lives

44:00 — Bubble vs biggest opportunity of our careers

57:17 — What the rest of the 2020s look like

1:03:41 — Why GAAP revenue + cash burn still win


Brought to you by: AngelList

How did we build the GTMfund back office? Easy!

We leveraged AngelList’s Rolling Fund product for Fund I, which was the perfect vehicle to scale up GTMfund in its first iteration. This structure allowed us to build our network, and add revenue leaders while we raised and deployed capital simultaneously, which was crucial for getting early points on the board and building relationships with founders.

For Fund II, we transitioned to a traditional closed-end fund structure through AngelList. This time with institutional investor support. This model allowed us to be more intentional about our portfolio construction. We worked closely with the AngelList team throughout this process, and they were incredible — always there to support us and our LPs every step of the way.

If you’re raising a fund or are looking to migrate your fund, we highly recommend you check them out. You can do so at www.angellist.com/gtmfund.

Follow Alex Clayton

Follow Max Altschuler (Host)

  • LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Alex Clayton is one of the clearest minds in growth-stage investing, the person elite founders turn to when the market is noisy and the stakes are high. A General Partner at Meritech Capital, Alex has built a reputation for breaking down complex businesses with uncommon clarity, from his legendary S-1 teardowns to his frameworks on power laws, secondaries, and AI-native growth. Before Meritech, he honed his craft at Spark Capital and Redpoint, backing breakout companies like Braze, JFrog, Outreach, Pendo, Duo Security, and RelateIQ. A former ATP tennis pro and Stanford team captain, Alex brings that same discipline, pattern recognition, and competitive fire to evaluating the next generational companies.

Discussed in this episode

  • Why GAAP revenue and cash burn are the two metrics that quietly govern everything.
  • How AI is changing growth rates, margins, and what “good” looks like in SaaS.
  • The rise of secondaries, and why they now rival or exceed IPO volume.
  • How to read an S-1 like a pro (and what Alex looks for first).
  • Founder ownership, fund lifecycles, and how long companies really stay private.
  • Why power laws in venture are getting even steeper in the AI era.
  • How AI is reshaping pricing models from seats to usage and outcomes.
  • Which iconic private companies are most likely to go public in the next 3 years.

Episode highlights

02:40 — Is the IPO window really back? 

05:10 — Secondaries quietly outpacing IPOs

08:10 — The only two metrics that matter

10:56 — AI growth that breaks SaaS mental models

26:20 — From “software” to “SaaS” to “AI”… and back again

29:25 — Seat-based pricing vs outcome-based AI pricing

34:55 — The capital tidal wave & longer private lives

44:00 — Bubble vs biggest opportunity of our careers

57:17 — What the rest of the 2020s look like

1:03:41 — Why GAAP revenue + cash burn still win


Brought to you by: AngelList

How did we build the GTMfund back office? Easy!

We leveraged AngelList’s Rolling Fund product for Fund I, which was the perfect vehicle to scale up GTMfund in its first iteration. This structure allowed us to build our network, and add revenue leaders while we raised and deployed capital simultaneously, which was crucial for getting early points on the board and building relationships with founders.

For Fund II, we transitioned to a traditional closed-end fund structure through AngelList. This time with institutional investor support. This model allowed us to be more intentional about our portfolio construction. We worked closely with the AngelList team throughout this process, and they were incredible — always there to support us and our LPs every step of the way.

If you’re raising a fund or are looking to migrate your fund, we highly recommend you check them out. You can do so at www.angellist.com/gtmfund.

Follow Alex Clayton

Follow Max Altschuler (Host)

  • LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/vc-01-inside-the-new-exit-economy-ipos-secondaries-ai-with-meritechs-alex-clayton/ GTMnow Buzzsprout-18197672 Sun, 16 Nov 2025 12:00:00 -0800 3998 2 1 full false GTM 170: 0 Customers → $4B: Inside Snowflake’s GTM Machine with Chris Degnan GTM 170: 0 Customers → $4B: Inside Snowflake’s GTM Machine with Chris Degnan Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped scale the company from pre-product to over $4B in ARR and more than $100B in market cap. Over his 11-year tenure, Chris built Snowflake’s go-to-market engine from the ground up, from personally running the first outbound campaigns to leading a global sales organization through four CEOs and one of the largest software IPOs in history.

Today, he advises founders and revenue leaders on how to build high-velocity GTM teams, hire with grit, and scale with discipline. Chris is also the co-author of Make It Snow, the definitive playbook on Snowflake’s go-to-market journey, co-written with CMO Denise Persson.

Discussed in this episode

  • The early days of Snowflake: selling a stealth startup with no product
  • How to hire and identify truly self-motivated, gritty sales talent
  • The lessons from John McMahon that shaped Snowflake’s leadership DNA
  • How to build sales-marketing alignment that actually scales
  • The near-death experiences that almost killed Snowflake
  • What great CEOs do differently, from Muglia to Slootman
  • The power of focusing on new logo acquisition
  • The evolution of sales methodologies: MEDDPICC, culture, and curiosity
  • The truth about AI’s “bubble”, and what’s real beneath the hype

Episode highlights

00:02:21 — Why join Snowflake pre-product and in stealth.

00:05:36 — The original outreach script and what resonated with prospects.

00:06:49 — Scaling from lists to SDRs; Degnan’s “8 meetings per week” rule.

00:09:11 — Hiring for self-starters; the interview opener: “Tell me your life story.”

00:12:49 — The feedback loop that kept a CRO in seat for 11 years.

00:24:46 — The outage that almost killed Snowflake, and how leadership showed up.

00:28:34 — New logo gates every quarter and why it mattered more than anything.

00:34:05 — “Customer success is everyone’s job”: removing CS, monetizing PS, driving adoption.

00:36:40 — Databricks: where Snowflake ceded ground and what they’d do differently.

00:39:19 — Why going public was the right move for enterprise trust.

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event,BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

Follow Chris Degnan

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Chris Degnan is the former Chief Revenue Officer of Snowflake, where he helped scale the company from pre-product to over $4B in ARR and more than $100B in market cap. Over his 11-year tenure, Chris built Snowflake’s go-to-market engine from the ground up, from personally running the first outbound campaigns to leading a global sales organization through four CEOs and one of the largest software IPOs in history.

Today, he advises founders and revenue leaders on how to build high-velocity GTM teams, hire with grit, and scale with discipline. Chris is also the co-author of Make It Snow, the definitive playbook on Snowflake’s go-to-market journey, co-written with CMO Denise Persson.

Discussed in this episode

  • The early days of Snowflake: selling a stealth startup with no product
  • How to hire and identify truly self-motivated, gritty sales talent
  • The lessons from John McMahon that shaped Snowflake’s leadership DNA
  • How to build sales-marketing alignment that actually scales
  • The near-death experiences that almost killed Snowflake
  • What great CEOs do differently, from Muglia to Slootman
  • The power of focusing on new logo acquisition
  • The evolution of sales methodologies: MEDDPICC, culture, and curiosity
  • The truth about AI’s “bubble”, and what’s real beneath the hype

Episode highlights

00:02:21 — Why join Snowflake pre-product and in stealth.

00:05:36 — The original outreach script and what resonated with prospects.

00:06:49 — Scaling from lists to SDRs; Degnan’s “8 meetings per week” rule.

00:09:11 — Hiring for self-starters; the interview opener: “Tell me your life story.”

00:12:49 — The feedback loop that kept a CRO in seat for 11 years.

00:24:46 — The outage that almost killed Snowflake, and how leadership showed up.

00:28:34 — New logo gates every quarter and why it mattered more than anything.

00:34:05 — “Customer success is everyone’s job”: removing CS, monetizing PS, driving adoption.

00:36:40 — Databricks: where Snowflake ceded ground and what they’d do differently.

00:39:19 — Why going public was the right move for enterprise trust.

This episode is brought to you by our sponsor: BoomPop

We’re deep in event planning right now, as no doubt many of you are.

Whether it’s an offsite, conference, or any other kind of event,BoomPop makes that happen with end-to-end planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

Being part of GTMnow, you’re eligible for full-service event planning for just $99 per person (terms apply). Head to boompop.com/gtmfund to explore seamless support for your events.

Follow Chris Degnan

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-170-scaling-snowflake-gtm-machine-to-4b-chris-degnan/ GTMnow Buzzsprout-18172957 Tue, 11 Nov 2025 12:00:00 -0800 3051 1 170 full false GTM 169: How Airbyte Hit $1B: The Open-Source, Community-First Playbook GTM 169: How Airbyte Hit $1B: The Open-Source, Community-First Playbook Michel Tricot is the co-founder and CEO of Airbyte, the open-source data movement platform he launched in 2020. Before Airbyte, Michel led integrations and served as Director of Engineering at LiveRamp, where he scaled the teams and pipelines that synced massive data volumes. He also helped build rideOS as a founding engineer and Director of Engineering. Michel has spent 15+ years in data infrastructure, with a focus on commoditizing data pipelines and giving teams control and sovereignty over their data. 

Discussed in this episode

  • Why Airbyte launched open source first (catching engineers “at the search”)
  • Project-market fit vs. product-market fit, and why they’re different
  • The content engine: founder-led writing, shipping slides, and radical transparency
  • Turning interest into community: 25k+ Slack, champions, and hiring from within
  • The near-misses: hiring ahead of PMF, support-heavy community, cloud complexity
  • Going upmarket: enterprise motion, longer cycles, and team ramp realities
  • AI wave → agents as “data consumers” and what it means for pipelines
  • Replatforming for control & sovereignty, not just “more connectors”

This episode is brought to you by our sponsor: ZoomInfo

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Michel Tricot

Host links

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Michel Tricot is the co-founder and CEO of Airbyte, the open-source data movement platform he launched in 2020. Before Airbyte, Michel led integrations and served as Director of Engineering at LiveRamp, where he scaled the teams and pipelines that synced massive data volumes. He also helped build rideOS as a founding engineer and Director of Engineering. Michel has spent 15+ years in data infrastructure, with a focus on commoditizing data pipelines and giving teams control and sovereignty over their data. 

Discussed in this episode

  • Why Airbyte launched open source first (catching engineers “at the search”)
  • Project-market fit vs. product-market fit, and why they’re different
  • The content engine: founder-led writing, shipping slides, and radical transparency
  • Turning interest into community: 25k+ Slack, champions, and hiring from within
  • The near-misses: hiring ahead of PMF, support-heavy community, cloud complexity
  • Going upmarket: enterprise motion, longer cycles, and team ramp realities
  • AI wave → agents as “data consumers” and what it means for pipelines
  • Replatforming for control & sovereignty, not just “more connectors”

This episode is brought to you by our sponsor: ZoomInfo

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Michel Tricot

Host links

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18135009 Tue, 04 Nov 2025 15:00:00 -0800 2899 full false GTM 168: How ZoomInfo Built a $1B RevOps Engine, The Operating Cadence Behind Breakout Growth | Tessa Whittaker GTM 168: How ZoomInfo Built a $1B RevOps Engine, The Operating Cadence Behind Breakout Growth | Tessa Whittaker Tessa Whittaker is the VP of Revenue Operations at ZoomInfo, where she leads a 70-person global team powering one of SaaS’s most efficient $1B+ revenue engines. Over the past decade, she’s helped architect the systems, cadence, and AI workflows that underpin how ZoomInfo operates at scale.

Tessa is known as one of the most thoughtful operators in tech, bringing structure, clarity, and rigor to how GTM organizations run. Her work sits at the intersection of data, process, and execution, proving that with the right operating cadence, even the most complex go-to-market systems can move in rhythm.

Discussed in this episode

  • Building a personal operating system (Salesforce's V2MOM, Notion, weekly reviews) that maps vision → methods → measurable actions.
  • “Operating rhythm” for GTM: the meetings, reviews, and enablement that create predictable execution.
  • Color-coding calendars to align time with quarterly KPIs (and fixing misallocation).
  • Counterintuitive up-market move: automate down-market so scarce humans focus on enterprise.
  • AI intake & prioritization agent: compressing 10–15 hrs of RevOps scoping into one interaction.
  • Democratizing creation: org-wide agent “hackathons,” usage leaderboards, and adoption lessons.
  • Health OS during sprints: cut alcohol, protect sleep, simplify to sustain output.
  • What to buy vs. build; auditing tech stacks; avoiding (and accepting some) agent sprawl.

Episode highlights

00:00 — Systems beat motivation; why cadence creates consistency.

01:36 — RevOps as connective tissue of SaaS; the “invest earlier” regret.

03:58 — From EA to SVP-level ops leader to VP RevOps: the long workback.

06:51 — Why operators obsess over simplifying complexity.

12:24 — Time as the scarcest resource: color-coding calendars to goals.

20:05 — The RevOps operating rhythm at ZoomInfo (and how AI slots in).

21:48 — Going upmarket? Automate downmarket first to free resources.

31:19 — Intake agent: collapsing 10–15 hours of back-and-forth into one interaction.

36:48 — Democratizing creation: internal agent hackathons and a usage leaderboard.

44:30 — The Alchemist and reframing growth: get uncomfortable to keep climbing.

This episode is brought to you by our sponsors

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest links

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Tessa Whittaker is the VP of Revenue Operations at ZoomInfo, where she leads a 70-person global team powering one of SaaS’s most efficient $1B+ revenue engines. Over the past decade, she’s helped architect the systems, cadence, and AI workflows that underpin how ZoomInfo operates at scale.

Tessa is known as one of the most thoughtful operators in tech, bringing structure, clarity, and rigor to how GTM organizations run. Her work sits at the intersection of data, process, and execution, proving that with the right operating cadence, even the most complex go-to-market systems can move in rhythm.

Discussed in this episode

  • Building a personal operating system (Salesforce's V2MOM, Notion, weekly reviews) that maps vision → methods → measurable actions.
  • “Operating rhythm” for GTM: the meetings, reviews, and enablement that create predictable execution.
  • Color-coding calendars to align time with quarterly KPIs (and fixing misallocation).
  • Counterintuitive up-market move: automate down-market so scarce humans focus on enterprise.
  • AI intake & prioritization agent: compressing 10–15 hrs of RevOps scoping into one interaction.
  • Democratizing creation: org-wide agent “hackathons,” usage leaderboards, and adoption lessons.
  • Health OS during sprints: cut alcohol, protect sleep, simplify to sustain output.
  • What to buy vs. build; auditing tech stacks; avoiding (and accepting some) agent sprawl.

Episode highlights

00:00 — Systems beat motivation; why cadence creates consistency.

01:36 — RevOps as connective tissue of SaaS; the “invest earlier” regret.

03:58 — From EA to SVP-level ops leader to VP RevOps: the long workback.

06:51 — Why operators obsess over simplifying complexity.

12:24 — Time as the scarcest resource: color-coding calendars to goals.

20:05 — The RevOps operating rhythm at ZoomInfo (and how AI slots in).

21:48 — Going upmarket? Automate downmarket first to free resources.

31:19 — Intake agent: collapsing 10–15 hours of back-and-forth into one interaction.

36:48 — Democratizing creation: internal agent hackathons and a usage leaderboard.

44:30 — The Alchemist and reframing growth: get uncomfortable to keep climbing.

This episode is brought to you by our sponsors

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest links

Where to Find GTMnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-168-zoominfo-revops-engine-tessa-whittaker/ GTMnow Buzzsprout-18092506 Tue, 28 Oct 2025 14:00:00 -0700 3038 168 full false GTM 167: Competing with Giants: Inside You.com’s Battle Against OpenAI & Google | Peter Grant GTM 167: Competing with Giants: Inside You.com’s Battle Against OpenAI & Google | Peter Grant Peter Grant is the Chief Revenue Officer at You.com, the AI search and productivity platform reshaping how people find and create information. A veteran GTM leader, Peter has built and scaled revenue engines at some of tech’s most iconic companies — from Siebel Systems to Salesforce to C3.ai — working directly under legends like Tom Siebel and Marc Benioff. Today, he’s leading You.com’s charge against giants like OpenAI and Google, bringing precision, storytelling, and speed to the most transformative era in technology.

Discussed in this episode

  • How Peter defines “the biggest opportunity of our lifetime” in AI
  • Lessons from working under Tom Siebel, Marc Benioff, and Rishi Khosla
  • How to hire SEAL-Team-Six-level GTM talent
  • Why belief and speed are non-negotiables when competing with giants
  • You.com’s differentiation strategy against OpenAI and Google
  • How to operationalize AI literacy and agentic workflows
  • The ROI gap in generative AI adoption, and how to fix it
  • Building products that stand on truth

Episode Highlights

00:14 — The biggest opportunity in technology this century

05:25 — Lessons from working directly with Thomas Siebel

06:41 — How to hire “SEAL Team Six” sales talent

10:24 — Why “train hard, fight easy” defines great enablement

20:08 — The new sophistication bar for AI literacy in sales

25:14 — How You.com differentiates against OpenAI & Google

30:00 — Peter’s personal AI productivity system: 40 agents

40:12 — Speed, truth, and trust: You.com’s go-to-market culture

48:30 — The “war room” story: building a sales plan overnight

59:45 — No easy days: why startup life mirrors special forces

This episode is brought to you by our sponsor: BoomPop

A quick pause to spotlight a partner that helps GTM teams actually connect—BoomPop.

Your next big unlock might not come from another meeting… it’s from getting your team in the same room. BoomPop makes that happen with end-to-end offsite planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

And as a listener of GTMfund, you’re eligible for full-service event planning for just $99 per person (terms apply).

Head to boompop.com/gtmfund to start planning your offsite.

Guest Links

Recommended Books

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Peter Grant is the Chief Revenue Officer at You.com, the AI search and productivity platform reshaping how people find and create information. A veteran GTM leader, Peter has built and scaled revenue engines at some of tech’s most iconic companies — from Siebel Systems to Salesforce to C3.ai — working directly under legends like Tom Siebel and Marc Benioff. Today, he’s leading You.com’s charge against giants like OpenAI and Google, bringing precision, storytelling, and speed to the most transformative era in technology.

Discussed in this episode

  • How Peter defines “the biggest opportunity of our lifetime” in AI
  • Lessons from working under Tom Siebel, Marc Benioff, and Rishi Khosla
  • How to hire SEAL-Team-Six-level GTM talent
  • Why belief and speed are non-negotiables when competing with giants
  • You.com’s differentiation strategy against OpenAI and Google
  • How to operationalize AI literacy and agentic workflows
  • The ROI gap in generative AI adoption, and how to fix it
  • Building products that stand on truth

Episode Highlights

00:14 — The biggest opportunity in technology this century

05:25 — Lessons from working directly with Thomas Siebel

06:41 — How to hire “SEAL Team Six” sales talent

10:24 — Why “train hard, fight easy” defines great enablement

20:08 — The new sophistication bar for AI literacy in sales

25:14 — How You.com differentiates against OpenAI & Google

30:00 — Peter’s personal AI productivity system: 40 agents

40:12 — Speed, truth, and trust: You.com’s go-to-market culture

48:30 — The “war room” story: building a sales plan overnight

59:45 — No easy days: why startup life mirrors special forces

This episode is brought to you by our sponsor: BoomPop

A quick pause to spotlight a partner that helps GTM teams actually connect—BoomPop.

Your next big unlock might not come from another meeting… it’s from getting your team in the same room. BoomPop makes that happen with end-to-end offsite planning all in one place.

They handle everything from venues to experiences, so you can focus on the delights of meeting in person, not the logistics.

And as a listener of GTMfund, you’re eligible for full-service event planning for just $99 per person (terms apply).

Head to boompop.com/gtmfund to start planning your offsite.

Guest Links

Recommended Books

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18056615 Wed, 22 Oct 2025 07:00:00 -0700 4141 1 167 full false MOMENT: ‘I joined Meta at 900, left at 90,000’ — Rick Kelley on Building and Scaling International Sales Teams MOMENT: ‘I joined Meta at 900, left at 90,000’ — Rick Kelley on Building and Scaling International Sales Teams This bonus episode dives into how Rick Kelley helped scale Meta’s global sales organization (from 900 employees to 90,000) and the playbook behind building high-performing international teams.

Rick Kelley is the former SVP of Gaming and App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization and played a pivotal role in building out Meta’s go-to-market teams across North America and EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africa—helping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, and how AI is reshaping the future of commercial organizations.

This is a clip from the full episode with Rick, an inside look at how Meta built its $1B EMEA business and the lessons every GTM leader can apply to scale globally.

Discussed in This Clip:

  • The exact framework Rick used to decide which EMEA markets to enter first
  • How Meta built a $1B+ regional business from just three salespeople
  • The power of centralization in early-stage go-to-market
  • Why you should plan every headcount allocation before hiring
  • Creating “optionality” in your sales org to weather change
  • How gaming became Meta’s fifth global region
  • When to localize sales teams versus staying centralized
  • Why AI can make sales more efficient—but can’t replace relationships

Highlights

00:12 — Scaling Meta: from 900 to 90,000 employees

01:22 — How Rick Kelley built Meta’s mid-market sales org from scratch

02:15 — The data-driven framework Meta used to prioritize global markets

04:50 — Why startups should build expansion plans before executing

07:52 — Centralized vs. in-country hiring: Rick’s take for startups

09:49 — The importance of sales ops and forecasting discipline

13:32 — Hiring leaders who scale with you, not limit you

14:59 — How AI will reshape (but not replace) sales relationships

16:09 — From zero to $1B: lessons in efficiency, cost, and culture

This Episode Is Brought to You By

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps. 

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Rick Kelley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This bonus episode dives into how Rick Kelley helped scale Meta’s global sales organization (from 900 employees to 90,000) and the playbook behind building high-performing international teams.

Rick Kelley is the former SVP of Gaming and App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization and played a pivotal role in building out Meta’s go-to-market teams across North America and EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africa—helping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, and how AI is reshaping the future of commercial organizations.

This is a clip from the full episode with Rick, an inside look at how Meta built its $1B EMEA business and the lessons every GTM leader can apply to scale globally.

Discussed in This Clip:

  • The exact framework Rick used to decide which EMEA markets to enter first
  • How Meta built a $1B+ regional business from just three salespeople
  • The power of centralization in early-stage go-to-market
  • Why you should plan every headcount allocation before hiring
  • Creating “optionality” in your sales org to weather change
  • How gaming became Meta’s fifth global region
  • When to localize sales teams versus staying centralized
  • Why AI can make sales more efficient—but can’t replace relationships

Highlights

00:12 — Scaling Meta: from 900 to 90,000 employees

01:22 — How Rick Kelley built Meta’s mid-market sales org from scratch

02:15 — The data-driven framework Meta used to prioritize global markets

04:50 — Why startups should build expansion plans before executing

07:52 — Centralized vs. in-country hiring: Rick’s take for startups

09:49 — The importance of sales ops and forecasting discipline

13:32 — Hiring leaders who scale with you, not limit you

14:59 — How AI will reshape (but not replace) sales relationships

16:09 — From zero to $1B: lessons in efficiency, cost, and culture

This Episode Is Brought to You By

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps. 

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth. With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Rick Kelley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-18010117 Tue, 14 Oct 2025 11:00:00 -0700 1066 bonus false GTM 166: SEO → AEO: The Next Big Shift in How People Discover Your Product GTM 166: SEO → AEO: The Next Big Shift in How People Discover Your Product Guy Yalif is Chief Evangelist at Webflow and a veteran B2B marketing leader with 20+ years across Twitter, Yahoo, BrightRoll, and as co-founder/CEO of Intellimize (acquired by Webflow). He champions AI-driven optimization for sites and content, bringing a rare blend of aerospace-engineer rigor and operator experience from four successful exits to help teams win the shift from SEO to AEO.

Discussed in this episode

  • Why AEO is an evolution of SEO (and what truly changes)
  • The shift from keywords to “clusters of questions” as the new topic model
  • Webflow’s four-part AEO framework: content, technical, authority, measurement
  • Tactics that moved the needle: adding FAQs + schema; prioritizing freshness
  • Why PR/brand and plain-text mentions matter more to AI engines
  • How to measure AEO: presence in questions, share of voice, and sentiment
  • Where to start: two moves any founder can ship this week
  • Risks of ignoring AEO and the early-adopter advantage

Episode highlights

00:21 — “Your SEO resources are your AEO resources. This is an evolution, not a reset.”

01:15 — Webflow’s AEO promise: answer engines are a massive arbitrage—akin to early SEO/SEM/mobile.

03:00 — Why “ranking for keywords” is obsolete; topics = clusters of questions across the funnel.

07:49 — The 4-part AEO framework: content, technical (schema & structure), authority, measurement.

10:11 — Case study: Add ~6 FAQs + inline schema to product pages → half of new citations came from 6 pages; +24% organic in 2 weeks.

15:23 — If you only do two things: (1) answer questions comprehensively, (2) add schema metadata.

21:46 — Webflow data: AI-search traffic converts ~6x better than non-branded organic; unbranded share grew from 0% → 42% in a year.

24:02 — How buyers actually use LLMs in-flow; why your website still matters (to humans and machines).

29:58 — The learning curve is back: why AEO is resetting the playing field and rewarding curiosity.

This episode is brought to you by our sponsor:

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth.

With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Guy Yalif:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Guy Yalif is Chief Evangelist at Webflow and a veteran B2B marketing leader with 20+ years across Twitter, Yahoo, BrightRoll, and as co-founder/CEO of Intellimize (acquired by Webflow). He champions AI-driven optimization for sites and content, bringing a rare blend of aerospace-engineer rigor and operator experience from four successful exits to help teams win the shift from SEO to AEO.

Discussed in this episode

  • Why AEO is an evolution of SEO (and what truly changes)
  • The shift from keywords to “clusters of questions” as the new topic model
  • Webflow’s four-part AEO framework: content, technical, authority, measurement
  • Tactics that moved the needle: adding FAQs + schema; prioritizing freshness
  • Why PR/brand and plain-text mentions matter more to AI engines
  • How to measure AEO: presence in questions, share of voice, and sentiment
  • Where to start: two moves any founder can ship this week
  • Risks of ignoring AEO and the early-adopter advantage

Episode highlights

00:21 — “Your SEO resources are your AEO resources. This is an evolution, not a reset.”

01:15 — Webflow’s AEO promise: answer engines are a massive arbitrage—akin to early SEO/SEM/mobile.

03:00 — Why “ranking for keywords” is obsolete; topics = clusters of questions across the funnel.

07:49 — The 4-part AEO framework: content, technical (schema & structure), authority, measurement.

10:11 — Case study: Add ~6 FAQs + inline schema to product pages → half of new citations came from 6 pages; +24% organic in 2 weeks.

15:23 — If you only do two things: (1) answer questions comprehensively, (2) add schema metadata.

21:46 — Webflow data: AI-search traffic converts ~6x better than non-branded organic; unbranded share grew from 0% → 42% in a year.

24:02 — How buyers actually use LLMs in-flow; why your website still matters (to humans and machines).

29:58 — The learning curve is back: why AEO is resetting the playing field and rewarding curiosity.

This episode is brought to you by our sponsor:

ZoomInfo is the GTM Intelligence Platform built for sales, marketing, and RevOps.

By unifying data, workflows, and insights into a single system, ZoomInfo helps revenue teams find and engage the right buyers, launch go-to-market plays faster, and drive predictable growth.

With industry-leading accuracy and depth of data, it gives your team the intelligence advantage to win in competitive markets.

It’s trusted by the fastest-growing companies and has become the category leader in GTM Intelligence.

Learn more at zoominfo.com.

Follow Guy Yalif:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17973950 Tue, 07 Oct 2025 15:00:00 -0700 2129 1 166 full false GTM 165: Vibe prompting, AI fluency, and the new rules of go-to-market | Kieran Flanagan GTM 165: Vibe prompting, AI fluency, and the new rules of go-to-market | Kieran Flanagan Kieran Flanagan is the SVP of Marketing at HubSpot and Co-Host of Marketing Against the Grain. A longtime operator and investor, he’s at the forefront of how AI is reshaping go-to-market. With a background in engineering and years leading growth and marketing teams, Kieran now spends his time building, experimenting, and sharing lessons on how prompting, agents, and personality-led growth will define the next era of software companies.

Discussed in this episode

  • Why prompting and context engineering are the most important skills for GTM operators
  • How “vibe prompting” accelerates learning and output with LLMs
  • The three keys to building AI fluency inside teams
  • Measuring ROI from AI across sales, marketing, and operations
  • Why every professional is now a manager (of AI agents)
  • How websites will evolve into multimodal closing mechanisms
  • The rise of personality-led growth in B2B marketing
  • Why curiosity and persistence matter more than ever in an AI-first world

Episode highlights

00:46 — The 100x difference between good and bad prompting

03:57 — The rise of “context engineering” as a GTM skill

07:22 — Kieran’s 3-part framework for AI fluency inside teams

09:31 — Why “vibe prompting” is as powerful as vibe coding

11:00 — How AI boosts conversions & deal velocity in sales workflows

15:10 — Using ChatGPT memory as a personalized prompting coach

22:19 — Everyone now manages a PhD-level AI intern

31:12 — The 3 biggest shifts coming to GTM: influence, AI optimization, multimodal

37:42 — Why AI makes human creativity more valuable than ever

43:06 — The grind, reps, and curiosity as the ultimate AI skills

Brought to you by: Mutiny

Are you a B2B Marketer running campaigns for target accounts? Then you know the struggle: tedious and manual processes, endless delays to get things live, and sales feeling like you’re not doing enough.

That’s where Mutiny comes in. Mutiny is the fastest place to launch breakthrough campaigns for your target accounts. 

AI agents research your accounts, build personalized landing pages, and scale everything from LinkedIn ads to sales handoffs, all in one seamless workflow. No more stitching tools together. Just smarter, more impactful campaigns powered by real data. Launch in days, not weeks.

See why teams who use Mutiny generate 3X more account engagement.

Book a demo at mutinyhq.com

Guest links

LinkedIn: https://www.linkedin.com/in/kieranjflanagan/
Newsletter (The AI Marketing Generalist):https://www.kieranflanagan.io/
Podcast (Marketing Against the Grain):https://www.youtube.com/@MATGpod/videos

Host links

LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
 X (Twitter): https://x.com/sophiebuona
 Newsletter: https://thegtmnewsletter.substack.com/
 Website: https://gtmnow.com

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kieran Flanagan is the SVP of Marketing at HubSpot and Co-Host of Marketing Against the Grain. A longtime operator and investor, he’s at the forefront of how AI is reshaping go-to-market. With a background in engineering and years leading growth and marketing teams, Kieran now spends his time building, experimenting, and sharing lessons on how prompting, agents, and personality-led growth will define the next era of software companies.

Discussed in this episode

  • Why prompting and context engineering are the most important skills for GTM operators
  • How “vibe prompting” accelerates learning and output with LLMs
  • The three keys to building AI fluency inside teams
  • Measuring ROI from AI across sales, marketing, and operations
  • Why every professional is now a manager (of AI agents)
  • How websites will evolve into multimodal closing mechanisms
  • The rise of personality-led growth in B2B marketing
  • Why curiosity and persistence matter more than ever in an AI-first world

Episode highlights

00:46 — The 100x difference between good and bad prompting

03:57 — The rise of “context engineering” as a GTM skill

07:22 — Kieran’s 3-part framework for AI fluency inside teams

09:31 — Why “vibe prompting” is as powerful as vibe coding

11:00 — How AI boosts conversions & deal velocity in sales workflows

15:10 — Using ChatGPT memory as a personalized prompting coach

22:19 — Everyone now manages a PhD-level AI intern

31:12 — The 3 biggest shifts coming to GTM: influence, AI optimization, multimodal

37:42 — Why AI makes human creativity more valuable than ever

43:06 — The grind, reps, and curiosity as the ultimate AI skills

Brought to you by: Mutiny

Are you a B2B Marketer running campaigns for target accounts? Then you know the struggle: tedious and manual processes, endless delays to get things live, and sales feeling like you’re not doing enough.

That’s where Mutiny comes in. Mutiny is the fastest place to launch breakthrough campaigns for your target accounts. 

AI agents research your accounts, build personalized landing pages, and scale everything from LinkedIn ads to sales handoffs, all in one seamless workflow. No more stitching tools together. Just smarter, more impactful campaigns powered by real data. Launch in days, not weeks.

See why teams who use Mutiny generate 3X more account engagement.

Book a demo at mutinyhq.com

Guest links

LinkedIn: https://www.linkedin.com/in/kieranjflanagan/
Newsletter (The AI Marketing Generalist):https://www.kieranflanagan.io/
Podcast (Marketing Against the Grain):https://www.youtube.com/@MATGpod/videos

Host links

LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
 X (Twitter): https://x.com/sophiebuona
 Newsletter: https://thegtmnewsletter.substack.com/
 Website: https://gtmnow.com

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17933131 Tue, 30 Sep 2025 09:00:00 -0700 2932 1 165 full false GTM 164: 28th at Stripe → Billions: Cristina Cordova’s GTM Playbook (Linear, Notion) GTM 164: 28th at Stripe → Billions: Cristina Cordova’s GTM Playbook (Linear, Notion) Cristina Cordova is a seasoned operator who has scaled some of the most iconic companies in tech. At Stripe, she built and led partnerships that became a foundational revenue engine, including the pivotal deal with Shopify. At Notion, she helped turn viral adoption into a durable distribution strategy powered by community. Today, Cristina is the Chief Operating Officer at Linear, where she’s applying her experience building high-velocity GTM engines to the next generation of developer-first tools.

Discussed in this episode

  • Why Cristina joined Stripe without knowing what an API was
  • Building Stripe’s early partnerships and salvaging the Shopify deal
  • How Notion pioneered community-driven growth
  • Lessons on brand, design, and investing for the long term
  • What Cristina looks for in exceptional founders and operators
  • How Linear is scaling GTM with AI-driven prioritization
  • The difference between “keeping the lights on” and transformative leadership
  • Cristina’s frameworks for evaluating product resonance and customer love

Episode Highlights

00:43 — The rare superpower behind Cristina’s career: joining breakout companies early

2:46 — Why Cristina joined Stripe without knowing what an API was

12:22 — On Cristina’s first day, Shopify walked away from Stripe’s deal — and how she won them back

16:55 — How Notion scaled by making consumer use free and fueling community-driven growth

20:52 — Why investing in brand early is a leading indicator of durable growth

25:27 — Cristina’s framework for spotting beloved products in the market

37:53 — How Cristina applied lessons from Stripe to build Linear’s GTM from scratch

47:30 — Where AI fits into GTM: prioritizing opportunities, not replacing humans

56:01 — Why Linear built high-quality swag kits for early customers

58:28 — Where to follow Cristina’s journey today

This episode is brought to you by our sponsor

Harmonic helps you discover the best startups way ahead of the competition. We use it at GTMfund, as do thousands of investors at firms like USV and Insight. GTM teams at companies like Notion and Brex also rely on the platform to stay ahead.

Harmonic tracks millions of startups and lets you search using simple filters or natural language to match exactly what you’re looking for. When you find a company that looks interesting, Harmonic pulls everything into one place (founder backgrounds, traction, and market data) so you can quickly evaluate and understand if it’s a fit.

At GTMfund, we even have a private Slack channel called #companywatchlist powered entirely by Harmonic.

Get 2 dedicated sessions with their team to help you test and structure the perfect searches here.

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Cristina Cordova is a seasoned operator who has scaled some of the most iconic companies in tech. At Stripe, she built and led partnerships that became a foundational revenue engine, including the pivotal deal with Shopify. At Notion, she helped turn viral adoption into a durable distribution strategy powered by community. Today, Cristina is the Chief Operating Officer at Linear, where she’s applying her experience building high-velocity GTM engines to the next generation of developer-first tools.

Discussed in this episode

  • Why Cristina joined Stripe without knowing what an API was
  • Building Stripe’s early partnerships and salvaging the Shopify deal
  • How Notion pioneered community-driven growth
  • Lessons on brand, design, and investing for the long term
  • What Cristina looks for in exceptional founders and operators
  • How Linear is scaling GTM with AI-driven prioritization
  • The difference between “keeping the lights on” and transformative leadership
  • Cristina’s frameworks for evaluating product resonance and customer love

Episode Highlights

00:43 — The rare superpower behind Cristina’s career: joining breakout companies early

2:46 — Why Cristina joined Stripe without knowing what an API was

12:22 — On Cristina’s first day, Shopify walked away from Stripe’s deal — and how she won them back

16:55 — How Notion scaled by making consumer use free and fueling community-driven growth

20:52 — Why investing in brand early is a leading indicator of durable growth

25:27 — Cristina’s framework for spotting beloved products in the market

37:53 — How Cristina applied lessons from Stripe to build Linear’s GTM from scratch

47:30 — Where AI fits into GTM: prioritizing opportunities, not replacing humans

56:01 — Why Linear built high-quality swag kits for early customers

58:28 — Where to follow Cristina’s journey today

This episode is brought to you by our sponsor

Harmonic helps you discover the best startups way ahead of the competition. We use it at GTMfund, as do thousands of investors at firms like USV and Insight. GTM teams at companies like Notion and Brex also rely on the platform to stay ahead.

Harmonic tracks millions of startups and lets you search using simple filters or natural language to match exactly what you’re looking for. When you find a company that looks interesting, Harmonic pulls everything into one place (founder backgrounds, traction, and market data) so you can quickly evaluate and understand if it’s a fit.

At GTMfund, we even have a private Slack channel called #companywatchlist powered entirely by Harmonic.

Get 2 dedicated sessions with their team to help you test and structure the perfect searches here.

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17895275 Tue, 23 Sep 2025 15:00:00 -0700 3540 1 164 full false GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton Kyle Norton is the Chief Revenue Officer at Owner, the fast-scaling restaurant SaaS platform valued at over $1B. Since joining from Shopify, Kyle has helped grow the company from $2M to $50M+ in ARR by instilling a high bar for sales talent, building RevOps early, and driving a disciplined go-to-market strategy. A podcast host himself, Kyle shares deep expertise on sales hiring, leadership, and GTM AI, while keeping his focus on building a generational company.

Discussed in This Episode

  • Why Kyle let go of half the sales team just 45 days in
  • The importance of setting a high bar for sales talent and cultural fit
  • Investing in RevOps and data foundations far earlier than conventional wisdom
  • How to reduce churn by narrowing ICP and saying no to misfit customers
  • Lessons from running hiring retros to assess interview process effectiveness
  • The balance between remote vs. in-office roles for scaling GTM teams
  • How Owner approaches AI in go-to-market, starting with data over “shiny tools”
  • Kyle’s leadership philosophy: servant leadership and building for growth

Episode Highlights

00:44 — Owner’s journey from $2M ARR to unicorn

02:01 — Kyle explains why he fired half the sales team just weeks into the role

04:56 — Why Owner set a sky-high bar for early sales hiring

08:13 — Kyle’s case for bringing in RevOps “too early” and why it paid off

12:39 — Reducing churn by saying no to 30% of potential customers

15:57 — Why hiring fit matters more than a candidate’s “pedigree”

21:49 — What Kyle learned from running hiring retros on interview data

30:25 — Owner’s AI GTM transformation: starting with third-party data

48:34 — Kyle’s take on the remote vs. in-office debate for sales teams

54:53 — His leadership philosophy: servant leadership + relentless coaching

59:19 — Kyle’s essential reading list for sales leaders

This episode is brought to you by our sponsors:

Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kyle Norton is the Chief Revenue Officer at Owner, the fast-scaling restaurant SaaS platform valued at over $1B. Since joining from Shopify, Kyle has helped grow the company from $2M to $50M+ in ARR by instilling a high bar for sales talent, building RevOps early, and driving a disciplined go-to-market strategy. A podcast host himself, Kyle shares deep expertise on sales hiring, leadership, and GTM AI, while keeping his focus on building a generational company.

Discussed in This Episode

  • Why Kyle let go of half the sales team just 45 days in
  • The importance of setting a high bar for sales talent and cultural fit
  • Investing in RevOps and data foundations far earlier than conventional wisdom
  • How to reduce churn by narrowing ICP and saying no to misfit customers
  • Lessons from running hiring retros to assess interview process effectiveness
  • The balance between remote vs. in-office roles for scaling GTM teams
  • How Owner approaches AI in go-to-market, starting with data over “shiny tools”
  • Kyle’s leadership philosophy: servant leadership and building for growth

Episode Highlights

00:44 — Owner’s journey from $2M ARR to unicorn

02:01 — Kyle explains why he fired half the sales team just weeks into the role

04:56 — Why Owner set a sky-high bar for early sales hiring

08:13 — Kyle’s case for bringing in RevOps “too early” and why it paid off

12:39 — Reducing churn by saying no to 30% of potential customers

15:57 — Why hiring fit matters more than a candidate’s “pedigree”

21:49 — What Kyle learned from running hiring retros on interview data

30:25 — Owner’s AI GTM transformation: starting with third-party data

48:34 — Kyle’s take on the remote vs. in-office debate for sales teams

54:53 — His leadership philosophy: servant leadership + relentless coaching

59:19 — Kyle’s essential reading list for sales leaders

This episode is brought to you by our sponsors:

Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17854811 Tue, 16 Sep 2025 09:00:00 -0700 4112 1 163 full false GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth.

Discussed in this episode

  • The moment inbound stops being enough—and how to size the outbound gap
  • Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources
  • Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent
  • Structuring self-serve as a permanent home vs. a stepping stone to enterprise
  • “Ungate to upgrade”: using sustained overage/feature use as a right-sizing trigger
  • Pricing & packaging that pulls larger accounts to annual, committed plans
  • The “GTM engineer” model for AI-native, high-velocity companies
  • Hiring pace, capacity planning, and the leadership principles that scale

Episode highlights

00:00 — Inbound eventually caps out; annual planning exposes the pipeline gap that outbound must fill.

00:45 — What it really takes to add sales to a product-led motion—without breaking PLG.

03:23 — First move: bifurcate SDR into dedicated inbound and outbound to drive focus and outcomes.

04:18 — Nail definitions with Marketing: what counts as inbound vs. outbound (e.g., events ≠ inbound).

06:37 — Decide the role of self-serve: permanent home for some segments vs. stepping stone to enterprise.

09:41 — Ungated features as signals: after ~3 months of sustained overage/premium use, “right-size” the plan.

12:09 — Why frictionless adoption beats hard gates—and how clear web docs make the convo non-adversarial.

15:10 — When to move from pay-as-you-go to annual: sophistication and committed usage, not arbitrary timing.

18:51 — Enter the “GTM engineer”: one person spans SDR → SE → AE → AM to capture massive inbound demand.

25:36 — Frameworks that still work: MEDD(P)ICC and Solution Selling 2.0 for complex, multi-product deals.

Sponsor – Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest links

Host links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth.

Discussed in this episode

  • The moment inbound stops being enough—and how to size the outbound gap
  • Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources
  • Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent
  • Structuring self-serve as a permanent home vs. a stepping stone to enterprise
  • “Ungate to upgrade”: using sustained overage/feature use as a right-sizing trigger
  • Pricing & packaging that pulls larger accounts to annual, committed plans
  • The “GTM engineer” model for AI-native, high-velocity companies
  • Hiring pace, capacity planning, and the leadership principles that scale

Episode highlights

00:00 — Inbound eventually caps out; annual planning exposes the pipeline gap that outbound must fill.

00:45 — What it really takes to add sales to a product-led motion—without breaking PLG.

03:23 — First move: bifurcate SDR into dedicated inbound and outbound to drive focus and outcomes.

04:18 — Nail definitions with Marketing: what counts as inbound vs. outbound (e.g., events ≠ inbound).

06:37 — Decide the role of self-serve: permanent home for some segments vs. stepping stone to enterprise.

09:41 — Ungated features as signals: after ~3 months of sustained overage/premium use, “right-size” the plan.

12:09 — Why frictionless adoption beats hard gates—and how clear web docs make the convo non-adversarial.

15:10 — When to move from pay-as-you-go to annual: sophistication and committed usage, not arbitrary timing.

18:51 — Enter the “GTM engineer”: one person spans SDR → SE → AE → AM to capture massive inbound demand.

25:36 — Frameworks that still work: MEDD(P)ICC and Solution Selling 2.0 for complex, multi-product deals.

Sponsor – Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

Guest links

Host links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17810912 Tue, 09 Sep 2025 01:00:00 -0700 1668 1 162 full false GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson Paul Williamson is a seasoned go-to-market leader and advisor best known for helping Plaid scale from $3M to $300M ARR. As Head of Revenue, he built and evolved Plaid’s go-to-market roadmap across product-market fit, upmarket expansion, and new verticals. With deep experience aligning GTM with product, he now advises founders on sequencing bets, building forward-compatible roadmaps, and scaling revenue organizations with intention.

Discussed in this Episode

  • Why GTM roadmaps should be “forward-compatible”
  • Iteration cycles in GTM vs. product roadmaps
  • Early lessons from Plaid’s rudimentary qualification process
  • Recognizing high-value clients vs. anti-patterns in inbound leads
  • How daily standups created fast GTM learning loops
  • Shifting from PLG to sales-led motions with SDRs and routing
  • Sequencing GTM expansion: fintech → enterprise FSIs → embedded fintech
  • Compensation design mistakes and their impact on sales behavior

Episode Highlights

00:00 — Why GTM roadmaps should be built “forward-compatible”

01:53 — How Plaid iterated through 9–10 GTM versions in the first year

05:12 — Plaid’s early qualification process: 4 simple questions

07:28 — Why most inbound leads weren’t equal—and how Plaid spotted patterns

10:01 — Using daily standups twice a day to refine GTM qualification

14:32 — How Plaid’s GTM roadmap evolved from monthly to yearly cycles

20:46 — Moving beyond partnerships to diversify top-of-funnel channels

24:53 — Scaling into enterprise financial institutions with tailored product needs

27:09 — Entering phase three: embedded fintech with customers like Tesla

30:00 — Compensation design mistakes that slowed deals and created risk

This episode is brought to you by: Harmonic

Harmonic helps you discover the best startups way ahead of the competition. We use it at GTMfund, as do thousands of investors at firms like USV and Insight. GTM teams at companies like Notion and Brex also rely on the platform to stay ahead.

Harmonic tracks millions of startups and lets you search using simple filters or natural language to match exactly what you’re looking for. When you find a company that looks interesting, Harmonic pulls everything into one place (founder backgrounds, traction, and market data) so you can quickly evaluate and understand if it’s a fit.

At GTMfund, we even have a private Slack channel called #companywatchlist powered entirely by Harmonic.

Guest Links

Host Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Paul Williamson is a seasoned go-to-market leader and advisor best known for helping Plaid scale from $3M to $300M ARR. As Head of Revenue, he built and evolved Plaid’s go-to-market roadmap across product-market fit, upmarket expansion, and new verticals. With deep experience aligning GTM with product, he now advises founders on sequencing bets, building forward-compatible roadmaps, and scaling revenue organizations with intention.

Discussed in this Episode

  • Why GTM roadmaps should be “forward-compatible”
  • Iteration cycles in GTM vs. product roadmaps
  • Early lessons from Plaid’s rudimentary qualification process
  • Recognizing high-value clients vs. anti-patterns in inbound leads
  • How daily standups created fast GTM learning loops
  • Shifting from PLG to sales-led motions with SDRs and routing
  • Sequencing GTM expansion: fintech → enterprise FSIs → embedded fintech
  • Compensation design mistakes and their impact on sales behavior

Episode Highlights

00:00 — Why GTM roadmaps should be built “forward-compatible”

01:53 — How Plaid iterated through 9–10 GTM versions in the first year

05:12 — Plaid’s early qualification process: 4 simple questions

07:28 — Why most inbound leads weren’t equal—and how Plaid spotted patterns

10:01 — Using daily standups twice a day to refine GTM qualification

14:32 — How Plaid’s GTM roadmap evolved from monthly to yearly cycles

20:46 — Moving beyond partnerships to diversify top-of-funnel channels

24:53 — Scaling into enterprise financial institutions with tailored product needs

27:09 — Entering phase three: embedded fintech with customers like Tesla

30:00 — Compensation design mistakes that slowed deals and created risk

This episode is brought to you by: Harmonic

Harmonic helps you discover the best startups way ahead of the competition. We use it at GTMfund, as do thousands of investors at firms like USV and Insight. GTM teams at companies like Notion and Brex also rely on the platform to stay ahead.

Harmonic tracks millions of startups and lets you search using simple filters or natural language to match exactly what you’re looking for. When you find a company that looks interesting, Harmonic pulls everything into one place (founder backgrounds, traction, and market data) so you can quickly evaluate and understand if it’s a fit.

At GTMfund, we even have a private Slack channel called #companywatchlist powered entirely by Harmonic.

Guest Links

Host Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17774254 Tue, 02 Sep 2025 12:00:00 -0700 2336 1 161 full false GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He Jenny He is the Founder and General Partner at Position Ventures, an early-stage venture fund that backs startups with strategic communications from day one. Previously, Jenny led comms at Square and has since helped hundreds of founders land coverage in top outlets like TechCrunch and Forbes. With deep expertise in positioning, storytelling, and PR, she’s on a mission to help startups craft differentiated narratives that drive credibility, legitimacy, and growth.

Discussed in This Episode

  • What PR actually is (and isn’t) for startups
  • The difference between positioning, storytelling, and PR — and how they stack together
  • When PR makes sense and when to hold back on announcements
  • Step-by-step process for landing coverage in top outlets like TechCrunch or Forbes
  • How to build authentic relationships with reporters before you pitch
  • What makes something truly newsworthy: timeliness, impact, relevance
  • Tactical advice for pitching, interviews, and amplifying coverage post-launch
  • How PR fits into the broader go-to-market motion

Episode Highlights

00:00 — Positioning, storytelling, and PR defined

02:23 — Jenny explains what PR really is and why startups misunderstand it

06:39 — The first step before any PR push: setting clear goals

11:37 — Example of a newsworthy founder story: building an AI radiologist from personal experience

15:17 — The three elements of newsworthiness: timeliness, impact, and relevance

17:42 — Why building warm relationships with reporters is crucial

20:36 — Preparing for the interview itself vs. outreach

22:47 — Amplifying coverage through your network post-publication

25:07 — What PR agencies cost (and why no one can guarantee coverage)

29:18 — Jenny’s #1 book recommendation on positioning

Thanks to Our Sponsor – Clarify:

Clarify is the autonomous CRM built for founders and early-stage teams who want to build more pipeline, close more deals, and spend way less time on busywork.

Clarify automatically enriches your contacts, captures leads from anywhere (even one click from LinkedIn), and keeps your pipeline up to date on its own, so you can focus on winning deals, not updating fields.

If you’re looking to simplify your stack and help your team move faster, check out Clarify.

Recommended Books

  • Positioning: The Battle for Your Mind by Al Ries & Jack Trout — Jenny’s #1 recommendation for founders learning positioning fundamentals.

Referenced

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jenny He is the Founder and General Partner at Position Ventures, an early-stage venture fund that backs startups with strategic communications from day one. Previously, Jenny led comms at Square and has since helped hundreds of founders land coverage in top outlets like TechCrunch and Forbes. With deep expertise in positioning, storytelling, and PR, she’s on a mission to help startups craft differentiated narratives that drive credibility, legitimacy, and growth.

Discussed in This Episode

  • What PR actually is (and isn’t) for startups
  • The difference between positioning, storytelling, and PR — and how they stack together
  • When PR makes sense and when to hold back on announcements
  • Step-by-step process for landing coverage in top outlets like TechCrunch or Forbes
  • How to build authentic relationships with reporters before you pitch
  • What makes something truly newsworthy: timeliness, impact, relevance
  • Tactical advice for pitching, interviews, and amplifying coverage post-launch
  • How PR fits into the broader go-to-market motion

Episode Highlights

00:00 — Positioning, storytelling, and PR defined

02:23 — Jenny explains what PR really is and why startups misunderstand it

06:39 — The first step before any PR push: setting clear goals

11:37 — Example of a newsworthy founder story: building an AI radiologist from personal experience

15:17 — The three elements of newsworthiness: timeliness, impact, and relevance

17:42 — Why building warm relationships with reporters is crucial

20:36 — Preparing for the interview itself vs. outreach

22:47 — Amplifying coverage through your network post-publication

25:07 — What PR agencies cost (and why no one can guarantee coverage)

29:18 — Jenny’s #1 book recommendation on positioning

Thanks to Our Sponsor – Clarify:

Clarify is the autonomous CRM built for founders and early-stage teams who want to build more pipeline, close more deals, and spend way less time on busywork.

Clarify automatically enriches your contacts, captures leads from anywhere (even one click from LinkedIn), and keeps your pipeline up to date on its own, so you can focus on winning deals, not updating fields.

If you’re looking to simplify your stack and help your team move faster, check out Clarify.

Recommended Books

  • Positioning: The Battle for Your Mind by Al Ries & Jack Trout — Jenny’s #1 recommendation for founders learning positioning fundamentals.

Referenced

Guest Links

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17738977 Tue, 26 Aug 2025 14:00:00 -0700 1858 1 160 full false GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth James Roth is the Chief Revenue Officer at ZoomInfo, where he oversees a global revenue engine supporting over 37,000 customers and more than $1 billion in ARR. With a background in scaling hypergrowth teams and building enterprise go-to-market machines, James has helped reposition ZoomInfo from a sales tool to the foundational data layer for modern GTM teams. Under his leadership, ZoomInfo launched Copilot, its flagship AI product, and executed a bold shift upmarket — transitioning from transactional selling to a data-first, enterprise-driven GTM strategy.

Discussed in This Episode

  • How ZoomInfo transitioned from transactional selling to enterprise go-to-market
  • The "Good Co, Bad Co" framework for segment-specific product retention
  • Why ZoomInfo changed its ticker symbol to GTM
  • Launching Copilot and driving $100M revenue in under 6 months
  • How internal AI usage became the go-to-market motion
  • Key shifts in comp design and team segmentation for scaling upmarket
  • Using telemetry and real-time signal tracking to measure rep effectiveness
  • Lessons in long-term execution vs. short-term growth pressure

Episode Highlights

00:00 — ZoomInfo's evolution from a sales tool to a data-first platform

17:06 — Why data as a service is ZoomInfo’s fastest-growing business

20:43 — How to build and apply the “Good Co, Bad Co” segmentation framework

26:26 — The hard part about going upmarket? Aligning the full funnel org

30:19 — Changing your ticker to GTM: A bold positioning play

34:31 — Copilot’s $100M launch: The power of internal usage

39:53 — Most AI tools show <5% revenue lift. Here's why

43:29 — How ZoomInfo is operationalizing AI across the org

48:29 — The signals > activity shift in modern sales measurement

52:18 — What James wants future CROs to steal: Think long-term, build patiently

Thanks to Our Sponsor – UserEvidence:

UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Guest Links

Host Links

Where to Find GTMnow

• Website: https://gtmnow.com
• LinkedIn: https://www.linkedin.com/company/gtmnow/
• X (Twitter): https://x.com/GTMnow_
• YouTube: https://www.youtube.com/@GTM_now
• The GTM Podcast: https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> James Roth is the Chief Revenue Officer at ZoomInfo, where he oversees a global revenue engine supporting over 37,000 customers and more than $1 billion in ARR. With a background in scaling hypergrowth teams and building enterprise go-to-market machines, James has helped reposition ZoomInfo from a sales tool to the foundational data layer for modern GTM teams. Under his leadership, ZoomInfo launched Copilot, its flagship AI product, and executed a bold shift upmarket — transitioning from transactional selling to a data-first, enterprise-driven GTM strategy.

Discussed in This Episode

  • How ZoomInfo transitioned from transactional selling to enterprise go-to-market
  • The "Good Co, Bad Co" framework for segment-specific product retention
  • Why ZoomInfo changed its ticker symbol to GTM
  • Launching Copilot and driving $100M revenue in under 6 months
  • How internal AI usage became the go-to-market motion
  • Key shifts in comp design and team segmentation for scaling upmarket
  • Using telemetry and real-time signal tracking to measure rep effectiveness
  • Lessons in long-term execution vs. short-term growth pressure

Episode Highlights

00:00 — ZoomInfo's evolution from a sales tool to a data-first platform

17:06 — Why data as a service is ZoomInfo’s fastest-growing business

20:43 — How to build and apply the “Good Co, Bad Co” segmentation framework

26:26 — The hard part about going upmarket? Aligning the full funnel org

30:19 — Changing your ticker to GTM: A bold positioning play

34:31 — Copilot’s $100M launch: The power of internal usage

39:53 — Most AI tools show <5% revenue lift. Here's why

43:29 — How ZoomInfo is operationalizing AI across the org

48:29 — The signals > activity shift in modern sales measurement

52:18 — What James wants future CROs to steal: Think long-term, build patiently

Thanks to Our Sponsor – UserEvidence:

UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Guest Links

Host Links

Where to Find GTMnow

• Website: https://gtmnow.com
• LinkedIn: https://www.linkedin.com/company/gtmnow/
• X (Twitter): https://x.com/GTMnow_
• YouTube: https://www.youtube.com/@GTM_now
• The GTM Podcast: https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-159-scaling-zoominfo-1b-arr-copilot-launch-upmarket-strategy/ GTMnow Buzzsprout-17677090 Tue, 19 Aug 2025 01:00:00 -0700 2823 1 159 full false GTM 158: From Startup to $4B+ Unicorn: How Vanta Scaled Past $100M ARR and Beat 40+ Competitors | Stevie Case GTM 158: From Startup to $4B+ Unicorn: How Vanta Scaled Past $100M ARR and Beat 40+ Competitors | Stevie Case Stevie Case is the Chief Revenue Officer at Vanta, the $4B leader in trust management and compliance automation. Since joining in 2021, Stevie has scaled the company from sub-$20M ARR to north of $100M, navigated 40+ copycat competitors, rebuilt both pre- and post-sales engines, and led Vanta’s expansion from SMB into enterprise. A former world’s first female pro gamer turned tech sales leader, Stevie previously held senior roles at Twilio, where she helped grow the enterprise business to a $1B run rate. 

Discussed in This Episode

  • How Stevie’s path from pro gamer to CRO shaped her competitive edge
  • Early-stage chaos at Vanta and the signs of undeniable product-market fit
  • Battling over 40 copycat competitors with value selling and a “CIA” competitive squad
  • Why execution, not first-mover advantage, is the only sustainable moat
  • The challenges and lessons from scaling SMB sales and moving into enterprise
  • Building go-to-market experiments before committing product investment
  • Transforming post-sales into a growth engine and driving net retention up
  • Stevie’s view on AI in revenue operations and personal productivity

Episode Highlights

00:00 — “Every business is subject to the laws of physics and math… Execution is the only moat.”

03:07 — Stevie on becoming the world’s first female pro gamer and how competitiveness fueled her career.

06:25 — The undeniable product-market fit that convinced Stevie to join Vanta.

14:02 — Facing 40+ copycat competitors and learning that flashy marketing can’t beat sustainable growth.

16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC.

18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers.

26:10 — Launching the experimental enterprise sales team and the patience it took to scale it.

47:08 — Rebuilding post-sales into separate customer success and account management functions.

50:56 — Vanta’s next big GTM bets: platform sales, public sector, and deeper enterprise expansion.

53:27 — How Stevie is using AI in revenue operations and her own work life.

Guest Links

LinkedIn: https://www.linkedin.com/in/steviecase

Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Stevie Case is the Chief Revenue Officer at Vanta, the $4B leader in trust management and compliance automation. Since joining in 2021, Stevie has scaled the company from sub-$20M ARR to north of $100M, navigated 40+ copycat competitors, rebuilt both pre- and post-sales engines, and led Vanta’s expansion from SMB into enterprise. A former world’s first female pro gamer turned tech sales leader, Stevie previously held senior roles at Twilio, where she helped grow the enterprise business to a $1B run rate. 

Discussed in This Episode

  • How Stevie’s path from pro gamer to CRO shaped her competitive edge
  • Early-stage chaos at Vanta and the signs of undeniable product-market fit
  • Battling over 40 copycat competitors with value selling and a “CIA” competitive squad
  • Why execution, not first-mover advantage, is the only sustainable moat
  • The challenges and lessons from scaling SMB sales and moving into enterprise
  • Building go-to-market experiments before committing product investment
  • Transforming post-sales into a growth engine and driving net retention up
  • Stevie’s view on AI in revenue operations and personal productivity

Episode Highlights

00:00 — “Every business is subject to the laws of physics and math… Execution is the only moat.”

03:07 — Stevie on becoming the world’s first female pro gamer and how competitiveness fueled her career.

06:25 — The undeniable product-market fit that convinced Stevie to join Vanta.

14:02 — Facing 40+ copycat competitors and learning that flashy marketing can’t beat sustainable growth.

16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC.

18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers.

26:10 — Launching the experimental enterprise sales team and the patience it took to scale it.

47:08 — Rebuilding post-sales into separate customer success and account management functions.

50:56 — Vanta’s next big GTM bets: platform sales, public sector, and deeper enterprise expansion.

53:27 — How Stevie is using AI in revenue operations and her own work life.

Guest Links

LinkedIn: https://www.linkedin.com/in/steviecase

Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-158-from-startup-to-4b-unicorn-vanta-cro-stevie-case/ GTMnow Buzzsprout-17653413 Tue, 12 Aug 2025 09:00:00 -0700 3441 1 158 full false GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal Gaurav Agarwal is the COO of ClickUp, where he’s helped scale the company 17x in two years and cut CAC by 3x—all while leading across marketing, product, sales, and services. Formerly in banking and product roles, Gaurav brings a rare systems-oriented mindset to growth. He’s known for connecting the dots across GTM, scaling PLG engines, driving incrementality with rigor, and building cultures of experimentation, ownership, and speed.

Discussed in this episode

  • Why growth is more about systems than marketing
  • How ClickUp scaled 17x while reducing CAC by 3x
  • The cultural shifts required to align GTM teams
  • Incrementality testing vs. attribution modeling
  • Building a true sales motion on top of PLG
  • Input KPIs as a driver of experimentation speed
  • How ClickUp is using AI across marketing and sales
  • The concept of GTM as demand creation vs. harvesting

Episode Highlights

00:00 — Everyone is doing all the work—but you're winning by chance, not by design

02:01 — Gaurav on seeing growth as a systems function, not just marketing

13:33 — Culture alone delivered roughly half of the 3× CAC reduction at ClickUp

15:53 — Gaurav defines incrementality testing vs. flawed attribution models

29:27 — Setting input KPIs so squads deliver a “win every week” keeps momentum high

32:53 — AI is being embedded across PLG + GTM workflows—from content briefs to deal signals

Recommended Books

  • Shareholder Letters by Jeff Bezos 

Referenced

  • ClickUp:https://clickup.com/
    • Gong: https://www.gong.io/
    • Netflix: https://www.netflix.com/
    • Robinhood: https://robinhood.com/

Guest Links (Gaurav Agarwal):

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
  • Newsletter: https://thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):

  • Website: https://gtmnow.com/
  • LinkedIn: https://www.linkedin.com/company/gtmnow/
  • Twitter/X: https://x.com/GTMnow_
  • YouTube: /@gtm_now
  • The GTMnow Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Gaurav Agarwal is the COO of ClickUp, where he’s helped scale the company 17x in two years and cut CAC by 3x—all while leading across marketing, product, sales, and services. Formerly in banking and product roles, Gaurav brings a rare systems-oriented mindset to growth. He’s known for connecting the dots across GTM, scaling PLG engines, driving incrementality with rigor, and building cultures of experimentation, ownership, and speed.

Discussed in this episode

  • Why growth is more about systems than marketing
  • How ClickUp scaled 17x while reducing CAC by 3x
  • The cultural shifts required to align GTM teams
  • Incrementality testing vs. attribution modeling
  • Building a true sales motion on top of PLG
  • Input KPIs as a driver of experimentation speed
  • How ClickUp is using AI across marketing and sales
  • The concept of GTM as demand creation vs. harvesting

Episode Highlights

00:00 — Everyone is doing all the work—but you're winning by chance, not by design

02:01 — Gaurav on seeing growth as a systems function, not just marketing

13:33 — Culture alone delivered roughly half of the 3× CAC reduction at ClickUp

15:53 — Gaurav defines incrementality testing vs. flawed attribution models

29:27 — Setting input KPIs so squads deliver a “win every week” keeps momentum high

32:53 — AI is being embedded across PLG + GTM workflows—from content briefs to deal signals

Recommended Books

  • Shareholder Letters by Jeff Bezos 

Referenced

  • ClickUp:https://clickup.com/
    • Gong: https://www.gong.io/
    • Netflix: https://www.netflix.com/
    • Robinhood: https://robinhood.com/

Guest Links (Gaurav Agarwal):

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
  • Newsletter: https://thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):

  • Website: https://gtmnow.com/
  • LinkedIn: https://www.linkedin.com/company/gtmnow/
  • Twitter/X: https://x.com/GTMnow_
  • YouTube: /@gtm_now
  • The GTMnow Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-157-how-clickup-scaled-17x-cac-cut-3x-gaurav-agarwal/ GTMnow Buzzsprout-17619319 Tue, 05 Aug 2025 10:00:00 -0700 3157 157 full false GTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John Fernandez GTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John Fernandez John Fernandez is SVP at Datasite, with a track record as GTM leader at Glia, ContentWise, and Diligent, having scaled teams through IPOs, acquisitions, and $1.4B in equity events. At Glia, John pioneered revenue marketing’s impact, driving 71% of pipeline and 60% of new business revenue from marketing. Connect with him for real-world GTM lessons, scaling playbooks, and unique frameworks for aligning marketing with revenue.

Discussed in this Episode:

  • How to architect a B2B marketing org that is truly accountable for pipeline and revenue, not just “influence”
  • Aligning product, content, and campaign teams to ONE goal: pipeline creation (culture, incentives, and operations)
  • The “Value Chain” framework for mapping marketing’s full-stack impact across the GTM engine
  • John’s “4 Whats” Framework for operationalizing measurement: what's working, what's not, what's new, what's next
  • What’s broken about attribution today and why multi-touch measurement is often a red herring
  • The shift from SEO to GEO: How generative AI is re-writing digital discoverability and B2B content strategy
  • AI in marketing without losing authenticity: human-in-the-loop, voice, and trust factors you need to watch
  • Why more Martech isn’t the answer (and the tech stack crisis facing GTM teams)
  • Deep problem understanding as a GTM superpower (what chess can teach SaaS leaders about winning)
  • Key moves for founders and GTM leaders facing today’s attention and signal problem

Guest Speaker Links (John Fernandez):

  • LinkedIn: https://www.linkedin.com/in/johnfernandez/
  • Datasite: https://www.datasite.com/

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
  • Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> John Fernandez is SVP at Datasite, with a track record as GTM leader at Glia, ContentWise, and Diligent, having scaled teams through IPOs, acquisitions, and $1.4B in equity events. At Glia, John pioneered revenue marketing’s impact, driving 71% of pipeline and 60% of new business revenue from marketing. Connect with him for real-world GTM lessons, scaling playbooks, and unique frameworks for aligning marketing with revenue.

Discussed in this Episode:

  • How to architect a B2B marketing org that is truly accountable for pipeline and revenue, not just “influence”
  • Aligning product, content, and campaign teams to ONE goal: pipeline creation (culture, incentives, and operations)
  • The “Value Chain” framework for mapping marketing’s full-stack impact across the GTM engine
  • John’s “4 Whats” Framework for operationalizing measurement: what's working, what's not, what's new, what's next
  • What’s broken about attribution today and why multi-touch measurement is often a red herring
  • The shift from SEO to GEO: How generative AI is re-writing digital discoverability and B2B content strategy
  • AI in marketing without losing authenticity: human-in-the-loop, voice, and trust factors you need to watch
  • Why more Martech isn’t the answer (and the tech stack crisis facing GTM teams)
  • Deep problem understanding as a GTM superpower (what chess can teach SaaS leaders about winning)
  • Key moves for founders and GTM leaders facing today’s attention and signal problem

Guest Speaker Links (John Fernandez):

  • LinkedIn: https://www.linkedin.com/in/johnfernandez/
  • Datasite: https://www.datasite.com/

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
  • Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-156-revenue-marketing-strategy-2025-john-fernandez/ GTMnow Buzzsprout-17582610 Tue, 29 Jul 2025 10:00:00 -0700 3840 156 full false GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman Erica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. She began her career in door-to-door restaurant sales and now builds GTM from the ground up, helping 50% of the population with dietary needs find safe, personalized dining experiences.

Discussed in this Episode:

  • Transitioning from CRO to founder (and why it’s so humbling)
  • Tactical frameworks for finding product-market fit (especially in early pivots)
  • Building a GTM motion from zero using community and customer obsession
  • What AI actually changes in GTM (hint: it’s not just about productivity)
  • How to treat fundraising like a sales motion (including identifying your ICP)
  • Practical tools Erica is using to build GTM motions faster with fewer resources

Highlights:
00:45 From Sales to CRO: The Unconventional Path
02:47 Why Being a Generalist Can Make You a Better Leader
05:31 What AI Is Really Doing to GTM Roles
06:33 Scaling Yourself Before You Scale Your Team
08:00 From CRO to Founder: Sales Skills That Transfer to Fundraising
10:10 Fundraising Is Just Another Sales Funnel
14:12 Relationships Compound in GTM and Fundraising
22:33 Finding PMF by Listening Hard
26:04 When Your GTM Motion Becomes Compliance-Driven
27:41 Community as a GTM Lever (Not Just a Buzzword)
38:28 Pre-PMF vs. Post-PMF
42:53 Turning Messy Data into Valuable Content
56:12 Tools Over Headcount: Erica’s Favorite AI Stack

Guest Speaker Links (Erica Anderman):
LinkedIn: https://www.linkedin.com/in/ericaanderman
Foodini: https://foodini.co/

Host Speaker Links (Sophie Buonassisi):
LinkedIn: https://www.linkedin.com/insophiebuonassisi
Newsletter: https://substack.com/@sophiebuonassisi

Thanks to Our Sponsor – UserEvidence:
UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Where to Find GTMnow:
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Erica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. She began her career in door-to-door restaurant sales and now builds GTM from the ground up, helping 50% of the population with dietary needs find safe, personalized dining experiences.

Discussed in this Episode:

  • Transitioning from CRO to founder (and why it’s so humbling)
  • Tactical frameworks for finding product-market fit (especially in early pivots)
  • Building a GTM motion from zero using community and customer obsession
  • What AI actually changes in GTM (hint: it’s not just about productivity)
  • How to treat fundraising like a sales motion (including identifying your ICP)
  • Practical tools Erica is using to build GTM motions faster with fewer resources

Highlights:
00:45 From Sales to CRO: The Unconventional Path
02:47 Why Being a Generalist Can Make You a Better Leader
05:31 What AI Is Really Doing to GTM Roles
06:33 Scaling Yourself Before You Scale Your Team
08:00 From CRO to Founder: Sales Skills That Transfer to Fundraising
10:10 Fundraising Is Just Another Sales Funnel
14:12 Relationships Compound in GTM and Fundraising
22:33 Finding PMF by Listening Hard
26:04 When Your GTM Motion Becomes Compliance-Driven
27:41 Community as a GTM Lever (Not Just a Buzzword)
38:28 Pre-PMF vs. Post-PMF
42:53 Turning Messy Data into Valuable Content
56:12 Tools Over Headcount: Erica’s Favorite AI Stack

Guest Speaker Links (Erica Anderman):
LinkedIn: https://www.linkedin.com/in/ericaanderman
Foodini: https://foodini.co/

Host Speaker Links (Sophie Buonassisi):
LinkedIn: https://www.linkedin.com/insophiebuonassisi
Newsletter: https://substack.com/@sophiebuonassisi

Thanks to Our Sponsor – UserEvidence:
UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Where to Find GTMnow:
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-155-how-to-build-gtm-motion-from-scratch-erica-anderman/ GTMnow Buzzsprout-17552271 Wed, 23 Jul 2025 09:00:00 -0700 3604 155 full false MOMENT: The Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext) MOMENT: The Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext) This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI.

Mike Walrath, CEO of Yext and former founder of Right Media (acquired by Yahoo for $850M), shares why this change is as big — or bigger — than the first wave of digital transformation. You’ll learn how AI agents are changing how customers discover businesses, why your structured data now matters more than your homepage, and what you can do to stay ahead.

This is a clip from the full episode with Mike — a must-watch roadmap for the AI-driven future of marketing. Hit the links to dive into the full conversation.

• GTMnow: https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/
• Apple: https://podcasts.apple.com/in/podcast/gtm-146-the-future-of-search-ai-and-digital/id1369291464
• Spotify: https://open.spotify.com/episode/2xs4xXGmTTKXHSNUMmYqvy
• YouTube: https://www.youtube.com/watch?v=4m1051j_hq4&t=1332s


Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.


Visit us: https://gtmnow.com/
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow/
Follow us on Twitter/X: https://x.com/GTMnow_

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI.

Mike Walrath, CEO of Yext and former founder of Right Media (acquired by Yahoo for $850M), shares why this change is as big — or bigger — than the first wave of digital transformation. You’ll learn how AI agents are changing how customers discover businesses, why your structured data now matters more than your homepage, and what you can do to stay ahead.

This is a clip from the full episode with Mike — a must-watch roadmap for the AI-driven future of marketing. Hit the links to dive into the full conversation.

• GTMnow: https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/
• Apple: https://podcasts.apple.com/in/podcast/gtm-146-the-future-of-search-ai-and-digital/id1369291464
• Spotify: https://open.spotify.com/episode/2xs4xXGmTTKXHSNUMmYqvy
• YouTube: https://www.youtube.com/watch?v=4m1051j_hq4&t=1332s


Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.


Visit us: https://gtmnow.com/
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow/
Follow us on Twitter/X: https://x.com/GTMnow_

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/ Buzzsprout-17503972 Tue, 15 Jul 2025 12:00:00 -0700 1266 1 155 bonus false GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. He has previously held leadership positions at major tech companies including LinkedIn, Salesforce, and Apple before founding Coffee, an AI-first CRM platform.

Discussed in this Episode:

  • AI-powered CRM and sales automation
  • Go-to-market stack optimization and simplification
  • Building and scaling B2B SaaS companies
  • Revenue operations (RevOps) and AI integration
  • Serial entrepreneurship and company building
  • Transitioning from big tech to startup founder


Highlights: 
04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator.

06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around.

09:56 Doug’s “awesome test” for hiring top talent (and the 90-day rule he swears by).

13:26 The speed dating hack that landed Coffee’s first sales leader.

17:36 What Doug learned running Sales Cloud at Salesforce — and why he left.

22:22 The biggest missed opportunity inside Sales Navigator (and what he’d do differently).

24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.

28:36 What makes a true AI-native product (and why Coffee is built different).

31:36 The Rippling-inspired vision behind Coffee’s GTM strategy.

34:47 Three versions of Coffee — and why reps are swiping their own cards.

39:44 AI agents vs. simple automations — what the future actually looks like.

42:41 Why SDRs won’t disappear — but their job will change.

47:45 Data as the new moat: how to build durable product advantage in the AI era.

50:08 Why Doug runs a podcast and thinks every startup should act like a media company.

55:09 The new math of headcount: scaling to $100M+ with fewer hires.

56:45 The “TAM is dead” take — and how Doug thinks about modern segmentation.

Guest Speaker Links (Doug Camplejohn):

  • LinkedIn:  https://linkedin.com/in/camplejohn
  • Coffee: https://coffee.ai
  • Podcast: https://www.coffee.ai/podcast

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://linkedin.com/in/sophiebuonassisi
  • Newsletter: https://substack.com/@sophiebuonassisi

Thanks to our Sponsor: TriNet
Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.  Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. 

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_ 
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. He has previously held leadership positions at major tech companies including LinkedIn, Salesforce, and Apple before founding Coffee, an AI-first CRM platform.

Discussed in this Episode:

  • AI-powered CRM and sales automation
  • Go-to-market stack optimization and simplification
  • Building and scaling B2B SaaS companies
  • Revenue operations (RevOps) and AI integration
  • Serial entrepreneurship and company building
  • Transitioning from big tech to startup founder


Highlights: 
04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator.

06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around.

09:56 Doug’s “awesome test” for hiring top talent (and the 90-day rule he swears by).

13:26 The speed dating hack that landed Coffee’s first sales leader.

17:36 What Doug learned running Sales Cloud at Salesforce — and why he left.

22:22 The biggest missed opportunity inside Sales Navigator (and what he’d do differently).

24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.

28:36 What makes a true AI-native product (and why Coffee is built different).

31:36 The Rippling-inspired vision behind Coffee’s GTM strategy.

34:47 Three versions of Coffee — and why reps are swiping their own cards.

39:44 AI agents vs. simple automations — what the future actually looks like.

42:41 Why SDRs won’t disappear — but their job will change.

47:45 Data as the new moat: how to build durable product advantage in the AI era.

50:08 Why Doug runs a podcast and thinks every startup should act like a media company.

55:09 The new math of headcount: scaling to $100M+ with fewer hires.

56:45 The “TAM is dead” take — and how Doug thinks about modern segmentation.

Guest Speaker Links (Doug Camplejohn):

  • LinkedIn:  https://linkedin.com/in/camplejohn
  • Coffee: https://coffee.ai
  • Podcast: https://www.coffee.ai/podcast

Host Speaker Links (Sophie Buonassisi):

  • LinkedIn: https://linkedin.com/in/sophiebuonassisi
  • Newsletter: https://substack.com/@sophiebuonassisi

Thanks to our Sponsor: TriNet
Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.  Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. 

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_ 
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow Buzzsprout-17466944 Tue, 08 Jul 2025 02:00:00 -0700 3569 1 154 full false GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth.

Discussed in this Episode:

  • Why you should run marketing like product
  • Distribution is a startup's best friend
  • How Austin’s content strategy turned LinkedIn into a hyper-efficient channel
  • Why the best growth hires today are ex-engineers or investors
  • How AI is redefining go-to-market motions

Highlights: 

04:00 Ramp’s growth org: running 100+ experiments per quarter

08:45 Why LinkedIn became Unify’s silver bullet

11:30 Austin’s content creation workflow (and why he doesn’t use AI to write)

13:00 Technical vs. traditional growth marketers—how to hire for impact

17:00 Using Unify to merge 1st & 3rd-party data into a signal pipeline

20:30 How automation + human-in-loop GTM creates leverage

24:00 Austin’s Carta example: what perfect relevance looks like

27:00 What broke in outbound and why signal-based selling is the fix

32:00 When startups should start ingesting signals

36:30 Culture of experimentation: “failure is just a data point”

39:00 How Unify is using AI internally for GTM and support ops

43:00 What’s coming next: AI-relevant messaging, BDR collaboration tools

47:00 The end of traditional marketing roles—and what comes next

Guest Speaker Links (Austin Hughes):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

Thanks to our Sponsors: 

TriNet
Founding a company is hard enough. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s where TriNet comes in. They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people - the go-to-market engine. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Sponsor Link: https://trinet.com/gtmnow

Unify
Timely enough, Unify is also launching something big today — Unify for Sales Reps, their new AI-native system-of-action built to help sales teams work smarter and move faster. With powerful features like an AI

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth.

Discussed in this Episode:

  • Why you should run marketing like product
  • Distribution is a startup's best friend
  • How Austin’s content strategy turned LinkedIn into a hyper-efficient channel
  • Why the best growth hires today are ex-engineers or investors
  • How AI is redefining go-to-market motions

Highlights: 

04:00 Ramp’s growth org: running 100+ experiments per quarter

08:45 Why LinkedIn became Unify’s silver bullet

11:30 Austin’s content creation workflow (and why he doesn’t use AI to write)

13:00 Technical vs. traditional growth marketers—how to hire for impact

17:00 Using Unify to merge 1st & 3rd-party data into a signal pipeline

20:30 How automation + human-in-loop GTM creates leverage

24:00 Austin’s Carta example: what perfect relevance looks like

27:00 What broke in outbound and why signal-based selling is the fix

32:00 When startups should start ingesting signals

36:30 Culture of experimentation: “failure is just a data point”

39:00 How Unify is using AI internally for GTM and support ops

43:00 What’s coming next: AI-relevant messaging, BDR collaboration tools

47:00 The end of traditional marketing roles—and what comes next

Guest Speaker Links (Austin Hughes):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

Thanks to our Sponsors: 

TriNet
Founding a company is hard enough. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s where TriNet comes in. They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people - the go-to-market engine. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Sponsor Link: https://trinet.com/gtmnow

Unify
Timely enough, Unify is also launching something big today — Unify for Sales Reps, their new AI-native system-of-action built to help sales teams work smarter and move faster. With powerful features like an AI

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow by GTMfund Buzzsprout-17431542 Tue, 01 Jul 2025 10:00:00 -0700 2907 1 153 full false GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia What’s actually working in go-to-market right now? In this live panel from the GTM Fund AGM, three early-stage leaders from three exceptional companies—Centari, Atrix AI, and Gaiia—break down how they’re closing enterprise deals in some of the most challenging verticals: legal, pharma, and telecom. From viral LinkedIn content and founder-led dinners to the now-infamous "donut drop" strategy, this episode is packed with practical, first-principles GTM plays you won’t find in a sales playbook.

Kevin Walker (Centari) – Founder & CEO of Centari, a legal tech platform providing deal intelligence to large law firms and, soon, financial services. A former M&A attorney at Paul Hastings, Kevin brings deep insider knowledge to solving complex legal workflows.

Vera Kutsenko (Atrix AI) – Founder & CEO of Atrix AI, a platform helping medical affairs teams at pharma and med device companies capture and operationalize real-world insights. Vera has become a thought leader in AI for regulated industries—recently authoring a viral book on AI in medical affairs.

Stephen Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Gaiia is an end-to-end ERP, billing, and CRM platform for independent internet service providers (ISPs), tackling a niche but high-value market with massive infrastructure needs.

Discussed in this Episode:

  • Centari built trust with top law firms by pairing deep domain credibility with a thoughtful, relationship-driven sales approach.
  • Atrix AI sparked inbound demand by turning a single viral LinkedIn post into a full-length book on AI in medical affairs.
  • Gaiia chose not to hire SDRs, focusing instead on high-ACV deals and personalized outreach in a tightly defined TAM of telecom providers.
  • Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline.
  • Both Centari and Atrix AI scaled founder-led sales by hiring a Chief of Staff to operationalize and extend GTM efforts.
  • Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape.
  • Centari combats pilot fatigue and skepticism in legal tech by showing deep empathy, hiring former lawyers, and proving value early.

Highlights:

03:00 – Why Atrix AI scaled founder-led sales with viral content and thought leadership

06:00 – The accidental (and wildly successful) AI & medical affairs book launch

08:00 – Centari’s early GTM strategy: legal empathy, cookies, and product conviction

11:00 – Gaiia’s high-ACV model and why SDRs don’t make sense for their TAM

20:00 – The Donut Playbook: creating pipeline by showing up IRL

23:00 – Why Chief of Staff was a critical early hire for scaling sales ops

27:00 – How Gaiia is thinking about building community in a slow-moving vertical

28:00 – What’s next: repeatability, vertical expansion, and community infrastructure

Guest Speaker Links:

  1. Vera Kutsenko LinkedIn: https://www.linkedin.com/in/verakutsenko/
  2. Stephen Farnsworth LinkedIn: https://www.linkedin.com/in/stephen-farnsworth/
  3. Kevin Walker LinkedIn: https://www.linkedin.com/in/kpwalker1/

Host Speaker Links (Paul Irving):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What’s actually working in go-to-market right now? In this live panel from the GTM Fund AGM, three early-stage leaders from three exceptional companies—Centari, Atrix AI, and Gaiia—break down how they’re closing enterprise deals in some of the most challenging verticals: legal, pharma, and telecom. From viral LinkedIn content and founder-led dinners to the now-infamous "donut drop" strategy, this episode is packed with practical, first-principles GTM plays you won’t find in a sales playbook.

Kevin Walker (Centari) – Founder & CEO of Centari, a legal tech platform providing deal intelligence to large law firms and, soon, financial services. A former M&A attorney at Paul Hastings, Kevin brings deep insider knowledge to solving complex legal workflows.

Vera Kutsenko (Atrix AI) – Founder & CEO of Atrix AI, a platform helping medical affairs teams at pharma and med device companies capture and operationalize real-world insights. Vera has become a thought leader in AI for regulated industries—recently authoring a viral book on AI in medical affairs.

Stephen Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Gaiia is an end-to-end ERP, billing, and CRM platform for independent internet service providers (ISPs), tackling a niche but high-value market with massive infrastructure needs.

Discussed in this Episode:

  • Centari built trust with top law firms by pairing deep domain credibility with a thoughtful, relationship-driven sales approach.
  • Atrix AI sparked inbound demand by turning a single viral LinkedIn post into a full-length book on AI in medical affairs.
  • Gaiia chose not to hire SDRs, focusing instead on high-ACV deals and personalized outreach in a tightly defined TAM of telecom providers.
  • Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline.
  • Both Centari and Atrix AI scaled founder-led sales by hiring a Chief of Staff to operationalize and extend GTM efforts.
  • Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape.
  • Centari combats pilot fatigue and skepticism in legal tech by showing deep empathy, hiring former lawyers, and proving value early.

Highlights:

03:00 – Why Atrix AI scaled founder-led sales with viral content and thought leadership

06:00 – The accidental (and wildly successful) AI & medical affairs book launch

08:00 – Centari’s early GTM strategy: legal empathy, cookies, and product conviction

11:00 – Gaiia’s high-ACV model and why SDRs don’t make sense for their TAM

20:00 – The Donut Playbook: creating pipeline by showing up IRL

23:00 – Why Chief of Staff was a critical early hire for scaling sales ops

27:00 – How Gaiia is thinking about building community in a slow-moving vertical

28:00 – What’s next: repeatability, vertical expansion, and community infrastructure

Guest Speaker Links:

  1. Vera Kutsenko LinkedIn: https://www.linkedin.com/in/verakutsenko/
  2. Stephen Farnsworth LinkedIn: https://www.linkedin.com/in/stephen-farnsworth/
  3. Kevin Walker LinkedIn: https://www.linkedin.com/in/kpwalker1/

Host Speaker Links (Paul Irving):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> GTMnow by GTMfund Buzzsprout-17391723 Tue, 24 Jun 2025 11:00:00 -0700 2003 1 152 full false GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore) GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore) Dennis Lyandres is an Advisor with ICONIQ and a Board Member of Speedchain and CaptivateIQ. Dennis amassed incredible insights through his experience as the Chief Revenue Officer of Procore, where he helped grow the company from $10M to $900M+ in revenue and guided it through a successful IPO. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.

Discussed in this Episode:

  • Why the best SaaS companies align people, product, and GTM into one unified strategy
  • Using AI as a GTM advantage starts with a crawl-walk-run approach
  • Scaling multi-product in vertical SaaS means following the money and the pain
  • GTM leaders win when they speak product and co-own strategy with engineering
  • Customer relationships are your most undervalued strategic growth lever
  • Your top 5% of talent deserve a purpose-built strategy to maximize impact
  • Lean AI teams are redefining what’s possible with just a handful of operators

Highlights:

03:00 Dennis’s journey as the Chief Revenue Officer at Procore: from $10M to IPO

05:00 The “People, Product, GTM” triad and AI-native orgs

07:00 Why vertical SaaS startups need a talent strategy (and most companies lack one)

09:30 Multi-product GTM strategy explained via Procore and other verticals

13:00 How Go-To-Market teams can show up better for product teams

18:00 Building deep customer strategy across functions in a B2B startup

23:00 Price’s Law and the T30 program for top performers within a revenue organization

24:30 Lean AI startup: what it is and what it isn’t

30:00 Crawl-walk-run AI adoption in Go-To-Market teams

Guest Speaker Links (Dennis Lyandres):

Host Speaker Links (Sophie Buonassisi):

Sponsors: TriNet

Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. 

Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale.

Learn more at https://trinet.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dennis Lyandres is an Advisor with ICONIQ and a Board Member of Speedchain and CaptivateIQ. Dennis amassed incredible insights through his experience as the Chief Revenue Officer of Procore, where he helped grow the company from $10M to $900M+ in revenue and guided it through a successful IPO. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.

Discussed in this Episode:

  • Why the best SaaS companies align people, product, and GTM into one unified strategy
  • Using AI as a GTM advantage starts with a crawl-walk-run approach
  • Scaling multi-product in vertical SaaS means following the money and the pain
  • GTM leaders win when they speak product and co-own strategy with engineering
  • Customer relationships are your most undervalued strategic growth lever
  • Your top 5% of talent deserve a purpose-built strategy to maximize impact
  • Lean AI teams are redefining what’s possible with just a handful of operators

Highlights:

03:00 Dennis’s journey as the Chief Revenue Officer at Procore: from $10M to IPO

05:00 The “People, Product, GTM” triad and AI-native orgs

07:00 Why vertical SaaS startups need a talent strategy (and most companies lack one)

09:30 Multi-product GTM strategy explained via Procore and other verticals

13:00 How Go-To-Market teams can show up better for product teams

18:00 Building deep customer strategy across functions in a B2B startup

23:00 Price’s Law and the T30 program for top performers within a revenue organization

24:30 Lean AI startup: what it is and what it isn’t

30:00 Crawl-walk-run AI adoption in Go-To-Market teams

Guest Speaker Links (Dennis Lyandres):

Host Speaker Links (Sophie Buonassisi):

Sponsors: TriNet

Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. 

Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale.

Learn more at https://trinet.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-151-ai-first-gtm-lean-teams-customer-obsession-with-dennis-lyandres/ GTMnow by GTMfund Buzzsprout-17355203 Tue, 17 Jun 2025 16:00:00 -0700 2205 151 full false GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat Andy Mowat is the Co-Founder of Whispered, and is responsible for building incredible  RevOps and GTM systems at unicorns like Upwork, Box, and Culture Amp. With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. Today, he’s building tools to help tech executives collaborate on company insights, search strategies, introductions, and the deepest database of unposted GTM roles anywhere.

Discussed in this Episode:
- Why 80–98% of VP and C-level roles are never posted—and how to access them.
- The importance of clarity: how GTM operators should articulate their focus to stand out.
- How venture networks and backchanneling drive most executive hiring decisions.
- The rise (and limits) of fractional work as a bridge between full-time roles.
- What AI agents are doing behind the scenes at Whispered to match execs to roles.
- Why company stage, growth rate, and CEO quality are critical in picking your next role.
- What GTM functions (e.g. RevOps, Demand Gen) are most in-demand right now.

Highlights:
04:30 Why most executive roles are never posted
07:00 How Whispered operates as a curated talent network
13:30 Why GTM execs struggle to articulate their focus—and how to fix it
16:45 The right way to build a target company list
21:00 Engaging your network and VC talent teams the right way
28:00 What AI is (and isn’t) changing about hiring and team structure
34:00 How to evaluate growth-stage companies and pick winners
36:30 Head of vs. VP vs. CRO: The real meaning of title across company sizes
41:00 Most common mistakes execs make in their job search
44:30 Using customer advocacy and growth loops to scale Whispered
46:00 Is email dead? Why it's still critical to GTM and talent outreach

Guest Speaker Links (Andy Mowat):
- LinkedIn: https://www.linkedin.com/in/amowat/
- Whispered: https://www.whispered.com/

Host Speaker Links (Sophie Buonassisi):
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
- Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):
- Website: https://gtmnow.com/
- LinkedIn: https://www.linkedin.com/company/gtmnow/
- Twitter/X: https://x.com/GTMnow_
- YouTube:  @gtm_now 
- The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor: Qualified

Qualified is the Agentic Marketing Platform with the world's leading SDR agent, Piper the AI SDR. Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion. Trusted by top brands like Asana, Box, Brex, Clari, GE Healthcare, and more, Qualified is redefining how companies generate pipeline in the age of AI.

Sponsor Link: https://www.qualified.com/plus/category/ai-sdr-summit?utm_source=gtmfund

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

#career #jobsearch #techcareers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Andy Mowat is the Co-Founder of Whispered, and is responsible for building incredible  RevOps and GTM systems at unicorns like Upwork, Box, and Culture Amp. With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. Today, he’s building tools to help tech executives collaborate on company insights, search strategies, introductions, and the deepest database of unposted GTM roles anywhere.

Discussed in this Episode:
- Why 80–98% of VP and C-level roles are never posted—and how to access them.
- The importance of clarity: how GTM operators should articulate their focus to stand out.
- How venture networks and backchanneling drive most executive hiring decisions.
- The rise (and limits) of fractional work as a bridge between full-time roles.
- What AI agents are doing behind the scenes at Whispered to match execs to roles.
- Why company stage, growth rate, and CEO quality are critical in picking your next role.
- What GTM functions (e.g. RevOps, Demand Gen) are most in-demand right now.

Highlights:
04:30 Why most executive roles are never posted
07:00 How Whispered operates as a curated talent network
13:30 Why GTM execs struggle to articulate their focus—and how to fix it
16:45 The right way to build a target company list
21:00 Engaging your network and VC talent teams the right way
28:00 What AI is (and isn’t) changing about hiring and team structure
34:00 How to evaluate growth-stage companies and pick winners
36:30 Head of vs. VP vs. CRO: The real meaning of title across company sizes
41:00 Most common mistakes execs make in their job search
44:30 Using customer advocacy and growth loops to scale Whispered
46:00 Is email dead? Why it's still critical to GTM and talent outreach

Guest Speaker Links (Andy Mowat):
- LinkedIn: https://www.linkedin.com/in/amowat/
- Whispered: https://www.whispered.com/

Host Speaker Links (Sophie Buonassisi):
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
- Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):
- Website: https://gtmnow.com/
- LinkedIn: https://www.linkedin.com/company/gtmnow/
- Twitter/X: https://x.com/GTMnow_
- YouTube:  @gtm_now 
- The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor: Qualified

Qualified is the Agentic Marketing Platform with the world's leading SDR agent, Piper the AI SDR. Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion. Trusted by top brands like Asana, Box, Brex, Clari, GE Healthcare, and more, Qualified is redefining how companies generate pipeline in the age of AI.

Sponsor Link: https://www.qualified.com/plus/category/ai-sdr-summit?utm_source=gtmfund

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

#career #jobsearch #techcareers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-150-80-of-exec-roles-arent-posted-heres-how-to-land-them-anyway-with-andy-mowat/ GTMnow by GTMfund Buzzsprout-17314998 Tue, 10 Jun 2025 17:00:00 -0700 2902 150 full false GTM 149: How to Scale International Sales Teams with Rick Kelley GTM 149: How to Scale International Sales Teams with Rick Kelley Rick Kelley is the former SVP of Gaming & App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization & played a pivotal role in building out Meta’s go-to-market teams across North America & EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, & Africa—helping to localize strategy, scale high-performing sales teams, & bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, & how AI is reshaping the future of commercial organizations.


Discussed in this Episode:

  • The operational playbooks that scaled Meta’s ad sales
  • Why AI will shift how sales orgs think about headcount & human capital
  • The three traits Rick looks for in great sales leaders—& how to spot them early
  • Why early-stage companies should prioritize hiring builders, not closers
  • How to segment go-to-market motions by customer journey, not just ACV
  • Why “coachable, humble, gritty” still wins—even in an AI-powered GTM world

Highlights:

6:30 How Meta scaled repeatable playbooks across SMB, Mid-Market, & Enterprise

10:00 The role of humility & coachability in building scalable teams

13:00 Why top sales leaders are systems thinkers—not just great closers

16:00 AI’s impact on headcount & how to scale without over-hiring

21:00 Making your first 5 sales hires count

25:30 Early-stage mistake: over-complicating GTM before validating demand

30:30 Why product & GTM must be tied at the hip—especially in AI-first companies

34:00 From Facebook to Meta: what changed & what didn’t in sales strategy

37:00 Final thoughts: GTM myths, leadership advice, & staying grounded


Guest Speaker Links (Rick Kelley):

  1. LinkedIn: linkedin.com/in/rickkelley

Host Speaker Links (Sophie Buonassisi):

  1. LinkedIn: linkedin.com/in/sophiebuonassisi
  2. Newsletter: substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

  1. Website: gtmnow.com
  2. LinkedIn: linkedin.com/company/gtmnow
  3. Twitter/X: x.com/GTMnow_
  4. YouTube: /@gtm_now

Sponsors: UserEvidence

UserEvidence is the Cust

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Rick Kelley is the former SVP of Gaming & App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization & played a pivotal role in building out Meta’s go-to-market teams across North America & EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, & Africa—helping to localize strategy, scale high-performing sales teams, & bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, & how AI is reshaping the future of commercial organizations.


Discussed in this Episode:

  • The operational playbooks that scaled Meta’s ad sales
  • Why AI will shift how sales orgs think about headcount & human capital
  • The three traits Rick looks for in great sales leaders—& how to spot them early
  • Why early-stage companies should prioritize hiring builders, not closers
  • How to segment go-to-market motions by customer journey, not just ACV
  • Why “coachable, humble, gritty” still wins—even in an AI-powered GTM world

Highlights:

6:30 How Meta scaled repeatable playbooks across SMB, Mid-Market, & Enterprise

10:00 The role of humility & coachability in building scalable teams

13:00 Why top sales leaders are systems thinkers—not just great closers

16:00 AI’s impact on headcount & how to scale without over-hiring

21:00 Making your first 5 sales hires count

25:30 Early-stage mistake: over-complicating GTM before validating demand

30:30 Why product & GTM must be tied at the hip—especially in AI-first companies

34:00 From Facebook to Meta: what changed & what didn’t in sales strategy

37:00 Final thoughts: GTM myths, leadership advice, & staying grounded


Guest Speaker Links (Rick Kelley):

  1. LinkedIn: linkedin.com/in/rickkelley

Host Speaker Links (Sophie Buonassisi):

  1. LinkedIn: linkedin.com/in/sophiebuonassisi
  2. Newsletter: substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

  1. Website: gtmnow.com
  2. LinkedIn: linkedin.com/company/gtmnow
  3. Twitter/X: x.com/GTMnow_
  4. YouTube: /@gtm_now

Sponsors: UserEvidence

UserEvidence is the Cust

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-149-inside-meta-10b-sales-playbook-with-rick-kelley/ GTMnow by GTMfund Buzzsprout-17275199 Tue, 03 Jun 2025 10:00:00 -0700 2816 149 full false GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI) GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI) Sean Whiteley is a three-time founder and the Co-Founder of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Previously, he founded GetFeedback (acquired by Campaign Monitor) and Kieden (acquired by Salesforce), where he also served as SVP & GM. With over two decades at the forefront of tech’s biggest transformations—from on-prem to cloud to AI—Sean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption.

Discussed in this Episode:

  • Why the speed of AI adoption outpaces every previous tech wave
  • How the role of RevOps and team design is being reshaped by agentic systems
  • Why today’s buyer journey is nonlinear, AI-assisted, and fully in control
  • Tactical breakdown: how Sean mapped and tagged every task at Qualified for AI automation
  • Why success teams must sit at the core of GTM strategy, not as an afterthought
  • The most common GTM myth Sean is seeing today—and why it’s outdated
  • The characteristics Sean looks for in long-term co-founders and GTM hires

Highlights: 

02:00 Sean’s journey through on-prem, cloud, and now AI

05:00 Ops leaders as the new AI orchestrators inside GTM teams

08:30 From workflows to autonomous agents: how org charts are shifting

10:30 The “two-way doors” mindset for fast experimentation

13:30 The future of GTM: agents, trust falls, and buyer-led journeys

15:00 From personalization to “relevance at scale” in modern marketing

18:00 AI unlocks speed and efficiency—how that reshapes CAC payback and TCO

24:00 How Qualified created internal AI blueprints across every team

28:30 Inside the AI SDR: replacing manual inbound sales with 24/7 automation

32:00 Success is not post-sales—it’s the center of the GTM experience

36:00 Reinventing yourself as a founder through three companies

39:30 What still hasn’t changed: customer value and trusted partnerships

47:00 GTM myth: “We control the buying process”—why that’s dead

51:00 Where Sean learns about AI: customer conversations > thought leadership

Guest Speaker Links (Sean Whitely):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sean Whiteley is a three-time founder and the Co-Founder of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Previously, he founded GetFeedback (acquired by Campaign Monitor) and Kieden (acquired by Salesforce), where he also served as SVP & GM. With over two decades at the forefront of tech’s biggest transformations—from on-prem to cloud to AI—Sean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption.

Discussed in this Episode:

  • Why the speed of AI adoption outpaces every previous tech wave
  • How the role of RevOps and team design is being reshaped by agentic systems
  • Why today’s buyer journey is nonlinear, AI-assisted, and fully in control
  • Tactical breakdown: how Sean mapped and tagged every task at Qualified for AI automation
  • Why success teams must sit at the core of GTM strategy, not as an afterthought
  • The most common GTM myth Sean is seeing today—and why it’s outdated
  • The characteristics Sean looks for in long-term co-founders and GTM hires

Highlights: 

02:00 Sean’s journey through on-prem, cloud, and now AI

05:00 Ops leaders as the new AI orchestrators inside GTM teams

08:30 From workflows to autonomous agents: how org charts are shifting

10:30 The “two-way doors” mindset for fast experimentation

13:30 The future of GTM: agents, trust falls, and buyer-led journeys

15:00 From personalization to “relevance at scale” in modern marketing

18:00 AI unlocks speed and efficiency—how that reshapes CAC payback and TCO

24:00 How Qualified created internal AI blueprints across every team

28:30 Inside the AI SDR: replacing manual inbound sales with 24/7 automation

32:00 Success is not post-sales—it’s the center of the GTM experience

36:00 Reinventing yourself as a founder through three companies

39:30 What still hasn’t changed: customer value and trusted partnerships

47:00 GTM myth: “We control the buying process”—why that’s dead

51:00 Where Sean learns about AI: customer conversations > thought leadership

Guest Speaker Links (Sean Whitely):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-148-winning-every-tech-shift-from-a-3x-founder-sean-whiteley/ GTMnow by GTMfund Buzzsprout-17233625 Tue, 27 May 2025 09:00:00 -0700 3271 1 148 full true GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. With over 20 years of experience across RevOps, SalesOps, and MarketingOps, including time at IBM and high-growth SaaS companies, Navin has built a reputation as one of the sharpest operators in the game. He’s known for building scalable systems, ruthless prioritization, and a clear-eyed view of how AI is reshaping operations.

Discussed in this Episode:

  • Why RevOps is the most essential team for scalable growth
  • The real signs that it’s time to hire your first RevOps leader
  • What AI is disrupting first in RevOps forecasting, enrichment, orchestration, and reporting
  • The rise of GTM Engineers and the shift toward intelligence-layer operations
  • Tactical frameworks for combining AI insights with human judgment
  • How RevOps should evolve from executor to strategic growth partner
  • Hiring advice: what makes a great early-stage ops hire and how to test for curiosity

Highlights:

05:00 - The sports field analogy: building the GTM pitch, not just playing on it

07:00 - AI is both the scariest and most freeing technology in ops today

09:00 - GTM Engineers and the orchestration opportunity ahead

11:00 - Product-market fit is the right time to invest in RevOps

13:00 Forecasting, enrichment, and demand routing—where AI adds leverage

17:30 -Why dashboards are dying and how ops will move to real-time insights

27:00 - How RevOps became a central GTM function

30:00 - Advice for founders on when (and how) to bring in ops leadership

33:00 - “Perfection is the enemy of pace”—a RevOps mantra

Guest Speaker Links (Navin Persaud):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. With over 20 years of experience across RevOps, SalesOps, and MarketingOps, including time at IBM and high-growth SaaS companies, Navin has built a reputation as one of the sharpest operators in the game. He’s known for building scalable systems, ruthless prioritization, and a clear-eyed view of how AI is reshaping operations.

Discussed in this Episode:

  • Why RevOps is the most essential team for scalable growth
  • The real signs that it’s time to hire your first RevOps leader
  • What AI is disrupting first in RevOps forecasting, enrichment, orchestration, and reporting
  • The rise of GTM Engineers and the shift toward intelligence-layer operations
  • Tactical frameworks for combining AI insights with human judgment
  • How RevOps should evolve from executor to strategic growth partner
  • Hiring advice: what makes a great early-stage ops hire and how to test for curiosity

Highlights:

05:00 - The sports field analogy: building the GTM pitch, not just playing on it

07:00 - AI is both the scariest and most freeing technology in ops today

09:00 - GTM Engineers and the orchestration opportunity ahead

11:00 - Product-market fit is the right time to invest in RevOps

13:00 Forecasting, enrichment, and demand routing—where AI adds leverage

17:30 -Why dashboards are dying and how ops will move to real-time insights

27:00 - How RevOps became a central GTM function

30:00 - Advice for founders on when (and how) to bring in ops leadership

33:00 - “Perfection is the enemy of pace”—a RevOps mantra

Guest Speaker Links (Navin Persaud):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-147-revops-hidden-growth-engine-navin-persaud/ GTMnow by GTMfund Buzzsprout-17197485 Tue, 20 May 2025 10:00:00 -0700 2536 147 full false GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext Mike Walrath is the CEO and Chairman of Yext, a publicly traded digital presence platform that helps businesses manage and synchronize their digital presence across search engines, maps, apps, and voice assistants by ensuring that information like locations, services, FAQs, and brand content appears accurately and consistently wherever customers search.

He also co-founded WGI Group, LLC, to provide growth capital to early and expansion stage startups in enterprise software, consumer internet and digital media industries. Previously, Michael was co-founder and Chairman of Moat Inc. which was acquired by Oracle in April 2017. In 2003, Michael founded Right Media - the world's first open exchange for digital advertising. He served as Chairman and CEO of the company until its acquisition by Yahoo! in July 2007. At Yahoo!, he was responsible for the operation of the global advertising marketplaces organization.

Discussed in this Episode:

  • Why marketers must now structure content not for humans, but for machines.
  • How Yext evolved from managing listings to powering AI-ready data pipelines.
  • Actionable steps SaaS companies can take to optimize for AI agents and search diversification.
  • The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy.
  • Why software innovation must start with intelligence, not workflow.
  • The decline of seat-based pricing and rise of outcome-based models.

Highlights:

[00:07:30] – How the iPhone created geo-aware fragmentation, and how Yext was born.

[00:10:00] – Why Google still checks MapQuest (and what that means for SEO today).

[00:11:30] – “We have to rebuild the digital presence for machines, not people.”

[00:14:30] – The new battleground: how AI engines like ChatGPT shape discoverability.

[00:18:00] – Practical data strategies for local businesses and SaaS marketers.

[00:22:00] – Why structured data is the foundation of AI-first marketing.

[00:26:00] – Bespoke GTM: why no two locations (or campaigns) should be the same.

[00:29:00] – The shift from product-led to intelligence-led SaaS development.

[00:31:00] – Seat-based pricing is dying – how to move to value-based contracts.

[00:34:30] – Mike’s advice: get radically honest about macro changes, not just tactics.

Guest Speaker Links (Michael Walrath):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mike Walrath is the CEO and Chairman of Yext, a publicly traded digital presence platform that helps businesses manage and synchronize their digital presence across search engines, maps, apps, and voice assistants by ensuring that information like locations, services, FAQs, and brand content appears accurately and consistently wherever customers search.

He also co-founded WGI Group, LLC, to provide growth capital to early and expansion stage startups in enterprise software, consumer internet and digital media industries. Previously, Michael was co-founder and Chairman of Moat Inc. which was acquired by Oracle in April 2017. In 2003, Michael founded Right Media - the world's first open exchange for digital advertising. He served as Chairman and CEO of the company until its acquisition by Yahoo! in July 2007. At Yahoo!, he was responsible for the operation of the global advertising marketplaces organization.

Discussed in this Episode:

  • Why marketers must now structure content not for humans, but for machines.
  • How Yext evolved from managing listings to powering AI-ready data pipelines.
  • Actionable steps SaaS companies can take to optimize for AI agents and search diversification.
  • The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy.
  • Why software innovation must start with intelligence, not workflow.
  • The decline of seat-based pricing and rise of outcome-based models.

Highlights:

[00:07:30] – How the iPhone created geo-aware fragmentation, and how Yext was born.

[00:10:00] – Why Google still checks MapQuest (and what that means for SEO today).

[00:11:30] – “We have to rebuild the digital presence for machines, not people.”

[00:14:30] – The new battleground: how AI engines like ChatGPT shape discoverability.

[00:18:00] – Practical data strategies for local businesses and SaaS marketers.

[00:22:00] – Why structured data is the foundation of AI-first marketing.

[00:26:00] – Bespoke GTM: why no two locations (or campaigns) should be the same.

[00:29:00] – The shift from product-led to intelligence-led SaaS development.

[00:31:00] – Seat-based pricing is dying – how to move to value-based contracts.

[00:34:30] – Mike’s advice: get radically honest about macro changes, not just tactics.

Guest Speaker Links (Michael Walrath):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/ GTMnow by GTMfund Buzzsprout-17154593 Tue, 13 May 2025 06:00:00 -0700 2323 1 146 full false GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPal—where she led an 800+ person global team. Her deep expertise in aligning sales, customer success, and operations makes her a standout leader in the GTM space.

What happens when a CRO owns the entire customer journey


Discussed in this Episode:

  • How AppFolio’s Unified Customer Experience (UCE) platform aligns marketing, sales, and customer service.
  • The evolving role of the CRO and the importance of owning the entire customer journey.
  • Why customer experience is a competitive differentiator in vertical SaaS.
  • Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit.
  • The importance of cross-functional “stream teams” for accelerating GTM initiatives.
  • How Marcy builds inclusive leadership cultures and mentors rising female leaders.
  • Why how you make the number matters as much as making the number.

Highlights:

10:30 The Chief Revenue Officer's (CRO) responsibility to understand and optimize the entire customer journey.

12:30 How the Unified Customer Experience (UCE) platform was formed and how it works.

16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

22:00 Results from the UCE initiative: accelerated deal velocity and customer retention.

26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals.

29:00 How to scale with customer empathy and GTM precision.

31:00 Advocating for women in sales leadership and building inclusive teams.

36:00 Marcy’s communication strategy for managing a 600-person org.

39:00 Marcy's favorite business leadership tactic: “Take a beat” before reacting.

40:00 What’s outdated: The belief that only numbers matter in sales.


Guest Speaker Links (Marcy Campbell):


Host Speaker Links (Sophie Buonassisi):


Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPal—where she led an 800+ person global team. Her deep expertise in aligning sales, customer success, and operations makes her a standout leader in the GTM space.

What happens when a CRO owns the entire customer journey


Discussed in this Episode:

  • How AppFolio’s Unified Customer Experience (UCE) platform aligns marketing, sales, and customer service.
  • The evolving role of the CRO and the importance of owning the entire customer journey.
  • Why customer experience is a competitive differentiator in vertical SaaS.
  • Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit.
  • The importance of cross-functional “stream teams” for accelerating GTM initiatives.
  • How Marcy builds inclusive leadership cultures and mentors rising female leaders.
  • Why how you make the number matters as much as making the number.

Highlights:

10:30 The Chief Revenue Officer's (CRO) responsibility to understand and optimize the entire customer journey.

12:30 How the Unified Customer Experience (UCE) platform was formed and how it works.

16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.

22:00 Results from the UCE initiative: accelerated deal velocity and customer retention.

26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals.

29:00 How to scale with customer empathy and GTM precision.

31:00 Advocating for women in sales leadership and building inclusive teams.

36:00 Marcy’s communication strategy for managing a 600-person org.

39:00 Marcy's favorite business leadership tactic: “Take a beat” before reacting.

40:00 What’s outdated: The belief that only numbers matter in sales.


Guest Speaker Links (Marcy Campbell):


Host Speaker Links (Sophie Buonassisi):


Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-145-what-happens-when-cro-owns-customer-journey-marcy-campbell/ GTMnow by GTMfund Buzzsprout-17114246 Wed, 07 May 2025 02:00:00 -0700 2334 1 145 full false GTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly) GTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly) Oji Udezue was most recently Chief Product Officer at Typeform, where he led product strategy across the company’s growing suite of tools. Previously, he was CPO at Calendly, where he helped scale one of the most beloved PLG tools in the market. Before that, he was Head of Product for Creation and Conversation at Twitter, leading core features like Tweets, DMs, and Spaces. At Atlassian, he led all communication products, including the launch of Atlassian’s first post-IPO product.

Oji also spent years at Microsoft, building foundational experiences across Windows, Outlook, Hotmail, and Internet Explorer.

In addition to his product leadership, Oji is the founder of Kernel Fund, an early-stage fund supporting startups across Africa. He writes about product, growth, and leadership at his newsletter Product Mind and is the author of the upcoming book Building Rocketships—a guide for high-growth product teams.

Discussed in this Episode:

  • When to hire your first PM (and what to look for).
  • Why great product teams include marketing from day one.
  • A framework for picking winning startup ideas.
  • How AI is changing how we build (not just what we build).
  • What product leaders can learn from Microsoft’s Longhorn failure.
  • Why 3x better isn’t a nice-to-have — it’s a must.

Highlights:

04:52 – Why marketing is essential to product leadership.

12:02 – How AI is transforming the process of building products.

17:07 – Common product mistakes founders make early on.

24:16 – Building Rocket Ships: Why Oji wrote the book.

31:08 – Framework: Where to fish for unicorns.

33:17 – The “3x better” rule for product value.

37:07 – The challenge of true product differentiation.

39:22 – What Microsoft’s Longhorn failure taught Oji.

44:51 – When (and how) to hire your first PM.

48:31 – The importance of fast, early customer feedback.

54:46 – How AI is changing go-to-market strategy.

57:32 – Why marketers must master signal in a noisy world.


Guest Speaker Links (Oji Udezue):


Host Speaker Links (Sophie Buonassisi):


Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Oji Udezue was most recently Chief Product Officer at Typeform, where he led product strategy across the company’s growing suite of tools. Previously, he was CPO at Calendly, where he helped scale one of the most beloved PLG tools in the market. Before that, he was Head of Product for Creation and Conversation at Twitter, leading core features like Tweets, DMs, and Spaces. At Atlassian, he led all communication products, including the launch of Atlassian’s first post-IPO product.

Oji also spent years at Microsoft, building foundational experiences across Windows, Outlook, Hotmail, and Internet Explorer.

In addition to his product leadership, Oji is the founder of Kernel Fund, an early-stage fund supporting startups across Africa. He writes about product, growth, and leadership at his newsletter Product Mind and is the author of the upcoming book Building Rocketships—a guide for high-growth product teams.

Discussed in this Episode:

  • When to hire your first PM (and what to look for).
  • Why great product teams include marketing from day one.
  • A framework for picking winning startup ideas.
  • How AI is changing how we build (not just what we build).
  • What product leaders can learn from Microsoft’s Longhorn failure.
  • Why 3x better isn’t a nice-to-have — it’s a must.

Highlights:

04:52 – Why marketing is essential to product leadership.

12:02 – How AI is transforming the process of building products.

17:07 – Common product mistakes founders make early on.

24:16 – Building Rocket Ships: Why Oji wrote the book.

31:08 – Framework: Where to fish for unicorns.

33:17 – The “3x better” rule for product value.

37:07 – The challenge of true product differentiation.

39:22 – What Microsoft’s Longhorn failure taught Oji.

44:51 – When (and how) to hire your first PM.

48:31 – The importance of fast, early customer feedback.

54:46 – How AI is changing go-to-market strategy.

57:32 – Why marketers must master signal in a noisy world.


Guest Speaker Links (Oji Udezue):


Host Speaker Links (Sophie Buonassisi):


Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-144-oji-udezue-how-ai-is-rewriting-product-and-gtm-playbooks/ GTMnow by GTMfund Buzzsprout-17067023 Tue, 29 Apr 2025 09:00:00 -0700 3510 1 144 full true GTM 143: Why Most AI Messaging Fails and How to Actually Stand Out in a Crowded Market | Harmony Anderson GTM 143: Why Most AI Messaging Fails and How to Actually Stand Out in a Crowded Market | Harmony Anderson Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams. She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes.

She is deeply passionate about creating world-class marketing campaigns, leveraging data-driven strategies to accelerate customer acquisition, engagement, and retention. She also drives extreme rigor around operational excellence and efficiency, ensuring GTM teams execute with precision using repeatable and predictable playbooks. 

Discussed in this Episode:

  • How to develop unique positioning and messaging for an AI company
  • Why UGC matters for your brand and how to get users to create content about your product
  • The impact of lightning marketing campaigns and follow-on 'thunder' campaigns
  • Three core channels for launching a new B2B marketing program

Highlights: 

05:12 – The #1 mistake in AI messaging: sounding like everyone else.
07:24 – Use outcomes and data to differentiate your AI product.
11:06 – Why nailing 3-5 core use cases beats going broad or too niche.
12:38 – Turning website visitors into believers with demos and interactive content.
14:01 – How to keep up with a market that changes every week (hello, agentic AI).
15:08 – Building campaigns that fuel your narrative across every channel.
17:16 – Behind Superhuman’s most successful campaign ever: “New Year, New Inbox.”
20:04 – Unlocking 60% growth through user-generated content and affiliate advocacy.
21:38 – Why webinars and virtual events still drive real results (and feedback).
23:12 – How to keep your messaging fresh while staying focused.
25:11 – The difference between brand umbrella, campaign, and program — and why it matters.
27:02 – Harmony’s lean, high-impact program playbook for early-stage teams.
31:06 – Building a hype train: how to activate champions at launch.
33:01 – Hot take: marketing shouldn’t be measured by pipeline alone.
35:12 – Why NRR (not just pipeline) should be a marketing KPI.


Guest Speaker Links (Harmony Anderson):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams. She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes.

She is deeply passionate about creating world-class marketing campaigns, leveraging data-driven strategies to accelerate customer acquisition, engagement, and retention. She also drives extreme rigor around operational excellence and efficiency, ensuring GTM teams execute with precision using repeatable and predictable playbooks. 

Discussed in this Episode:

  • How to develop unique positioning and messaging for an AI company
  • Why UGC matters for your brand and how to get users to create content about your product
  • The impact of lightning marketing campaigns and follow-on 'thunder' campaigns
  • Three core channels for launching a new B2B marketing program

Highlights: 

05:12 – The #1 mistake in AI messaging: sounding like everyone else.
07:24 – Use outcomes and data to differentiate your AI product.
11:06 – Why nailing 3-5 core use cases beats going broad or too niche.
12:38 – Turning website visitors into believers with demos and interactive content.
14:01 – How to keep up with a market that changes every week (hello, agentic AI).
15:08 – Building campaigns that fuel your narrative across every channel.
17:16 – Behind Superhuman’s most successful campaign ever: “New Year, New Inbox.”
20:04 – Unlocking 60% growth through user-generated content and affiliate advocacy.
21:38 – Why webinars and virtual events still drive real results (and feedback).
23:12 – How to keep your messaging fresh while staying focused.
25:11 – The difference between brand umbrella, campaign, and program — and why it matters.
27:02 – Harmony’s lean, high-impact program playbook for early-stage teams.
31:06 – Building a hype train: how to activate champions at launch.
33:01 – Hot take: marketing shouldn’t be measured by pipeline alone.
35:12 – Why NRR (not just pipeline) should be a marketing KPI.


Guest Speaker Links (Harmony Anderson):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-143-why-ai-messaging-fails-harmony-anderson/ GTMnow by GTMfund Buzzsprout-17018995 Tue, 22 Apr 2025 04:00:00 -0700 2257 1 143 full false GTM 142: Why Most B2B Marketing Fails (And How to Fix It) with Udi Ledergor GTM 142: Why Most B2B Marketing Fails (And How to Fix It) with Udi Ledergor Udi Ledergor served as CMO during Gong’s rise from new SaaS startup to industry dominance. By building a playful, human-centric brand with a lighthearted tone, he captured buyers’ attention and dollars and turned them into raving fans. He helped Gong go from zero to hundreds of millions in revenue, while achieving a multi-billion-dollar valuation. His book Courageous Marketing is officially out and you can buy it below in the show notes. 

Discussed in this Episode:

  • Why Marketing 'Best Practices' are broken for Brands that want to stand out.
  • Marketers need to consider the long game and remember the 95/5 rule.
  • When you should hire for experience versus potential.
  • How to foster a culture of healthy risk-taking with your team.

Highlights: 

04:09 Udi's inspiration for writing his new book, Courageous Marketing.

06:02 The four most common reasons why marketing fails.

09:22 What marketers should be looking for when selecting a company to join.

13:55 The Problem with 'playing it safe' in B2B marketing.

23:07 How to market to both the 5% and the 95% of your buyers.

38:13 The Three Team Operating Principles for leading a bold and effective marketing team.

Guest Speaker Links (Udi Ledergor):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

  1. Website: https://gtmnow.com/
  2. LinkedIn: https://www.linkedin.com/company/gtmnow/
  3. Twitter/X: https://x.com/GTMnow_
  4. YouTube:    / @gtm_now  
  5. The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor: ZoomInfo’s GTM25 Virtual Conference—a free, half-day event on how high-performing teams are using AI and GTM Intelligence to hit revenue goals faster.

May 7th | Virtual | Free.

Sign up here: https://www.zoominfo.com/gtm25-virtual?camp_id=7017y000

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Udi Ledergor served as CMO during Gong’s rise from new SaaS startup to industry dominance. By building a playful, human-centric brand with a lighthearted tone, he captured buyers’ attention and dollars and turned them into raving fans. He helped Gong go from zero to hundreds of millions in revenue, while achieving a multi-billion-dollar valuation. His book Courageous Marketing is officially out and you can buy it below in the show notes. 

Discussed in this Episode:

  • Why Marketing 'Best Practices' are broken for Brands that want to stand out.
  • Marketers need to consider the long game and remember the 95/5 rule.
  • When you should hire for experience versus potential.
  • How to foster a culture of healthy risk-taking with your team.

Highlights: 

04:09 Udi's inspiration for writing his new book, Courageous Marketing.

06:02 The four most common reasons why marketing fails.

09:22 What marketers should be looking for when selecting a company to join.

13:55 The Problem with 'playing it safe' in B2B marketing.

23:07 How to market to both the 5% and the 95% of your buyers.

38:13 The Three Team Operating Principles for leading a bold and effective marketing team.

Guest Speaker Links (Udi Ledergor):

Host Speaker Links (Sophie Buonassisi):

Where to find GTMnow (GTMfund’s media brand):

  1. Website: https://gtmnow.com/
  2. LinkedIn: https://www.linkedin.com/company/gtmnow/
  3. Twitter/X: https://x.com/GTMnow_
  4. YouTube:    / @gtm_now  
  5. The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor: ZoomInfo’s GTM25 Virtual Conference—a free, half-day event on how high-performing teams are using AI and GTM Intelligence to hit revenue goals faster.

May 7th | Virtual | Free.

Sign up here: https://www.zoominfo.com/gtm25-virtual?camp_id=7017y000

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-142-why-most-b2b-marketing-strategies-fail-udi-ledergor/ GTMnow by GTMfund Buzzsprout-16982778 Tue, 15 Apr 2025 05:00:00 -0700 3407 Business, Marketing, Entrepreneurship, Startups, SaaS, Leadership, B2B Marketing, Go-To-Market Strategy 1 142 full false GTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry GTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade.


Discussed in this Episode:

  • How to turn coworkers into mentors—and why it matters.
  • Moving from enterprise sales leadership to a startup environment.
  • Why and when to build a solutions engineering team.
  • The myth of the “18-month CRO lifespan.”
  • Balancing empathy and accountability as a sales leader.
  • Why automation isn’t always the best path forward.


Highlights: 

06:29 — Mentorship matters. Jeff breaks down how to find and approach mentors—even without a formal program.

12:42 — Lessons from selling servers that still apply to modern SaaS sales

15:02 — Leading through M&A: Inside the culture clash and how Jeff rebuilt a team post-acquisition.

19:07 — Carta’s GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

28:34 — Scaling revenue from $20M to $450M: Advice for CROs entering growth-stage companies.

33:20 — Why “big company” people can thrive in startups—if they leave their playbooks behind.

36:15 — How to use PIPs to coach—not just cut—and what most orgs get wrong.

43:13 — Why the best sellers are quarterbacks, not lone wolves.

46:43 — Pick up the phone: Human connection wins in an era of AI and automation.


Guest Links (Jeff Perry):


Host Links (Scott Barker):


Where to Find GTMnow (GTMfund’s Media Brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade.


Discussed in this Episode:

  • How to turn coworkers into mentors—and why it matters.
  • Moving from enterprise sales leadership to a startup environment.
  • Why and when to build a solutions engineering team.
  • The myth of the “18-month CRO lifespan.”
  • Balancing empathy and accountability as a sales leader.
  • Why automation isn’t always the best path forward.


Highlights: 

06:29 — Mentorship matters. Jeff breaks down how to find and approach mentors—even without a formal program.

12:42 — Lessons from selling servers that still apply to modern SaaS sales

15:02 — Leading through M&A: Inside the culture clash and how Jeff rebuilt a team post-acquisition.

19:07 — Carta’s GTM evolution: How Jeff scaled from one rep selling one product to multiple teams across three business lines.

28:34 — Scaling revenue from $20M to $450M: Advice for CROs entering growth-stage companies.

33:20 — Why “big company” people can thrive in startups—if they leave their playbooks behind.

36:15 — How to use PIPs to coach—not just cut—and what most orgs get wrong.

43:13 — Why the best sellers are quarterbacks, not lone wolves.

46:43 — Pick up the phone: Human connection wins in an era of AI and automation.


Guest Links (Jeff Perry):


Host Links (Scott Barker):


Where to Find GTMnow (GTMfund’s Media Brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-141-jeff-perry-growth-strategies-oracle-7b-exit-carta-450m-revenue/ GTMnow by GTMfund Buzzsprout-16936107 Tue, 08 Apr 2025 01:00:00 -0700 3014 1 141 full false GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. Prior to joining Seismic, he served as President of Global Field Operations at Pegasystems. Before that, Hayden was Corporate Vice President at Microsoft, leading Global Business Applications (Microsoft Dynamics 365) for six years. Earlier in his career, he was an SVP at Salesforce and spent nearly a decade at IBM, ultimately serving as VP and Managing Director on Wall Street.


Discussed in this Episode:

  • What Satya Nadella taught Hayden about culture, clarity, and transformation at Microsoft.
  • The exact playbook to move from SMB to enterprise—including partner enablement, segmentation, and incentive design.
  • Why retention isn't just a CS metric—and how to build a sales team that cares about it.
  • How to win in vertical SaaS, from breaking into financial services to owning the category.
  • What it takes to close a $600M+ deal in the middle of a financial crisis.


Highlights: 

05:19 — How Satya Nadella sold his internal vision and rebuilt Microsoft’s culture from the ground up
 13:13 — The partnership blueprint: how to scale with partners, not just transact with them
 28:18 — Going deep in verticals: why Seismic dominated financial services while others avoided it
 34:44 — How Hayden closed a $600M+ deal with Merrill Lynch after the 2008 crash
42:40 — Why retention should be part of your sales comp—and how to make it work
49:15 — The “Value Continuum”: a framework for aligning sales, services, and CS around business outcomes


Guest Speaker Links (Hayden Stafford):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Hayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. Prior to joining Seismic, he served as President of Global Field Operations at Pegasystems. Before that, Hayden was Corporate Vice President at Microsoft, leading Global Business Applications (Microsoft Dynamics 365) for six years. Earlier in his career, he was an SVP at Salesforce and spent nearly a decade at IBM, ultimately serving as VP and Managing Director on Wall Street.


Discussed in this Episode:

  • What Satya Nadella taught Hayden about culture, clarity, and transformation at Microsoft.
  • The exact playbook to move from SMB to enterprise—including partner enablement, segmentation, and incentive design.
  • Why retention isn't just a CS metric—and how to build a sales team that cares about it.
  • How to win in vertical SaaS, from breaking into financial services to owning the category.
  • What it takes to close a $600M+ deal in the middle of a financial crisis.


Highlights: 

05:19 — How Satya Nadella sold his internal vision and rebuilt Microsoft’s culture from the ground up
 13:13 — The partnership blueprint: how to scale with partners, not just transact with them
 28:18 — Going deep in verticals: why Seismic dominated financial services while others avoided it
 34:44 — How Hayden closed a $600M+ deal with Merrill Lynch after the 2008 crash
42:40 — Why retention should be part of your sales comp—and how to make it work
49:15 — The “Value Continuum”: a framework for aligning sales, services, and CS around business outcomes


Guest Speaker Links (Hayden Stafford):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-140-how-microsoft-scaled-600m-to-5b-enterprise-playbook-hayden-stafford/ GTMnow by GTMfund Buzzsprout-16895812 Tue, 01 Apr 2025 01:00:00 -0700 3243 1 140 full false GTM 139: AI Agents Are Changing Everything — Microsoft’s VP of AI Agents on the New Era of Work and Software | Ray Smith GTM 139: AI Agents Are Changing Everything — Microsoft’s VP of AI Agents on the New Era of Work and Software | Ray Smith Ray Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016. 

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. He also shares real-world use cases from inside Microsoft and partner companies, plus how founders and operators can build or adapt in this new AI-native era.


Discussed in this Episode:

  • What exactly is an AI agent—and how is it different from bots or automation?
  • Why traditional SaaS pricing models (like per-seat) don’t work in the agent era.
  • How enterprise teams are already deploying autonomous agents in production.
  • The emerging architecture of multi-agent workflows.
  • Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker).


Highlights: 

06:53 What makes an AI agent different from bots and automation—and why it matters now.

15:33 How AI agents are changing the role of traditional software tools and UI.

25:15 Why legacy SaaS pricing models don’t work for agents—and what comes next.

31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy.

37:42 The most valuable skills in the AI era—from delegation to agent orchestration.

51:42 Why agentic AI makes customer relationships and long-term value even more critical.


Guest Speaker Links (Ray Smith):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ray Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016. 

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. He also shares real-world use cases from inside Microsoft and partner companies, plus how founders and operators can build or adapt in this new AI-native era.


Discussed in this Episode:

  • What exactly is an AI agent—and how is it different from bots or automation?
  • Why traditional SaaS pricing models (like per-seat) don’t work in the agent era.
  • How enterprise teams are already deploying autonomous agents in production.
  • The emerging architecture of multi-agent workflows.
  • Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker).


Highlights: 

06:53 What makes an AI agent different from bots and automation—and why it matters now.

15:33 How AI agents are changing the role of traditional software tools and UI.

25:15 Why legacy SaaS pricing models don’t work for agents—and what comes next.

31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy.

37:42 The most valuable skills in the AI era—from delegation to agent orchestration.

51:42 Why agentic AI makes customer relationships and long-term value even more critical.


Guest Speaker Links (Ray Smith):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-139-how-ai-agents-are-changing-work-and-software-with-microsoft-vp-ray-smith/ GTMnow by GTMfund Buzzsprout-16855052 Tue, 25 Mar 2025 01:00:00 -0700 3534 1 139 full false GTM 138: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei GTM 138: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization. Mutiny helps enterprises restore the human element in modern buying at scale, and is used by some of the fastest growing companies in the world including Amplitude, Snowflake and Qualtrics. The company is backed by Sequoia Capital, Tiger Global, and CMOs of companies such as Uber, Condé Nast and Salesforce. Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 years. She was the Director of Product Marketing at VMware prior to Gusto. 


Discussed in this Episode:

  • AI-powered personalization is reshaping B2B sales and marketing
  • AI-driven lead scoring improves quality and targets high-value prospects
  • AI anticipates and overcomes sales objections in real time
  • Sales & marketing alignment: why it matters and how to achieve it
  • The risks of AI-driven outbound and how to avoid common pitfalls
  • Scaling 1:1 experiences efficiently with AI
  • AI-powered buyer interactions and their impact on GTM strategies


Highlights: 

03:27 – Why AI innovation is game-changing for founders building and scaling companies.
 06:49 – How 1:1 sales personalization drives 14x higher conversion rates.
 10:45 – AI-powered hyper-personalization is reshaping enterprise sales.
 16:30 – The biggest AI mistakes in sales and marketing.
 20:55 – Scaling white-glove experiences across all target accounts.
 24:45 – Why CRM data is a mess and how AI finally fixes it.
 28:14 – A masterclass in sales & marketing alignment.
 31:20 – The real reason sales and marketing clash (and how to fix it).
 42:10 – The most valuable AI use cases for B2B sales teams.
 47:30 – How AI is changing B2B buyer behavior and what sellers must do.


Guest Speaker Links (Jaleh Rezaei):


Host Speaker Links (Scott Barker):


Find GTMnow (GTMfund’s Media Brand):


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization. Mutiny helps enterprises restore the human element in modern buying at scale, and is used by some of the fastest growing companies in the world including Amplitude, Snowflake and Qualtrics. The company is backed by Sequoia Capital, Tiger Global, and CMOs of companies such as Uber, Condé Nast and Salesforce. Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 years. She was the Director of Product Marketing at VMware prior to Gusto. 


Discussed in this Episode:

  • AI-powered personalization is reshaping B2B sales and marketing
  • AI-driven lead scoring improves quality and targets high-value prospects
  • AI anticipates and overcomes sales objections in real time
  • Sales & marketing alignment: why it matters and how to achieve it
  • The risks of AI-driven outbound and how to avoid common pitfalls
  • Scaling 1:1 experiences efficiently with AI
  • AI-powered buyer interactions and their impact on GTM strategies


Highlights: 

03:27 – Why AI innovation is game-changing for founders building and scaling companies.
 06:49 – How 1:1 sales personalization drives 14x higher conversion rates.
 10:45 – AI-powered hyper-personalization is reshaping enterprise sales.
 16:30 – The biggest AI mistakes in sales and marketing.
 20:55 – Scaling white-glove experiences across all target accounts.
 24:45 – Why CRM data is a mess and how AI finally fixes it.
 28:14 – A masterclass in sales & marketing alignment.
 31:20 – The real reason sales and marketing clash (and how to fix it).
 42:10 – The most valuable AI use cases for B2B sales teams.
 47:30 – How AI is changing B2B buyer behavior and what sellers must do.


Guest Speaker Links (Jaleh Rezaei):


Host Speaker Links (Scott Barker):


Find GTMnow (GTMfund’s Media Brand):


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-138-ai-advantage-sales-marketing-alignment-for-better-execution-jaleh-rezaei/ GTMnow by GTMfund Buzzsprout-16813550 Tue, 18 Mar 2025 01:00:00 -0700 3263 1 138 full false GTM 137: The Biggest Business Turnaround You've Never Heard Of & The Growth Levers to Pull When Things Go Wrong | Cassie Young GTM 137: The Biggest Business Turnaround You've Never Heard Of & The Growth Levers to Pull When Things Go Wrong | Cassie Young Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. 

Before joining Primary, Cassie was Chief Customer and Commercial Officer for Marigold (formerly known as CM Group), an Insight Partners roll-up of marketing technology software including Sailthru, Campaign Monitor, Delivra, Emma, Vuture and Liveclicker; Cassie assumed that role when Marigold acquired Sailthru, where she was Chief Revenue Officer.

Prior to Sailthru, Cassie served as VP Marketing & Analytics at Gerson Lehrman Group ("GLG") and as VP Marketing & Growth for Savored (acquired by Groupon). Cassie's time in tech dates back to 2006, when she joined TheLadders.com as an early employee and managed marketing and analytics for the company's subscription business. She began her career as a tech and media analyst at Citigroup Global Corporate & Investment Bank.

Discussed in this Episode:

  • The turnaround story of Cassie’s time at Sailthru and overcoming scaling challenges.
  • How to rebuild and regain customer trust after technical failures.
  • The importance of leadership alignment and transparency during times of crisis.
  • How to effectively use Net Promoter Score (NPS) and what it really tells you.
  • The value and impact of Customer Advisory Boards (CABs) in driving customer-centric growth.
  • Why executive compensation should align with key business metrics for better team alignment.
  • Creative tactics like video mailers and regional user groups to engage customers and drive product adoption.


Highlights: 

07:53 What happens when commercial scale outgrows your technical scale.

15:53 Driving alignment through northstar metrics and incentives.

22:16 The best ways to measure customer trust.

34:10 Tips on setting up a Customer Advisory Board (CAB).

52:48 A fantastic multi-media mail campaign.


Guest Speaker (Cassie Young):


Host (Scott Barker):


Find GTMnow (GTMfund’s Media Brand):

Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. 

Before joining Primary, Cassie was Chief Customer and Commercial Officer for Marigold (formerly known as CM Group), an Insight Partners roll-up of marketing technology software including Sailthru, Campaign Monitor, Delivra, Emma, Vuture and Liveclicker; Cassie assumed that role when Marigold acquired Sailthru, where she was Chief Revenue Officer.

Prior to Sailthru, Cassie served as VP Marketing & Analytics at Gerson Lehrman Group ("GLG") and as VP Marketing & Growth for Savored (acquired by Groupon). Cassie's time in tech dates back to 2006, when she joined TheLadders.com as an early employee and managed marketing and analytics for the company's subscription business. She began her career as a tech and media analyst at Citigroup Global Corporate & Investment Bank.

Discussed in this Episode:

  • The turnaround story of Cassie’s time at Sailthru and overcoming scaling challenges.
  • How to rebuild and regain customer trust after technical failures.
  • The importance of leadership alignment and transparency during times of crisis.
  • How to effectively use Net Promoter Score (NPS) and what it really tells you.
  • The value and impact of Customer Advisory Boards (CABs) in driving customer-centric growth.
  • Why executive compensation should align with key business metrics for better team alignment.
  • Creative tactics like video mailers and regional user groups to engage customers and drive product adoption.


Highlights: 

07:53 What happens when commercial scale outgrows your technical scale.

15:53 Driving alignment through northstar metrics and incentives.

22:16 The best ways to measure customer trust.

34:10 Tips on setting up a Customer Advisory Board (CAB).

52:48 A fantastic multi-media mail campaign.


Guest Speaker (Cassie Young):


Host (Scott Barker):


Find GTMnow (GTMfund’s Media Brand):

Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-137-business-turnaround-growth-levers-cassie-young/ GTMnow by GTMfund Buzzsprout-16769128 Tue, 11 Mar 2025 01:00:00 -0700 3384 1 137 full false GTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica Gilmartin GTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica Gilmartin Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Prior to that, she led marketing teams at an impressive array of companies, including Asana and Calendly. As the cherry on top, Jessica also built and sold a successful frozen yogurt chain in San Francisco.

Discussed in this Episode:

  • Taking an entrepreneurial approach to ownership in an organization
  • The difficulty of selling to both midmarket and enterprise customers
  • Cultivating a culture of creativity and approachability
  • How to hire your first marketer


Highlights: 

06:29 How Asana moved from product-led growth to sales-led growth

18:00 Why refining your ICP is paramount for product-led growth

33:37 Fostering a culture of experimentation

40:23 Hiring your first marketer as a startup founder


Guest Speaker Links (Jessica Gilmartin):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Prior to that, she led marketing teams at an impressive array of companies, including Asana and Calendly. As the cherry on top, Jessica also built and sold a successful frozen yogurt chain in San Francisco.

Discussed in this Episode:

  • Taking an entrepreneurial approach to ownership in an organization
  • The difficulty of selling to both midmarket and enterprise customers
  • Cultivating a culture of creativity and approachability
  • How to hire your first marketer


Highlights: 

06:29 How Asana moved from product-led growth to sales-led growth

18:00 Why refining your ICP is paramount for product-led growth

33:37 Fostering a culture of experimentation

40:23 Hiring your first marketer as a startup founder


Guest Speaker Links (Jessica Gilmartin):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/how-asana-and-calendly-scaled-plg-to-slg-strategies-that-work-jessica-gilmartin/ GTMnow by GTMfund Buzzsprout-16732547 Tue, 04 Mar 2025 05:00:00 -0800 3547 1 136 full false GTM 135: How Marketing Creates Million-Dollar Exits: 6 SaaS Success Stories | Katrina Wong GTM 135: How Marketing Creates Million-Dollar Exits: 6 SaaS Success Stories | Katrina Wong Katrina Wong is the CMO of New Relic and a top marketing leader. She specializes in launching products, entering new markets, and scaling companies to the enterprise. With 15 years of experience at Twilio, Zuora, Salesforce, and SAP, she has led award-winning campaigns and helped six companies exit successfully.

Discussed in this Episode:

  • Why you should be using "marketing sprints"
  • Importance of operational excellence and agility in marketing
  • The role of marketing in preparing for a successful exit
  • Is 'fire fast' the right approach for managing your teams


Highlights: 

07:08 Secrets to picking winners

09:30 Attaining operational excellence in startups

15:43 Marketing's role in successful exits

29:12 Transforming PIP programs for successful employees

31:26 Challenging the 'fire fast' mentality

35:20 The importance of team dynamics

40:24 Navigating getting acquired successfully

48:58 Tactics for modern marketing


Guest Speaker Links (Katrina Wong):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Katrina Wong is the CMO of New Relic and a top marketing leader. She specializes in launching products, entering new markets, and scaling companies to the enterprise. With 15 years of experience at Twilio, Zuora, Salesforce, and SAP, she has led award-winning campaigns and helped six companies exit successfully.

Discussed in this Episode:

  • Why you should be using "marketing sprints"
  • Importance of operational excellence and agility in marketing
  • The role of marketing in preparing for a successful exit
  • Is 'fire fast' the right approach for managing your teams


Highlights: 

07:08 Secrets to picking winners

09:30 Attaining operational excellence in startups

15:43 Marketing's role in successful exits

29:12 Transforming PIP programs for successful employees

31:26 Challenging the 'fire fast' mentality

35:20 The importance of team dynamics

40:24 Navigating getting acquired successfully

48:58 Tactics for modern marketing


Guest Speaker Links (Katrina Wong):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-135-marketing-million-dollar-exits-6-saas-success-stories-katrina-wong/ GTMnow by GTMfund Buzzsprout-16691390 Tue, 25 Feb 2025 06:00:00 -0800 3326 1 135 full false GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. He began his career at Google and Bain & Company and holds an MBA from Stanford GSB.

Discussed in this Episode:

  • When to hire your first account executives
  • Key traits to look for in early sales hires
  • Structuring compensation for first sales reps
  • Should you 'hire the buyer' to be your sales rep?


Highlights: 

05:03 When to hire your first sales reps.

13:17 Characteristics of top early-stage sales reps.

22:25 Designing a sales compensation plan.

31:55 Hiring for grit, curiosity & determination.

42:03 Fast-tracking your sales career.


Guest Speaker Links


Host Speaker Links (Scott Barker): 


Where to find GTMnow (GTMfund’s media brand): 


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. He began his career at Google and Bain & Company and holds an MBA from Stanford GSB.

Discussed in this Episode:

  • When to hire your first account executives
  • Key traits to look for in early sales hires
  • Structuring compensation for first sales reps
  • Should you 'hire the buyer' to be your sales rep?


Highlights: 

05:03 When to hire your first sales reps.

13:17 Characteristics of top early-stage sales reps.

22:25 Designing a sales compensation plan.

31:55 Hiring for grit, curiosity & determination.

42:03 Fast-tracking your sales career.


Guest Speaker Links


Host Speaker Links (Scott Barker): 


Where to find GTMnow (GTMfund’s media brand): 


Sponsor: Pursuit

The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.

If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-134-when-to-hire-your-first-sales-reps-joe-dimento/ GTMnow by GTMfund Buzzsprout-16645821 Tue, 18 Feb 2025 09:00:00 -0800 3415 1 134 full false GTM 133: Build your AI Outbound Machine with ChatGPT | Jordan Crawford GTM 133: Build your AI Outbound Machine with ChatGPT | Jordan Crawford Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Jordan explains how to use AI tools like ChatGPT, Deep Research, and Claude to create your own AI workflow for prospecting accounts and creating highly targeted and extremely valuable messages for target decision-makers. Jordan demonstrates how to use the FIND (Focus, Investigate, Narrate, Deploy) process for your go-to-market strategy and how to speed this up with OpenAI's Deep Research AI tool. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue.


Highlights: 

08:12 Examples of messages that people would pay to receive

17:30 How tech is transitioning to an AI-empowered future

27:07 Using ChatGPT Deep Research to learn about customer segments

35:05 Maximizing your sales team's efficiency with AI

36:39 The importance of process over prompts

39:38 Deep dive into prompt engineering

50:00 Future of outbound sales


Guest Speaker Links (Jordan Crawford):

Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Superhuman

We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Jordan explains how to use AI tools like ChatGPT, Deep Research, and Claude to create your own AI workflow for prospecting accounts and creating highly targeted and extremely valuable messages for target decision-makers. Jordan demonstrates how to use the FIND (Focus, Investigate, Narrate, Deploy) process for your go-to-market strategy and how to speed this up with OpenAI's Deep Research AI tool. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue.


Highlights: 

08:12 Examples of messages that people would pay to receive

17:30 How tech is transitioning to an AI-empowered future

27:07 Using ChatGPT Deep Research to learn about customer segments

35:05 Maximizing your sales team's efficiency with AI

36:39 The importance of process over prompts

39:38 Deep dive into prompt engineering

50:00 Future of outbound sales


Guest Speaker Links (Jordan Crawford):

Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Superhuman

We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-133-build-your-ai-outbound-machine-with-chatgpt-jordan-crawford/ GTMnow by GTMfund Buzzsprout-16603502 Tue, 11 Feb 2025 05:00:00 -0800 3948 1 133 full false GTM 132: The Rise of the Operator with Casey Woo + Special Announcement GTM 132: The Rise of the Operator with Casey Woo + Special Announcement Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. He is also the General Partner and Founder of FOG Ventures. He is a seasoned, multi-stage operator, bringing over two decades of experience in investment banking advisory, public equity investing, high-growth operational and military leadership roles. His last role was the CFO of Landing, where he oversaw the company’s Finance, Legal and People operations. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork.  ​

Discussed in this Episode:

  • The rise of the operator
  • How to communicate with CFOs and cross-functional teams
  • What matters most to every CEO and founder
  • How to recruit the top operators
  • Why funding no longer has the impact it once did


Highlights:

08:33 Building effective CFO-CRO relationships.

18:13 The role of cross-functional communication.

26:59 The commoditization of funding.

32:53 The rise top operators and how to recruit them.

38:33 The commoditization of technology in the age of AI.

44:31 The power of community and in-person events.


Guest Speaker Links (Casey Woo):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Superhuman

We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. He is also the General Partner and Founder of FOG Ventures. He is a seasoned, multi-stage operator, bringing over two decades of experience in investment banking advisory, public equity investing, high-growth operational and military leadership roles. His last role was the CFO of Landing, where he oversaw the company’s Finance, Legal and People operations. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork.  ​

Discussed in this Episode:

  • The rise of the operator
  • How to communicate with CFOs and cross-functional teams
  • What matters most to every CEO and founder
  • How to recruit the top operators
  • Why funding no longer has the impact it once did


Highlights:

08:33 Building effective CFO-CRO relationships.

18:13 The role of cross-functional communication.

26:59 The commoditization of funding.

32:53 The rise top operators and how to recruit them.

38:33 The commoditization of technology in the age of AI.

44:31 The power of community and in-person events.


Guest Speaker Links (Casey Woo):


Host Speaker Links (Scott Barker):


Where to find GTMnow (GTMfund’s media brand):


Sponsor: Superhuman

We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-132-the-rise-of-the-operator-with-casey-woo/ GTMnow by GTMfund Buzzsprout-16559277 Tue, 04 Feb 2025 08:00:00 -0800 2948 1 132 full false GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey. Kraig also led marketing as the CMO of Salesforce during very formative years of the company's history. 

Discussed in this Episode:

  • The parallels between the disruption caused by SaaS and AI
  • How pricing strategies are changing for AI products
  • Why SaaS companies need to earning their renewals
  • The impact of AI SDRs on your pipeline

Highlights:
13:26 The importance of product marketing in the growth of Salesforce
20:17 Exploring the innovator's dilemma
25:59 The next generation of software & building for non-human users
39:05 Obsessing over your customers is key to success
46:44 Using the V2MOM framework to drive company alignment
50:43 The adage of 'hire fast, fire fast' is bs

Guest Speaker Links (Kraig Swensrud):
LinkedIn: https://www.linkedin.com/in/kraigswensrud/
V2MOM Framework: https://www.salesforce.com/blog/how-to-create-alignment-within-your-company/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor Offer:
We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey. Kraig also led marketing as the CMO of Salesforce during very formative years of the company's history. 

Discussed in this Episode:

  • The parallels between the disruption caused by SaaS and AI
  • How pricing strategies are changing for AI products
  • Why SaaS companies need to earning their renewals
  • The impact of AI SDRs on your pipeline

Highlights:
13:26 The importance of product marketing in the growth of Salesforce
20:17 Exploring the innovator's dilemma
25:59 The next generation of software & building for non-human users
39:05 Obsessing over your customers is key to success
46:44 Using the V2MOM framework to drive company alignment
50:43 The adage of 'hire fast, fire fast' is bs

Guest Speaker Links (Kraig Swensrud):
LinkedIn: https://www.linkedin.com/in/kraigswensrud/
V2MOM Framework: https://www.salesforce.com/blog/how-to-create-alignment-within-your-company/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor Offer:
We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. 

Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-131-being-cmo-mark-benioff-salesforce-innovators-dilemma-kraig-swensrud/ GTMnow by GTMfund Buzzsprout-16518800 Tue, 28 Jan 2025 07:00:00 -0800 3366 1 131 full false GTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canva’s CCO GTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canva’s CCO Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. 

Rob joins Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. 

Discussed in this Episode:

  • Why B2B marketers should embrace the CPG tactic of "concept testing."
  • How to embrace segmentation by differentiating your solution.
  • Loyalty as a necessary part of every customer journey.
  • Why substance beats sizzle every time in sales and marketing.
  • Leading a large, remote-first team.

Highlights:
06:07 - 3 lessons from B2C to that B2B marketing needs to learn.
12:25 - What is concept testing and how can marketers use it in B2B.
19:38 - Selling a massive transition to enterprise customers.
35:14 - How DocuSign overcame major user experience challenges.
39:50 - How HubSpot addressed issues with remote leadership.
44:34 - The importance of in-person interaction.
55:56 - The power in simplicity.

Guest speaker links (Rob Giglio):
LinkedIn: https://www.linkedin.com/in/robgiglio/

Host speaker links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. 

Rob joins Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. 

Discussed in this Episode:

  • Why B2B marketers should embrace the CPG tactic of "concept testing."
  • How to embrace segmentation by differentiating your solution.
  • Loyalty as a necessary part of every customer journey.
  • Why substance beats sizzle every time in sales and marketing.
  • Leading a large, remote-first team.

Highlights:
06:07 - 3 lessons from B2C to that B2B marketing needs to learn.
12:25 - What is concept testing and how can marketers use it in B2B.
19:38 - Selling a massive transition to enterprise customers.
35:14 - How DocuSign overcame major user experience challenges.
39:50 - How HubSpot addressed issues with remote leadership.
44:34 - The importance of in-person interaction.
55:56 - The power in simplicity.

Guest speaker links (Rob Giglio):
LinkedIn: https://www.linkedin.com/in/robgiglio/

Host speaker links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-130-scaling-to-billions-how-docusign-hubspot-canva-built-winning-gtm-strategies-rob-giglio/ GTMnow by GTMfund Buzzsprout-16474359 Tue, 21 Jan 2025 01:00:00 -0800 3614 1 130 full false GTM 129: 6 Proven Tactics Driving B2B Growth GTM 129: 6 Proven Tactics Driving B2B Growth There's a ton of talk about what isn't working today in go-to-market. However, companies are still finding ways to grow which means there a some things that are working. In this special episode, Scott Barker is looking at some of the big themes he's seen in how the top go-to-market leaders are driving growth today. You'll hear from founders, sales leaders, and marketing leaders from G2, CrunchBase, GitHub, TestBox, Atrium, Intellimize and Kahua. You'll walk away from this episode with some great ideas from top operators on how to increase revenue, align your teams, and make a huge impact for your company in 2025.

Discussed in this Episode:

  • How to build the habits and fundamentals for sustainably generating pipeline.
  • The importance of in-person interactions for the development of your team.
  • Taking a customer-centric approach in your go-to-market strategy.
  • Changing how you talk about your company to resonate better with the C-suite.
  • Why intentionally aligning your teams is worth the effort.
  • How to capitalize on the returns that building strong relationships provide.

Highlights:
(3:22) The first theme: Getting back to the go-to-market basics.
(6:56) The second theme: The importance of in-person interactions.
(10:38) The third theme: Taking a customer-centric approach in your go-to-market strategy.
(16:04) The fourth theme: Elevating the conversation to the C-level.
(19:29) The fifth theme: Intentional alignment of your teams.
(21:17) The sixth theme: Playing the long game.

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> There's a ton of talk about what isn't working today in go-to-market. However, companies are still finding ways to grow which means there a some things that are working. In this special episode, Scott Barker is looking at some of the big themes he's seen in how the top go-to-market leaders are driving growth today. You'll hear from founders, sales leaders, and marketing leaders from G2, CrunchBase, GitHub, TestBox, Atrium, Intellimize and Kahua. You'll walk away from this episode with some great ideas from top operators on how to increase revenue, align your teams, and make a huge impact for your company in 2025.

Discussed in this Episode:

  • How to build the habits and fundamentals for sustainably generating pipeline.
  • The importance of in-person interactions for the development of your team.
  • Taking a customer-centric approach in your go-to-market strategy.
  • Changing how you talk about your company to resonate better with the C-suite.
  • Why intentionally aligning your teams is worth the effort.
  • How to capitalize on the returns that building strong relationships provide.

Highlights:
(3:22) The first theme: Getting back to the go-to-market basics.
(6:56) The second theme: The importance of in-person interactions.
(10:38) The third theme: Taking a customer-centric approach in your go-to-market strategy.
(16:04) The fourth theme: Elevating the conversation to the C-level.
(19:29) The fifth theme: Intentional alignment of your teams.
(21:17) The sixth theme: Playing the long game.

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-129-6-proven-tactics-driving-b2b-growth/ GTMnow by GTMfund Buzzsprout-16434012 Tue, 14 Jan 2025 01:00:00 -0800 1434 1 129 full false GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.

Discussed in this Episode:

  • The differences between selling in APAC and North America markets
  • The evolving role of partnerships and channels in software sales
  • Strategies for effective annual revenue planning
  • The impact of AI on sales processes and team structures
  • The future of SaaS pricing models and their implications for sales organizations

Highlights:
(3:29) Differences between selling in APAC and North America.
(9:10) The importance of understanding your ICP in partnerships.
(15:07) Advice on avoiding job-hopping early in your career.
(19:59) The impact of AI on sales team structures.
(24:34) The potential of AI to level the playing field for SMBs.
(30:10) Mistakes to avoid in annual revenue planning.
(35:46) The shift from demo-centric selling to value-based conversations
(41:38) Strategies for aligning sales and marketing teams.
(31:55) One thing revenue leaders believe to be true that Fred thinks is bull$***.
(43:28) One thing that is working for Fred/Aircall in go-to-market right now.

Guest Speaker Links (Fred Viet):
LinkedIn: https://www.linkedin.com/in/fredviet/

Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.

Discussed in this Episode:

  • The differences between selling in APAC and North America markets
  • The evolving role of partnerships and channels in software sales
  • Strategies for effective annual revenue planning
  • The impact of AI on sales processes and team structures
  • The future of SaaS pricing models and their implications for sales organizations

Highlights:
(3:29) Differences between selling in APAC and North America.
(9:10) The importance of understanding your ICP in partnerships.
(15:07) Advice on avoiding job-hopping early in your career.
(19:59) The impact of AI on sales team structures.
(24:34) The potential of AI to level the playing field for SMBs.
(30:10) Mistakes to avoid in annual revenue planning.
(35:46) The shift from demo-centric selling to value-based conversations
(41:38) Strategies for aligning sales and marketing teams.
(31:55) One thing revenue leaders believe to be true that Fred thinks is bull$***.
(43:28) One thing that is working for Fred/Aircall in go-to-market right now.

Guest Speaker Links (Fred Viet):
LinkedIn: https://www.linkedin.com/in/fredviet/

Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-128-death-of-demos-selling-what-customers-need-fred-viet/ Buzzsprout-16392028 Tue, 07 Jan 2025 05:00:00 -0800 2977 1 128 full false GTM 127: B2B Bull$*** to Avoid GTM 127: B2B Bull$*** to Avoid Each week, host Scott Barker asks guests two key questions, and this week, we're diving into their responses to: What is one widely held belief that revenue leaders have that you think is bull$** or no longer serving us?

Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025.

Discussed in this Episode:

  • The problem with putting too much weight on volume over value
  • Is outbound actually dead
  • Should you hire for specialized skills or domain expertise

Highlights:
(3:47) The first theme: value matters more than volume.
(4:10) The importance of prioritizing value, not volume.
(6:29) The second theme: the future of outbound.
(7:12) Why sellers need to generate demand.
(10:38) The third theme: hiring based on past experience.
(11:46) Why you shouldn't hire a sales leader for their playbook.
(15:44) Dennis Lyandres on what experience to look for when hiring.

Episodes Mentioned:


Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Each week, host Scott Barker asks guests two key questions, and this week, we're diving into their responses to: What is one widely held belief that revenue leaders have that you think is bull$** or no longer serving us?

Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025.

Discussed in this Episode:

  • The problem with putting too much weight on volume over value
  • Is outbound actually dead
  • Should you hire for specialized skills or domain expertise

Highlights:
(3:47) The first theme: value matters more than volume.
(4:10) The importance of prioritizing value, not volume.
(6:29) The second theme: the future of outbound.
(7:12) Why sellers need to generate demand.
(10:38) The third theme: hiring based on past experience.
(11:46) Why you shouldn't hire a sales leader for their playbook.
(15:44) Dennis Lyandres on what experience to look for when hiring.

Episodes Mentioned:


Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Product GTMfund is Using: Superhuman
"Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive.

I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow" - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-127-b2b-mistakes-to-avoid/ GTMnow by GTMfund Buzzsprout-16361003 Tue, 31 Dec 2024 00:00:00 -0800 1164 1 127 full false GTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy Yalif GTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy Yalif Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. Guy holds a bachelor's degree in Mechanical and Aerospace Engineering from Princeton University and an MBA from Stanford University.

Discussed in this Episode:

  • Learnings from each major company in Guy's 20+ leadership career: Microsoft, Tradeweave (first employee and executive committee), Yahoo, Twitter, BrightRoll and Intellimize. 
  • Building 'opinionated products' and the importance of customer intimacy
  • Lessons learned from scaling Twitter's ad business from zero to $650 million in three years.
  • The challenges and rewards of founding and growing a startup for nine years.
  • Strategies for building relationships with PR outlets, reporters, and analysts.


Highlights:
(5:22) The power of customer intimacy in product development.
(15:41) Scaling Twitter's ad business and managing hyper-growth.
(26:54) The existential dread of being a startup founder.
(37:56) Building relationships with PR outlets and reporters.
(45:40) Debunking the myth of sacrificing personal life for startup success.
(49:07) The effectiveness of small group events in go-to-market strategies.
(31:55) One thing revenue leaders believe to be true that Guy thinks is bull$***
(49:07) One thing that is working for Guy in go-to-market right now.

Guest Speaker Links (Guy Yalif):
LinkedIn: https://www.linkedin.com/in/gyalif

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/SalesHacker
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/


Resource we Recommend:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. Guy holds a bachelor's degree in Mechanical and Aerospace Engineering from Princeton University and an MBA from Stanford University.

Discussed in this Episode:

  • Learnings from each major company in Guy's 20+ leadership career: Microsoft, Tradeweave (first employee and executive committee), Yahoo, Twitter, BrightRoll and Intellimize. 
  • Building 'opinionated products' and the importance of customer intimacy
  • Lessons learned from scaling Twitter's ad business from zero to $650 million in three years.
  • The challenges and rewards of founding and growing a startup for nine years.
  • Strategies for building relationships with PR outlets, reporters, and analysts.


Highlights:
(5:22) The power of customer intimacy in product development.
(15:41) Scaling Twitter's ad business and managing hyper-growth.
(26:54) The existential dread of being a startup founder.
(37:56) Building relationships with PR outlets and reporters.
(45:40) Debunking the myth of sacrificing personal life for startup success.
(49:07) The effectiveness of small group events in go-to-market strategies.
(31:55) One thing revenue leaders believe to be true that Guy thinks is bull$***
(49:07) One thing that is working for Guy in go-to-market right now.

Guest Speaker Links (Guy Yalif):
LinkedIn: https://www.linkedin.com/in/gyalif

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/SalesHacker
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/


Resource we Recommend:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-126-reverse-engineering-founder-journey-twitter-ads-650m-webflow-acquisition-guy-yalif/ GTMnow by GTMfund Buzzsprout-16296493 Tue, 17 Dec 2024 12:00:00 -0800 3208 1 126 full false GTM 125: From Flip-Flops to a $500M Exit as CRO, Secrets to Scaling with Martin Roth GTM 125: From Flip-Flops to a $500M Exit as CRO, Secrets to Scaling with Martin Roth Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Currently, he's the founder of MartinRoth.com, specializing in helping startups scale from $1M to $10M in ARR. Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 

Discussed in this Episode:

  • Martin's journey from selling flip-flops to leading a $500M exit
  • The challenges and lessons learned in scaling Levelset from $1M to $25M+ ARR
  • Insights on building effective sales playbooks and team structures
  • The importance of in-person customer interactions in today's digital world
  • Debunking myths about cold outreach and micromanagement in sales


Highlights:
(08:58) Building the first SaaS product and transitioning to recurring revenue.
(14:58) The evolution of Levelset's sales motion and pricing strategy.
(29:06) The importance of sales playbooks and codifying the sales process.
(35:30) Optimal team structures for SMB sales organizations.
(52:25) Why in-person sales environments are crucial for early-career development.
(53:46) Debunking the myth that cold outreach is dead.
(57:57) The effectiveness of in-person field events and road shows.
(52:25) One thing revenue leaders believe to be true that Martin thinks is bull$***(57:57) One thing that is working for Martin in go-to-market right now

Guest Speaker Links (Martin Roth):
LinkedIn: https://www.linkedin.com/in/martinrothsaas/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/SalesHacker
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Resource we Recommend:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Currently, he's the founder of MartinRoth.com, specializing in helping startups scale from $1M to $10M in ARR. Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 

Discussed in this Episode:

  • Martin's journey from selling flip-flops to leading a $500M exit
  • The challenges and lessons learned in scaling Levelset from $1M to $25M+ ARR
  • Insights on building effective sales playbooks and team structures
  • The importance of in-person customer interactions in today's digital world
  • Debunking myths about cold outreach and micromanagement in sales


Highlights:
(08:58) Building the first SaaS product and transitioning to recurring revenue.
(14:58) The evolution of Levelset's sales motion and pricing strategy.
(29:06) The importance of sales playbooks and codifying the sales process.
(35:30) Optimal team structures for SMB sales organizations.
(52:25) Why in-person sales environments are crucial for early-career development.
(53:46) Debunking the myth that cold outreach is dead.
(57:57) The effectiveness of in-person field events and road shows.
(52:25) One thing revenue leaders believe to be true that Martin thinks is bull$***(57:57) One thing that is working for Martin in go-to-market right now

Guest Speaker Links (Martin Roth):
LinkedIn: https://www.linkedin.com/in/martinrothsaas/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: https://gtmnow.com/tag/newsletter/

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/SalesHacker
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Resource we Recommend:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-125-flip-flops-to-500m-exit-secrets-to-scaling-martin-roth GTMnow by GTMfund Buzzsprout-16255658 Tue, 10 Dec 2024 03:00:00 -0800 3769 1 125 full false GTM 124: The State of Sales with Mark Kosoglow GTM 124: The State of Sales with Mark Kosoglow Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund.

Discussed in this Episode:

  • The fallacy of "what got you here won't get you there" in revenue leadership.
  • The current state of sales technology and its impact on buyer engagement.
  • The vision for Operator and how it aims to revolutionize the sales process.
  • The importance of personalization and relevance in sales outreach.
  • Strategies for breaking through the noise and attracting buyers into conversations.


Highlights:
(1:35) Mark's journey from Outreach to founding Operator.
(4:33) Challenging the notion of constantly changing leadership in growing companies.
(10:00) The problem with current sales automation and AI strategies.
(20:25) The concept of "the great ignore" in sales messaging.
(24:11) How Operator aims to change the day-to-day activities of salespeople.
(37:47) The importance of creativity, connection, and focus in sales.
(45:48) One thing revenue leaders believe to be true that Mark thinks is bull$***.
(47:48) One thing that is working for Mark in go-to-market right now.

Guest Speaker Links (Mark Kosoglow)
LinkedIn: https://www.linkedin.com/in/mkosoglow/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both."  - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund.

Discussed in this Episode:

  • The fallacy of "what got you here won't get you there" in revenue leadership.
  • The current state of sales technology and its impact on buyer engagement.
  • The vision for Operator and how it aims to revolutionize the sales process.
  • The importance of personalization and relevance in sales outreach.
  • Strategies for breaking through the noise and attracting buyers into conversations.


Highlights:
(1:35) Mark's journey from Outreach to founding Operator.
(4:33) Challenging the notion of constantly changing leadership in growing companies.
(10:00) The problem with current sales automation and AI strategies.
(20:25) The concept of "the great ignore" in sales messaging.
(24:11) How Operator aims to change the day-to-day activities of salespeople.
(37:47) The importance of creativity, connection, and focus in sales.
(45:48) One thing revenue leaders believe to be true that Mark thinks is bull$***.
(47:48) One thing that is working for Mark in go-to-market right now.

Guest Speaker Links (Mark Kosoglow)
LinkedIn: https://www.linkedin.com/in/mkosoglow/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both."  - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-124-state-of-sales-mark-kosoglow/ GTMnow by GTMfund Buzzsprout-16212625 Tue, 03 Dec 2024 01:00:00 -0800 3214 1 124 full false GTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim Peretti GTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim Peretti Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results. Kim's extensive background also includes leadership positions in Customer Success at renowned technology companies such as Adobe, Qlik, and Symantec. Her career reflects a strong commitment to driving customer impact and achieving business results.

Discussed in this Episode:

  • The importance of building a customer-first culture from day one
  • Strategies for aligning sales, marketing, and customer success teams
  • The role of data in understanding and driving customer health
  • How to implement an effective voice of the customer program
  • The misconception that customer success managers alone can solve churn
  • The impact of shared compensation goals on cross-functional collaboration


Highlights:
(1:56) Kim's journey through top tech companies and the power of networking.
(5:39) The importance of customer experience from the first marketing touch.
(8:38) Shifting focus from new logos to customer retention and expansion.
(15:10) Implementing shared compensation goals across teams.
(20:37) Building a voice of the customer program.
(35:17) The role of partnerships in customer success.
(40:37) Using data to understand what makes customers healthy.
(45:58) One thing revenue leaders believe to be true that Kim thinks is bull$***.
(47:58) One thing that is working for Kim in go-to-market right now.

Guest Speaker Links (Kim Peretti):
LinkedIn: https://www.linkedin.com/in/kim-peretti-2b719730/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: www.gtmnow.com/tag/newsletter/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both."  - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results. Kim's extensive background also includes leadership positions in Customer Success at renowned technology companies such as Adobe, Qlik, and Symantec. Her career reflects a strong commitment to driving customer impact and achieving business results.

Discussed in this Episode:

  • The importance of building a customer-first culture from day one
  • Strategies for aligning sales, marketing, and customer success teams
  • The role of data in understanding and driving customer health
  • How to implement an effective voice of the customer program
  • The misconception that customer success managers alone can solve churn
  • The impact of shared compensation goals on cross-functional collaboration


Highlights:
(1:56) Kim's journey through top tech companies and the power of networking.
(5:39) The importance of customer experience from the first marketing touch.
(8:38) Shifting focus from new logos to customer retention and expansion.
(15:10) Implementing shared compensation goals across teams.
(20:37) Building a voice of the customer program.
(35:17) The role of partnerships in customer success.
(40:37) Using data to understand what makes customers healthy.
(45:58) One thing revenue leaders believe to be true that Kim thinks is bull$***.
(47:58) One thing that is working for Kim in go-to-market right now.

Guest Speaker Links (Kim Peretti):
LinkedIn: https://www.linkedin.com/in/kim-peretti-2b719730/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: www.gtmnow.com/tag/newsletter/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both."  - Scott Barker

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-123-customer-experience-business-growth-customer-first-culture-kim-peretti/ GTMnow by GTMfund Buzzsprout-16179373 Tue, 26 Nov 2024 05:00:00 -0800 3387 1 123 full false GTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil Hernandez GTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil Hernandez Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and Private Equity operating environments as well as driving many transformational initiatives. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey. 

Discussed in this Episode:

  • The importance of cross-functional alignment in go-to-market strategies
  • Balancing strategic planning with day-to-day sales execution
  • Tactics for breaking down silos between marketing, sales, and customer success
  • The myth of work-life balance and finding personal equilibrium
  • Strategies for incentivizing sales teams and driving desired behaviors
  • The danger of seeking "silver bullet" solutions in sales leadership

Highlights:
(2:49) Phil's journey from Coca-Cola delivery driver to sales leader.
(9:41) Challenges in aligning different go-to-market functions.
(14:12) Time-blocking strategies for sales leaders.
(20:26) How TaskUs increased opportunity conversion 4x through better lead engagement.
(24:20) Designing effective sales compensation plans.
(32:33) The importance of focusing on micro-wins rather than silver bullets.
(35:09) Phil's framework for evaluating go-to-market success: People, Process, Platforms, and Performance.
(38:05) One thing revenue leaders believe to be true that Phil thinks is bull$***.
(39:36) One thing that is working for Phil in go-to-market right now.

Guest Speaker Links (Phil Hernandez):
LinkedIn: https://www.linkedin.com/in/hernandezphillip/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack” - with Apollo I believe you can accomplish both." -Scott Barker


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and Private Equity operating environments as well as driving many transformational initiatives. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey. 

Discussed in this Episode:

  • The importance of cross-functional alignment in go-to-market strategies
  • Balancing strategic planning with day-to-day sales execution
  • Tactics for breaking down silos between marketing, sales, and customer success
  • The myth of work-life balance and finding personal equilibrium
  • Strategies for incentivizing sales teams and driving desired behaviors
  • The danger of seeking "silver bullet" solutions in sales leadership

Highlights:
(2:49) Phil's journey from Coca-Cola delivery driver to sales leader.
(9:41) Challenges in aligning different go-to-market functions.
(14:12) Time-blocking strategies for sales leaders.
(20:26) How TaskUs increased opportunity conversion 4x through better lead engagement.
(24:20) Designing effective sales compensation plans.
(32:33) The importance of focusing on micro-wins rather than silver bullets.
(35:09) Phil's framework for evaluating go-to-market success: People, Process, Platforms, and Performance.
(38:05) One thing revenue leaders believe to be true that Phil thinks is bull$***.
(39:36) One thing that is working for Phil in go-to-market right now.

Guest Speaker Links (Phil Hernandez):
LinkedIn: https://www.linkedin.com/in/hernandezphillip/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Product Recommendation: Apollo
"The revenue tech stack is messy right now. 

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack” - with Apollo I believe you can accomplish both." -Scott Barker


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-122-the-4-ps-of-sales-success-people-process-platforms-performance-with-phil-hernandez/ GTMnow by GTMfund Buzzsprout-16136024 Tue, 19 Nov 2024 12:00:00 -0800 2633 1 122 full false GTM 121: Listening to Your Customers Without Obeying with Crunchbase's CRO Neal Patel GTM 121: Listening to Your Customers Without Obeying with Crunchbase's CRO Neal Patel Nealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. As the leader of Crunchbase's go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Under his leadership, Crunchbase has more than 4X'd its unique users, increased its annual recurring revenue by over 75x, and secured partnerships with large brands like S&P, LinkedIn, Meta, Oracle, NASDAQ, Amazon, and Snowflake. Neal is also an active board member, advisor, and investor in several high-growth startups.

Discussed in this Episode:

  • The importance of listening to customers without blindly obeying their requests
  • How Crunchbase adapted to the rise of ChatGPT and generative AI
  • The value of conducting ongoing customer tours to inform product development and strategy
  • Insights on career growth and taking risks in professional development
  • The future of sales management in the age of AI and rev tech platforms

Highlights:
(03:45) The concept of "listening to customers without obeying"
(09:12) Crunchbase's response to the release of ChatGPT
(13:58) Developing predictive signals using Crunchbase's proprietary data
(19:32) Career advice: The importance of curiosity and authenticity
(22:15) Taking risks and daring to be "stupid" in your career
(25:37) The ongoing need for human sales managers in the age of AI
(30:42) Why traditional sales playbooks may become obsolete
(34:21) Institutionalizing customer tours as a core business practice
(37:55) One thing revenue leaders believe to be true that Neal thinks is bull$***
(39:47) One thing that is working for Neal in go-to-market right now

Guest Speaker Links (Neal Patel):
LinkedIn: https://www.linkedin.com/in/nealeshpatel/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Apollo. The revenue tech stack is messy right now. All the leaders that I’m talking to are reevaluating their stacks from the ground up. Do we really need ten different solutions? If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of our list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page - you can check it out at: https://www.apollo.io/gtm 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Nealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. As the leader of Crunchbase's go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Under his leadership, Crunchbase has more than 4X'd its unique users, increased its annual recurring revenue by over 75x, and secured partnerships with large brands like S&P, LinkedIn, Meta, Oracle, NASDAQ, Amazon, and Snowflake. Neal is also an active board member, advisor, and investor in several high-growth startups.

Discussed in this Episode:

  • The importance of listening to customers without blindly obeying their requests
  • How Crunchbase adapted to the rise of ChatGPT and generative AI
  • The value of conducting ongoing customer tours to inform product development and strategy
  • Insights on career growth and taking risks in professional development
  • The future of sales management in the age of AI and rev tech platforms

Highlights:
(03:45) The concept of "listening to customers without obeying"
(09:12) Crunchbase's response to the release of ChatGPT
(13:58) Developing predictive signals using Crunchbase's proprietary data
(19:32) Career advice: The importance of curiosity and authenticity
(22:15) Taking risks and daring to be "stupid" in your career
(25:37) The ongoing need for human sales managers in the age of AI
(30:42) Why traditional sales playbooks may become obsolete
(34:21) Institutionalizing customer tours as a core business practice
(37:55) One thing revenue leaders believe to be true that Neal thinks is bull$***
(39:47) One thing that is working for Neal in go-to-market right now

Guest Speaker Links (Neal Patel):
LinkedIn: https://www.linkedin.com/in/nealeshpatel/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Apollo. The revenue tech stack is messy right now. All the leaders that I’m talking to are reevaluating their stacks from the ground up. Do we really need ten different solutions? If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of our list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page - you can check it out at: https://www.apollo.io/gtm 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-121-listening-to-customers-without-obeying-crunchbase-neal-patel/ GTMnow by GTMfund Buzzsprout-16089606 Tue, 12 Nov 2024 02:00:00 -0800 3215 1 121 full false GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance. Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. Pete also authored Founding Sales, a startup sales handbook, and established Modern Sales, the nation’s largest community for sales operations, leadership, and enablement. Modern Sales is an invite-only community with over 30,000 members from 10,000+ sales organizations focused on peer education in sales operations and management.

Discussed in this Episode:

  • The impact of zero interest rate policy on sales performance and buyer behavior
  • The importance of accountability and performance management in sales
  • The role of AI in sales and potential risks of over-automation
  • Strategies for effective sales management in the current economic climate
  • The value of "back to basics" approaches in sales, including pipeline generation


Highlights:
(5:59) Analyzing the drivers behind decreased sales performance in software companies.
(11:03) The evolution of sales management roles and responsibilities.
(17:58) The importance of accountability in sales management.
(22:32) Potential risks of AI automation in sales skills development.
(26:45) The need for rigorous performance management across all levels of sales.
(34:35) Implementing "PG Tuesday" as an effective pipeline generation strategy.
(31:55) One thing revenue leaders believe to be true that Peter thinks is bull$***.
(34:26) One thing that is working for Peter in go-to-market right now.

Guest Speaker Links (Peter Kazanjy):
LinkedIn: https://www.linkedin.com/in/kazanjy/

Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance. Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. Pete also authored Founding Sales, a startup sales handbook, and established Modern Sales, the nation’s largest community for sales operations, leadership, and enablement. Modern Sales is an invite-only community with over 30,000 members from 10,000+ sales organizations focused on peer education in sales operations and management.

Discussed in this Episode:

  • The impact of zero interest rate policy on sales performance and buyer behavior
  • The importance of accountability and performance management in sales
  • The role of AI in sales and potential risks of over-automation
  • Strategies for effective sales management in the current economic climate
  • The value of "back to basics" approaches in sales, including pipeline generation


Highlights:
(5:59) Analyzing the drivers behind decreased sales performance in software companies.
(11:03) The evolution of sales management roles and responsibilities.
(17:58) The importance of accountability in sales management.
(22:32) Potential risks of AI automation in sales skills development.
(26:45) The need for rigorous performance management across all levels of sales.
(34:35) Implementing "PG Tuesday" as an effective pipeline generation strategy.
(31:55) One thing revenue leaders believe to be true that Peter thinks is bull$***.
(34:26) One thing that is working for Peter in go-to-market right now.

Guest Speaker Links (Peter Kazanjy):
LinkedIn: https://www.linkedin.com/in/kazanjy/

Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-120-avoid-ai-sales-skills-atrophy-peter-kazanjy/ GTMnow by GTMfund Buzzsprout-16050721 Tue, 05 Nov 2024 01:00:00 -0800 3072 1 120 full false GTM 119: Design Products Backwards From GTM: Lessons from Scaling to $1B+ with David Knight GTM 119: Design Products Backwards From GTM: Lessons from Scaling to $1B+ with David Knight David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.

Discussed in this Episode:

  • The power of AI simulations in providing experiential learning for sales reps.
  • Designing products backwards from the go-to-market motion.
  • Strategies for aligning product and sales teams to drive revenue growth.
  • Rethinking ramp time: it's about at-bats, not arbitrary time periods.
  • Shifting perspective from the sales funnel to the buyer's journey.
  • The future of AI in sales training and enablement.

Highlights:
(02:24) Simulating human-to-human interactions with AI avatars.
(07:44) Creating a fun, engaging environment for sales training.
(13:26) Designing products from the go-to-market motion backwards.
(19:32) Helping sales leaders win deals as a product leader.
(27:08) Listening for pain points, not feature requests, from customers.
(31:07) Completely changing the go-to-market motion at Proofpoint.
(37:43) Aligning motivations between product and sales teams.
(38:43) Rethinking the sales funnel as a buyer's journey.
(41:50) Building customized simulations for qualified prospects.
(34:55) One thing revenue leaders believe to be true that David thinks is bull$***.
(41:50) One thing that is working for David in go-to-market right now.

Guest Speaker Links (David Knight):
LinkedIn: https://www.linkedin.com/in/davidrknight/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.

Discussed in this Episode:

  • The power of AI simulations in providing experiential learning for sales reps.
  • Designing products backwards from the go-to-market motion.
  • Strategies for aligning product and sales teams to drive revenue growth.
  • Rethinking ramp time: it's about at-bats, not arbitrary time periods.
  • Shifting perspective from the sales funnel to the buyer's journey.
  • The future of AI in sales training and enablement.

Highlights:
(02:24) Simulating human-to-human interactions with AI avatars.
(07:44) Creating a fun, engaging environment for sales training.
(13:26) Designing products from the go-to-market motion backwards.
(19:32) Helping sales leaders win deals as a product leader.
(27:08) Listening for pain points, not feature requests, from customers.
(31:07) Completely changing the go-to-market motion at Proofpoint.
(37:43) Aligning motivations between product and sales teams.
(38:43) Rethinking the sales funnel as a buyer's journey.
(41:50) Building customized simulations for qualified prospects.
(34:55) One thing revenue leaders believe to be true that David thinks is bull$***.
(41:50) One thing that is working for David in go-to-market right now.

Guest Speaker Links (David Knight):
LinkedIn: https://www.linkedin.com/in/davidrknight/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-119-lesson-from-scaling-products-to-1b-david-knight/ GTMnow by GTMfund Buzzsprout-16007556 Tue, 29 Oct 2024 01:00:00 -0700 3066 1 119 full false GTM 118: 5 Must-Try PLG Tactics to Accelerate Growth with Kyle Poyar GTM 118: 5 Must-Try PLG Tactics to Accelerate Growth with Kyle Poyar Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach.

Discussed in this Episode:

  • Why PLG is becoming inevitable, especially with the rise of AI in software
  • Creative ways companies can build out their PLG motion
  • How social proof and PLG are merging to influence buying decisions
  • Advice for early-stage founders looking to set up a PLG motion
  • The realities of working in venture capital and how to break into the industry


Highlights:
(4:22) The evolution of PLG from an investment risk to a critical strategy.
(9:10) Will the vast majority of software companies have a PLG motion in the future?
(18:56) Using product data for marketing purposes.
(21:17) Offering an affordable entry-level package to land and expand.
(23:44) The increasing importance of social proof in PLG.
(31:41) Advice for early-stage founders setting up a PLG motion.
(37:43) Kyle's journey from consulting to VC and advice for breaking into venture.
(44:43) One thing revenue leaders believe to be true that Kyle thinks is bull$***(47:59) One thing that is working for Kyle in go-to-market right now.

Guest Speaker Links (Kyle Poyar):
LinkedIn: https://www.linkedin.com/in/kyle-poyar/
Newsletter: https://www.growthunhinged.com/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach.

Discussed in this Episode:

  • Why PLG is becoming inevitable, especially with the rise of AI in software
  • Creative ways companies can build out their PLG motion
  • How social proof and PLG are merging to influence buying decisions
  • Advice for early-stage founders looking to set up a PLG motion
  • The realities of working in venture capital and how to break into the industry


Highlights:
(4:22) The evolution of PLG from an investment risk to a critical strategy.
(9:10) Will the vast majority of software companies have a PLG motion in the future?
(18:56) Using product data for marketing purposes.
(21:17) Offering an affordable entry-level package to land and expand.
(23:44) The increasing importance of social proof in PLG.
(31:41) Advice for early-stage founders setting up a PLG motion.
(37:43) Kyle's journey from consulting to VC and advice for breaking into venture.
(44:43) One thing revenue leaders believe to be true that Kyle thinks is bull$***(47:59) One thing that is working for Kyle in go-to-market right now.

Guest Speaker Links (Kyle Poyar):
LinkedIn: https://www.linkedin.com/in/kyle-poyar/
Newsletter: https://www.growthunhinged.com/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-118-5-must-try-plg-tactics-to-accelerate-growth-kyle-poyar/ GTMnow by GTMfund Buzzsprout-15970144 Tue, 22 Oct 2024 08:00:00 -0700 3301 1 118 full false GTM 117: From 0 to Acquisition in 3.5 Years Through Community-Led Growth with Cliff Simon GTM 117: From 0 to Acquisition in 3.5 Years Through Community-Led Growth with Cliff Simon Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. With almost two decades of broad technology experience, he has anchored GTM teams in SaaS & Service industries including consulting, network & communications, software, e-commerce, and supply chain. Having worked in both Fortune 20 and High-Growth Startups, Cliff prefers the fast pace and the ability to deliver significant impact that comes with working in the startup space. Cliff is a recipient of the 2024 Modern Sales Leader award from HubSpot and a 2024Top 50 CRO to Watch by Pavilion. 

Discussed in this Episode:

  • The power of community-led growth in driving customer acquisition and revenue.
  • Lessons learned from growing and selling a bootstrapped services business.
  • Navigating the challenges of rapid growth, including hiring and managing cash flow.
  • The importance of RevOps and when to invest in a full-time RevOps hire.
  • Predictions for the future of go-to-market, including the rise of micro-businesses and AI.

Highlights:
(15:43) Driving growth through community involvement and providing value.
(22:58) Hiring challenges during rapid growth. 
(27:34) Identifying potential acquirers and navigating the acquisition process.
(33:00) Lessons learned from the acquisition and what Cliff would do differently.
(38:27) Predictions for the future of SaaS businesses and go-to-market.
(42:16) One thing revenue leaders believe to be true that Cliff thinks is bull$***.
(44:55) One thing that is working for Cliff in go-to-market right now.

Guest Speaker Links (Cliff Simon):
LinkedIn: https://www.linkedin.com/in/cliff-simon

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. With almost two decades of broad technology experience, he has anchored GTM teams in SaaS & Service industries including consulting, network & communications, software, e-commerce, and supply chain. Having worked in both Fortune 20 and High-Growth Startups, Cliff prefers the fast pace and the ability to deliver significant impact that comes with working in the startup space. Cliff is a recipient of the 2024 Modern Sales Leader award from HubSpot and a 2024Top 50 CRO to Watch by Pavilion. 

Discussed in this Episode:

  • The power of community-led growth in driving customer acquisition and revenue.
  • Lessons learned from growing and selling a bootstrapped services business.
  • Navigating the challenges of rapid growth, including hiring and managing cash flow.
  • The importance of RevOps and when to invest in a full-time RevOps hire.
  • Predictions for the future of go-to-market, including the rise of micro-businesses and AI.

Highlights:
(15:43) Driving growth through community involvement and providing value.
(22:58) Hiring challenges during rapid growth. 
(27:34) Identifying potential acquirers and navigating the acquisition process.
(33:00) Lessons learned from the acquisition and what Cliff would do differently.
(38:27) Predictions for the future of SaaS businesses and go-to-market.
(42:16) One thing revenue leaders believe to be true that Cliff thinks is bull$***.
(44:55) One thing that is working for Cliff in go-to-market right now.

Guest Speaker Links (Cliff Simon):
LinkedIn: https://www.linkedin.com/in/cliff-simon

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-117-from-0-to-acquisition-community-led-growth-acquisition-cliff-simon/ GTMnow by GTMfund Buzzsprout-15928428 Tue, 15 Oct 2024 02:00:00 -0700 3029 1 117 full false GTM 116: The Future of SEO and AI's Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz GTM 116: The Future of SEO and AI's Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. He has worked with major brands like Shutterstock, Gusto, WordPress, Quora, Mixpanel, and Zendesk to build and execute global SEO strategies that dramatically increase their visibility at scale. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company.

Discussed in this Episode:

  • The product-led SEO framework Eli used to drive SurveyMonkey from 0 to $100M+ in revenue.
  • Why the old model of churning out SEO content is dead and how AI is disrupting the space.
  • Eli's journey from getting rejected at top tech companies to becoming a thriving consultant.
  • The power of deeply understanding your target user and building products for their needs.
  • Actionable advice for making the transition from operator to successful consultant.

Highlights:
(4:14) Building SEO products tailored to the user intent, not just keywords.
(8:19) How Zapier unlocked massive growth with a product-led SEO approach
(17:15) Why AI content generation is not a silver bullet - it still requires a purposeful strategy.
(22:54) Examples of Eli's product-led SEO wins at SurveyMonkey, Tinder, and Coinbase.
(29:31) The biggest mistake people make with SEO is having a diminished understanding of what it can accomplish.
(41:28) Eli's best consulting gigs came from job interviews where he got rejected.
(44:33) To succeed as a consultant, develop a niche specialty and have customer success stories.
(52:23) One thing revenue leaders believe to be true that Eli thinks is bull$***.
(54:49) One thing that is working for Eli in go-to-market right now.

Guest Speaker Links (Eli Schwartz):
LinkedIn: https://www.linkedin.com/in/schwartze/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. He has worked with major brands like Shutterstock, Gusto, WordPress, Quora, Mixpanel, and Zendesk to build and execute global SEO strategies that dramatically increase their visibility at scale. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company.

Discussed in this Episode:

  • The product-led SEO framework Eli used to drive SurveyMonkey from 0 to $100M+ in revenue.
  • Why the old model of churning out SEO content is dead and how AI is disrupting the space.
  • Eli's journey from getting rejected at top tech companies to becoming a thriving consultant.
  • The power of deeply understanding your target user and building products for their needs.
  • Actionable advice for making the transition from operator to successful consultant.

Highlights:
(4:14) Building SEO products tailored to the user intent, not just keywords.
(8:19) How Zapier unlocked massive growth with a product-led SEO approach
(17:15) Why AI content generation is not a silver bullet - it still requires a purposeful strategy.
(22:54) Examples of Eli's product-led SEO wins at SurveyMonkey, Tinder, and Coinbase.
(29:31) The biggest mistake people make with SEO is having a diminished understanding of what it can accomplish.
(41:28) Eli's best consulting gigs came from job interviews where he got rejected.
(44:33) To succeed as a consultant, develop a niche specialty and have customer success stories.
(52:23) One thing revenue leaders believe to be true that Eli thinks is bull$***.
(54:49) One thing that is working for Eli in go-to-market right now.

Guest Speaker Links (Eli Schwartz):
LinkedIn: https://www.linkedin.com/in/schwartze/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-116-future-seo-ai-impact-product-led-framework-eli-schwartz/ GTMnow by GTMfund Buzzsprout-15890007 Tue, 08 Oct 2024 08:00:00 -0700 3598 1 116 full false GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe A transformational leader who specializes in data driven GTM, Allison Metcalfe has had a non-traditional path to the C Suite - starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.

Discussed in this Episode:

  • Allison's non-traditional journey from customer success to CRO.
  • The importance of building a strong post-sales function early on.
  • Balancing product-led growth with an enterprise sales motion.
  • The qualities that make an effective modern CRO.
  • Leveraging customer stories as a powerful growth lever.
  • Lessons learned from LiveRamp's explosive growth and acquisition by Acxiom.


Highlights:
(2:13) Choosing companies based on people and gut instinct.
(7:40) The transition from purely product-led growth to supporting an enterprise sales motion.
(11:52) The risk of neglecting your core customers during growth.
(16:31) Operationalizing the transition from self-service to enterprise.
(23:55) Lessons learned from LiveRamp's acquisition by Acxiom.
(28:14) Overcoming the desire to be liked as a leader.
(35:25) Beyoncé's "Sasha Fierce" persona as a leadership tool.
(39:16) The role and skills required of a modern CRO.
(45:18) The importance of separating new logo sales from account management.
(48:29) The power of word-of-mouth and focusing on customer outcomes.

Guest Speaker Links (Allison Metcalfe):
LinkedIn: https://www.linkedin.com/in/allisonmetcalfe/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> A transformational leader who specializes in data driven GTM, Allison Metcalfe has had a non-traditional path to the C Suite - starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.

Discussed in this Episode:

  • Allison's non-traditional journey from customer success to CRO.
  • The importance of building a strong post-sales function early on.
  • Balancing product-led growth with an enterprise sales motion.
  • The qualities that make an effective modern CRO.
  • Leveraging customer stories as a powerful growth lever.
  • Lessons learned from LiveRamp's explosive growth and acquisition by Acxiom.


Highlights:
(2:13) Choosing companies based on people and gut instinct.
(7:40) The transition from purely product-led growth to supporting an enterprise sales motion.
(11:52) The risk of neglecting your core customers during growth.
(16:31) Operationalizing the transition from self-service to enterprise.
(23:55) Lessons learned from LiveRamp's acquisition by Acxiom.
(28:14) Overcoming the desire to be liked as a leader.
(35:25) Beyoncé's "Sasha Fierce" persona as a leadership tool.
(39:16) The role and skills required of a modern CRO.
(45:18) The importance of separating new logo sales from account management.
(48:29) The power of word-of-mouth and focusing on customer outcomes.

Guest Speaker Links (Allison Metcalfe):
LinkedIn: https://www.linkedin.com/in/allisonmetcalfe/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? This free and ungated report has you covered. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-115-lessons-from-cs-to-cro-customer-stories-growth-lever-allison-metcalfe/ GTMnow by GTMfund Buzzsprout-15843998 Tue, 01 Oct 2024 02:00:00 -0700 3216 1 115 full false GTM 114: Audience-First GTM, Fueling Startup Growth via LinkedIn with Adam Robinson GTM 114: Audience-First GTM, Fueling Startup Growth via LinkedIn with Adam Robinson Adam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma.

Discussed in this Episode:

  • Building demand and an audience before creating a product, rather than the traditional approach of building a product first. 
  • The power of a founder's personal brand and thought leadership to drive growth, especially in the early stages.
  • The shifting landscape of B2B marketing and sales, and why every SaaS founder will need to build an audience via organic social media to succeed.
  • Persevering through major challenges and low points as a founder, and how these moments can lead to breakthroughs.


Highlights:
(1:09) The experience of people feeling like they know you from your content.
(2:27) Shifting from searching for demand to building demand, then building a product to match.
(5:25) Why LinkedIn content creation is an efficient growth engine for startups.
(13:29) Factors that led to Adam's LinkedIn content resonating and driving massive growth.
(20:56) Swapping value with other founders by cross-pollinating audiences.
(22:25) Feeling like content creation is work, not play, and how to build the habit.
(30:33) The story of Adam's entire codebase being deleted right before an acquisition.
(32:32) Hitting rock bottom with a failed product launch and discovering the next opportunity.
(53:36) One thing revenue leaders believe to be true that Adam thinks is bull$***.
(56:17) One thing that is working for Adam in go-to-market right now.

Guest Speaker Links (Adam Robinson):
LinkedIn: https://www.linkedin.com/in/retentionadam

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Experience Questionnaire Automation with a self-guided product tour, no sign-up required, at vanta.com/gtmnow.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Adam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma.

Discussed in this Episode:

  • Building demand and an audience before creating a product, rather than the traditional approach of building a product first. 
  • The power of a founder's personal brand and thought leadership to drive growth, especially in the early stages.
  • The shifting landscape of B2B marketing and sales, and why every SaaS founder will need to build an audience via organic social media to succeed.
  • Persevering through major challenges and low points as a founder, and how these moments can lead to breakthroughs.


Highlights:
(1:09) The experience of people feeling like they know you from your content.
(2:27) Shifting from searching for demand to building demand, then building a product to match.
(5:25) Why LinkedIn content creation is an efficient growth engine for startups.
(13:29) Factors that led to Adam's LinkedIn content resonating and driving massive growth.
(20:56) Swapping value with other founders by cross-pollinating audiences.
(22:25) Feeling like content creation is work, not play, and how to build the habit.
(30:33) The story of Adam's entire codebase being deleted right before an acquisition.
(32:32) Hitting rock bottom with a failed product launch and discovering the next opportunity.
(53:36) One thing revenue leaders believe to be true that Adam thinks is bull$***.
(56:17) One thing that is working for Adam in go-to-market right now.

Guest Speaker Links (Adam Robinson):
LinkedIn: https://www.linkedin.com/in/retentionadam

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Experience Questionnaire Automation with a self-guided product tour, no sign-up required, at vanta.com/gtmnow.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-114-audience-first-gtm-linkedin-growth-adam-robinson/ GTMnow by GTMfund Buzzsprout-15804614 Tue, 24 Sep 2024 11:00:00 -0700 3600 1 114 full false GTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max Altschuler GTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max Altschuler Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. 

Discussed in this Episode:

  • The current state of sales and marketing tech, with too much automation leading to spam and prospects tuning out messages.
  • The Great Ignore, the place we have reached where buyers are ignoring 90% of sales activity.
  • How basic contact and account data has become commoditized and no longer provides a competitive advantage. 
  • The launch of Operator, its manifesto and mission.
  • The founding story and team behind Operator, including Mark and Max's history of working together.
  • Operator's unique approach to using AI for finding interesting insights to enable relevant, targeted outreach.
  • Incubating a company within GTMfund.

Highlights:
(4:00) Mark's background at Outreach and the early days of sales automation.
(6:41) The problem with relying solely on basic contact and account data for outreach.
(8:41) How Operator uses AI to find unique insights for personalizing outreach
(14:01) The vision for Operator: going from 20 sales touches to book a meeting back down to 2. 
(27:58) The founding story of Operator and how the team came together.
(32:47) Comparing Operator's approach to other sales tech tools and their shortcomings.
(38:00) The dangers of AI-powered spam and the need for more targeted, relevant outreach.

Guest Speaker Links (Mark Kosoglow):
LinkedIn: https://www.linkedin.com/in/mkosoglow/

Host Speaker Links (Max Altschuler):
LinkedIn: www.linkedin.com/in/maxaltschuler/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. 

Discussed in this Episode:

  • The current state of sales and marketing tech, with too much automation leading to spam and prospects tuning out messages.
  • The Great Ignore, the place we have reached where buyers are ignoring 90% of sales activity.
  • How basic contact and account data has become commoditized and no longer provides a competitive advantage. 
  • The launch of Operator, its manifesto and mission.
  • The founding story and team behind Operator, including Mark and Max's history of working together.
  • Operator's unique approach to using AI for finding interesting insights to enable relevant, targeted outreach.
  • Incubating a company within GTMfund.

Highlights:
(4:00) Mark's background at Outreach and the early days of sales automation.
(6:41) The problem with relying solely on basic contact and account data for outreach.
(8:41) How Operator uses AI to find unique insights for personalizing outreach
(14:01) The vision for Operator: going from 20 sales touches to book a meeting back down to 2. 
(27:58) The founding story of Operator and how the team came together.
(32:47) Comparing Operator's approach to other sales tech tools and their shortcomings.
(38:00) The dangers of AI-powered spam and the need for more targeted, relevant outreach.

Guest Speaker Links (Mark Kosoglow):
LinkedIn: https://www.linkedin.com/in/mkosoglow/

Host Speaker Links (Max Altschuler):
LinkedIn: www.linkedin.com/in/maxaltschuler/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Attention. Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-113-operator-solving-the-great-ignore-gtmfund-incubating-mark-kosoglow/ GTMnow by GTMfund Buzzsprout-15777551 Thu, 19 Sep 2024 02:00:00 -0700 2329 1 113 full true GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.

Discussed in this Episode:

  • The current state of MarTech and RevTech, and why we're headed for a "great contraction" after years of expansion.
  • The future of CRMs and what a next-gen system should look like to unify data and provide more out-of-the-box functionality.
  • Advice for founders and leaders on being selective with tools, focusing on a few things done well, and the importance of treating people with respect.
  • Austin's journey building Clarify and his perspectives on brand, culture, and community.

Highlights:
(5:46) Why the MarTech and RevTech space is a "mess" right now.
(13:05) Fundamental building blocks for an effective GTM tech stack.
(21:15) The problem with how most companies are assembling their RevTech stack today.
(36:45) The future of CRMs as systems of action, not just systems of record.
(44:48) The most impactful lesson from Austin's career on how to treat people when they leave your company.
(52:25) One thing revenue leaders believe to be true that Austin thinks is bull$***.
(59:18) One thing that is working for Austin in go-to-market right now.

Guest Speaker Links (Austin Hay):
LinkedIn: https://www.linkedin.com/in/austinahay/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Experience Questionnaire Automation with a self-guided product tour, no sign-up required, at vanta.com/gtmnow.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.

Discussed in this Episode:

  • The current state of MarTech and RevTech, and why we're headed for a "great contraction" after years of expansion.
  • The future of CRMs and what a next-gen system should look like to unify data and provide more out-of-the-box functionality.
  • Advice for founders and leaders on being selective with tools, focusing on a few things done well, and the importance of treating people with respect.
  • Austin's journey building Clarify and his perspectives on brand, culture, and community.

Highlights:
(5:46) Why the MarTech and RevTech space is a "mess" right now.
(13:05) Fundamental building blocks for an effective GTM tech stack.
(21:15) The problem with how most companies are assembling their RevTech stack today.
(36:45) The future of CRMs as systems of action, not just systems of record.
(44:48) The most impactful lesson from Austin's career on how to treat people when they leave your company.
(52:25) One thing revenue leaders believe to be true that Austin thinks is bull$***.
(59:18) One thing that is working for Austin in go-to-market right now.

Guest Speaker Links (Austin Hay):
LinkedIn: https://www.linkedin.com/in/austinahay/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Experience Questionnaire Automation with a self-guided product tour, no sign-up required, at vanta.com/gtmnow.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-112-ultimate-martech-guide-great-contraction-austin-hay/ GTMnow by GTMfund Buzzsprout-15769145 Tue, 17 Sep 2024 11:00:00 -0700 4330 1 112 full false GTM 111: Behind the Scenes on Apollo.io's PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman GTM 111: Behind the Scenes on Apollo.io's PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman Leandra Fishman is the Chief Revenue Officer at Apollo.io, a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Intercom, which during her tenure ranked No. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue. Previously, as the SVP of Sales and Success for SendGrid, she led the company through a successful IPO and helped double its market cap in its first year as a public company. As an executive consultant, she has executed projects ranging from developing sales and marketing strategies for startups to creating business plans and serving in an advisory role for venture capitalist firms and board members. 

Discussed in this Episode:

  • Apollo's product-led growth (PLG) model and how it enables a great customer experience.
  • Balancing self-serve and sales-assisted motions to drive growth across segments.
  • The role of AI in enhancing sales productivity rather than replacing salespeople.
  • Advice for salespeople on redefining success and being kind to yourself.
  • Leandra's unconventional journey to becoming a CRO and lessons learned along the way.

Highlights:
(10:25) The power of Apollo's PLG model in driving growth.
(13:13) Balancing self-serve and sales-assisted motions.
(18:01) How larger deals can come through with minimal sales interaction in a PLG model.
(23:47) The future of AI in sales as an enhancement rather than replacement.
(29:46) Leandra's journey from starting in sales to becoming a CRO.
(44:15) One thing revenue leaders believe to be true that Leandra thinks is bull$***.(49:30) One thing that is working for Leandra in go-to-market right now.

Guest Speaker Links (Leandra Fishman):
LinkedIn: www.linkedin.com/in/leandra-fishman/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Leandra Fishman is the Chief Revenue Officer at Apollo.io, a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Intercom, which during her tenure ranked No. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue. Previously, as the SVP of Sales and Success for SendGrid, she led the company through a successful IPO and helped double its market cap in its first year as a public company. As an executive consultant, she has executed projects ranging from developing sales and marketing strategies for startups to creating business plans and serving in an advisory role for venture capitalist firms and board members. 

Discussed in this Episode:

  • Apollo's product-led growth (PLG) model and how it enables a great customer experience.
  • Balancing self-serve and sales-assisted motions to drive growth across segments.
  • The role of AI in enhancing sales productivity rather than replacing salespeople.
  • Advice for salespeople on redefining success and being kind to yourself.
  • Leandra's unconventional journey to becoming a CRO and lessons learned along the way.

Highlights:
(10:25) The power of Apollo's PLG model in driving growth.
(13:13) Balancing self-serve and sales-assisted motions.
(18:01) How larger deals can come through with minimal sales interaction in a PLG model.
(23:47) The future of AI in sales as an enhancement rather than replacement.
(29:46) Leandra's journey from starting in sales to becoming a CRO.
(44:15) One thing revenue leaders believe to be true that Leandra thinks is bull$***.(49:30) One thing that is working for Leandra in go-to-market right now.

Guest Speaker Links (Leandra Fishman):
LinkedIn: www.linkedin.com/in/leandra-fishman/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-111-behind-the-scenes-apollo-plg-ai-sales-success-leandra-fishman/ GTMnow by GTMfund Buzzsprout-15726071 Tue, 10 Sep 2024 02:00:00 -0700 3189 1 111 full false GTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis Lyandres GTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis Lyandres Dennis Lyandres is currently an Advisor at Iconiq. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho.

Discussed in this Episode:

  • Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization.
  • Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product.
  • The importance of hiring for potential and experience with scale over domain expertise.
  • Personal growth lessons on reframing your relationship with drive and ambition.


Highlights:
(13:23) Applying Price's Law to identify and maximize top talent.
(18:13) Overcoming HR pushback on programs for top performers.
(28:35) Rallying the whole organization around key customer accounts.
(32:02) Go-to-market strategies for vertical SaaS: going hyperlocal and focusing on multi-product.
(55:15) One thing revenue leaders believe to be true that Dennis thinks is bull$***.

Guest Speaker Links & Referenced Resource (Dennis Lyandres):
LinkedIn: https://www.linkedin.com/in/dlyandres
ICONIQ Report: Sales Leadership, A Hiring Blueprint

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Visit vanta.com/gtmnow to learn more.
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dennis Lyandres is currently an Advisor at Iconiq. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho.

Discussed in this Episode:

  • Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization.
  • Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product.
  • The importance of hiring for potential and experience with scale over domain expertise.
  • Personal growth lessons on reframing your relationship with drive and ambition.


Highlights:
(13:23) Applying Price's Law to identify and maximize top talent.
(18:13) Overcoming HR pushback on programs for top performers.
(28:35) Rallying the whole organization around key customer accounts.
(32:02) Go-to-market strategies for vertical SaaS: going hyperlocal and focusing on multi-product.
(55:15) One thing revenue leaders believe to be true that Dennis thinks is bull$***.

Guest Speaker Links & Referenced Resource (Dennis Lyandres):
LinkedIn: https://www.linkedin.com/in/dlyandres
ICONIQ Report: Sales Leadership, A Hiring Blueprint

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/

Sponsors:

  • Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.
  • Brought to you by Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Visit vanta.com/gtmnow to learn more.
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-110-vertical-saas-secrets-unlocking-growth-prices-law-dennis-lyandres/ GTMnow by GTMfund Buzzsprout-15685276 Tue, 03 Sep 2024 02:00:00 -0700 3856 1 110 full false GTM 109: Behind the Scenes on Building Braze and Incubating 2 Companies with Mark Ghermezian GTM 109: Behind the Scenes on Building Braze and Incubating 2 Companies with Mark Ghermezian Mark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experience in founding, building, and investing in early-stage SaaS startups.

Discussed in this Episode:

  • Learnings from growing Braze .
  • The behind the scenes on incubating two companies. 
  • How to identify and hire problem solvers who can execute independently.
  • The value of delegating effectively to scale and empower your team.
  • Navigating the challenges of raising funding and finding product-market fit.
  • Building a strong internal BDR team versus outsourcing sales efforts.
  • The role of conviction and intuition in entrepreneurship and investing.

Highlights:
(7:10) The domino effect of luck, timing, and key decisions in Braze's success.
(21:55) Mark reflects on the humbling experience of taking Braze public and the role of his team.
(28:30) Advice for founders on structuring their cap table and choosing the right investors.
(36:41) Raising Gynger's Series A and how it differed from Braze's early fundraising.
(45:09) A pivotal moment in Mark's leadership journey and learning to delegate effectively.
(49:04) One thing revenue leaders believe to be true that Mark thinks is bull$***.
(51:44) One thing that is working for Mark in go-to-market right now.

Guest Speaker Links (Mark Ghermezian):
LinkedIn: www.linkedin.com/in/markgher/
m]x[v Capital: www.mxv.vc/
Gynger: www.gynger.io/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experience in founding, building, and investing in early-stage SaaS startups.

Discussed in this Episode:

  • Learnings from growing Braze .
  • The behind the scenes on incubating two companies. 
  • How to identify and hire problem solvers who can execute independently.
  • The value of delegating effectively to scale and empower your team.
  • Navigating the challenges of raising funding and finding product-market fit.
  • Building a strong internal BDR team versus outsourcing sales efforts.
  • The role of conviction and intuition in entrepreneurship and investing.

Highlights:
(7:10) The domino effect of luck, timing, and key decisions in Braze's success.
(21:55) Mark reflects on the humbling experience of taking Braze public and the role of his team.
(28:30) Advice for founders on structuring their cap table and choosing the right investors.
(36:41) Raising Gynger's Series A and how it differed from Braze's early fundraising.
(45:09) A pivotal moment in Mark's leadership journey and learning to delegate effectively.
(49:04) One thing revenue leaders believe to be true that Mark thinks is bull$***.
(51:44) One thing that is working for Mark in go-to-market right now.

Guest Speaker Links (Mark Ghermezian):
LinkedIn: www.linkedin.com/in/markgher/
m]x[v Capital: www.mxv.vc/
Gynger: www.gynger.io/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-109-building-braze-from-zero-to-ipo-mark-ghermezian/ GTMnow by GTMfund Buzzsprout-15646864 Tue, 27 Aug 2024 02:00:00 -0700 3311 1 109 full false GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin As Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior leadership positions at SAP and Oracle, driving incredible results across the board. Matt started his career as a Certified Public Accountant for Price Waterhouse and Kraft Foods.

Discussed in this Episode:

  • The importance of avoiding blind spots in the sales process and aligning the sales process with the customer's business pains and processes.
  • Lessons learned from closing a multi-million dollar deal early in his career, including the value of attention to detail and building strong customer relationships.
  • The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.

Highlights:
(14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems.
(18:44) The story of driving to a customer's child's soccer game to close a multi-million dollar deal.
(26:01) The biggest surprise when transitioning from an individual contributor to a leader.
(41:06) The importance of aligning sales teams to the right motions.
(44:16) One thing revenue leaders believe to be true that Matt thinks is bull$***.
(45:23) One thing that is working for Matt in go-to-market right now.

Guest Speaker (Matt Breslin):
LinkedIn: https://www.linkedin.com/in/matt-breslin-09a4354/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by Vanta. Your deal is almost closed, and all that’s left is the security review. But when it comes to those lengthy security questionnaires, the endless back and forths can often cause deals to stall out, leaving your deal at risk and dollars on the table. With Vanta Questionnaire Automation, GTM teams can complete security reviews up to 5X faster. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Register for an upcoming webinar with live Q&A here. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> As Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior leadership positions at SAP and Oracle, driving incredible results across the board. Matt started his career as a Certified Public Accountant for Price Waterhouse and Kraft Foods.

Discussed in this Episode:

  • The importance of avoiding blind spots in the sales process and aligning the sales process with the customer's business pains and processes.
  • Lessons learned from closing a multi-million dollar deal early in his career, including the value of attention to detail and building strong customer relationships.
  • The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.

Highlights:
(14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems.
(18:44) The story of driving to a customer's child's soccer game to close a multi-million dollar deal.
(26:01) The biggest surprise when transitioning from an individual contributor to a leader.
(41:06) The importance of aligning sales teams to the right motions.
(44:16) One thing revenue leaders believe to be true that Matt thinks is bull$***.
(45:23) One thing that is working for Matt in go-to-market right now.

Guest Speaker (Matt Breslin):
LinkedIn: https://www.linkedin.com/in/matt-breslin-09a4354/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by Vanta. Your deal is almost closed, and all that’s left is the security review. But when it comes to those lengthy security questionnaires, the endless back and forths can often cause deals to stall out, leaving your deal at risk and dollars on the table. With Vanta Questionnaire Automation, GTM teams can complete security reviews up to 5X faster. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Register for an upcoming webinar with live Q&A here. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-108-from-cpa-to-cro-lessons-from-software-sales-career-with-matt-breslin/ GTMnow by GTMfund Buzzsprout-15609016 Tue, 20 Aug 2024 02:00:00 -0700 3125 1 108 full false GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company's remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. Her leadership also left an indelible mark on Qumulo, a data storage startup, and Artefact, with its spinoff—10,000ft—acquired by Smartsheet in 2019. Gil Miner’s 20+ years of marketing experience span prominent names like American Express, Digitas, and Weber Shandwick.

Discussed in this Episode:

  • Leveraging AI and ChatGPT for creative, high-volume ad testing and optimization.
  • The importance of post-sale marketing and customer lifecycle management.
  • Applying B2C marketing strategies to enhance B2B customer engagement and retention.
  • Emerging B2B marketing trends, including SMS as a core communication channel.
  • Building authentic influence through community, word-of-mouth, and organic channels.
  • The declining relevance of traditional PR and analyst relations in the face of digital influence.

Highlights:
(13:45) Using ChatGPT to generate and test 300+ ads, breaking demo request records.
(20:25) The untapped potential of post-sale marketing and customer lifecycle in B2B.
(25:30) SMS predicted to become a key B2B engagement channel.
(29:56) Iterable's marketing team now has a dedicated expansion pipeline goal.
(33:39) One thing revenue leaders believe to be true that Adriana thinks is bull$***.(36:47) One thing that is working for Adriana in go-to-market right now.

Guest Speaker Links (Adriana Gil Miner):
LinkedIn: https://www.linkedin.com/in/agilminer/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company's remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. Her leadership also left an indelible mark on Qumulo, a data storage startup, and Artefact, with its spinoff—10,000ft—acquired by Smartsheet in 2019. Gil Miner’s 20+ years of marketing experience span prominent names like American Express, Digitas, and Weber Shandwick.

Discussed in this Episode:

  • Leveraging AI and ChatGPT for creative, high-volume ad testing and optimization.
  • The importance of post-sale marketing and customer lifecycle management.
  • Applying B2C marketing strategies to enhance B2B customer engagement and retention.
  • Emerging B2B marketing trends, including SMS as a core communication channel.
  • Building authentic influence through community, word-of-mouth, and organic channels.
  • The declining relevance of traditional PR and analyst relations in the face of digital influence.

Highlights:
(13:45) Using ChatGPT to generate and test 300+ ads, breaking demo request records.
(20:25) The untapped potential of post-sale marketing and customer lifecycle in B2B.
(25:30) SMS predicted to become a key B2B engagement channel.
(29:56) Iterable's marketing team now has a dedicated expansion pipeline goal.
(33:39) One thing revenue leaders believe to be true that Adriana thinks is bull$***.(36:47) One thing that is working for Adriana in go-to-market right now.

Guest Speaker Links (Adriana Gil Miner):
LinkedIn: https://www.linkedin.com/in/agilminer/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-107-fueling-growth-with-ai-powered-marketing-adriana-gil-miner/ GTMnow by GTMfund Buzzsprout-15574737 Tue, 13 Aug 2024 02:00:00 -0700 2677 1 107 full false GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO.

Discussed in this Episode:

  • The key differences between product-led growth (PLG) and product-led sales (PLS).
  • When and why companies should consider transitioning from PLG to PLS.
  • The challenges of combining distinct sales teams during an acquisition.
  • How to effectively enable sales reps during a product expansion.
  • The importance of understanding your ideal customer profile (ICP) for successful PLS.
  • Strategies for moving upmarket, such as implementing paid pilots.
  • Creating career paths and incentives for sales reps in different segments.

Highlights:
(9:50) Andrew's definition of product-led growth and how it differs from product-led sales.
(12:16) The triggers for considering a transition from a PLG to a PLS approach.
(25:00) The challenges faced when combining SendGrid and Twilio's sales teams post-acquisition.
(32:49) How Twilio's unique "estimated ARR" commission structure impacted sales behavior.
(35:55) Using SendGrid as a "trojan horse" to expand Twilio's presence in customer accounts.
(42:00) One thing revenue leaders believe to be true that Andrew thinks is bull$***
(47:09) One thing that is working for Andrew in go-to-market right now.

Guest Speaker Links (Andrew Johnston):
LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO.

Discussed in this Episode:

  • The key differences between product-led growth (PLG) and product-led sales (PLS).
  • When and why companies should consider transitioning from PLG to PLS.
  • The challenges of combining distinct sales teams during an acquisition.
  • How to effectively enable sales reps during a product expansion.
  • The importance of understanding your ideal customer profile (ICP) for successful PLS.
  • Strategies for moving upmarket, such as implementing paid pilots.
  • Creating career paths and incentives for sales reps in different segments.

Highlights:
(9:50) Andrew's definition of product-led growth and how it differs from product-led sales.
(12:16) The triggers for considering a transition from a PLG to a PLS approach.
(25:00) The challenges faced when combining SendGrid and Twilio's sales teams post-acquisition.
(32:49) How Twilio's unique "estimated ARR" commission structure impacted sales behavior.
(35:55) Using SendGrid as a "trojan horse" to expand Twilio's presence in customer accounts.
(42:00) One thing revenue leaders believe to be true that Andrew thinks is bull$***
(47:09) One thing that is working for Andrew in go-to-market right now.

Guest Speaker Links (Andrew Johnston):
LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. 
  • Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-106-mastering-the-transition-from-plg-to-pls-andrew-johnston/ GTMnow by GTMfund Buzzsprout-15534862 Tue, 06 Aug 2024 06:00:00 -0700 3087 1 106 full false GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond Sam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. After his operating roles, Sam joined Founders Fund as an investing partner before leaving to co-found a new startup.

Discussed in this Episode:

  • Why investing early in sales ops and rev ops is critical for scaling revenue.
  • How to generate demand through creative campaigns and a "concentric circles" approach.
  • The risks of scaling sales teams too quickly based on flawed hiring models.
  • What VCs look for in a compelling founder pitch, beyond just business metrics.
  • Why focusing on generating pipeline is often better than optimizing conversions.
  • How to leverage customer marketing and "raving fans" as an early acquisition channel.


Highlights:
[5:00] – Sam's incredible track record scaling Brex and Zenefits from $1M to $100M+ ARR.
[13:58] – Outlining the most creative and successful demand gen campaigns run at Brex.
[20:17] – The importance of sustaining a culture of creativity in marketing as you scale.
[33:35] – Mistakes made at Zenefits: investing in rev ops too late, deprioritizing customer experience, hiring too fast.
[43:45] – What VCs look for in founders when metrics alone aren't enough to get the deal done.
[52:15] – One thing revenue leaders believe to be true that Sam thinks is bull$***
[60:21] – One thing that is working for Sam in go-to-market right now.

Guest Speaker Links (Sam Blond):
LinkedIn: https://www.linkedin.com/in/sam-blond-791026b/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. After his operating roles, Sam joined Founders Fund as an investing partner before leaving to co-found a new startup.

Discussed in this Episode:

  • Why investing early in sales ops and rev ops is critical for scaling revenue.
  • How to generate demand through creative campaigns and a "concentric circles" approach.
  • The risks of scaling sales teams too quickly based on flawed hiring models.
  • What VCs look for in a compelling founder pitch, beyond just business metrics.
  • Why focusing on generating pipeline is often better than optimizing conversions.
  • How to leverage customer marketing and "raving fans" as an early acquisition channel.


Highlights:
[5:00] – Sam's incredible track record scaling Brex and Zenefits from $1M to $100M+ ARR.
[13:58] – Outlining the most creative and successful demand gen campaigns run at Brex.
[20:17] – The importance of sustaining a culture of creativity in marketing as you scale.
[33:35] – Mistakes made at Zenefits: investing in rev ops too late, deprioritizing customer experience, hiring too fast.
[43:45] – What VCs look for in founders when metrics alone aren't enough to get the deal done.
[52:15] – One thing revenue leaders believe to be true that Sam thinks is bull$***
[60:21] – One thing that is working for Sam in go-to-market right now.

Guest Speaker Links (Sam Blond):
LinkedIn: https://www.linkedin.com/in/sam-blond-791026b/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/scaling-to-100m-arr-with-creative-demand-gen-sam-blond/ GTMnow by GTMfund Buzzsprout-15498301 Tue, 30 Jul 2024 03:00:00 -0700 4156 1 105 full false GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi Ralph Barsi is the VP of Sales at Kahua, a leading construction management platform. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. While at ServiceNow, he built and led a team of 230 people across the globe, during thecompany’s growth from from $1 billion to over $4 billion in revenue. Prior to ServiceNow, Ralph was the VP of Field Operations at Achievers (acquired by Blackhawk Network) and the Manager of Sales Development at InsideView (acquired by DemandBase). Ralph serves as an advisor to go-to-market leaders at Aircover, Scale Venture Partners, TopHap, and others. He is also a growth stage investor with the GTMfund. Barsi dedicates much of his time serving others. In addition to his work at Kahua, Ralphmentors and advises a host of SaaS leaders and leadership programs.

Discussed in this Episode:

  • The importance of implementing systems and processes in sales and life.
  • How frameworks like SCQA (Situation, Challenge, Question, Answer) and PAR (Problem, Action, Result) can improve communication.
  • Strategies for delivering difficult messages, such as during a reorganization or reduction in force.
  • The value of staying in touch with former colleagues and playing the long game in relationships.
  • Tactics for maintaining a robust contact database and regularly checking in with people.
  • How to motivate and guide reps who are facing a challenging selling environment.
  • The significance of chronicling your work and keeping a record of your achievements.

Highlights:
(8:28) Introduction of the quote "Every system is perfectly designed to get the results it gets" by Edwards Deming.
(14:33) Discussion on using frameworks to communicate effectively with a large or small audience.
(24:27) Ralph's journey from Compliance360 to Kahua and the importance of maintaining long-term relationships.
(31:55) The system Ralph uses to stay in touch with his extensive network of contacts.
(35:41) Strategies for shifting focus and moving forward when facing challenges or setbacks.
(41:45) One thing revenue leaders believe to be true that Ralph thinks is bull$***(48:15) One thing that is working for Ralph in go-to-market right now.

Guest Speaker Links (Ralph Barsi):
LinkedIn: https://www.linkedin.com/in/ralphbarsi

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ralph Barsi is the VP of Sales at Kahua, a leading construction management platform. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. While at ServiceNow, he built and led a team of 230 people across the globe, during thecompany’s growth from from $1 billion to over $4 billion in revenue. Prior to ServiceNow, Ralph was the VP of Field Operations at Achievers (acquired by Blackhawk Network) and the Manager of Sales Development at InsideView (acquired by DemandBase). Ralph serves as an advisor to go-to-market leaders at Aircover, Scale Venture Partners, TopHap, and others. He is also a growth stage investor with the GTMfund. Barsi dedicates much of his time serving others. In addition to his work at Kahua, Ralphmentors and advises a host of SaaS leaders and leadership programs.

Discussed in this Episode:

  • The importance of implementing systems and processes in sales and life.
  • How frameworks like SCQA (Situation, Challenge, Question, Answer) and PAR (Problem, Action, Result) can improve communication.
  • Strategies for delivering difficult messages, such as during a reorganization or reduction in force.
  • The value of staying in touch with former colleagues and playing the long game in relationships.
  • Tactics for maintaining a robust contact database and regularly checking in with people.
  • How to motivate and guide reps who are facing a challenging selling environment.
  • The significance of chronicling your work and keeping a record of your achievements.

Highlights:
(8:28) Introduction of the quote "Every system is perfectly designed to get the results it gets" by Edwards Deming.
(14:33) Discussion on using frameworks to communicate effectively with a large or small audience.
(24:27) Ralph's journey from Compliance360 to Kahua and the importance of maintaining long-term relationships.
(31:55) The system Ralph uses to stay in touch with his extensive network of contacts.
(35:41) Strategies for shifting focus and moving forward when facing challenges or setbacks.
(41:45) One thing revenue leaders believe to be true that Ralph thinks is bull$***(48:15) One thing that is working for Ralph in go-to-market right now.

Guest Speaker Links (Ralph Barsi):
LinkedIn: https://www.linkedin.com/in/ralphbarsi

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-104-winning-systems-and-relationships-in-sales-leadership-ralph-barsi/ GTMnow by GTMfund Buzzsprout-15459463 Tue, 23 Jul 2024 03:00:00 -0700 3133 1 104 full false GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne Annelise Osborne is Chief Business Officer at Kadena, a Layer 1, POW blockchain where she is focused on upgrading finance. Annelise has 20 years of experience in traditional finance and seven years in digital assets. She is a thought leader, board advisor, university lecturer and author. Her book, From Hoodies to Suits: Innovating Digital Assets in Traditional Finance, hit shelves in June. Annelise holds an MBA from Columbia Business School and a BA in Economics from The College of William and Mary.

Discussed in this Episode:

  • The impact of cryptocurrency market fluctuations on the adoption of blockchain technology.
  • How digital assets and blockchain are upgrading finance and why it matters for businesses.
  • The changing demographics and demands of Millennial and Gen Z investors.
  • The potential for blockchain to revolutionize the future of work and compensation.
  • Advice for transitioning from traditional finance or software to a career in Web3.
  • The importance of community building and learning from others in the blockchain space.

Highlights:
[3:47] – Annelise explains the relationship between blockchain technology and cryptocurrencies.
[11:10] – The archaic nature of traditional finance and the need for modernization.
[18:01] – How companies can generate revenue and find opportunities in the Web3 space.
[26:02] – The main themes of her book "From Hoodies to Suits." 
[31:49] – The potential for blockchain to democratize access to venture investing.[41:49] – How millennials invest differently and the future of fractionalized investments. 
[44:11] – Blockchain's ability to trace data and enable real-time performance-based compensation. 
[51:17] – One thing revenue leaders believe to be true that Annelise thinks is bull$***
[52:27] – One thing that is working for Annelise in go-to-market right now.

Guest Speaker Links (Annelise Osborne):
LinkedIn: https://www.linkedin.com/in/annelise-osborne-7611176/
Book: From Hoodies to Suits: Innovating Digital Assets in Traditional Finance

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Annelise Osborne is Chief Business Officer at Kadena, a Layer 1, POW blockchain where she is focused on upgrading finance. Annelise has 20 years of experience in traditional finance and seven years in digital assets. She is a thought leader, board advisor, university lecturer and author. Her book, From Hoodies to Suits: Innovating Digital Assets in Traditional Finance, hit shelves in June. Annelise holds an MBA from Columbia Business School and a BA in Economics from The College of William and Mary.

Discussed in this Episode:

  • The impact of cryptocurrency market fluctuations on the adoption of blockchain technology.
  • How digital assets and blockchain are upgrading finance and why it matters for businesses.
  • The changing demographics and demands of Millennial and Gen Z investors.
  • The potential for blockchain to revolutionize the future of work and compensation.
  • Advice for transitioning from traditional finance or software to a career in Web3.
  • The importance of community building and learning from others in the blockchain space.

Highlights:
[3:47] – Annelise explains the relationship between blockchain technology and cryptocurrencies.
[11:10] – The archaic nature of traditional finance and the need for modernization.
[18:01] – How companies can generate revenue and find opportunities in the Web3 space.
[26:02] – The main themes of her book "From Hoodies to Suits." 
[31:49] – The potential for blockchain to democratize access to venture investing.[41:49] – How millennials invest differently and the future of fractionalized investments. 
[44:11] – Blockchain's ability to trace data and enable real-time performance-based compensation. 
[51:17] – One thing revenue leaders believe to be true that Annelise thinks is bull$***
[52:27] – One thing that is working for Annelise in go-to-market right now.

Guest Speaker Links (Annelise Osborne):
LinkedIn: https://www.linkedin.com/in/annelise-osborne-7611176/
Book: From Hoodies to Suits: Innovating Digital Assets in Traditional Finance

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-103-blockchains-impact-on-finance-and-investing-annelise-osborne/ GTMnow by GTMfund Buzzsprout-15423161 Tue, 16 Jul 2024 08:00:00 -0700 3459 1 103 full false GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. CHEQ is David’s 5th startup. Directly before CHEQ, David was in a leadership capacity at Hitachi Vantara, in the deep-enterprise Big Data / AI space. Prior to that he's built teams at Foursquare, Yext, Angi and Splash.

Discussed in this Episode:

  • The importance of trust in building effective go-to-market strategies.
  • Navigating the transition from startups to large enterprises in sales roles.
  • Strategies for hiring and developing sales talent with non-traditional backgrounds.
  • The value of long-term relationships and "compound interest" in professional growth.
  • Balancing internal and external relationships in large organizations.
  • The resurgence of old-school, in-person tactics in modern sales approaches.
  • Addressing challenges of invalid traffic and bots in digital marketing.


Highlights:
[13:35] – Insights on managing generational differences and career development in sales teams.
[22:05] – David's experience transitioning from startups to a $90 billion organization.
[25:50] – The story of a successful SDR who rapidly progressed to closing multi-million dollar deals.
[37:49] – One thing revenue leaders believe to be true that David thinks is bull$***[40:04] – One thing that is working for David in go-to-market right now

Guest Speaker Links (David Greenberger):
LinkedIn: https://www.linkedin.com/in/davidgreenberger/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. CHEQ is David’s 5th startup. Directly before CHEQ, David was in a leadership capacity at Hitachi Vantara, in the deep-enterprise Big Data / AI space. Prior to that he's built teams at Foursquare, Yext, Angi and Splash.

Discussed in this Episode:

  • The importance of trust in building effective go-to-market strategies.
  • Navigating the transition from startups to large enterprises in sales roles.
  • Strategies for hiring and developing sales talent with non-traditional backgrounds.
  • The value of long-term relationships and "compound interest" in professional growth.
  • Balancing internal and external relationships in large organizations.
  • The resurgence of old-school, in-person tactics in modern sales approaches.
  • Addressing challenges of invalid traffic and bots in digital marketing.


Highlights:
[13:35] – Insights on managing generational differences and career development in sales teams.
[22:05] – David's experience transitioning from startups to a $90 billion organization.
[25:50] – The story of a successful SDR who rapidly progressed to closing multi-million dollar deals.
[37:49] – One thing revenue leaders believe to be true that David thinks is bull$***[40:04] – One thing that is working for David in go-to-market right now

Guest Speaker Links (David Greenberger):
LinkedIn: https://www.linkedin.com/in/davidgreenberger/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-102-building-trust-old-school-tactics-scaling-sales-david-greenberger/ GTMnow by GTMfund Buzzsprout-15383479 Tue, 09 Jul 2024 04:00:00 -0700 3185 1 102 full false GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik Nick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns.

Discussed in this Episode:

  • The current state of the financing environment for startups.
  • Venture debt: what it is, how it works, and why it exists.
  • Advantages of venture debt for founders and when to consider it.
  • The importance of building long-term relationships in the venture capital world.
  • Nick's unconventional path into venture capital and lessons learned.
  • The value of getting "closer to the sun" when pursuing a career in VC.
  • Common misconceptions about the founder-investor relationship.

Highlights:
[12:26] – The current financing environment for startups.
[24:45] – Nick explains venture debt and its benefits for founders.
[39:30] – Nick shares his journey from credit derivatives to venture capital.
[47:22] – The importance of getting "closer to the sun" in pursuing a VC career.
[51:30] – Advice for founders approaching their first fundraise.
[59:41] – One thing revenue leaders believe to be true that Nick thinks is bull$***
[1:04:01] – One thing that is working for Nick in go-to-market right now.

Guest Speaker Links (Nick Dolik):
LinkedIn: https://www.linkedin.com/in/ndolik/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Nick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns.

Discussed in this Episode:

  • The current state of the financing environment for startups.
  • Venture debt: what it is, how it works, and why it exists.
  • Advantages of venture debt for founders and when to consider it.
  • The importance of building long-term relationships in the venture capital world.
  • Nick's unconventional path into venture capital and lessons learned.
  • The value of getting "closer to the sun" when pursuing a career in VC.
  • Common misconceptions about the founder-investor relationship.

Highlights:
[12:26] – The current financing environment for startups.
[24:45] – Nick explains venture debt and its benefits for founders.
[39:30] – Nick shares his journey from credit derivatives to venture capital.
[47:22] – The importance of getting "closer to the sun" in pursuing a VC career.
[51:30] – Advice for founders approaching their first fundraise.
[59:41] – One thing revenue leaders believe to be true that Nick thinks is bull$***
[1:04:01] – One thing that is working for Nick in go-to-market right now.

Guest Speaker Links (Nick Dolik):
LinkedIn: https://www.linkedin.com/in/ndolik/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-101-founders-guide-to-financing-environments-and-navigating-venture-debt-with-nick/ GTMnow by GTMfund Buzzsprout-15346667 Tue, 02 Jul 2024 05:00:00 -0700 4026 1 101 full false GTM 100: GTMnow, Building a Media Brand on Top of GTMfund GTM 100: GTMnow, Building a Media Brand on Top of GTMfund In this milestone 100th episode, Scott is joined by Sophie Buonassisi, VP of Marketing at GTMfund and GTMnow and a key architect behind the media brand's growth. Sophie leads media, marketing and community across the fund and the media company. 

Discussed in this Episode:

  • The evolution of GTMfund's media strategy to multi-channel brand.
  • Insights on building a profitable media company within a venture capital firm.
  • Key metrics and growth strategies for the GTMnow brand and assets.
  • Lessons learned from acquiring and rebranding a media property.
  • The power of community-driven content and in-person events.

Highlights:
2:45 - Reflecting on the podcast's journey.
6:05 - Importance of in-person events.
14:04 - Reacquiring Sales Hacker and rebranding it as GTMnow.
16:15 - Content and metrics behind the media brand.
23:48 - Failed experiments and learning experiences.
28:34 - Leveraging ecosystem for distribution.
34:01 - Importance of in-person feedback.
36:39 - Content creation process and tools behind the media brand. 
46:09 - Which episodes were the 10 podcast episodes!

Guest Speaker Links (Sophie Buonassisi):
LinkedIn: www.linkedin.com/in/sophiebuonassisi/
GTMnow Website: www.gtmnow.com/ 

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this milestone 100th episode, Scott is joined by Sophie Buonassisi, VP of Marketing at GTMfund and GTMnow and a key architect behind the media brand's growth. Sophie leads media, marketing and community across the fund and the media company. 

Discussed in this Episode:

  • The evolution of GTMfund's media strategy to multi-channel brand.
  • Insights on building a profitable media company within a venture capital firm.
  • Key metrics and growth strategies for the GTMnow brand and assets.
  • Lessons learned from acquiring and rebranding a media property.
  • The power of community-driven content and in-person events.

Highlights:
2:45 - Reflecting on the podcast's journey.
6:05 - Importance of in-person events.
14:04 - Reacquiring Sales Hacker and rebranding it as GTMnow.
16:15 - Content and metrics behind the media brand.
23:48 - Failed experiments and learning experiences.
28:34 - Leveraging ecosystem for distribution.
34:01 - Importance of in-person feedback.
36:39 - Content creation process and tools behind the media brand. 
46:09 - Which episodes were the 10 podcast episodes!

Guest Speaker Links (Sophie Buonassisi):
LinkedIn: www.linkedin.com/in/sophiebuonassisi/
GTMnow Website: www.gtmnow.com/ 

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-100-building-media-brand-on-top-of-gtmfund-sophie-buonassisi/ GTMnow by GTMfund Buzzsprout-15314355 Wed, 26 Jun 2024 08:00:00 -0700 4014 1 100 full false GTM 99: Mastering Customer Success in the AI New Age with Jon Dick GTM 99: Mastering Customer Success in the AI New Age with Jon Dick Jon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School.

Discussed in this Episode:

  • The rising importance of customer success in the age of AI and efficiency.
  • Balancing proactive and reactive strategies to serve 200,000+ customers.
  • The evolution of content marketing from "clicks to conversations".
  • Choosing people over product and finding passion in your work.
  • The power of generalists and the pitfalls of over-specialization in CS.
  • Go-to-market tactics that are working for HubSpot, from chatbots to intent data.

Highlights:
3:22 - John's experience with improv comedy and how it applies to business.
9:45 - Is an MBA still relevant for today's fast-changing market?
13:44 - The new age of customer success and rising importance of AI.
18:49 - Balancing proactive and reactive strategies to serve 200,000+ HubSpot customers.
24:25 - The shift from "clicks to conversations" in content marketing.
34:29 - The power of working with people you like and Jon's HBS reunion story.
42:09 - Structuring customer success teams for series B companies.
48:15 - One thing revenue leaders believe to be true that Jon thinks is bull$***: obsessing over lead volume instead of lead value.
50:49 - One thing that is working for Jon in go-to-market right now: leveraging chatbots and intent data to drive conversions.

Guest Speaker Links (Jon Dick):
LinkedIn: https://www.linkedin.com/in/jondick/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School.

Discussed in this Episode:

  • The rising importance of customer success in the age of AI and efficiency.
  • Balancing proactive and reactive strategies to serve 200,000+ customers.
  • The evolution of content marketing from "clicks to conversations".
  • Choosing people over product and finding passion in your work.
  • The power of generalists and the pitfalls of over-specialization in CS.
  • Go-to-market tactics that are working for HubSpot, from chatbots to intent data.

Highlights:
3:22 - John's experience with improv comedy and how it applies to business.
9:45 - Is an MBA still relevant for today's fast-changing market?
13:44 - The new age of customer success and rising importance of AI.
18:49 - Balancing proactive and reactive strategies to serve 200,000+ HubSpot customers.
24:25 - The shift from "clicks to conversations" in content marketing.
34:29 - The power of working with people you like and Jon's HBS reunion story.
42:09 - Structuring customer success teams for series B companies.
48:15 - One thing revenue leaders believe to be true that Jon thinks is bull$***: obsessing over lead volume instead of lead value.
50:49 - One thing that is working for Jon in go-to-market right now: leveraging chatbots and intent data to drive conversions.

Guest Speaker Links (Jon Dick):
LinkedIn: https://www.linkedin.com/in/jondick/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-99-mastering-customer-success-in-ai-new-age-jon-dick/ GTMnow by GTMfund Buzzsprout-15269713 Tue, 18 Jun 2024 07:00:00 -0700 3318 1 99 full false GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company's go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise business.

Discussed in this Episode:

  • The journey from individual contributor to CRO and the lessons learned along the way.
  • The impact of AI on GitHub's business and the future of software development.
  • Strategies for pricing new products and cross-selling within an existing customer base.
  • Insights on hiring, retention, and the power of promoting from within.


Highlights:
(9:13) Transitioning from IC to sales leadership and driving a forecast cadence.
(18:20) Navigating the acquisition of Semmle and lessons learned in M&A.
(25:58) Advice for startups on pricing strategy and identifying core buyer personas.
(30:58) The future of AI in business and the emergence of the Chief AI Officer role.
(42:08) One thing revenue leaders believe to be true that Elizabeth thinks is bull$***.
(44:07) One thing that is working for Elizabeth in go-to-market right now.

Guest Speaker Links (Elizabeth Pemmerl):
LinkedIn: https://www.linkedin.com/in/elizabeth-pemmerl-9172485/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company's go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise business.

Discussed in this Episode:

  • The journey from individual contributor to CRO and the lessons learned along the way.
  • The impact of AI on GitHub's business and the future of software development.
  • Strategies for pricing new products and cross-selling within an existing customer base.
  • Insights on hiring, retention, and the power of promoting from within.


Highlights:
(9:13) Transitioning from IC to sales leadership and driving a forecast cadence.
(18:20) Navigating the acquisition of Semmle and lessons learned in M&A.
(25:58) Advice for startups on pricing strategy and identifying core buyer personas.
(30:58) The future of AI in business and the emergence of the Chief AI Officer role.
(42:08) One thing revenue leaders believe to be true that Elizabeth thinks is bull$***.
(44:07) One thing that is working for Elizabeth in go-to-market right now.

Guest Speaker Links (Elizabeth Pemmerl):
LinkedIn: https://www.linkedin.com/in/elizabeth-pemmerl-9172485/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
  • Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-98-from-ic-to-cro-at-git-hub-building-high-performing-revenue-growth-engine-elizabeth-pemmerl/ GTMnow by GTMfund Buzzsprout-15220731 Tue, 11 Jun 2024 07:00:00 -0700 2990 1 98 full false GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks Robert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. Robert started his career at Charles Schwab but joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is now part of the founding team and VP of Revenue at Lambda ($1.5B valuation). Robert is an advisor to several top-tier VC firms and some of the most high-profile AI startups in Silicon Valley.

Discussed in this Episode:

  • The importance of deeply understanding your industry and product when selling AI.
  • How to train your sales team to sell to highly technical buyers and decision-makers.
  • Applying the concept of neural networks to enterprise sales processes.
  • Strategies for turning around challenging customer relationships, with a case study on closing SpaceX and growing it from 0 to 10M ARR.
  • The role of empathy, curiosity, and genuine care in successful sales and partnerships.
  • Tactics for scaling revenue in tough economic times, from personalized executive briefings to strategic event presence.


Highlights:
(10:27) Robert's background and early involvement in AI startups.
(15:09) Convincing technical founders to value go-to-market expertise.
(19:06) Applying the concept of neural networks to enterprise sales.
(25:25) The importance of comprehension and curiosity in sales hiring.
(27:55) Delivering a crucial hardware project for SpaceX.
(33:37) The role of genuine care in building trust with customers.
(39:56) Balancing product training and sales process training.
(44:39) One thing revenue leaders believe to be true that Robert thinks is bull$***.
(49:02) The benefits of full-stack account executives in early-stage startups.
(53:27) One thing that is working for Robert in go-to-market right now.

Guest Speaker Links (Robert Brooks):
LinkedIn: https://www.linkedin.com/in/boborado/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Robert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. Robert started his career at Charles Schwab but joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is now part of the founding team and VP of Revenue at Lambda ($1.5B valuation). Robert is an advisor to several top-tier VC firms and some of the most high-profile AI startups in Silicon Valley.

Discussed in this Episode:

  • The importance of deeply understanding your industry and product when selling AI.
  • How to train your sales team to sell to highly technical buyers and decision-makers.
  • Applying the concept of neural networks to enterprise sales processes.
  • Strategies for turning around challenging customer relationships, with a case study on closing SpaceX and growing it from 0 to 10M ARR.
  • The role of empathy, curiosity, and genuine care in successful sales and partnerships.
  • Tactics for scaling revenue in tough economic times, from personalized executive briefings to strategic event presence.


Highlights:
(10:27) Robert's background and early involvement in AI startups.
(15:09) Convincing technical founders to value go-to-market expertise.
(19:06) Applying the concept of neural networks to enterprise sales.
(25:25) The importance of comprehension and curiosity in sales hiring.
(27:55) Delivering a crucial hardware project for SpaceX.
(33:37) The role of genuine care in building trust with customers.
(39:56) Balancing product training and sales process training.
(44:39) One thing revenue leaders believe to be true that Robert thinks is bull$***.
(49:02) The benefits of full-stack account executives in early-stage startups.
(53:27) One thing that is working for Robert in go-to-market right now.

Guest Speaker Links (Robert Brooks):
LinkedIn: https://www.linkedin.com/in/boborado/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-97-the-neural-network-training-approach-to-enterprise-sales-process-robert-brooks/ GTMnow by GTMfund Buzzsprout-15188642 Tue, 04 Jun 2024 05:00:00 -0700 3570 1 97 full false GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where
she is responsible for differentiating the go to market platform, increasing brand
presence, and accelerating acquisition and conversion of potential customers.

Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at
HYCU, a series B, venture capital-backed data protection SaaS company. She now
continues at HYCU as an Advisor. Before HYCU, Kelly served as the Chief Marketing
Officer for the Digital Markets division of Gartner where she managed a portfolio of
brands - Capterra, GetApp, and Software Advice - to grow awareness and demand in
the market. In this role, Kelly and her marketing team drove 100% of the revenue
acquisition for the $300M+ organization. Prior to Gartner, Kelly led at Rackspace and AMD.

She holds an MBA from Harvard Business School and a Bachelor of Science in
Industrial Engineering from Texas A&M University. Kelly serves on the board of
Empowering Women as Leaders Austin, and she has spoken at various leadership
conferences. She is the author of the book Rising: How to Thrive as a
Corporate Executive while Staying True to Yourself, which launched in 2023. Kelly resides in Austin, Texas, with her husband and three children.

Discussed in this Episode:

  • The three pillars of a modern go-to-market strategy that every revenue leader should know.
  • How to create alignment and shared metrics between sales and marketing teams.
  • Establishing a cohesive customer journey from initial interest to closed-won and beyond.
  • Lessons learned from driving 100% of revenue acquisition at a $300M Gartner division.
  • Insights on brand building, customer-centric marketing, and the power of organic search.


Highlights:
03:50 - How Kelly's marketing team drove 100% of revenue at a $300M Gartner division.
13:20 - The three pillars of a modern go-to-market strategy.
18:41 - Pillar 1: How to make sales love you as a marketer.
30:15 - Pillar 2: Creating shared metrics for sales and marketing alignment.
40:30 - Pillar 3: Establishing one cohesive customer journey.
45:13 - Differences and similarities between B2C and B2B marketing.
50:46 - One thing revenue leaders believe to be true that Kelly thinks is bull$***.
54:32 - One thing that is working for Kelly in go-to-market right now.

Guest Speaker Links (Kelly Hopping):
LinkedIn: https://www.linkedin.com/in/kellyhopping/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where
she is responsible for differentiating the go to market platform, increasing brand
presence, and accelerating acquisition and conversion of potential customers.

Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at
HYCU, a series B, venture capital-backed data protection SaaS company. She now
continues at HYCU as an Advisor. Before HYCU, Kelly served as the Chief Marketing
Officer for the Digital Markets division of Gartner where she managed a portfolio of
brands - Capterra, GetApp, and Software Advice - to grow awareness and demand in
the market. In this role, Kelly and her marketing team drove 100% of the revenue
acquisition for the $300M+ organization. Prior to Gartner, Kelly led at Rackspace and AMD.

She holds an MBA from Harvard Business School and a Bachelor of Science in
Industrial Engineering from Texas A&M University. Kelly serves on the board of
Empowering Women as Leaders Austin, and she has spoken at various leadership
conferences. She is the author of the book Rising: How to Thrive as a
Corporate Executive while Staying True to Yourself, which launched in 2023. Kelly resides in Austin, Texas, with her husband and three children.

Discussed in this Episode:

  • The three pillars of a modern go-to-market strategy that every revenue leader should know.
  • How to create alignment and shared metrics between sales and marketing teams.
  • Establishing a cohesive customer journey from initial interest to closed-won and beyond.
  • Lessons learned from driving 100% of revenue acquisition at a $300M Gartner division.
  • Insights on brand building, customer-centric marketing, and the power of organic search.


Highlights:
03:50 - How Kelly's marketing team drove 100% of revenue at a $300M Gartner division.
13:20 - The three pillars of a modern go-to-market strategy.
18:41 - Pillar 1: How to make sales love you as a marketer.
30:15 - Pillar 2: Creating shared metrics for sales and marketing alignment.
40:30 - Pillar 3: Establishing one cohesive customer journey.
45:13 - Differences and similarities between B2C and B2B marketing.
50:46 - One thing revenue leaders believe to be true that Kelly thinks is bull$***.
54:32 - One thing that is working for Kelly in go-to-market right now.

Guest Speaker Links (Kelly Hopping):
LinkedIn: https://www.linkedin.com/in/kellyhopping/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-96-3-pillars-of-modern-gtm-strategy-kelly-hopping/ GTMfund Buzzsprout-15132926 Tue, 28 May 2024 05:00:00 -0700 3381 1 96 full false GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem.

Discussed in this Episode:

  • The benefits and challenges of going to market in a single platform ecosystem like HubSpot
  • How to gain traction and build relationships with key stakeholders in a crowded partner ecosystem
  • Strategies for leveraging content marketing to punch above your weight as a startup
  • The power of focus and persistence in achieving outsized results with limited resources
  • Lessons learned from navigating a high-stakes fundraising process amid market uncertainty
  • The future of the HubSpot ecosystem and where the biggest opportunities lie for emerging players

Highlights:
08:46 - Benefits and challenges of going to market in a single platform ecosystem.
12:01 - Strategies for gaining traction and building relationships in the HubSpot ecosystem.
16:32 - The role of agencies and solutions partners in Arrows' go-to-market approach.
21:09 - Leveraging content marketing to punch above your weight as a startup.
25:43 - The power of focus and persistence in achieving outsized results.
29:27 - One thing revenue leaders believe to be true that Daniel thinks is bull$***.
41:18 - One thing that is working for Daniel in go-to-market right now.
43:51 - The future of the HubSpot ecosystem and emerging opportunities.

Referenced:
The Happy Customer Festival on June 4, 2024.

Guest Speaker Links (Daniel Zarick):
LinkedIn: https://www.linkedin.com/in/danielzarick

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem.

Discussed in this Episode:

  • The benefits and challenges of going to market in a single platform ecosystem like HubSpot
  • How to gain traction and build relationships with key stakeholders in a crowded partner ecosystem
  • Strategies for leveraging content marketing to punch above your weight as a startup
  • The power of focus and persistence in achieving outsized results with limited resources
  • Lessons learned from navigating a high-stakes fundraising process amid market uncertainty
  • The future of the HubSpot ecosystem and where the biggest opportunities lie for emerging players

Highlights:
08:46 - Benefits and challenges of going to market in a single platform ecosystem.
12:01 - Strategies for gaining traction and building relationships in the HubSpot ecosystem.
16:32 - The role of agencies and solutions partners in Arrows' go-to-market approach.
21:09 - Leveraging content marketing to punch above your weight as a startup.
25:43 - The power of focus and persistence in achieving outsized results.
29:27 - One thing revenue leaders believe to be true that Daniel thinks is bull$***.
41:18 - One thing that is working for Daniel in go-to-market right now.
43:51 - The future of the HubSpot ecosystem and emerging opportunities.

Referenced:
The Happy Customer Festival on June 4, 2024.

Guest Speaker Links (Daniel Zarick):
LinkedIn: https://www.linkedin.com/in/danielzarick

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-95-going-to-market-in-hubspot-ecosystem-daniel-zarick/ GTMfund Buzzsprout-15109673 Tue, 21 May 2024 11:00:00 -0700 3264 1 95 full false GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public. She was the Head of Growth at Google Store and Global Head of Google B2B Websites. Holly also worked at Gucci, Deloitte Consulting. Kearny and the UN. In her spare time, Holly runs Ceiling Breakers, a group coaching program for underrepresented leaders. Holly lives in San Francisco and speaks Italian and Chinese fluently.

Discussed in this Episode:

  • Strategies for AI startups to differentiate, drive retention, and optimize pricing
  • The importance of strong branding and concrete use cases for AI market penetration
  • Evolving customer success models to maximize value in AI deployments
  • Transitioning from sales-led to product-led growth and key considerations
  • The rising role of influencer marketing in B2B and how to leverage it effectively

Highlights:
11:55 - Top 3 challenges facing AI startups today
14:33 - Differentiating in a crowded AI market
18:43 - Painting a concrete picture of AI use cases
21:42 - The importance of getting hyper-specific with AI applications
24:58 - Best practices for targeting personas and use cases
27:58 - Tackling the challenge of retention in AI startups
31:40 - Transitioning from B2C to B2B for better margins and retention
33:44 - The evolving role of customer success in AI companies
36:30 - Pricing strategies for AI: usage-based vs. seat-based
38:11 - Making pricing tangible by tying tokens to outcomes
43:54 - One thing revenue leaders believe to be true that Holly thinks is bull$***.
46:33 - One thing that is working for Holly in go-to-market right now.

Guest Speaker Links (Holly Chen):
LinkedIn: https://www.linkedin.com/in/holly/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public. She was the Head of Growth at Google Store and Global Head of Google B2B Websites. Holly also worked at Gucci, Deloitte Consulting. Kearny and the UN. In her spare time, Holly runs Ceiling Breakers, a group coaching program for underrepresented leaders. Holly lives in San Francisco and speaks Italian and Chinese fluently.

Discussed in this Episode:

  • Strategies for AI startups to differentiate, drive retention, and optimize pricing
  • The importance of strong branding and concrete use cases for AI market penetration
  • Evolving customer success models to maximize value in AI deployments
  • Transitioning from sales-led to product-led growth and key considerations
  • The rising role of influencer marketing in B2B and how to leverage it effectively

Highlights:
11:55 - Top 3 challenges facing AI startups today
14:33 - Differentiating in a crowded AI market
18:43 - Painting a concrete picture of AI use cases
21:42 - The importance of getting hyper-specific with AI applications
24:58 - Best practices for targeting personas and use cases
27:58 - Tackling the challenge of retention in AI startups
31:40 - Transitioning from B2C to B2B for better margins and retention
33:44 - The evolving role of customer success in AI companies
36:30 - Pricing strategies for AI: usage-based vs. seat-based
38:11 - Making pricing tangible by tying tokens to outcomes
43:54 - One thing revenue leaders believe to be true that Holly thinks is bull$***.
46:33 - One thing that is working for Holly in go-to-market right now.

Guest Speaker Links (Holly Chen):
LinkedIn: https://www.linkedin.com/in/holly/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-94-mastering-branding-pricing-customer-success-ai-startups-holly-chen/ GTMfund Buzzsprout-15063348 Tue, 14 May 2024 02:00:00 -0700 3109 1 94 full false GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks Description:

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exception being a slight deviation into the world of M&A investment banking). Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains - fishing, hiking and skiing.

Discussed in this Episode:

  • The emergence of the "generalist specialist" as a critical skill set in tech
  • Fostering a culture of experimentation and ownership across the org
  • Must-have metrics for a CEO dashboard that provides true business insights
  • Balancing the pursuit of perfection vs speed in a high-growth environment
  • Applying an investment banker's lens to GTM strategy and operations
  • Tactics for rapidly ramping in a new leadership role at an established company
  • Building strategic alignment and efficient communication across departments

Highlights:
7:32 - Setting yourself up for success in a new executive role.
12:10 - Navigating the current economic challenges facing tech companies.
17:21 - The concept of a "generalist specialist" and how to empower teams to think that way.
28:02 - Noah's experience working in investment banking and the lessons he learned.
35:14 - How Noah keeps his teams honest when looking at data, even when it doesn't tell the desired story.
44:16 - Must-haves in a CEO/executive roll-up dashboard.
50:27 - One thing revenue leaders believe to be true that Noah Marks thinks is bull$***.
52:13 - One thing that is working for Noah Marks in go-to-market right now.

Guest Speaker Links (Noah Marks):
LinkedIn: https://www.linkedin.com/in/noahmarks/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Description:

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exception being a slight deviation into the world of M&A investment banking). Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains - fishing, hiking and skiing.

Discussed in this Episode:

  • The emergence of the "generalist specialist" as a critical skill set in tech
  • Fostering a culture of experimentation and ownership across the org
  • Must-have metrics for a CEO dashboard that provides true business insights
  • Balancing the pursuit of perfection vs speed in a high-growth environment
  • Applying an investment banker's lens to GTM strategy and operations
  • Tactics for rapidly ramping in a new leadership role at an established company
  • Building strategic alignment and efficient communication across departments

Highlights:
7:32 - Setting yourself up for success in a new executive role.
12:10 - Navigating the current economic challenges facing tech companies.
17:21 - The concept of a "generalist specialist" and how to empower teams to think that way.
28:02 - Noah's experience working in investment banking and the lessons he learned.
35:14 - How Noah keeps his teams honest when looking at data, even when it doesn't tell the desired story.
44:16 - Must-haves in a CEO/executive roll-up dashboard.
50:27 - One thing revenue leaders believe to be true that Noah Marks thinks is bull$***.
52:13 - One thing that is working for Noah Marks in go-to-market right now.

Guest Speaker Links (Noah Marks):
LinkedIn: https://www.linkedin.com/in/noahmarks/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-93-mastering-generalist-specialist-role-noah-marks/ Buzzsprout-15021771 Tue, 07 May 2024 10:00:00 -0700 3203 1 93 full true GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin Description:
Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2's revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ:UPWK) where the business scaled to north of $600 million in annual revenue in 2022 while serving 50% of the Fortune 500. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales. Eric also serves as a limited partner at the GTMfund investor network as well as an advisory board member at Sales Assembly. He’s been recognized as one of the Industry's top "40 under 40" by Staffing Industry Analysts in both 2017 and 2018 and as a Top 100 Global Sales Leaders in 2020 by The Modern Sale. Based in Chicago, Eric has a Masters of Business Administration from Southern Methodist University’s Cox School of Business.

Discussed in this Episode:

  • Strategies for earning the right to sell to enterprise customers
  • How to align product, marketing and sales to deliver customer outcomes
  • The importance of focus and ruthless prioritization in scaling a business
  • Tactics for engaging C-level executives to cut through the noise
  • Lessons learned from losing big deals and how to increase win rates
  • Why being effective matters more than just being efficient in revenue orgs
  • How to develop business acumen in BDRs and SDRs to set them up for success

Highlights:
4:15 - Eric's lengthy tenures at CareerBuilder and Upwork.
6:31 - Upwork's challenge of the status quo in hiring contract talent.
9:40 - How Eric chooses the right companies to work for.
14:09 - Challenges Upwork faced in breaking into the enterprise.
17:53 - An enterprise strategy is a company strategy, not just a sales strategy.
22:37 - How Eric coaches reps when pursuing sexy logos the company may not be ready for.
25:48 - Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more.
31:55 - Leadership lessons from managing a 400+ person team.
34:33 - Aligning multiple go-to-market motions across market segments.
37:00 - Listener question: Advice for improving enterprise win rates.
41:28 - One thing revenue leaders believe to be true that Eric thinks is bull$***.
46:18 - One thing that is working for Eric in go-to-market right now.

Guest Speaker Links (Eric Gilpin):
LinkedIn: https://www.linkedin.com/in/ericgilpin/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Description:
Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2's revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ:UPWK) where the business scaled to north of $600 million in annual revenue in 2022 while serving 50% of the Fortune 500. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales. Eric also serves as a limited partner at the GTMfund investor network as well as an advisory board member at Sales Assembly. He’s been recognized as one of the Industry's top "40 under 40" by Staffing Industry Analysts in both 2017 and 2018 and as a Top 100 Global Sales Leaders in 2020 by The Modern Sale. Based in Chicago, Eric has a Masters of Business Administration from Southern Methodist University’s Cox School of Business.

Discussed in this Episode:

  • Strategies for earning the right to sell to enterprise customers
  • How to align product, marketing and sales to deliver customer outcomes
  • The importance of focus and ruthless prioritization in scaling a business
  • Tactics for engaging C-level executives to cut through the noise
  • Lessons learned from losing big deals and how to increase win rates
  • Why being effective matters more than just being efficient in revenue orgs
  • How to develop business acumen in BDRs and SDRs to set them up for success

Highlights:
4:15 - Eric's lengthy tenures at CareerBuilder and Upwork.
6:31 - Upwork's challenge of the status quo in hiring contract talent.
9:40 - How Eric chooses the right companies to work for.
14:09 - Challenges Upwork faced in breaking into the enterprise.
17:53 - An enterprise strategy is a company strategy, not just a sales strategy.
22:37 - How Eric coaches reps when pursuing sexy logos the company may not be ready for.
25:48 - Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more.
31:55 - Leadership lessons from managing a 400+ person team.
34:33 - Aligning multiple go-to-market motions across market segments.
37:00 - Listener question: Advice for improving enterprise win rates.
41:28 - One thing revenue leaders believe to be true that Eric thinks is bull$***.
46:18 - One thing that is working for Eric in go-to-market right now.

Guest Speaker Links (Eric Gilpin):
LinkedIn: https://www.linkedin.com/in/ericgilpin/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-92-unlocking-100m-deals-eric-gilpin/ Buzzsprout-14979258 Tue, 30 Apr 2024 05:00:00 -0700 3030 1 92 full false GTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda Lian GTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda Lian Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to transform how organizations connect with people. Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue.

Discussed in this Episode:

  • The evolution of customer intelligence from intent data to signal-based selling.
  • Why a modern go-to-market approach requires moving beyond legacy CRM systems.
  • How Common Room unifies siloed data to enable a 360-degree view of the customer.
  • Lessons learned from scaling innovative products and go-to-market motions at AWS.
  • Strategies for recruiting exceptional talent and building a customer-centric culture.
  • The power of cold outreach and persistence in finding the right co-founders.
  • Tactics for capturing untapped revenue by leveraging existing customer signals.

Highlights:
4:36 - Linda's background and the story behind founding Common Room.
7:09 - The evolution of data collection and actionability in RevTech.
11:07 - Differences between intent data and signal-based selling.
14:38 - Is Salesforce's legacy architecture holding back the next evolution of RevTech?
21:12 - Linda's strategy for recruiting and retaining exceptional talent at Common Room.
24:25 - Transitioning from VC to operator: Linda's journey and lessons learned.
32:49 - Challenges faced and insights gained during Linda's time at AWS.
38:23 - The lightbulb moment that led Linda to found Common Room.
42:47 - Advice for solo founders on finding the right co-founders.
50:00 - One thing revenue leaders believe to be true that Linda thinks is bull$***.
52:41 - One thing that is working for Linda in go-to-market right now.

Guest Speaker Links (Linda Lian):
LinkedIn: https://www.linkedin.com/in/lindamlian

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to transform how organizations connect with people. Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue.

Discussed in this Episode:

  • The evolution of customer intelligence from intent data to signal-based selling.
  • Why a modern go-to-market approach requires moving beyond legacy CRM systems.
  • How Common Room unifies siloed data to enable a 360-degree view of the customer.
  • Lessons learned from scaling innovative products and go-to-market motions at AWS.
  • Strategies for recruiting exceptional talent and building a customer-centric culture.
  • The power of cold outreach and persistence in finding the right co-founders.
  • Tactics for capturing untapped revenue by leveraging existing customer signals.

Highlights:
4:36 - Linda's background and the story behind founding Common Room.
7:09 - The evolution of data collection and actionability in RevTech.
11:07 - Differences between intent data and signal-based selling.
14:38 - Is Salesforce's legacy architecture holding back the next evolution of RevTech?
21:12 - Linda's strategy for recruiting and retaining exceptional talent at Common Room.
24:25 - Transitioning from VC to operator: Linda's journey and lessons learned.
32:49 - Challenges faced and insights gained during Linda's time at AWS.
38:23 - The lightbulb moment that led Linda to found Common Room.
42:47 - Advice for solo founders on finding the right co-founders.
50:00 - One thing revenue leaders believe to be true that Linda thinks is bull$***.
52:41 - One thing that is working for Linda in go-to-market right now.

Guest Speaker Links (Linda Lian):
LinkedIn: https://www.linkedin.com/in/lindamlian

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-91-transforming-customer-intelligence-linda-lian/ GTMfund Buzzsprout-14941627 Tue, 23 Apr 2024 08:00:00 -0700 3318 1 91 full false GTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James Kaikis GTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James Kaikis James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Before his tenure at TestBox, James co-founded the PreSales Collective with Yuji Higashi. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021. James also has a rich history in solution-oriented leadership roles at prominent companies including Salesforce and Showpad.

Discussed in this Episode:

  • The power of presales in driving revenue growth and customer success
  • Strategies for scaling a community-based business from zero to millions
  • The future of B2B software demos and how TestBox is leading the charge
  • Lessons learned from a successful startup exit in just 18 months
  • Insights on go-to-market strategy, product-led growth, and customer-centricity

Highlights:

6:05 - Bootstrapping a community-based business to multi-million dollar revenue.

8:35 - Secrets behind PreSales Collective's rapid growth and successful exit.

11:05 - Transitioning from founder to Chief Solutions Officer at TestBox.

13:35 - The future of B2B software demos and TestBox's innovative approach.

18:35 - The untapped potential of presales in driving revenue growth.

21:05 - Balancing product-led growth with customer-centricity.

23:35 - Lessons learned from building, scaling, and exiting a successful startup.

28:35 - The importance of aligning presales, sales, and customer success.

31:05 - James' vision for the future of presales and B2B software demos.

33:35 - Advice for entrepreneurs and revenue leaders looking to drive growth.

45:05 - One thing revenue leaders believe to be true that James thinks is bull$***.

48:09 - One thing that is working for James in go-to-market right now.


Guest Speaker Links (James Kaikis):

LinkedIn: https://www.linkedin.com/in/jameskaikis/


Host Speaker Links (Scott Barker):

LinkedIn: www.linkedin.com/in/ssbarker/

Newsletter: thegtmnewsletter.substack.com/


Sponsors:

  1. Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
  2. Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Before his tenure at TestBox, James co-founded the PreSales Collective with Yuji Higashi. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021. James also has a rich history in solution-oriented leadership roles at prominent companies including Salesforce and Showpad.

Discussed in this Episode:

  • The power of presales in driving revenue growth and customer success
  • Strategies for scaling a community-based business from zero to millions
  • The future of B2B software demos and how TestBox is leading the charge
  • Lessons learned from a successful startup exit in just 18 months
  • Insights on go-to-market strategy, product-led growth, and customer-centricity

Highlights:

6:05 - Bootstrapping a community-based business to multi-million dollar revenue.

8:35 - Secrets behind PreSales Collective's rapid growth and successful exit.

11:05 - Transitioning from founder to Chief Solutions Officer at TestBox.

13:35 - The future of B2B software demos and TestBox's innovative approach.

18:35 - The untapped potential of presales in driving revenue growth.

21:05 - Balancing product-led growth with customer-centricity.

23:35 - Lessons learned from building, scaling, and exiting a successful startup.

28:35 - The importance of aligning presales, sales, and customer success.

31:05 - James' vision for the future of presales and B2B software demos.

33:35 - Advice for entrepreneurs and revenue leaders looking to drive growth.

45:05 - One thing revenue leaders believe to be true that James thinks is bull$***.

48:09 - One thing that is working for James in go-to-market right now.


Guest Speaker Links (James Kaikis):

LinkedIn: https://www.linkedin.com/in/jameskaikis/


Host Speaker Links (Scott Barker):

LinkedIn: www.linkedin.com/in/ssbarker/

Newsletter: thegtmnewsletter.substack.com/


Sponsors:

  1. Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
  2. Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-90-the-gtm-playbook-under-attack-james-kaikis/ GTMfund Buzzsprout-14883731 Tue, 16 Apr 2024 05:00:00 -0700 3087 1 90 full false GTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel Ruiz GTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel Ruiz Daniel Ruiz has spent his career driving growth at high-velocity startups, serving as an early employee at multiple YC companies before co-founding Synch. As CEO, he has successfully raised funding from top investors like Haystack and Jack Altman in a challenging market. With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling. He brings hard-won insights on leveraging investors, landing crucial first hires, and scaling with in-person sales. Most importantly, Daniel is a founder who leads from the front, always eager to hop on a plane to close a big deal.

Discussed in this Episode:

  • The shifting landscape of bundling vs unbundling in the go-to-market tech stack.
  • Key lessons and tactics from Daniel's successful fundraising process.
  • Extracting maximum value from VCs by making specific requests and following up.
  • Why in-person sales and remote work philosophies are crucial considerations for startups.
  • The misguided belief that "outbound is dead" and what's working in outbound sales.
  • How to find and land a critical first sales hire as an early-stage startup.
  • The power of "fake travel plans" for accelerating growth through in-person sales.


Highlights:
(04:10) - Bundling vs unbundling in the go-to-market tech stack.

(08:36) - Daniel's fundraising process and lessons learned.

(13:39) - Extracting value from investors.

(17:57) - Daniel's "lightbulb moment" on leveraging investors.

(21:10) - In-person meetings and building trust with investors.

(24:35) - Synch's in-person vs remote work philosophy.

(29:52) - When to let go of sales as a founder.

(32:48) - Finding the right first sales hire.

(36:52) - One thing revenue leaders believe to be true that Daniel thinks is bull$***

(41:14) - One thing that is working for Daniel in go-to-market right now.


Guest Speaker Links (Daniel Ruiz):


Host Speaker Links (Scott Barker):


Sponsors:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Daniel Ruiz has spent his career driving growth at high-velocity startups, serving as an early employee at multiple YC companies before co-founding Synch. As CEO, he has successfully raised funding from top investors like Haystack and Jack Altman in a challenging market. With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling. He brings hard-won insights on leveraging investors, landing crucial first hires, and scaling with in-person sales. Most importantly, Daniel is a founder who leads from the front, always eager to hop on a plane to close a big deal.

Discussed in this Episode:

  • The shifting landscape of bundling vs unbundling in the go-to-market tech stack.
  • Key lessons and tactics from Daniel's successful fundraising process.
  • Extracting maximum value from VCs by making specific requests and following up.
  • Why in-person sales and remote work philosophies are crucial considerations for startups.
  • The misguided belief that "outbound is dead" and what's working in outbound sales.
  • How to find and land a critical first sales hire as an early-stage startup.
  • The power of "fake travel plans" for accelerating growth through in-person sales.


Highlights:
(04:10) - Bundling vs unbundling in the go-to-market tech stack.

(08:36) - Daniel's fundraising process and lessons learned.

(13:39) - Extracting value from investors.

(17:57) - Daniel's "lightbulb moment" on leveraging investors.

(21:10) - In-person meetings and building trust with investors.

(24:35) - Synch's in-person vs remote work philosophy.

(29:52) - When to let go of sales as a founder.

(32:48) - Finding the right first sales hire.

(36:52) - One thing revenue leaders believe to be true that Daniel thinks is bull$***

(41:14) - One thing that is working for Daniel in go-to-market right now.


Guest Speaker Links (Daniel Ruiz):


Host Speaker Links (Scott Barker):


Sponsors:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-89-gtm-stack-and-secrets-of-winning-investors-daniel-ruiz/ GTMfund Buzzsprout-14853792 Tue, 09 Apr 2024 04:00:00 -0700 2820 1 89 full false GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy Kyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget. Most importantly, he is the father of two wonderful boys, an energetic dog, and one too many books on World War II.


Discussed in this Episode:

  • Aligning marketing and sales is crucial for the success of a company, and marketers should focus on numbers and pipeline models from the early stages.
  • Creativity in marketing should be balanced with alignment to sales goals and objectives.
  • Building personal brands can be beneficial, but it's important to be mindful of what is shared on social media and how it may impact professional relationships.
  • When choosing advisors, look for individuals with relevant experience in the stage and industry of your company.
  • Curated dinners and high-quality content are effective strategies for building relationships and engaging prospects and customers.


Highlights:
(04:37) The importance of pipeline models and numbers for early-stage companies.

(06:23) How Kyle gains equal footing with sales leaders

(08:01) Winning over individual sales reps

(09:57) Balancing proactive and reactive marketing

(11:45) The story of winning a 7-figure deal against an incumbent

(15:39) Using donor-choose gift cards in the sales process

(17:00) Converting prospects by asking for feedback and interviews

(18:18) Building a personal brand as a marketer

(21:27) A personal branding misstep that got Kyle in trouble

(24:30) What to look for when bringing on company advisors

(29:10) A widely held belief Kyle thinks is BS

(32:41) A marketing tactic that's working well now

(34:55) Using Lego sets in the sales process

(36:07) Roles Kyle is hiring for at Jellyfish

(31:12) One thing revenue leaders believe to be true that Kyle thinks is bull$***.

(34:51) One thing that is working for Kyle in go-to-market right now.


Guest Speaker Links (Kyle Lacy):
LinkedIn: www.linkedin.com/in/kylelacy/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget. Most importantly, he is the father of two wonderful boys, an energetic dog, and one too many books on World War II.


Discussed in this Episode:

  • Aligning marketing and sales is crucial for the success of a company, and marketers should focus on numbers and pipeline models from the early stages.
  • Creativity in marketing should be balanced with alignment to sales goals and objectives.
  • Building personal brands can be beneficial, but it's important to be mindful of what is shared on social media and how it may impact professional relationships.
  • When choosing advisors, look for individuals with relevant experience in the stage and industry of your company.
  • Curated dinners and high-quality content are effective strategies for building relationships and engaging prospects and customers.


Highlights:
(04:37) The importance of pipeline models and numbers for early-stage companies.

(06:23) How Kyle gains equal footing with sales leaders

(08:01) Winning over individual sales reps

(09:57) Balancing proactive and reactive marketing

(11:45) The story of winning a 7-figure deal against an incumbent

(15:39) Using donor-choose gift cards in the sales process

(17:00) Converting prospects by asking for feedback and interviews

(18:18) Building a personal brand as a marketer

(21:27) A personal branding misstep that got Kyle in trouble

(24:30) What to look for when bringing on company advisors

(29:10) A widely held belief Kyle thinks is BS

(32:41) A marketing tactic that's working well now

(34:55) Using Lego sets in the sales process

(36:07) Roles Kyle is hiring for at Jellyfish

(31:12) One thing revenue leaders believe to be true that Kyle thinks is bull$***.

(34:51) One thing that is working for Kyle in go-to-market right now.


Guest Speaker Links (Kyle Lacy):
LinkedIn: www.linkedin.com/in/kylelacy/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-88-create-alignment-and-unlock-scale-kyle-lacy/ GTMfund Buzzsprout-14813720 Tue, 02 Apr 2024 08:00:00 -0700 2336 1 88 full false GTM 87: The Future of Media and Marketing with Anthony Kennada GTM 87: The Future of Media and Marketing with Anthony Kennada Prior to founding AudiencePlus, Anthony Kennada served as the CMO of incredible companies like Hopin and Front. He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category -- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. By focusing on human first community building, content marketing, live events and creative activations, they developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Equity at a $1.1B valuation.


Discussed in this Episode:

  • Owned media is a crucial component of go-to-market strategies, allowing companies to build direct relationships with their audience.
  • Transitioning from a product-first approach to a distribution-first approach can lead to more effective marketing and audience building.
  • The future of media lies in guided journeys and providing value to networks through relevant and personalized content.
  • Building an audience and collecting subscribers can lead to higher conversion rates and provide valuable first-party data for better attribution.
  • It is important to connect brand messaging to the software or product being offered to ensure a cohesive and effective marketing strategy.


Highlights:
(02:58) The Gainsight story: Creating a category and building a brand.

(05:46) The power of owned media in B2B marketing.

(17:51) The evolution of media: from content to software.

(20:41) The challenge of measuring media's impact on revenue.

(27:08) Learning from Gainsight: Successes and missteps.

(38:12) One thing revenue leaders believe to be true that Anthony thinks is bull$***.

(41:00) One thing that is working for Anthony in go-to-market right now.


Guest Speaker Links (Anthony Kennada):
LinkedIn: www.linkedin.com/in/akennada/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Prior to founding AudiencePlus, Anthony Kennada served as the CMO of incredible companies like Hopin and Front. He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category -- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. By focusing on human first community building, content marketing, live events and creative activations, they developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Equity at a $1.1B valuation.


Discussed in this Episode:

  • Owned media is a crucial component of go-to-market strategies, allowing companies to build direct relationships with their audience.
  • Transitioning from a product-first approach to a distribution-first approach can lead to more effective marketing and audience building.
  • The future of media lies in guided journeys and providing value to networks through relevant and personalized content.
  • Building an audience and collecting subscribers can lead to higher conversion rates and provide valuable first-party data for better attribution.
  • It is important to connect brand messaging to the software or product being offered to ensure a cohesive and effective marketing strategy.


Highlights:
(02:58) The Gainsight story: Creating a category and building a brand.

(05:46) The power of owned media in B2B marketing.

(17:51) The evolution of media: from content to software.

(20:41) The challenge of measuring media's impact on revenue.

(27:08) Learning from Gainsight: Successes and missteps.

(38:12) One thing revenue leaders believe to be true that Anthony thinks is bull$***.

(41:00) One thing that is working for Anthony in go-to-market right now.


Guest Speaker Links (Anthony Kennada):
LinkedIn: www.linkedin.com/in/akennada/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

  • Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
  • Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-87-future-of-media-and-marketing-anthony-kennada/ GTMfund Buzzsprout-14771532 Tue, 26 Mar 2024 10:00:00 -0700 2600 1 87 full false GTM 86: Learnings From 6 Successful SaaS Exits with Katrina Wong GTM 86: Learnings From 6 Successful SaaS Exits with Katrina Wong Katrina Wong is the Divisional CMO / VP Marketing at Twilio Segment. She has a proven track record for launching products in new markets and helping companies move up to the Enterprise. She has also created award-winning integrated campaigns with data storytelling. Prior to Twilio Segment, Katrina worked at Zuora, Salesforce and SAP. She started her career as a management consultant for PricewaterhouseCoopers. With over 15 years of marketing experience, Katrina is passionate about helping companies through stages of substantial growth including helping 6 companies exit successfully – from pre to post IPO as well as notable acquisitions.


Discussed in this Episode:

  • Marketing plays a crucial role in preparing a company for a successful exit by building awareness, generating pipeline, and creating a compelling narrative.
  • The ability to execute and operate day-to-day is essential for achieving results and improving performance.
  • An operational mindset and execution excellence are key to the success of a company.
  • Building cohesion within marketing teams and aligning on goals and strategies leads to better execution and business results.
  • Hyper-specific messaging and an account-based marketing (ABM) strategy can break through the noise and make marketing efforts more relevant and effective.


Highlights:
(05:54) Unlocking the secrets to successful startups and exits.

(08:19) Operational excellence: the key to startup success.

(13:38) Marketing's pivotal role in preparing for a successful exit.

(20:29) Narrowing down your ideal customer profile (ICP) without breaking the bank.

(22:49) A time machine trip: innovative program implementation at Salesforce.

(25:49) Unlocking potential: a leadership journey.

(27:33) Challenging the 'fire fast' mentality.

(32:35) The power of integrated marketing and team dynamics.

(35:26) Navigating company acquisitions: strategies for success.

(39:00) One thing revenue leaders believe to be true that Katrina thinks is bull$***.

(43:00) One thing that is working for Katrina in go-to-market right now.


Guest Speaker Links (Katrina Wong):
LinkedIn: www.linkedin.com/in/katrinawong11/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Katrina Wong is the Divisional CMO / VP Marketing at Twilio Segment. She has a proven track record for launching products in new markets and helping companies move up to the Enterprise. She has also created award-winning integrated campaigns with data storytelling. Prior to Twilio Segment, Katrina worked at Zuora, Salesforce and SAP. She started her career as a management consultant for PricewaterhouseCoopers. With over 15 years of marketing experience, Katrina is passionate about helping companies through stages of substantial growth including helping 6 companies exit successfully – from pre to post IPO as well as notable acquisitions.


Discussed in this Episode:

  • Marketing plays a crucial role in preparing a company for a successful exit by building awareness, generating pipeline, and creating a compelling narrative.
  • The ability to execute and operate day-to-day is essential for achieving results and improving performance.
  • An operational mindset and execution excellence are key to the success of a company.
  • Building cohesion within marketing teams and aligning on goals and strategies leads to better execution and business results.
  • Hyper-specific messaging and an account-based marketing (ABM) strategy can break through the noise and make marketing efforts more relevant and effective.


Highlights:
(05:54) Unlocking the secrets to successful startups and exits.

(08:19) Operational excellence: the key to startup success.

(13:38) Marketing's pivotal role in preparing for a successful exit.

(20:29) Narrowing down your ideal customer profile (ICP) without breaking the bank.

(22:49) A time machine trip: innovative program implementation at Salesforce.

(25:49) Unlocking potential: a leadership journey.

(27:33) Challenging the 'fire fast' mentality.

(32:35) The power of integrated marketing and team dynamics.

(35:26) Navigating company acquisitions: strategies for success.

(39:00) One thing revenue leaders believe to be true that Katrina thinks is bull$***.

(43:00) One thing that is working for Katrina in go-to-market right now.


Guest Speaker Links (Katrina Wong):
LinkedIn: www.linkedin.com/in/katrinawong11/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-86-learnings-from-6-successful-saas-exits-katrina-wong/ GTMfund Buzzsprout-14717491 Tue, 19 Mar 2024 08:00:00 -0700 2935 1 86 full false GTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob Moore GTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob Moore Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. 

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). Prior to RJMetrics, Bob worked on the Investment Team of Insight Partners.

Bob is a proud Philadelphian, where he serves as a Trustee of The Franklin Institute. He has also previously served as the Board Chair of Philly Startup Leaders and Board Member of Philadelphia Alliance for Capital and Technologies (PACT).

As a writer and speaker, Bob has appeared in The New York Times, Forbes, TechCrunch, VentureBeat, Web Summit, TEDx, Business of Software, and many more.  He guest lectures regularly at Princeton University and The Wharton School.


Discussed in this Episode:

  • Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers.
  • Product-market fit is not static, and both the product and the market need to constantly align. 
  • The SaaS industry is experiencing a transition from defense to offense, with leading indicators showing positive signs of growth.
  • Lessons have been learned from previous market cycles, but the challenge lies in passing down this knowledge to future generations of founders and investors.
  • The story of a $2.6 billion mistake that Bob made and lessons learned from it. 

Highlights:
(7:40) Navigating the current SaaS landscape and macro trends. 

(12:26) Learning from the past: Market cycles and founder experiences.

(17:15) The future of M&A: Ecosystems and strategic partnerships.

(23:10) Diving into ecosystem-led growth (ELG).

(24:14) The misconceptions and realities of partnerships.

(27:41) Building initial partner relationships.


Guest Speaker Links (Bob Moore):
LinkedIn: www.linkedin.com/in/robertjmoore/
Bob's book, Ecosystem-Led Growth: www.robertjmoore.com/book

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. 

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). Prior to RJMetrics, Bob worked on the Investment Team of Insight Partners.

Bob is a proud Philadelphian, where he serves as a Trustee of The Franklin Institute. He has also previously served as the Board Chair of Philly Startup Leaders and Board Member of Philadelphia Alliance for Capital and Technologies (PACT).

As a writer and speaker, Bob has appeared in The New York Times, Forbes, TechCrunch, VentureBeat, Web Summit, TEDx, Business of Software, and many more.  He guest lectures regularly at Princeton University and The Wharton School.


Discussed in this Episode:

  • Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers.
  • Product-market fit is not static, and both the product and the market need to constantly align. 
  • The SaaS industry is experiencing a transition from defense to offense, with leading indicators showing positive signs of growth.
  • Lessons have been learned from previous market cycles, but the challenge lies in passing down this knowledge to future generations of founders and investors.
  • The story of a $2.6 billion mistake that Bob made and lessons learned from it. 

Highlights:
(7:40) Navigating the current SaaS landscape and macro trends. 

(12:26) Learning from the past: Market cycles and founder experiences.

(17:15) The future of M&A: Ecosystems and strategic partnerships.

(23:10) Diving into ecosystem-led growth (ELG).

(24:14) The misconceptions and realities of partnerships.

(27:41) Building initial partner relationships.


Guest Speaker Links (Bob Moore):
LinkedIn: www.linkedin.com/in/robertjmoore/
Bob's book, Ecosystem-Led Growth: www.robertjmoore.com/book

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-85-ecosystem-led-growth-bob-moore/ GTMfund Buzzsprout-14676379 Tue, 12 Mar 2024 09:00:00 -0700 2831 1 85 full true GTM 84: Outbound Isn’t Dead: This is How to Reach the Inbox with Stephen Hakami GTM 84: Outbound Isn’t Dead: This is How to Reach the Inbox with Stephen Hakami Stephen Hakami is the Founder and CEO of Wiza - the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that's powered by live LinkedIn data.

Discussed in this Episode:

  • The frustration with bad data and the inspiration behind building Wiza.
  • The importance of email deliverability and strategies for improving it.
  • The recent acquisition of Drift by Salesloft and the topic of consolidation in the sales tech stack.
  • Stephen's journey from sales to CEO, highlighting the value of creative prospecting. 
  • The hardest lesson Stephen learned in sales.
  • Effective tactics of cold email and deliverability.

Highlights:
(3:27) Strategies for email deliverability.

(08:01) The journey from sales to entrepreneurship.

(11:06) Sales technology and the consolidation.

(20:41) Strategies for effective cold emails.

(25:49) Understanding your competitors.

(27:38) The importance of being a true consultant.

(28:32) Redefining your competitors.

(31:55) One thing revenue leaders believe to be true that Stephen thinks is bull$***.

(34:26) One thing that is working for Stephen/Wiza in go-to-market right now.

Guest Speaker Links (Stephen Hakami):
LinkedIn: www.linkedin.com/in/stephen-hakami-5babb21b0/
Website: www.wiza.co/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Stephen Hakami is the Founder and CEO of Wiza - the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that's powered by live LinkedIn data.

Discussed in this Episode:

  • The frustration with bad data and the inspiration behind building Wiza.
  • The importance of email deliverability and strategies for improving it.
  • The recent acquisition of Drift by Salesloft and the topic of consolidation in the sales tech stack.
  • Stephen's journey from sales to CEO, highlighting the value of creative prospecting. 
  • The hardest lesson Stephen learned in sales.
  • Effective tactics of cold email and deliverability.

Highlights:
(3:27) Strategies for email deliverability.

(08:01) The journey from sales to entrepreneurship.

(11:06) Sales technology and the consolidation.

(20:41) Strategies for effective cold emails.

(25:49) Understanding your competitors.

(27:38) The importance of being a true consultant.

(28:32) Redefining your competitors.

(31:55) One thing revenue leaders believe to be true that Stephen thinks is bull$***.

(34:26) One thing that is working for Stephen/Wiza in go-to-market right now.

Guest Speaker Links (Stephen Hakami):
LinkedIn: www.linkedin.com/in/stephen-hakami-5babb21b0/
Website: www.wiza.co/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

  • Case studies from companies like Datadog, Cloudera, and more.
  • A chance to tour (and maybe even race on?) Austin's F1 track.
  • Candid, off-the-record conversations — no recordings here.
  • A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-84-outbound-isnt-dead-stephen-hakami/ GTMfund Buzzsprout-14634958 Tue, 05 Mar 2024 09:00:00 -0800 2325 1 84 full true GTM 83: Redefining Marketing with AI and Personalization | Amanda Cole GTM 83: Redefining Marketing with AI and Personalization | Amanda Cole Amanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. Amanda is a passionate marketing professional with more than 15 years of experience in helping SaaS companies build impactful brands, communicate differentiated value, and grow high-performing marketing teams. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea. Prior to joining Exponea, Amanda served as Vice President, Demand Generation at Blueshift, a Customer Data Platform, and before that served as Vice President of Marketing, Americas and Global Programs at Basware, a financial software company.

Discussed in this Episode:

  • The challenges of personalization in marketing and the role of AI in addressing these challenges. 
  • Insights on the future of AI in marketing and the importance of storytelling in building impactful brands.
  • Personal journey lessons learned, emphasizing the value of mentorship and the power of vulnerability. 
  • Advice on navigating a company rebrand and challenges the belief that marketing generates pipeline. 
  • The importance of being a support function for revenue teams and the need for marketers to focus on storytelling and emotional connection.

Highlights:
(05:11) Challenges of personalization in marketing.

(08:01) The role of AI in personalization.

(10:44) Regulations and ethical considerations of AI.

(16:04) The future of AI in marketing.

(19:32) Lessons from personal journey.

(23:09) Hiring and mentoring.

(28:21) Navigating a company rebrand.

(35:17) Shifting perspective on marketing's role.

(40:04) Challenging the belief that marketing generates pipeline.

(44:07) The power of storytelling in marketing.

(34:21) One thing revenue leaders believe to be true that Amanda thinks is bull$***.

(38:00) One thing that is working for Amanda in go-to-market right now.

Guest Speaker Links (Amanda Cole):
LinkedIn: www.linkedin.com/in/aelam/
Website: www.bloomreach.com/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Amanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. Amanda is a passionate marketing professional with more than 15 years of experience in helping SaaS companies build impactful brands, communicate differentiated value, and grow high-performing marketing teams. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea. Prior to joining Exponea, Amanda served as Vice President, Demand Generation at Blueshift, a Customer Data Platform, and before that served as Vice President of Marketing, Americas and Global Programs at Basware, a financial software company.

Discussed in this Episode:

  • The challenges of personalization in marketing and the role of AI in addressing these challenges. 
  • Insights on the future of AI in marketing and the importance of storytelling in building impactful brands.
  • Personal journey lessons learned, emphasizing the value of mentorship and the power of vulnerability. 
  • Advice on navigating a company rebrand and challenges the belief that marketing generates pipeline. 
  • The importance of being a support function for revenue teams and the need for marketers to focus on storytelling and emotional connection.

Highlights:
(05:11) Challenges of personalization in marketing.

(08:01) The role of AI in personalization.

(10:44) Regulations and ethical considerations of AI.

(16:04) The future of AI in marketing.

(19:32) Lessons from personal journey.

(23:09) Hiring and mentoring.

(28:21) Navigating a company rebrand.

(35:17) Shifting perspective on marketing's role.

(40:04) Challenging the belief that marketing generates pipeline.

(44:07) The power of storytelling in marketing.

(34:21) One thing revenue leaders believe to be true that Amanda thinks is bull$***.

(38:00) One thing that is working for Amanda in go-to-market right now.

Guest Speaker Links (Amanda Cole):
LinkedIn: www.linkedin.com/in/aelam/
Website: www.bloomreach.com/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-83-redefining-marketing-ai-personalization-amanda-cole/ GTMfund Buzzsprout-14586660 Tue, 27 Feb 2024 09:00:00 -0800 2489 1 83 full false GTM 82: Use These Sales Negotiation Tactics to Win with Richard Harris GTM 82: Use These Sales Negotiation Tactics to Win with Richard Harris Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles - SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops - to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He is also the Co-Founder of Surf and Sales as well as the host of the Surf and Sales Podcast. 

What You Will Learn:

  • Key strategies for handling sales negotiations, including preparing for negotiations with procurement departments, and delivering pricing effectively. 
  • Perspective on the future of AI in the sales industry.
  • Common mistakes that Richard sees founders make and how to avoid them. 
  • The importance of sales coaching and role playing. 

Highlights:
(5:13) Unveiling Richard's book: The Seller's Journey.

(10:51) The art of negotiation: engaging with procurement.

(19:52) Understanding pricing and commercial terms.

(21:47) The art of negotiation: offering discounts. 

(25:31) The future of sales in the age of AI. 

(31:26) Common mistakes founders make and how to avoid them.

(36:44) The importance of training and role playing in sales.

(34:55) One thing revenue leaders believe to be true that Richard thinks is bull$***.

(36:39) One thing that is working for Richard in go-to-market right now.

Guest Speaker Links (Richard Harris):
LinkedIn: www.linkedin.com/in/rharris415/
Phone Number: 415-596-9149
Book: www.thesellersjourney.co/the-sellers-journey-free-preview
Book (Amazon): www.amazon.com/Sellers-Journey-Guidebook-N-T-ebook/dp/B0CV32BJ5K
Surf and Sales Podcast: www.surfandsales.com/the-surf-sales-podcast

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Wiza. If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: bad data. These tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. As sales professionals and operators ourselves, we needed more. So, we built Wiza, the only prospecting platform that sources and verifies its data in real-time, the moment it’s requested, using LinkedIn as its source of truth.

Wiza offers an accuracy-obsessed B2B contact database with 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that works on LinkedIn and with Sales Nav. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today at wiza.co - and see why 300,000+ GTM professionals trust it in their daily prospecting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles - SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops - to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He is also the Co-Founder of Surf and Sales as well as the host of the Surf and Sales Podcast. 

What You Will Learn:

  • Key strategies for handling sales negotiations, including preparing for negotiations with procurement departments, and delivering pricing effectively. 
  • Perspective on the future of AI in the sales industry.
  • Common mistakes that Richard sees founders make and how to avoid them. 
  • The importance of sales coaching and role playing. 

Highlights:
(5:13) Unveiling Richard's book: The Seller's Journey.

(10:51) The art of negotiation: engaging with procurement.

(19:52) Understanding pricing and commercial terms.

(21:47) The art of negotiation: offering discounts. 

(25:31) The future of sales in the age of AI. 

(31:26) Common mistakes founders make and how to avoid them.

(36:44) The importance of training and role playing in sales.

(34:55) One thing revenue leaders believe to be true that Richard thinks is bull$***.

(36:39) One thing that is working for Richard in go-to-market right now.

Guest Speaker Links (Richard Harris):
LinkedIn: www.linkedin.com/in/rharris415/
Phone Number: 415-596-9149
Book: www.thesellersjourney.co/the-sellers-journey-free-preview
Book (Amazon): www.amazon.com/Sellers-Journey-Guidebook-N-T-ebook/dp/B0CV32BJ5K
Surf and Sales Podcast: www.surfandsales.com/the-surf-sales-podcast

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Wiza. If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: bad data. These tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. As sales professionals and operators ourselves, we needed more. So, we built Wiza, the only prospecting platform that sources and verifies its data in real-time, the moment it’s requested, using LinkedIn as its source of truth.

Wiza offers an accuracy-obsessed B2B contact database with 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that works on LinkedIn and with Sales Nav. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today at wiza.co - and see why 300,000+ GTM professionals trust it in their daily prospecting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-82-sales-negotiation-tactics-richard-harris/ GTMfund Buzzsprout-14538862 Tue, 20 Feb 2024 09:00:00 -0800 2354 1 82 full false GTM 81: Signal-Based Sales and Entering GTM 5.0 with Alexa Grabell GTM 81: Signal-Based Sales and Entering GTM 5.0 with Alexa Grabell Alexa Grabell is the Co-Founder and CEO of Pocus. Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

What You Will Learn:

  • The evolving landscape of go-to-market strategies, including the concept of Go-to-Market 5.0.
  • The significance of shifting from traditional 'predictable revenue engines' to data-driven, personalized, and intention-focused go-to-market strategies to enhance sales effectiveness.
  • The critical role that data plays in tailoring sales approaches, and how certain companies have successfully implemented these strategies to achieve remarkable growth.
  • The importance of incorporating automation and artificial intelligence in sales processes to increase efficiency and relevance in customer interactions.
  • Strategies for fostering a strong, values-based company culture that supports innovative go-to-market strategies and empowers decision-making grounded in both data and intuition.
  • Insightful advice on the initial hiring of salespeople, emphasizing the need for alignment with the company's culture and go-to-market vision.

Highlights:
(4:52) The story of how Alexa met her co-founder, Isaac, and the importance of picking the right co-founder.

(6:38) The concept of go-to-market 5.0, including jobs to be done. 

(12:48) Examples of companies that are doing a good job of figuring out which signals they should care about and what the playbooks are from there that they should run.

(20:40) Getting to go-to-market fit and the importance of taking advice as a data point.

(26:00) Demanding excellence while fostering an enjoyable experience, and Pocus' company values and expectations.

(30:12) One thing revenue leaders believe to be true that Alexa thinks is bull$***.

(32:12) One thing that is working for Alexa in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/alexagrabell/
Blog Post: www.pocus.com/blog/building-your-signal-based-gtm-tech-stack

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Wiza. If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: bad data. These tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. As sales professionals and operators ourselves, we needed more. So, we built Wiza, the only prospecting platform that sources and verifies its data in real-time, the moment it’s requested, using LinkedIn as its source of truth.

Wiza offers an accuracy-obsessed B2B contact database with 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that works on LinkedIn and with Sales Nav. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today at wiza.co - and see why 300,000+ GTM professionals trust it in their daily prospecting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Alexa Grabell is the Co-Founder and CEO of Pocus. Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

What You Will Learn:

  • The evolving landscape of go-to-market strategies, including the concept of Go-to-Market 5.0.
  • The significance of shifting from traditional 'predictable revenue engines' to data-driven, personalized, and intention-focused go-to-market strategies to enhance sales effectiveness.
  • The critical role that data plays in tailoring sales approaches, and how certain companies have successfully implemented these strategies to achieve remarkable growth.
  • The importance of incorporating automation and artificial intelligence in sales processes to increase efficiency and relevance in customer interactions.
  • Strategies for fostering a strong, values-based company culture that supports innovative go-to-market strategies and empowers decision-making grounded in both data and intuition.
  • Insightful advice on the initial hiring of salespeople, emphasizing the need for alignment with the company's culture and go-to-market vision.

Highlights:
(4:52) The story of how Alexa met her co-founder, Isaac, and the importance of picking the right co-founder.

(6:38) The concept of go-to-market 5.0, including jobs to be done. 

(12:48) Examples of companies that are doing a good job of figuring out which signals they should care about and what the playbooks are from there that they should run.

(20:40) Getting to go-to-market fit and the importance of taking advice as a data point.

(26:00) Demanding excellence while fostering an enjoyable experience, and Pocus' company values and expectations.

(30:12) One thing revenue leaders believe to be true that Alexa thinks is bull$***.

(32:12) One thing that is working for Alexa in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/alexagrabell/
Blog Post: www.pocus.com/blog/building-your-signal-based-gtm-tech-stack

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Wiza. If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: bad data. These tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. As sales professionals and operators ourselves, we needed more. So, we built Wiza, the only prospecting platform that sources and verifies its data in real-time, the moment it’s requested, using LinkedIn as its source of truth.

Wiza offers an accuracy-obsessed B2B contact database with 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that works on LinkedIn and with Sales Nav. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today at wiza.co - and see why 300,000+ GTM professionals trust it in their daily prospecting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-81-signal-based-sales-and-entering-gtm-5-0-with-alexa-grabell/ GTMfund Buzzsprout-14493340 Tue, 13 Feb 2024 04:00:00 -0800 2082 1 81 full false GTM 80: AI in GTM Deep Dive | Overcoming Analysis Paralysis and Tactical Use Cases with Andy Jolls GTM 80: AI in GTM Deep Dive | Overcoming Analysis Paralysis and Tactical Use Cases with Andy Jolls Andy Jolls is 25+ year executive with several years in CMO roles. As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up. He’s been a B2B leader in businesses from pre-revenue to $600MM. Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. He’s also a proud alum of Michigan and Northwestern. He began his ML/AI journey several years ago and has been working in Generative AI since August 2022. Currently, he operates his own consultancy helping leaders with marketing strategy and AI in GTM.

What You Will Learn:

  • Andy's entrance into machine learning and generative AI starting in 2018.
  • Actionable use cases like localization/translation, SEO strategy development, analyzing CRM and other datasets.
  • A framework for thinking about AI initiatives as quick wins, differentiated use cases, and transformational.
  • Approaches for operationalizing AI learnings across go-to-market teams.
  • Tactics individuals and startups can take to get started with generative AI tools.

Highlights:
(3:44) Andy’s journey into machine learning and AI.

(6:08) Getting ChatGPT to write Andy's father's obituary.

(8:26) AI's impact on go-to-market, including Gartner's 3-stage framework: quick wins, differentiated use case, and transformational initiatives.

(14:25) Analysis paralysis and how founders can approach AI implementation.

(26:00) Overcoming adversity in business school.

(30:00) Tactical use cases for AI and examples of how Andy is leveraging it.

(40:26) One thing revenue leaders believe to be true that Andy thinks is bull$***.

(43:20) One thing that is working for Andy in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/ajolls/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Andy Jolls is 25+ year executive with several years in CMO roles. As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up. He’s been a B2B leader in businesses from pre-revenue to $600MM. Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. He’s also a proud alum of Michigan and Northwestern. He began his ML/AI journey several years ago and has been working in Generative AI since August 2022. Currently, he operates his own consultancy helping leaders with marketing strategy and AI in GTM.

What You Will Learn:

  • Andy's entrance into machine learning and generative AI starting in 2018.
  • Actionable use cases like localization/translation, SEO strategy development, analyzing CRM and other datasets.
  • A framework for thinking about AI initiatives as quick wins, differentiated use cases, and transformational.
  • Approaches for operationalizing AI learnings across go-to-market teams.
  • Tactics individuals and startups can take to get started with generative AI tools.

Highlights:
(3:44) Andy’s journey into machine learning and AI.

(6:08) Getting ChatGPT to write Andy's father's obituary.

(8:26) AI's impact on go-to-market, including Gartner's 3-stage framework: quick wins, differentiated use case, and transformational initiatives.

(14:25) Analysis paralysis and how founders can approach AI implementation.

(26:00) Overcoming adversity in business school.

(30:00) Tactical use cases for AI and examples of how Andy is leveraging it.

(40:26) One thing revenue leaders believe to be true that Andy thinks is bull$***.

(43:20) One thing that is working for Andy in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/ajolls/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/ai-in-gtm-deep-dive-andy-jolls/ GTMfund Buzzsprout-14450662 Tue, 06 Feb 2024 07:00:00 -0800 2831 1 80 full false GTM 79: Surviving and Thriving with Frugal, Gorilla GTM Against Giant Incumbents | Amit Pande GTM 79: Surviving and Thriving with Frugal, Gorilla GTM Against Giant Incumbents | Amit Pande Amit Pande is CMO and EVP of Strategy at Aviso AI, a leading revenue intelligence platform. Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Amit is a Stanford GSB alumnus and has served on its alumni board, and has also studied human-computer interaction and engineering at the University of Minnesota. He is a coffee loving techno-humanist, loves sci-fi and graphic novels, and lives in the San Francisco Bay Area.

What You Will Learn:

  • Challenges of entering crowded markets with large incumbents. 
  • Repositioning and reframing to differentiate from incumbents.
  • Using events as a way to engage with customers and drive conversations.
  • Building a successful marketing strategy with limited funding.
  • Finding true north and surrounding oneself with inspiring ideas and people.

Highlights:
(13:38) Changing narrative and playing field to differentiate from incumbents.

(21:12) Changing the playing field in a competitive market.

(22:15) Competitive strategies against industry giants.

(23:09) Strategies for hacking events to drive conversations.

(27:49) Building a winning marketing strategy with a small budget.

(35:57) Advice for startups entering a market with established incumbents.

(43:00) One thing revenue leaders believe to be true that Amit thinks is bull$***.

(45:45) One thing that is working for Amit in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/amitpande/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Amit Pande is CMO and EVP of Strategy at Aviso AI, a leading revenue intelligence platform. Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Amit is a Stanford GSB alumnus and has served on its alumni board, and has also studied human-computer interaction and engineering at the University of Minnesota. He is a coffee loving techno-humanist, loves sci-fi and graphic novels, and lives in the San Francisco Bay Area.

What You Will Learn:

  • Challenges of entering crowded markets with large incumbents. 
  • Repositioning and reframing to differentiate from incumbents.
  • Using events as a way to engage with customers and drive conversations.
  • Building a successful marketing strategy with limited funding.
  • Finding true north and surrounding oneself with inspiring ideas and people.

Highlights:
(13:38) Changing narrative and playing field to differentiate from incumbents.

(21:12) Changing the playing field in a competitive market.

(22:15) Competitive strategies against industry giants.

(23:09) Strategies for hacking events to drive conversations.

(27:49) Building a winning marketing strategy with a small budget.

(35:57) Advice for startups entering a market with established incumbents.

(43:00) One thing revenue leaders believe to be true that Amit thinks is bull$***.

(45:45) One thing that is working for Amit in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/amitpande/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-79-surviving-thriving-against-giant-incumbents-amit-pande/ GTMfund Buzzsprout-14407279 Tue, 30 Jan 2024 09:00:00 -0800 2971 1 79 full false GTM 78: 2024 Predictions with GTMfund's General Partner, Max Altschuler GTM 78: 2024 Predictions with GTMfund's General Partner, Max Altschuler Max Altschuler is the Founder and General Partner of GTMfund, an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders.

Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018. He then took over as VP of Marketing for rapidly growing Outreach. In 2023, Max acquired the company he once founded, SalesHacker, bringing it under the GTMfund umbrella and rebranding it as GTMnow. 

Max has been published by Forbes, Inc., HBR, MIT Review, Time, Salesforce, and Nasdaq, and was named one of LinkedIn’s Top Voices for Sales and Crunchbase’s 25 Sales Leaders to Follow. He is the author of three books and multiple Wiley publications, including bestselling books Hacking Sales and Career Hacking for Millennials.

What You Will Learn:

  • A recap of GTMfund's in 2023, reflected upon by both Max and Scott. 
  • Max's 2024 predictions, from topics like remote work to the mergers and acquisitions. 
  • Identification of the major beneficiaries of the AI revolution.
  • The changing landscape of VC and go-to-market. 

Highlights:
(00:33) GTMfund's recent team offsite in Scottsdale.

(02:18) Reflecting on GTMfund's 2023 year.

(04:30) Predictions for remote work in 2024.

(05:15) Impact of remote work on different roles.

(07:34) The future of offshoring.

(09:34) Acceleration of mergers and acquisitions.

(13:02) Which two companies Max predicts will be the first to IPO. 

(16:15) The biggest winners of the AI revolution in 2024.

(20:34) The flight to quality in Venture Capital.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/maxaltschuler/
Website: www.gtmfund.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Max Altschuler is the Founder and General Partner of GTMfund, an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders.

Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018. He then took over as VP of Marketing for rapidly growing Outreach. In 2023, Max acquired the company he once founded, SalesHacker, bringing it under the GTMfund umbrella and rebranding it as GTMnow. 

Max has been published by Forbes, Inc., HBR, MIT Review, Time, Salesforce, and Nasdaq, and was named one of LinkedIn’s Top Voices for Sales and Crunchbase’s 25 Sales Leaders to Follow. He is the author of three books and multiple Wiley publications, including bestselling books Hacking Sales and Career Hacking for Millennials.

What You Will Learn:

  • A recap of GTMfund's in 2023, reflected upon by both Max and Scott. 
  • Max's 2024 predictions, from topics like remote work to the mergers and acquisitions. 
  • Identification of the major beneficiaries of the AI revolution.
  • The changing landscape of VC and go-to-market. 

Highlights:
(00:33) GTMfund's recent team offsite in Scottsdale.

(02:18) Reflecting on GTMfund's 2023 year.

(04:30) Predictions for remote work in 2024.

(05:15) Impact of remote work on different roles.

(07:34) The future of offshoring.

(09:34) Acceleration of mergers and acquisitions.

(13:02) Which two companies Max predicts will be the first to IPO. 

(16:15) The biggest winners of the AI revolution in 2024.

(20:34) The flight to quality in Venture Capital.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/maxaltschuler/
Website: www.gtmfund.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-78-max-altschuler-2024-predictions/ GTMfund Buzzsprout-14319652 Tue, 23 Jan 2024 06:00:00 -0800 1378 1 78 full false GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi Leena Joshi is Co-Founder & CEO of CloseFactor, a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. 

She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization.

What You Will Learn:

  • The differences in go-to-market motions across different stages of organizations. 
  • The theme for the year is go-to-market convergence.
  • Leena's experience finding the right go-to-market motion at CloseFactor. 
  • Creating an outbound motion through inbound tracking. 
  • How selling value is a tactic that is working for CloseFactor.

Highlights:
(14:08) Maintaining focus on the ICP in the early days, including turning revenue down.

(23:13) The importance of curiosity and a beginner's mindset.

(25:38) Finding a leader who has your back.

(28:19) Building a top-down sales strategy while maintaining a bottoms-up approach.

(32:28) The importance of hiring the right salespeople and balancing long-term and short-term thinking in sales.

(32:56) One thing revenue leaders believe to be true that Leena thinks is bull$***.

(36:03) One thing that is working for Leena in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/ljoshi/
Website: www.closefactor.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Leena Joshi is Co-Founder & CEO of CloseFactor, a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. 

She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization.

What You Will Learn:

  • The differences in go-to-market motions across different stages of organizations. 
  • The theme for the year is go-to-market convergence.
  • Leena's experience finding the right go-to-market motion at CloseFactor. 
  • Creating an outbound motion through inbound tracking. 
  • How selling value is a tactic that is working for CloseFactor.

Highlights:
(14:08) Maintaining focus on the ICP in the early days, including turning revenue down.

(23:13) The importance of curiosity and a beginner's mindset.

(25:38) Finding a leader who has your back.

(28:19) Building a top-down sales strategy while maintaining a bottoms-up approach.

(32:28) The importance of hiring the right salespeople and balancing long-term and short-term thinking in sales.

(32:56) One thing revenue leaders believe to be true that Leena thinks is bull$***.

(36:03) One thing that is working for Leena in go-to-market right now.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/ljoshi/
Website: www.closefactor.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-77-top-down-sales-strategy-bottoms-up-approach-leena-joshi/ Buzzsprout-14323290 Tue, 16 Jan 2024 16:00:00 -0800 2408 1 77 full false GTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike Molinet GTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike Molinet Mike Molinet is the Co-Founder of Branch (branch.io), where he was COO and President, leading the company to $100M in ARR. He oversaw all things GTM there, including G&A and Product. Now, he is the Co-Founder of Thena (thena.ai), a seed-stage startup backed by Lightspeed and First Round, where they're helping companies service and engage their customers in Slack. After taking Branch to $100M, he's doing it all over again, this time with a lot of learnings.

What You Will Learn:

  • The different micro-phases within each stage of growth (0-1M ARR, 1-10M ARR, etc) and how leaders need to level up and adapt through each one.
  • Hiring the right roles at the right time - AES vs leaders.
  • Maintaining an open and learning mindset even with growing success.
  • Relinquishing control as you scale while still providing oversight.
  • Balancing product requests from large customers vs your overall roadmap.

Highlights:
(7:21) How your success comes from the people you hire and retain. 

(9:10) Evolving through micro phases through rapid growth. 

(15:50) Threading the needle on when to ask design partners for money in the early 0 to $1M stage. 

(23:11) Heuristic framework of evaluation for taking on bespoke build requests. 

(31:29) How hiring great people makes you feel excited to relinquish control.

(43:20) One thing revenue leaders believe to be true that Mike thinks is bull$***.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/mikemolinet/
Website: www.thena.ai

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mike Molinet is the Co-Founder of Branch (branch.io), where he was COO and President, leading the company to $100M in ARR. He oversaw all things GTM there, including G&A and Product. Now, he is the Co-Founder of Thena (thena.ai), a seed-stage startup backed by Lightspeed and First Round, where they're helping companies service and engage their customers in Slack. After taking Branch to $100M, he's doing it all over again, this time with a lot of learnings.

What You Will Learn:

  • The different micro-phases within each stage of growth (0-1M ARR, 1-10M ARR, etc) and how leaders need to level up and adapt through each one.
  • Hiring the right roles at the right time - AES vs leaders.
  • Maintaining an open and learning mindset even with growing success.
  • Relinquishing control as you scale while still providing oversight.
  • Balancing product requests from large customers vs your overall roadmap.

Highlights:
(7:21) How your success comes from the people you hire and retain. 

(9:10) Evolving through micro phases through rapid growth. 

(15:50) Threading the needle on when to ask design partners for money in the early 0 to $1M stage. 

(23:11) Heuristic framework of evaluation for taking on bespoke build requests. 

(31:29) How hiring great people makes you feel excited to relinquish control.

(43:20) One thing revenue leaders believe to be true that Mike thinks is bull$***.

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/mikemolinet/
Website: www.thena.ai

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-76-0-to-100m-reinvent-yourself-every-phase-mike-molinet/ Buzzsprout-14276781 Mon, 08 Jan 2024 21:00:00 -0800 2911 1 76 full false GTM 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong’s EVP Eran Aloni GTM 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong’s EVP Eran Aloni Eran Aloni is the Executive Vice President of Product Strategy and Ecosystem at Gong.  
He has been a leader at Gong for eight years, previously holding titles of Chief Customer Officer and Chief Operating Officer. 

What You Will Learn:

  • Eran's career advice to younger go-to-market professionals. 
  • Two stages of AI advancements and which is more valuable. 
  • The role that data sets have in AI progressions. 
  • How to continuously solicit team feedback to level up as a leader. 

Highlights:
(6:55) How AI solutions are still only scratching the surface in terms of driving deep, strategic value for customers.

(10:00) The competitive advantage players have with their access to rich, proprietary data sets to train AI. 

(18:12) Eran's biggest personal surprise from growing with Gong has been constantly challenging himself to develop new skills as the company scales.

(23:15) A story about early feedback Eran received as a young leader and how it shaped his future leadership.

(28:19) Why having core operating principles permeate through all levels of an organization builds trust.

(34:03) One thing revenue leaders believe to be true that Eran thinks is bull$***.

(37:22) One thing that is working for Eran in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/eranaloni/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Eran Aloni is the Executive Vice President of Product Strategy and Ecosystem at Gong.  
He has been a leader at Gong for eight years, previously holding titles of Chief Customer Officer and Chief Operating Officer. 

What You Will Learn:

  • Eran's career advice to younger go-to-market professionals. 
  • Two stages of AI advancements and which is more valuable. 
  • The role that data sets have in AI progressions. 
  • How to continuously solicit team feedback to level up as a leader. 

Highlights:
(6:55) How AI solutions are still only scratching the surface in terms of driving deep, strategic value for customers.

(10:00) The competitive advantage players have with their access to rich, proprietary data sets to train AI. 

(18:12) Eran's biggest personal surprise from growing with Gong has been constantly challenging himself to develop new skills as the company scales.

(23:15) A story about early feedback Eran received as a young leader and how it shaped his future leadership.

(28:19) Why having core operating principles permeate through all levels of an organization builds trust.

(34:03) One thing revenue leaders believe to be true that Eran thinks is bull$***.

(37:22) One thing that is working for Eran in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/eranaloni/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Common Room enables you to turn any buyer activity into pipeline. It ingests all of your product usage data, intent data, social activity, community conversations, and CRM insights to automatically surface high-intent leads and timely, relevant context so your sales reps can convert more customers and hit revenue targets faster. You can try it for free today, or book a demo to go deeper at www.commonroom.io.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-75-ai-evolution-eran-aloni/ GTMfund Buzzsprout-14235553 Tue, 02 Jan 2024 09:00:00 -0800 2387 1 75 full false GTM 74: It's Bull$***. 50+ GTM Leaders Share Which Widely Held Beliefs They Disagree With GTM 74: It's Bull$***. 50+ GTM Leaders Share Which Widely Held Beliefs They Disagree With To cap off the year, we have another special episode. Be warned: It's a spicy one! 

At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Last week, you heard the compilation of guest responses to the first question. This week, you’ll hear the compilation of their responses to the second question:

What is one widely held belief that revenue leaders have that you think is bull$*** or no longer serving us?

What You Will Learn:

  • The perspectives of go-to-market leaders that are counter to many others. 

 
Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker
Newsletter: thegtmnewsletter.substack.com

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> To cap off the year, we have another special episode. Be warned: It's a spicy one! 

At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Last week, you heard the compilation of guest responses to the first question. This week, you’ll hear the compilation of their responses to the second question:

What is one widely held belief that revenue leaders have that you think is bull$*** or no longer serving us?

What You Will Learn:

  • The perspectives of go-to-market leaders that are counter to many others. 

 
Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker
Newsletter: thegtmnewsletter.substack.com

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-74-gtm-leaders-shares-beliefs-they-disagree-with/ Buzzsprout-14205658 Tue, 26 Dec 2023 11:00:00 -0800 1899 1 74 full false GTM 73: 50+ GTM Leaders on What’s Working and Career Learnings GTM 73: 50+ GTM Leaders on What’s Working and Career Learnings We have a very special episode this week. 

At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. 

Today, you’ll hear the compilation of their responses to one of the questions. 

Spoiler alert: you’ll get to tune into the other question next week, which is slightly spicier as it’s full of hot takes. 

What You Will Learn:

  • What’s working and learnings for these go-to-market leaders. 
  • The questions that 50+ go-to-market leaders answer in this episode: 
    1. What’s one tactic or strategy that’s working for you or the companies that you’re serving?
    2. If you can sum up your learnings in a few sentences, whether it’s something discussed on the podcast or general learnings you would want to impart in folks, what would those sentences be?

Highlights:
(2:36) The first question above. 

(25:50) The adaptation to the question, which is question #2 above.

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker
Newsletter: thegtmnewsletter.substack.com

Sponsor:
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We have a very special episode this week. 

At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. 

Today, you’ll hear the compilation of their responses to one of the questions. 

Spoiler alert: you’ll get to tune into the other question next week, which is slightly spicier as it’s full of hot takes. 

What You Will Learn:

  • What’s working and learnings for these go-to-market leaders. 
  • The questions that 50+ go-to-market leaders answer in this episode: 
    1. What’s one tactic or strategy that’s working for you or the companies that you’re serving?
    2. If you can sum up your learnings in a few sentences, whether it’s something discussed on the podcast or general learnings you would want to impart in folks, what would those sentences be?

Highlights:
(2:36) The first question above. 

(25:50) The adaptation to the question, which is question #2 above.

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker
Newsletter: thegtmnewsletter.substack.com

Sponsor:
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-73-over-50-leaders-career-learnings/ Buzzsprout-14174656 Tue, 19 Dec 2023 16:00:00 -0800 2189 1 73 full false GTM 72: Avoiding Agency and Fractional Roulette: How to Pick the Right Partner with Daniel Weiner GTM 72: Avoiding Agency and Fractional Roulette: How to Pick the Right Partner with Daniel Weiner Daniel Weiner is a former agency executive turned Founder. He started YouShouldTalkTo in 2020 amidst the madness of the pandemic and 3 years later has turned it into a 7-figure business. He also hosts a podcast and private CMO dinners in Atlanta. Outside of work he enjoys all things food/cooking, playing basketball, and working on renovating his loft.

What You Will Learn:

  • How to assess what type of external support is the best fit is for you (agency/fractional/freelancer). 
  • Insight behind the story of founding a company during the 2020 pandemic. 
  • Why your network is your net worth and tactics for navigating business with this philosophy. 
  • Advice for posting on LinkedIn consistently. 
  • A playbook for vetting agencies upfront andmaking process as efficient as possible.

Highlights:
(3:18) Starting with a strong foundation in order to partner with external support. 

(4:43) The danger of asking peers which agencies / fractional / freelancer partners they work with.

(18:39) The two biggest mistakes that brands make.

(22:22) The use case for fractional work compared to agency work.

(28:04) Daniel's journey starting YouShouldTalkTo, which began in 2020. 

(34:16) The biggest lesson learned in growing his business.

(36:18) Advice for posting on LinkedIn, derived from three years of putting out content.

(40:46) Tactical advice for vetting agencies upfront and how to make the process as efficient as possible.

(48:16) One thing revenue leaders believe to be true that Daniel thinks is bull$***.

(50:00) One thing that is working for Daniel in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/danielweiner
Podcast: podcast.youshouldtalkto.com
Website: www.youshouldtalkto.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/sophiebuonassisi
Newsletter: thegtmnewsletter.substack.com

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Daniel Weiner is a former agency executive turned Founder. He started YouShouldTalkTo in 2020 amidst the madness of the pandemic and 3 years later has turned it into a 7-figure business. He also hosts a podcast and private CMO dinners in Atlanta. Outside of work he enjoys all things food/cooking, playing basketball, and working on renovating his loft.

What You Will Learn:

  • How to assess what type of external support is the best fit is for you (agency/fractional/freelancer). 
  • Insight behind the story of founding a company during the 2020 pandemic. 
  • Why your network is your net worth and tactics for navigating business with this philosophy. 
  • Advice for posting on LinkedIn consistently. 
  • A playbook for vetting agencies upfront andmaking process as efficient as possible.

Highlights:
(3:18) Starting with a strong foundation in order to partner with external support. 

(4:43) The danger of asking peers which agencies / fractional / freelancer partners they work with.

(18:39) The two biggest mistakes that brands make.

(22:22) The use case for fractional work compared to agency work.

(28:04) Daniel's journey starting YouShouldTalkTo, which began in 2020. 

(34:16) The biggest lesson learned in growing his business.

(36:18) Advice for posting on LinkedIn, derived from three years of putting out content.

(40:46) Tactical advice for vetting agencies upfront and how to make the process as efficient as possible.

(48:16) One thing revenue leaders believe to be true that Daniel thinks is bull$***.

(50:00) One thing that is working for Daniel in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/danielweiner
Podcast: podcast.youshouldtalkto.com
Website: www.youshouldtalkto.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/sophiebuonassisi
Newsletter: thegtmnewsletter.substack.com

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-72-how-to-pick-the-right-partner-daniel-weiner/ Buzzsprout-14131493 Tue, 12 Dec 2023 08:00:00 -0800 3283 1 72 full false GTM 71: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib (Revisited Bonus Episode) GTM 71: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib (Revisited Bonus Episode) May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. 

May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online.

She sits on the board of TechWadi, an organization that bridges MENA-based entrepreneurs with Silicon Valley-based VC and talent networks, and is a MELI Fellow with the Aspen Institute.

May graduated from Harvard University and spends her time between San Francisco, where Writer is based, and London, where her two children live.


What You Will Learn:

  • May's perspective on the economy now compared to that of 2008/2009. 
  • Writer's decision to make PLG table stakes and how they leverage their motion to secure enterprise customers. 
  • AI use cases - what they are and how they continue to progress. 
  • Tips for recruiting the best possible team members and how patience factors into that. 
  • Career insight from years of operating. 

Highlights:
(6:12) May’s learnings from Lehman Brothers and the economic crisis of 2008/2009.

(14:11) How much attention the average business leader should spend thinking about AI and how much of a near-term impact AI will have.  

(25:17) Writer's PLG motion, including self-serve and sales-assisted, and how it's used to turn small downloads into big enterprise accounts.

(31:07) A consultative sales process and messaging considerations. 

(36:56) May's strategy for recruiting A players. 

(42:55) Personal career learnings distilled by May.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/may-habib/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. 

May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online.

She sits on the board of TechWadi, an organization that bridges MENA-based entrepreneurs with Silicon Valley-based VC and talent networks, and is a MELI Fellow with the Aspen Institute.

May graduated from Harvard University and spends her time between San Francisco, where Writer is based, and London, where her two children live.


What You Will Learn:

  • May's perspective on the economy now compared to that of 2008/2009. 
  • Writer's decision to make PLG table stakes and how they leverage their motion to secure enterprise customers. 
  • AI use cases - what they are and how they continue to progress. 
  • Tips for recruiting the best possible team members and how patience factors into that. 
  • Career insight from years of operating. 

Highlights:
(6:12) May’s learnings from Lehman Brothers and the economic crisis of 2008/2009.

(14:11) How much attention the average business leader should spend thinking about AI and how much of a near-term impact AI will have.  

(25:17) Writer's PLG motion, including self-serve and sales-assisted, and how it's used to turn small downloads into big enterprise accounts.

(31:07) A consultative sales process and messaging considerations. 

(36:56) May's strategy for recruiting A players. 

(42:55) Personal career learnings distilled by May.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/may-habib/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-71-securing-enterprise-customers-with-plg-motion-may-habib/ GTMfund Buzzsprout-14090298 Mon, 04 Dec 2023 21:00:00 -0800 2758 1 71 full false GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon Ang McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase, where she leads a high-growth team out of New York City. She previously served as a sales leader for Amazon, Knotel, and Stack Overflow.

What You Will Learn:

  • Retrospective sales career and overall career insight. 
  • Ang's 5 Ps: Professionalism, Preparation, Process, Performance, Play - and why they are important. 
  • Inspiration for women leaders and aspiring leaders.
  • Go-to-market perspectives.

Highlights:
(9:28) Ang’s 5 Ps - 5 principles that make up her foundation, created to remind herself of who she wants to be and how she wants to lead to then expose team to them to make sure there is transparency and trust.

(13:37) How to approach preparation, including in a remote-first workplace. 

(30:12) An impactful career story on becoming a strong woman leader. 

(38:43) Advice to women facing challenges with fellow women in the workplace. 

(40:28) What Ang would do differently now being able to reflect retrospectively on her career. 

(43:46) One thing revenue leaders believe to be true that Ang thinks is bull$***.

(47:15) One thing that is working for Ang in go-to-market right now.  

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/angenyc/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ang McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase, where she leads a high-growth team out of New York City. She previously served as a sales leader for Amazon, Knotel, and Stack Overflow.

What You Will Learn:

  • Retrospective sales career and overall career insight. 
  • Ang's 5 Ps: Professionalism, Preparation, Process, Performance, Play - and why they are important. 
  • Inspiration for women leaders and aspiring leaders.
  • Go-to-market perspectives.

Highlights:
(9:28) Ang’s 5 Ps - 5 principles that make up her foundation, created to remind herself of who she wants to be and how she wants to lead to then expose team to them to make sure there is transparency and trust.

(13:37) How to approach preparation, including in a remote-first workplace. 

(30:12) An impactful career story on becoming a strong woman leader. 

(38:43) Advice to women facing challenges with fellow women in the workplace. 

(40:28) What Ang would do differently now being able to reflect retrospectively on her career. 

(43:46) One thing revenue leaders believe to be true that Ang thinks is bull$***.

(47:15) One thing that is working for Ang in go-to-market right now.  

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/angenyc/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Flex, a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-70-winning-formula-behind-crunchbase-sales-leader-ang-mcmanamon/ GTMfund Buzzsprout-14046805 Tue, 28 Nov 2023 00:00:00 -0800 3027 1 70 full false GTM 69: Behind the Scenes on Building and Selling Wisely for $187 Million with Mike Vichich GTM 69: Behind the Scenes on Building and Selling Wisely for $187 Million with Mike Vichich Mike Vichich is the Co-Founder and CEO of Wisely, which he successfully sold to Olo for $187 million in 2021. Currently contemplating his next move, it will involve embarking on the journey of being a second-time founder. With the experience of building Wisely under his belt, he is looking to avoid making mistakes from his first venture and avoid common traps. He resides in Ann Arbor, Michigan with his wife and three sons.   

What You Will Learn:

  • Insight on the behind the scenes to Mike’s journey building a company that sold for $187M. 
  • What worked and what did not in building Wisely. 
  • How to evaluate product-market fit from experience trying to find it for 4.5 years, including early indicators.  
  • Tactics to encourage resilience and determination and how Mike maintained a strong mindset throughout the journey, even when times got tough. 

Highlights:
(3:45) Evaluating entrepreneurial ideas, including Mike's process of moving from first-time to second-time founder.

(6:33) Mike's entrepreneurial journey. 

(9:46) Differentiating product-market-timing fit from product-market fit.

(14:58) The Wisely story - building and growing the company. 

(21:22) Balancing personal life and self-identity when cash is running out and times get tough. 

(28:54) Leveraging a network of decision making, rather than a hierarchy of decision making.

(31:37) Defining moments and things that Mike got right while building Wisely. 

(38:41) First things Wisely did to accelerate growth once product-market fit was found. 

(47:05) One thing revenue leaders believe to be true that Mike thinks is bull$***.

(51:49) One thing that is working for Mike in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/mikevichich/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Referenced Resource:
Article by Jason Lemkin (SaaStr): The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mike Vichich is the Co-Founder and CEO of Wisely, which he successfully sold to Olo for $187 million in 2021. Currently contemplating his next move, it will involve embarking on the journey of being a second-time founder. With the experience of building Wisely under his belt, he is looking to avoid making mistakes from his first venture and avoid common traps. He resides in Ann Arbor, Michigan with his wife and three sons.   

What You Will Learn:

  • Insight on the behind the scenes to Mike’s journey building a company that sold for $187M. 
  • What worked and what did not in building Wisely. 
  • How to evaluate product-market fit from experience trying to find it for 4.5 years, including early indicators.  
  • Tactics to encourage resilience and determination and how Mike maintained a strong mindset throughout the journey, even when times got tough. 

Highlights:
(3:45) Evaluating entrepreneurial ideas, including Mike's process of moving from first-time to second-time founder.

(6:33) Mike's entrepreneurial journey. 

(9:46) Differentiating product-market-timing fit from product-market fit.

(14:58) The Wisely story - building and growing the company. 

(21:22) Balancing personal life and self-identity when cash is running out and times get tough. 

(28:54) Leveraging a network of decision making, rather than a hierarchy of decision making.

(31:37) Defining moments and things that Mike got right while building Wisely. 

(38:41) First things Wisely did to accelerate growth once product-market fit was found. 

(47:05) One thing revenue leaders believe to be true that Mike thinks is bull$***.

(51:49) One thing that is working for Mike in go-to-market right now. 

Guest Speaker Link:
LinkedIn: www.linkedin.com/in/mikevichich/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/


Referenced Resource:
Article by Jason Lemkin (SaaStr): The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-69-building-and-selling-wisely-mike-vichich/ GTMfund Buzzsprout-14013113 Tue, 21 Nov 2023 11:00:00 -0800 3459 1 69 full false GTM 68: Klaviyo’s Blueprint for Sales Success of $25M to $450M+ Growth with Sean Marshall GTM 68: Klaviyo’s Blueprint for Sales Success of $25M to $450M+ Growth with Sean Marshall During Sean's most recent operating role he spent 4.5 years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m.  Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B). He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

What You Will Learn:

  • The importance of leveraging your connections.
  • Strategically pulling in every sales team within your org to orchestrate deals.
  • How to hire the best AE’s for your company.
  • How to be an effective storyteller.
  • Optimizing different parts of your funnel in order to extract incremental dollars.

Highlights:
(2:57) Sean Marshall’s success attributor.

(5:35) Moving up to enterprise from a PLG focused company.

(9:36) Starting sales conversations - effectively positioning enterprise reps.

(14:10) Knowing when you’re ready to go upmarket.

(19:28) The makeup of enterprise pods that were set up at Klaviyo.

(22:05) Why CSM’s should be apart of the early deal cycles and not just post sales.

(23:45) A pivotal story that led Sean into Sales.

(29:39) How to evaluate an AE effectively in an interview.

(34:09) What it means to be a strong story teller.

(39:00) How to create a more efficient sales engine.

(47:35) Always offer your customers optionality.

(50:18) The importance of leveraging your referrals in a sales cycle.

Guest Speaker Links:
Sean’s Linkedin: https://www.linkedin.com/in/seanmarshall82/
Sean’s Twitter: https://twitter.com/SeanMarshall1

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
An article by Andy Raskin: The Greatest Sales Deck I've Ever Seen

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> During Sean's most recent operating role he spent 4.5 years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m.  Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B). He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

What You Will Learn:

  • The importance of leveraging your connections.
  • Strategically pulling in every sales team within your org to orchestrate deals.
  • How to hire the best AE’s for your company.
  • How to be an effective storyteller.
  • Optimizing different parts of your funnel in order to extract incremental dollars.

Highlights:
(2:57) Sean Marshall’s success attributor.

(5:35) Moving up to enterprise from a PLG focused company.

(9:36) Starting sales conversations - effectively positioning enterprise reps.

(14:10) Knowing when you’re ready to go upmarket.

(19:28) The makeup of enterprise pods that were set up at Klaviyo.

(22:05) Why CSM’s should be apart of the early deal cycles and not just post sales.

(23:45) A pivotal story that led Sean into Sales.

(29:39) How to evaluate an AE effectively in an interview.

(34:09) What it means to be a strong story teller.

(39:00) How to create a more efficient sales engine.

(47:35) Always offer your customers optionality.

(50:18) The importance of leveraging your referrals in a sales cycle.

Guest Speaker Links:
Sean’s Linkedin: https://www.linkedin.com/in/seanmarshall82/
Sean’s Twitter: https://twitter.com/SeanMarshall1

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
An article by Andy Raskin: The Greatest Sales Deck I've Ever Seen

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-68-klaviyo-sblueprintales-success-sean-marshall/ GTMFund Buzzsprout-13967532 Tue, 14 Nov 2023 07:00:00 -0800 3234 1 68 full false GTM 67: Stop and Celebrate Your Wins with Scott Gifis GTM 67: Stop and Celebrate Your Wins with Scott Gifis Scott Gifis is currently the CEO at NoFraud, formerly the President and COO at frame.io (bought by Adobe) and prior to that, he was the president at AdRoll for 6 years.  Scott is an experienced executive operator, investor, advisor, and board member with a proven track record of building and scaling great companies, globally, from near zero to $100M plus. Today Scott advises for nearly a dozen SaaS companies.

What You Will Learn:

  • Stop and celebrate your wins.
  • The power of your influence.
  • Unlocking team building successfully as a leader.
  • Knowing when to part ways with your early employees.
  • When to bring on a COO / Head of RevOps and the common pitfalls.

Highlights:
(4:51) balancing work / life priorities.

(10:03) Impactful moments in Scotts career that led him to run large behemoths.

(16:01) Flying back to his younger self.

(22:18) Knowing where your influence affects your employees.

(29:32) The best team building strategies.

(42:48) When to bring on a COO / Head of RevOps.

(54:37) The problems with hiring an enterprise leader to run your startup.

Guest Speaker Link:
Scott's Linkedin: https://www.linkedin.com/in/scottpgifis/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Our Sponsor
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Scott Gifis is currently the CEO at NoFraud, formerly the President and COO at frame.io (bought by Adobe) and prior to that, he was the president at AdRoll for 6 years.  Scott is an experienced executive operator, investor, advisor, and board member with a proven track record of building and scaling great companies, globally, from near zero to $100M plus. Today Scott advises for nearly a dozen SaaS companies.

What You Will Learn:

  • Stop and celebrate your wins.
  • The power of your influence.
  • Unlocking team building successfully as a leader.
  • Knowing when to part ways with your early employees.
  • When to bring on a COO / Head of RevOps and the common pitfalls.

Highlights:
(4:51) balancing work / life priorities.

(10:03) Impactful moments in Scotts career that led him to run large behemoths.

(16:01) Flying back to his younger self.

(22:18) Knowing where your influence affects your employees.

(29:32) The best team building strategies.

(42:48) When to bring on a COO / Head of RevOps.

(54:37) The problems with hiring an enterprise leader to run your startup.

Guest Speaker Link:
Scott's Linkedin: https://www.linkedin.com/in/scottpgifis/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Our Sponsor
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-67-celebrate-wins-scott-gifis/ GTMFund Buzzsprout-13924101 Mon, 06 Nov 2023 23:00:00 -0800 3695 1 67 full false GTM 66: How to Land your Dream Role in a Competitive Market with Sophie Buonassisi GTM 66: How to Land your Dream Role in a Competitive Market with Sophie Buonassisi Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow - the media arm of the GTMfund brand - and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company. She enjoys advising SaaS companies as they build out and optimize their marketing and overall GTM strategies.

What You Will Learn:

  • How to be proactive with your references.
  • The need for speed throughout your interview process.
  • Showcasing skill and character effectively.

Highlights:
(3:45) Who’s Sophie and how she ended up at GTMfund.

(6:31) How Sophie stood out during an application process of 400+ people.

(11:15) How to be proactive about finding a new role when you haven’t identified what that role is exactly.

(17:21) Knowing how to navigate the interview process systematically.

(22:41) How to leverage your community to endorse you.

(26:49) How to effectively nail a take home assignment.

(32:30) The importance of understanding your future employer deeply.

(35:35) How to hit the ground running before your start date.

(40:05) Top tips for landing page conversion optimization.

Guest Speaker Link:
Sophie's Linkedin: https://www.linkedin.com/in/sophiebuonassisi/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow - the media arm of the GTMfund brand - and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company. She enjoys advising SaaS companies as they build out and optimize their marketing and overall GTM strategies.

What You Will Learn:

  • How to be proactive with your references.
  • The need for speed throughout your interview process.
  • Showcasing skill and character effectively.

Highlights:
(3:45) Who’s Sophie and how she ended up at GTMfund.

(6:31) How Sophie stood out during an application process of 400+ people.

(11:15) How to be proactive about finding a new role when you haven’t identified what that role is exactly.

(17:21) Knowing how to navigate the interview process systematically.

(22:41) How to leverage your community to endorse you.

(26:49) How to effectively nail a take home assignment.

(32:30) The importance of understanding your future employer deeply.

(35:35) How to hit the ground running before your start date.

(40:05) Top tips for landing page conversion optimization.

Guest Speaker Link:
Sophie's Linkedin: https://www.linkedin.com/in/sophiebuonassisi/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-66-landing-dream-role-in-competitive-market-sophie-buonassisi/ Sophie Buonassisi Buzzsprout-13883074 Tue, 31 Oct 2023 11:00:00 -0700 2905 1 66 full false GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling, previously the VP of Solutions Consulting at Slack, Director of Sales Engineering at Box, and really began his career in tech at Salesforce as a Sales Engineer in 2005.

What You Will Learn:

  • The importance of building long-term relationships at work.
  • The beginning of SaaS SE’s.
  • How the SE/SC role will evolve with AI.
  • Knowing when to bring in SE's as a founder.

Highlights:
(3:41) How Zach has successfully landed at powerhouse companies and how to identify those companies.

(8:16) Zach’s snowball effect of building relationships in the workplace.

(11:10) The energy you put out always comes back to you.

(19:30) When the sales engineer role got pioneered.

(21:43) The SE/SC role evolving with AI.

(29:11) AI experiments that Rippling is currently running.

(34:49) When to invest in solution engineers.

(37:30) Benchmark for the bump in win rate after bringing in SC/SE’s.

(42:07) Gauging the complexity high water marker.

(44:35) Practicing transparency with the value you provide.

(48:07) The power of video content that Rippling is currently leveraging.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/zlawryk/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Our Sponsor
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling, previously the VP of Solutions Consulting at Slack, Director of Sales Engineering at Box, and really began his career in tech at Salesforce as a Sales Engineer in 2005.

What You Will Learn:

  • The importance of building long-term relationships at work.
  • The beginning of SaaS SE’s.
  • How the SE/SC role will evolve with AI.
  • Knowing when to bring in SE's as a founder.

Highlights:
(3:41) How Zach has successfully landed at powerhouse companies and how to identify those companies.

(8:16) Zach’s snowball effect of building relationships in the workplace.

(11:10) The energy you put out always comes back to you.

(19:30) When the sales engineer role got pioneered.

(21:43) The SE/SC role evolving with AI.

(29:11) AI experiments that Rippling is currently running.

(34:49) When to invest in solution engineers.

(37:30) Benchmark for the bump in win rate after bringing in SC/SE’s.

(42:07) Gauging the complexity high water marker.

(44:35) Practicing transparency with the value you provide.

(48:07) The power of video content that Rippling is currently leveraging.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/zlawryk/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Our Sponsor
Today’s episode is sponsored by Demandbase, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer’s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day – CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action: https://www.demandbase.com/product-tour/sales-intelligence/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-65-consultative-selling-master-and-the-positive-snowball-effect-of-building-strong-relationships-zach-lawryk/ GTMFund Buzzsprout-13837514 Tue, 24 Oct 2023 10:00:00 -0700 3026 1 65 full false GTM 64: Hiring Ethereal Talent with Chuck Brotman and David Teichner GTM 64: Hiring Ethereal Talent with Chuck Brotman and David Teichner This week we have a special 2 guest episode, with the best hiring guru's in the game, Chuck Brotman & David Teichner.

Chuck is the co-founder of Blueprint Expansion, a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.

David has 25 years under his belt as a serial entrepreneur. Built and exited companies in MarTech, FinTech and Media. He's invested and advised for over a dozen companies, and launched AccelerateHC seven years ago to help companies think through the organization they need and ultimately help them recruit high performing talent.

What You Will Learn:

  • Understanding your business goals before expanding your team.
  • Utilizing a ‘White Board’ exercise throughout the interview process.
  • How to hire the most ethereal talent in an oversaturated market.
  • Knowing which role to hire for when budgets are tight.
  • How to avoid making a bad hire at the early stages.

Highlights:
(1:35) How Chuck initially started his career in recruiting.

(4:40) How David got drawn into recruiting.

(9:10) Generalists vs Specialists for Seed/SeriesA startups, which should you pick?

(14:00) How to decrease the chance of making a bad hire at the early stage.

(21:00) The importance of implementing a strong process when hiring talent.

(22:38) Maximum number of skills/behaviours you can test for during an interview process.

(25:27) Optimal length for an interview process.

(30:05) How to test for ethereal factors that you can’t put on paper in an interview.

(35:10) When budgets are tight, who do you opt in for, another AE or a sales leader.

(38:29) How to navigate the ‘lead’ roles / player coaches.

(40:50) Hot Take: The “Hire slow and Fire fast” mentality no longer serves us.

(41:45) Hiring people for their titles and hot logo’s on their resume does not guarantee success.

Guest Speakers Links:
Chuck Brotman's LinkedIn: https://www.linkedin.com/in/cbrotman/
David Teichner's LinkedIn: https://www.linkedin.com/in/dteichner/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:

  • If you're looking for any help with your hiring process, fill out This 3 Question Typeform and we'll connect you directly with Chuck and David.
  • If you're a talented go-to-marketer on the job hunt, fill out This Short Typeform to help get placed in your next perfect home!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week we have a special 2 guest episode, with the best hiring guru's in the game, Chuck Brotman & David Teichner.

Chuck is the co-founder of Blueprint Expansion, a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.

David has 25 years under his belt as a serial entrepreneur. Built and exited companies in MarTech, FinTech and Media. He's invested and advised for over a dozen companies, and launched AccelerateHC seven years ago to help companies think through the organization they need and ultimately help them recruit high performing talent.

What You Will Learn:

  • Understanding your business goals before expanding your team.
  • Utilizing a ‘White Board’ exercise throughout the interview process.
  • How to hire the most ethereal talent in an oversaturated market.
  • Knowing which role to hire for when budgets are tight.
  • How to avoid making a bad hire at the early stages.

Highlights:
(1:35) How Chuck initially started his career in recruiting.

(4:40) How David got drawn into recruiting.

(9:10) Generalists vs Specialists for Seed/SeriesA startups, which should you pick?

(14:00) How to decrease the chance of making a bad hire at the early stage.

(21:00) The importance of implementing a strong process when hiring talent.

(22:38) Maximum number of skills/behaviours you can test for during an interview process.

(25:27) Optimal length for an interview process.

(30:05) How to test for ethereal factors that you can’t put on paper in an interview.

(35:10) When budgets are tight, who do you opt in for, another AE or a sales leader.

(38:29) How to navigate the ‘lead’ roles / player coaches.

(40:50) Hot Take: The “Hire slow and Fire fast” mentality no longer serves us.

(41:45) Hiring people for their titles and hot logo’s on their resume does not guarantee success.

Guest Speakers Links:
Chuck Brotman's LinkedIn: https://www.linkedin.com/in/cbrotman/
David Teichner's LinkedIn: https://www.linkedin.com/in/dteichner/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:

  • If you're looking for any help with your hiring process, fill out This 3 Question Typeform and we'll connect you directly with Chuck and David.
  • If you're a talented go-to-marketer on the job hunt, fill out This Short Typeform to help get placed in your next perfect home!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-64-hiring-ethereal-talent-with-chuck-brotman-and-david-teichner/ Chuck Brotman, David Teichner Buzzsprout-13798683 Tue, 17 Oct 2023 17:00:00 -0700 3046 1 64 full false GTM 63: Community Mashup with The Best in the Game ft. Kathleen Booth, Erica Kuhl, & Holly Firestone GTM 63: Community Mashup with The Best in the Game ft. Kathleen Booth, Erica Kuhl, & Holly Firestone We have a special episode this week, a community mashup with the best community leaders in the game! Pavilion's SVP of Marketing, Kathleen Booth, The founder of Salesforce's Trailblazer's Community, Erica Kuhl, and The Former Director of Community for Salesforce's Trailblazer Community as well as The Former Head of Global Community at Atlassian, Holly Firestone.

What You Will Learn:

  • The importance of community in 2023.
  • How to stand out as a community in an oversaturated market.
  • How to maintain quality members in the community as you scale.
  • Centralizing user groups for the community: how to scale, track, and optimize for monumental growth.

Highlights:
(1:15) Kathleen Booth explains why community is more important than ever.

(6:34) How to advise early-stage SaaS companies on how to leverage community to drive revenue and demand.

(16:00) Erica Kuhl unpacks the oversaturation of community today and how to overcome that.

(20:00) Maintain quality members as you scale.

(25:07) Building Salesforce Trailblazers: walking through what worked and what didn't.

(33:00) Holly Firestone's time at Atlassian: scaling, tracking, and optimizing for significant growth.

(42:00) Some mistakes that Holly made as the Director of Community with Salesforce's Trailblazers.

(46:20) Mistakes that Erica Kuhl made during her time at Salesforce.

Guest Speakers Links:
Kathleen Booth's LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/
Erica Kuhl's LinkedIn: https://www.linkedin.com/in/ericakuhl/
Holly Firestone's LinkedIn: https://www.linkedin.com/in/hollygfirestone/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We have a special episode this week, a community mashup with the best community leaders in the game! Pavilion's SVP of Marketing, Kathleen Booth, The founder of Salesforce's Trailblazer's Community, Erica Kuhl, and The Former Director of Community for Salesforce's Trailblazer Community as well as The Former Head of Global Community at Atlassian, Holly Firestone.

What You Will Learn:

  • The importance of community in 2023.
  • How to stand out as a community in an oversaturated market.
  • How to maintain quality members in the community as you scale.
  • Centralizing user groups for the community: how to scale, track, and optimize for monumental growth.

Highlights:
(1:15) Kathleen Booth explains why community is more important than ever.

(6:34) How to advise early-stage SaaS companies on how to leverage community to drive revenue and demand.

(16:00) Erica Kuhl unpacks the oversaturation of community today and how to overcome that.

(20:00) Maintain quality members as you scale.

(25:07) Building Salesforce Trailblazers: walking through what worked and what didn't.

(33:00) Holly Firestone's time at Atlassian: scaling, tracking, and optimizing for significant growth.

(42:00) Some mistakes that Holly made as the Director of Community with Salesforce's Trailblazers.

(46:20) Mistakes that Erica Kuhl made during her time at Salesforce.

Guest Speakers Links:
Kathleen Booth's LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/
Erica Kuhl's LinkedIn: https://www.linkedin.com/in/ericakuhl/
Holly Firestone's LinkedIn: https://www.linkedin.com/in/hollygfirestone/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-63-best-in-the-community-mashup/ Kathleen Booth, Erica Kuhl, & Holly Firestone Buzzsprout-13753660 Tue, 10 Oct 2023 14:00:00 -0700 3114 1 63 full false GTM 62: The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney (Revisited Bonus Episode) GTM 62: The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney (Revisited Bonus Episode) Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.

What You Will Learn:

  • How to create a winning culture.
  • How to keep your competition at bay.
  • How to hire talent that culturally fits your organization.

Highlights:
(03:48) The books that shaped Mark's winning culture.

(10:39) How to keep your competition at bay.

(14:10) Three questions to ask when scouting for culture-fit talent.

(15:46) How to keep recruited talent motivated.

(16:16) "Process triumphs heroics." How Mark created and used playbooks to create winning cultures.

(23:00) Why you need to get more granular in your competitive strategy.

(35:17) How to create a winning culture without turning your team's culture toxic.

(37:18) "If it's not a competitive environment, for me, that's toxic."

(39:09) Mark's parting advice.

Guest Speaker Link:
LinkedIn:  https://www.linkedin.com/in/markcranney/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Books by Ben Horowitz: The Hard Thing About Hard Things & What You Do Is Who You Are.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.

What You Will Learn:

  • How to create a winning culture.
  • How to keep your competition at bay.
  • How to hire talent that culturally fits your organization.

Highlights:
(03:48) The books that shaped Mark's winning culture.

(10:39) How to keep your competition at bay.

(14:10) Three questions to ask when scouting for culture-fit talent.

(15:46) How to keep recruited talent motivated.

(16:16) "Process triumphs heroics." How Mark created and used playbooks to create winning cultures.

(23:00) Why you need to get more granular in your competitive strategy.

(35:17) How to create a winning culture without turning your team's culture toxic.

(37:18) "If it's not a competitive environment, for me, that's toxic."

(39:09) Mark's parting advice.

Guest Speaker Link:
LinkedIn:  https://www.linkedin.com/in/markcranney/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Books by Ben Horowitz: The Hard Thing About Hard Things & What You Do Is Who You Are.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-62-revenue-viking-winning-culture-mark-cranney/ Mark Cranney Buzzsprout-13709577 Tue, 03 Oct 2023 11:00:00 -0700 2619 1 62 full false GTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan Reich GTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan Reich Dan Reich is a serial entrepreneur, investor, and writer and has been building companies since he was a teenager. Some of the companies that he founded include: TULA Skincare which was acquired by Proctor & Gamble - Troops.ai which was acquired by Salesforce - Spinback which was acquired by Buddy Media and then acquired by Salesforce. Dan is now a co-founder of Dibs Beauty, which is backed by LCatterton and is building more companies. He also invests through his family office, Reich Capital. He has a background in electrical engineering and volunteers as a member of national ski patrol.

What You Will Learn: 

  • The power of influencer marketing.
  • Leveraging B2C strategies for B2B companies.
  • Maintaining authenticity across all business plays.
  • The importance of building strong relationships in business.
  • How to keep your team motivated when momentum takes a hit.

Highlights:
(6:33) Influencer marketing in B2B.

(8:34) Tactics and strategies that B2B companies can steal from B2C companies today.

(13:00) How Dan structured a designated BDR team for influencer marketing.

(17:00) How to maintain authenticity when partnering with influencers.

(21:32) How to effectively compensate influencers: Equity vs Cash.

(24:20) Dan’s experience with 2 M&A exits.

(30:08) How to keep your team motivated in moments of momentum loss.

(32:28) How each acquisition began its first conversations.

(42:30) Why email marketing is dead today.

(44:50) Finding gratitude and happiness within yourself will ultimately lead you toward success.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/danreich/
Website: https://danreich.com
DIBS Beauty Website: https://dibsbeauty.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dan Reich is a serial entrepreneur, investor, and writer and has been building companies since he was a teenager. Some of the companies that he founded include: TULA Skincare which was acquired by Proctor & Gamble - Troops.ai which was acquired by Salesforce - Spinback which was acquired by Buddy Media and then acquired by Salesforce. Dan is now a co-founder of Dibs Beauty, which is backed by LCatterton and is building more companies. He also invests through his family office, Reich Capital. He has a background in electrical engineering and volunteers as a member of national ski patrol.

What You Will Learn: 

  • The power of influencer marketing.
  • Leveraging B2C strategies for B2B companies.
  • Maintaining authenticity across all business plays.
  • The importance of building strong relationships in business.
  • How to keep your team motivated when momentum takes a hit.

Highlights:
(6:33) Influencer marketing in B2B.

(8:34) Tactics and strategies that B2B companies can steal from B2C companies today.

(13:00) How Dan structured a designated BDR team for influencer marketing.

(17:00) How to maintain authenticity when partnering with influencers.

(21:32) How to effectively compensate influencers: Equity vs Cash.

(24:20) Dan’s experience with 2 M&A exits.

(30:08) How to keep your team motivated in moments of momentum loss.

(32:28) How each acquisition began its first conversations.

(42:30) Why email marketing is dead today.

(44:50) Finding gratitude and happiness within yourself will ultimately lead you toward success.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/danreich/
Website: https://danreich.com
DIBS Beauty Website: https://dibsbeauty.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-61-power-of-deep-relationships-dan-reich/ Dan Reich Buzzsprout-13665429 Tue, 26 Sep 2023 08:00:00 -0700 2953 1 61 full false GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna Sam McKenna is the founder of SamSalesConsulting, previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.

What You Will Learn:

  • Knowing when to outsource talent as a founder.
  • Using strategic hooks to capture engagement on social.
  • The power of dark social and leveraging it to increase impressions.
  • How to monetize your social presence.
  • Learning to scale things you do well effectively.
  • How to effectively implement the "show me you know me" framework in sales.

Highlights:

(3:40) Why building your digital footprint is more important than ever for founders

(8:30) How to carve out time for thought leadership throughout busy times.

(13:00) Strategies from Sam’s playbook that people should implement when building their social.

(20:00) High-impact strategies that Sam used to excel throughout her sales career.

(26:00) Walking the line between doing what works for you vs following playbooks given by your leaders.

(29:00) A framework for “show me you know me” in Sales.

(33:42) Hot take: Shorter e-mails are not the way to earn your ICP’s time.

(35:51) How to successfully hire for key roles.

(40:30) Hot take: Cold calling isn't the way to approach your ICP anymore.

(44:10) How to leverage data to prospect efficiently.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/samsalesli/
SamSalesConsulting: https://www.samsalesconsulting.com
Sam's LinkedIn Influencer Playbook: https://shorts.samsalesconsulting.com/courses/linkedin-influencer-playbook 

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sam McKenna is the founder of SamSalesConsulting, previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.

What You Will Learn:

  • Knowing when to outsource talent as a founder.
  • Using strategic hooks to capture engagement on social.
  • The power of dark social and leveraging it to increase impressions.
  • How to monetize your social presence.
  • Learning to scale things you do well effectively.
  • How to effectively implement the "show me you know me" framework in sales.

Highlights:

(3:40) Why building your digital footprint is more important than ever for founders

(8:30) How to carve out time for thought leadership throughout busy times.

(13:00) Strategies from Sam’s playbook that people should implement when building their social.

(20:00) High-impact strategies that Sam used to excel throughout her sales career.

(26:00) Walking the line between doing what works for you vs following playbooks given by your leaders.

(29:00) A framework for “show me you know me” in Sales.

(33:42) Hot take: Shorter e-mails are not the way to earn your ICP’s time.

(35:51) How to successfully hire for key roles.

(40:30) Hot take: Cold calling isn't the way to approach your ICP anymore.

(44:10) How to leverage data to prospect efficiently.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/samsalesli/
SamSalesConsulting: https://www.samsalesconsulting.com
Sam's LinkedIn Influencer Playbook: https://shorts.samsalesconsulting.com/courses/linkedin-influencer-playbook 

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-60-linkedin-social-selling-sam-mckenna/ Sam McKenna Buzzsprout-13620264 Tue, 19 Sep 2023 09:00:00 -0700 3142 1 60 full false GTM 59: Weekly Active Users Up 33% by Making the Hard Decisions Faster with Melanie Fellay GTM 59: Weekly Active Users Up 33% by Making the Hard Decisions Faster with Melanie Fellay Melanie Fellay is the CEO and Co-Founder of Spekit, a just-in-time platform that is transforming how we learn at work. Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change.

She’s a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to watch (Entrepreneur) and has been featured across Forbes, Entrepreneur, Fast Company, Business Insider and more. Mel co-founded Spekit with Zari Zahra to solve a simple challenge: how do we make sure employees know what they need to know, when and where they need to know it. Hundreds of the world's most innovative companies, including Uber Freight, Snowflake, Southwest Airlines and Invesco, rely on Spekit to empower their employees with real-time knowledge and training, without disrupting their day-to-day workflows.The company has raised $60M in venture funding from notable investors Craft Ventures. Felicis, Operator Collective, Matchstick Ventures, Renegade Partners, Foundry Group and Bonfire Ventures and more.

What You Will Learn:

  • Narrowing the playing field and going where people aren't as a founder.
  • Always be strategic and intentional when you go wide.
  • The importance of customer-facing as a founder.
  • Making hard decisions faster will only benefit your team's success long term.
  • Product momentum comes from working well as an executive team.

Highlights:
(2:40) The importance of allowing your mind to rest.

(9:37) Mel’s founder journey that inspired her to build Spekit.

(15:44) How to go-to-market with a tool that tackles multiple categories.

(22:33) Customer-facing as a founder shouldn't be overlooked.

(24:10) How Mel ended up having to step in as Spekit's CTO during the pandemic and her experience sitting in the engineering seat.

(34:08) How Mel took the mental strength to show up for her team when things were difficult.

(39:38) What Mel would tell her 25-year-old self.

(42:06) The importance of networking and building your brand as a first-time founder.

(46:44) Figuring out how you work best as an executive team to increase product momentum.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/melaniefellay/
Spekit's Website: https://spekit.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Melanie Fellay is the CEO and Co-Founder of Spekit, a just-in-time platform that is transforming how we learn at work. Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change.

She’s a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to watch (Entrepreneur) and has been featured across Forbes, Entrepreneur, Fast Company, Business Insider and more. Mel co-founded Spekit with Zari Zahra to solve a simple challenge: how do we make sure employees know what they need to know, when and where they need to know it. Hundreds of the world's most innovative companies, including Uber Freight, Snowflake, Southwest Airlines and Invesco, rely on Spekit to empower their employees with real-time knowledge and training, without disrupting their day-to-day workflows.The company has raised $60M in venture funding from notable investors Craft Ventures. Felicis, Operator Collective, Matchstick Ventures, Renegade Partners, Foundry Group and Bonfire Ventures and more.

What You Will Learn:

  • Narrowing the playing field and going where people aren't as a founder.
  • Always be strategic and intentional when you go wide.
  • The importance of customer-facing as a founder.
  • Making hard decisions faster will only benefit your team's success long term.
  • Product momentum comes from working well as an executive team.

Highlights:
(2:40) The importance of allowing your mind to rest.

(9:37) Mel’s founder journey that inspired her to build Spekit.

(15:44) How to go-to-market with a tool that tackles multiple categories.

(22:33) Customer-facing as a founder shouldn't be overlooked.

(24:10) How Mel ended up having to step in as Spekit's CTO during the pandemic and her experience sitting in the engineering seat.

(34:08) How Mel took the mental strength to show up for her team when things were difficult.

(39:38) What Mel would tell her 25-year-old self.

(42:06) The importance of networking and building your brand as a first-time founder.

(46:44) Figuring out how you work best as an executive team to increase product momentum.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/melaniefellay/
Spekit's Website: https://spekit.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-59-weekly-active-users-growth-melanie-fellay/ Melanie Fellay Buzzsprout-13533184 Tue, 05 Sep 2023 09:00:00 -0700 2987 1 59 full false GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye Meka Asonye is a Partner at First Round Capital based in San Francisco. Before moving into venture, Meka was an active angel investor backing companies such as Coda, Alchemy, Rimeto (acq. by Slack), Snackpass and Stytch.

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company's rapid growth from 250 to 2000 people. Prior to joining Stripe, Meka served as Case Team Leader at Bain in San Francisco, partnering with the C-Suites of Fortune 50 companies across different verticals.

Meka started his career working in Player Development & Baseball Operations for the Cleveland Indians. Meka earned a Bachelor of Arts degree cum laude in Economics and Finance from Princeton and his MBA from Harvard Business School

What You Will Learn:

  • Long-term orientation for lead distribution at Stripe.
  • Investing in the person, and then the product, is most important in angel investing.
  • Best tips to start out in angel investing.
  • Compensation structures that early-stage companies should implement.

Highlights:
(3:44) How Meka started his career in player development and baseball ops for the Cleveland Indians.

(8:50) Meka’s biggest challenges during his time at Stripe as the Head of Sales.

(10:15) How the SMB team measured success at Stripe and how it evolved over the years.

(13:14) Balancing lead distribution at Stripe.

(16:28) Practicing “Dumpster Diving” at Stripe.

(18:00) Setting up long-term incentive structures at Stripe.

(22:48) How Meka began angel investing.

(28:10) What Meka learned from his first angel investing experience.

(36:22) The best way to start out in angel investing.

(39:42) Why traditional sales compensation models at early-stage companies are flawed.

(42:00) The importance of educating your customers effectively through each touch.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/mekaasonye/
Twitter: https://twitter.com/BigMekaStyle
Email: Meka@firstround.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Meka Asonye is a Partner at First Round Capital based in San Francisco. Before moving into venture, Meka was an active angel investor backing companies such as Coda, Alchemy, Rimeto (acq. by Slack), Snackpass and Stytch.

Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company's rapid growth from 250 to 2000 people. Prior to joining Stripe, Meka served as Case Team Leader at Bain in San Francisco, partnering with the C-Suites of Fortune 50 companies across different verticals.

Meka started his career working in Player Development & Baseball Operations for the Cleveland Indians. Meka earned a Bachelor of Arts degree cum laude in Economics and Finance from Princeton and his MBA from Harvard Business School

What You Will Learn:

  • Long-term orientation for lead distribution at Stripe.
  • Investing in the person, and then the product, is most important in angel investing.
  • Best tips to start out in angel investing.
  • Compensation structures that early-stage companies should implement.

Highlights:
(3:44) How Meka started his career in player development and baseball ops for the Cleveland Indians.

(8:50) Meka’s biggest challenges during his time at Stripe as the Head of Sales.

(10:15) How the SMB team measured success at Stripe and how it evolved over the years.

(13:14) Balancing lead distribution at Stripe.

(16:28) Practicing “Dumpster Diving” at Stripe.

(18:00) Setting up long-term incentive structures at Stripe.

(22:48) How Meka began angel investing.

(28:10) What Meka learned from his first angel investing experience.

(36:22) The best way to start out in angel investing.

(39:42) Why traditional sales compensation models at early-stage companies are flawed.

(42:00) The importance of educating your customers effectively through each touch.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/mekaasonye/
Twitter: https://twitter.com/BigMekaStyle
Email: Meka@firstround.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-58-how-stripe-supercharged-smb-team-meka-asonye/ Meka Asonye Buzzsprout-13491552 Tue, 29 Aug 2023 09:00:00 -0700 2753 1 58 full false GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel Eli Rubel is the CEO of MatterMade and NoBoringDesign, and has served as a Marketing advisor for companies like Dropbox, Loom, Productboard, Calm, and many others. Prior to MatterMade & NoBoringDesign, Eli was the founding CEO of Glider.com which he led through a successful acquisition to FPX.

What You Will Learn: 

  • The importance of leveraging Demand Efficiency for your business.
  • Being aware of the bad actors that exist in business.
  • Extreme diligence on contract work should not be overlooked.
  • Setting yourself up successfully post-acquisition changes.

Highlights:
(3:39) Defining Demand Efficiency.

(7:30) Shared data around good efficiency through channels.

(10:10) Common micro-surfaces that are often overlooked.

(13:10) Companies revisiting their brand guidelines and brand identity.

(15:24) Good conversion rates on ad spend for B2B SaaS companies.

(17:10) Things people should think about when analyzing their demand efficiency

(18:10) Eli’s acquisition that went wrong.

(25:30) How to combat against acquisitions going wrong.

(28:00) Post-acquisition shift - how to set yourself up.

(30:10) Founder Question: What your first marketing hire should look like.

(25:00) Hot take: LinkedIn is dying!

(38:00) Operational excellence will set your team up for success every time.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elirubel/
MatterMade's Website: https://www.mattermade.co
NoBoringDesign Website: https://www.noboringdesign.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Eli Rubel is the CEO of MatterMade and NoBoringDesign, and has served as a Marketing advisor for companies like Dropbox, Loom, Productboard, Calm, and many others. Prior to MatterMade & NoBoringDesign, Eli was the founding CEO of Glider.com which he led through a successful acquisition to FPX.

What You Will Learn: 

  • The importance of leveraging Demand Efficiency for your business.
  • Being aware of the bad actors that exist in business.
  • Extreme diligence on contract work should not be overlooked.
  • Setting yourself up successfully post-acquisition changes.

Highlights:
(3:39) Defining Demand Efficiency.

(7:30) Shared data around good efficiency through channels.

(10:10) Common micro-surfaces that are often overlooked.

(13:10) Companies revisiting their brand guidelines and brand identity.

(15:24) Good conversion rates on ad spend for B2B SaaS companies.

(17:10) Things people should think about when analyzing their demand efficiency

(18:10) Eli’s acquisition that went wrong.

(25:30) How to combat against acquisitions going wrong.

(28:00) Post-acquisition shift - how to set yourself up.

(30:10) Founder Question: What your first marketing hire should look like.

(25:00) Hot take: LinkedIn is dying!

(38:00) Operational excellence will set your team up for success every time.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elirubel/
MatterMade's Website: https://www.mattermade.co
NoBoringDesign Website: https://www.noboringdesign.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-57-the-real-version-of-selling-startup-eli-rubel/ Eli Rubel Buzzsprout-13450941 Tue, 22 Aug 2023 08:00:00 -0700 2558 1 57 full false GTM 56: The Pioneer of Account Based Sales Development with Lars Nilsson *Revisited Bonus Episode* GTM 56: The Pioneer of Account Based Sales Development with Lars Nilsson *Revisited Bonus Episode* This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. So much value to take away from the Pioneer of the BDR name!

Lars Nilsson is the VP of Global Sales Development at Snowflake. Prior to Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Before that he was the VP of Global Inside Sales for Cloudera. Lars and his team at Cloudera developed the Sales methodology known as Account-Based Sales Development, which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today.

Lars has also served in sales exec roles at ArcSight, Hewlett Packard, Riverbed Technology, and Portal Software, all three of which achieved IPOs.

Lars starts this episode by sharing what he learned early in his career at Xerox and the world-famous Xerox Management Training Program. He then talks about Cloudera's account-based sales development method, including how it started and why it was successful.

What You Will Learn:

  • How to use personalization to your advantage.
  • How to speak among people in a way that brings them together.
  • What to look for when hiring a BDR.

Highlights:

(05:00) Insights on nurturing young talent while fostering loyalty.

(14:40) Cloudera's account-based sales development methodology: origins and early successes.

(21:40) Insights on the power of personalization.

(27:30) How to create a lasting impression in front of people and bring them together.

(31:00) Why you should express gratitude or tell a story in front of people more often.

(32:49) How to overcome fear and nervousness and find the courage to speak among people.

(38:03) Things to look out for when hiring a BDR.

(41:26) Summary of Lars’ career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/lanilsson/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. So much value to take away from the Pioneer of the BDR name!

Lars Nilsson is the VP of Global Sales Development at Snowflake. Prior to Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Before that he was the VP of Global Inside Sales for Cloudera. Lars and his team at Cloudera developed the Sales methodology known as Account-Based Sales Development, which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today.

Lars has also served in sales exec roles at ArcSight, Hewlett Packard, Riverbed Technology, and Portal Software, all three of which achieved IPOs.

Lars starts this episode by sharing what he learned early in his career at Xerox and the world-famous Xerox Management Training Program. He then talks about Cloudera's account-based sales development method, including how it started and why it was successful.

What You Will Learn:

  • How to use personalization to your advantage.
  • How to speak among people in a way that brings them together.
  • What to look for when hiring a BDR.

Highlights:

(05:00) Insights on nurturing young talent while fostering loyalty.

(14:40) Cloudera's account-based sales development methodology: origins and early successes.

(21:40) Insights on the power of personalization.

(27:30) How to create a lasting impression in front of people and bring them together.

(31:00) Why you should express gratitude or tell a story in front of people more often.

(32:49) How to overcome fear and nervousness and find the courage to speak among people.

(38:03) Things to look out for when hiring a BDR.

(41:26) Summary of Lars’ career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/lanilsson/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-56-pioneer-of-bdr-name-lars-nilsson/ Lars Nilsson Buzzsprout-13429800 Fri, 18 Aug 2023 10:00:00 -0700 2783 1 56 full false GTM 55: Contagious B2B Messaging Mastery with Dave Gerhardt GTM 55: Contagious B2B Messaging Mastery with Dave Gerhardt Dave Gerhardt worked as a Senior Marketing Manager at Drift in 2015 and quickly grew into their VP of Marketing. Dave left Drift in 2019 to join Privy as their CMO for just under 2 years, then returned to Drift as a Chief Brand Officer. Dave now runs Exit Five, The #1 community for B2B Marketers.

What You Will Learn: 

  • How to successfully set yourself up as a one-person team.
  • Evolving your strategy and goals as your company's goals change.
  • How to nail your company's messaging.
  • Effectively building a founder brand.
  • The importance of niching down to drive growth.

Highlights
(3:25) Shifting from a ‘Yes mindset’ to a ‘No mindset.’

(12:10) How Dave grew into a VP-level role at Drift.

(12:58) How Dave started his career at Drift.

(24:00) Moments in Dave’s career where he didn’t achieve his goals.

(28:48) Aligning revenue goals between Sales and Marketing.

(31:50) Getting people excited and engaged in Drift’s product at an early stage.

(36:50) The pros and cons of starting a founder brand.

(40:39) How Dave measured success for his podcast as they started out.

(43:00) Hot take: Measuring everything in Marketing is no longer relevant.

(45:00) The importance of niching down to drive growth.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/davegerhardt/
Exit5 Community: https://www.exitfive.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dave Gerhardt worked as a Senior Marketing Manager at Drift in 2015 and quickly grew into their VP of Marketing. Dave left Drift in 2019 to join Privy as their CMO for just under 2 years, then returned to Drift as a Chief Brand Officer. Dave now runs Exit Five, The #1 community for B2B Marketers.

What You Will Learn: 

  • How to successfully set yourself up as a one-person team.
  • Evolving your strategy and goals as your company's goals change.
  • How to nail your company's messaging.
  • Effectively building a founder brand.
  • The importance of niching down to drive growth.

Highlights
(3:25) Shifting from a ‘Yes mindset’ to a ‘No mindset.’

(12:10) How Dave grew into a VP-level role at Drift.

(12:58) How Dave started his career at Drift.

(24:00) Moments in Dave’s career where he didn’t achieve his goals.

(28:48) Aligning revenue goals between Sales and Marketing.

(31:50) Getting people excited and engaged in Drift’s product at an early stage.

(36:50) The pros and cons of starting a founder brand.

(40:39) How Dave measured success for his podcast as they started out.

(43:00) Hot take: Measuring everything in Marketing is no longer relevant.

(45:00) The importance of niching down to drive growth.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/davegerhardt/
Exit5 Community: https://www.exitfive.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-55-b2b-messaging-mastery-dave-gerhardt/ Dave Gerhardt Buzzsprout-13423702 Thu, 17 Aug 2023 08:00:00 -0700 3001 1 55 full false GTM 54: Resilience is Your Willpower with Anna Baird GTM 54: Resilience is Your Willpower with Anna Baird Anna Baird started her career in Accounting helping with IPOs of companies like Google. She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. She became a CFO and then a COO and finally a CRO. Anna is now working on Boards to help other executives take advantage of the opportunities that they saw earlier and avoid some of the mistakes that she's faced at early stages. ◡̈

What You Will Learn:

  • The importance of leveraging your relationships to bring in revenue.
  • Practicing resilience to surpass those who doubt your capabilities.
  • Knowing when to walk away from a company.
  • Understanding where your hires' skillsets are to be successful within your organization.

Highlights:
(6:13) What Anna has learned throughout her career selling into large strategic accounts.

(11:45) A walk through of Outreach’s deal review calls as a successful strategic tactic.

(15:45) How to prepare folks to make a strong ask that garners results.

(19:20) Anna’s impactful story that fueled her.

(22:55) A moment in time where Anna faced a struggle with misalignment.

(32:40) Anna’s advice to female leaders struggling to get promoted.

(37:40) Understanding where your hires' skillsets are to be successful in your organization.

(42:10) Working in silos no longer works.

Quotes:
“I just wanna work with interest people, solving interesting problems, with people I enjoy and respect being around.”

“The only reason why we exist as a company, is because we’re solving a pain. Never lose track of why you exist and what is it that you’re building for.”

“Everyone wants to work for a place where they feel has a great foundation of innovation, great ideas, and different perspectives, and I feel that’s what the younger generation is excelling at.”

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/anna-baird-38966513/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Anna Baird started her career in Accounting helping with IPOs of companies like Google. She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. She became a CFO and then a COO and finally a CRO. Anna is now working on Boards to help other executives take advantage of the opportunities that they saw earlier and avoid some of the mistakes that she's faced at early stages. ◡̈

What You Will Learn:

  • The importance of leveraging your relationships to bring in revenue.
  • Practicing resilience to surpass those who doubt your capabilities.
  • Knowing when to walk away from a company.
  • Understanding where your hires' skillsets are to be successful within your organization.

Highlights:
(6:13) What Anna has learned throughout her career selling into large strategic accounts.

(11:45) A walk through of Outreach’s deal review calls as a successful strategic tactic.

(15:45) How to prepare folks to make a strong ask that garners results.

(19:20) Anna’s impactful story that fueled her.

(22:55) A moment in time where Anna faced a struggle with misalignment.

(32:40) Anna’s advice to female leaders struggling to get promoted.

(37:40) Understanding where your hires' skillsets are to be successful in your organization.

(42:10) Working in silos no longer works.

Quotes:
“I just wanna work with interest people, solving interesting problems, with people I enjoy and respect being around.”

“The only reason why we exist as a company, is because we’re solving a pain. Never lose track of why you exist and what is it that you’re building for.”

“Everyone wants to work for a place where they feel has a great foundation of innovation, great ideas, and different perspectives, and I feel that’s what the younger generation is excelling at.”

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/anna-baird-38966513/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-54-resilience-is-your-willpower-with-anna-baird/ Anna Baird Buzzsprout-13410115 Tue, 15 Aug 2023 08:00:00 -0700 3062 1 54 full false GTM 53: Hire Slow & Fire Fast with Justin Welsh GTM 53: Hire Slow & Fire Fast with Justin Welsh Justin Welsh helped scale ZocDoc as the Director of Strategic Sales, and later joined PatientPop as the SVP of Sales. Justin currently has over 440k followers on Linkedin and Twitter, and 150k subscribers on the Saturday Solopreneur Newsletter. Justin is also an Angel investor and an advisor for early stage startups.

Justin has bundled all of his learnings into 2 courses that he offers today: The Operating System Digital Course, teaching you how to build a viable meaningful business on Linkedin and the The Content OS Digital Course, which gives you a more holistic strategy around content.

What You Will Learn:

  • How to nail your LinkedIn presence and strategy.
  • Common mistakes and misconceptions folks come across when building their social presence.
  • How to navigate burnout.
  • How Justin cracked the Twitter code on growth.
  • The importance of giving yourself KPIs as a thought leader.
  • The best hacks on how to use your social channels to drive an abundance of inbound leads.

Highlights:
(3:18) The evolution of Justin’s career growth as a solopreneur.

(4:48) The courses Justin built on how to excel as a thought leader on LinkedIn.

(6:33) How to crack the Twitter code.

(13:25) Outsourcing creativity.

(14:50) Using a scheduler for content - which platforms Justin uses for scheduling.

(16:40) Justin’s take on threads.

(19:15) The impactful results that Justin saw as he kickstarted his solopreneur journey.

(22:17) Tips for executives and founders looking to build on LinkedIn.

(25:00) Common mistakes that folks should avoid on LinkedIn.

(27:00) Justin’s experience with burnout before he decided to bet on himself.

(31:35) Justin’s best advice to his younger self.

(33:26) How to motivate your hires to be more active on social.

(37:48) Hot take: Fire Fast!

(41:55) Actionable tips that SaaS teams can implement to drive more inbound.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/justinwelsh/
Twitter: https://twitter.com/thejustinwelsh
Website: https://www.justinwelsh.me

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Justin Welsh helped scale ZocDoc as the Director of Strategic Sales, and later joined PatientPop as the SVP of Sales. Justin currently has over 440k followers on Linkedin and Twitter, and 150k subscribers on the Saturday Solopreneur Newsletter. Justin is also an Angel investor and an advisor for early stage startups.

Justin has bundled all of his learnings into 2 courses that he offers today: The Operating System Digital Course, teaching you how to build a viable meaningful business on Linkedin and the The Content OS Digital Course, which gives you a more holistic strategy around content.

What You Will Learn:

  • How to nail your LinkedIn presence and strategy.
  • Common mistakes and misconceptions folks come across when building their social presence.
  • How to navigate burnout.
  • How Justin cracked the Twitter code on growth.
  • The importance of giving yourself KPIs as a thought leader.
  • The best hacks on how to use your social channels to drive an abundance of inbound leads.

Highlights:
(3:18) The evolution of Justin’s career growth as a solopreneur.

(4:48) The courses Justin built on how to excel as a thought leader on LinkedIn.

(6:33) How to crack the Twitter code.

(13:25) Outsourcing creativity.

(14:50) Using a scheduler for content - which platforms Justin uses for scheduling.

(16:40) Justin’s take on threads.

(19:15) The impactful results that Justin saw as he kickstarted his solopreneur journey.

(22:17) Tips for executives and founders looking to build on LinkedIn.

(25:00) Common mistakes that folks should avoid on LinkedIn.

(27:00) Justin’s experience with burnout before he decided to bet on himself.

(31:35) Justin’s best advice to his younger self.

(33:26) How to motivate your hires to be more active on social.

(37:48) Hot take: Fire Fast!

(41:55) Actionable tips that SaaS teams can implement to drive more inbound.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/justinwelsh/
Twitter: https://twitter.com/thejustinwelsh
Website: https://www.justinwelsh.me

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-53-hire-slow-fire-fast-justin-welsh/ The GTM Podcast 8f2e1ad1-0e9e-4407-9dd7-0ca2db57957b Mon, 07 Aug 2023 20:18:00 -0700 2753 linkedin,tech,Marketing,entrepreneurship,b2b,saas,solopreneur,gtm,sales leadership,thought leadership,marketing podcast,business podcast,angel investing,tech podcast,tech startup,Sales podcast,justin welsh,gtmfund,sales hacker,gtm podcast 1 53 full false GTM 52: *Special Edition* Monthly Jam Session (August 2023) GTM 52: *Special Edition* Monthly Jam Session (August 2023) Presenting you with a very special bonus episode this month...

Max Altschuler hits us with a very special announcement, Co-Hosted by the CEO and CoFounder of Outreach, Manny Medina  

Tune in to hear it in full!

Hosts Speaker Links:
Max's LinkedIn: https://www.linkedin.com/in/maxaltschuler/
Max' Twitter: https://twitter.com/HackItMax
Manny's LinkedIn : https://www.linkedin.com/in/medinism/
Manny's Twitter: https://twitter.com/medinism

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Presenting you with a very special bonus episode this month...

Max Altschuler hits us with a very special announcement, Co-Hosted by the CEO and CoFounder of Outreach, Manny Medina  

Tune in to hear it in full!

Hosts Speaker Links:
Max's LinkedIn: https://www.linkedin.com/in/maxaltschuler/
Max' Twitter: https://twitter.com/HackItMax
Manny's LinkedIn : https://www.linkedin.com/in/medinism/
Manny's Twitter: https://twitter.com/medinism

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-52-special-edition-monthly-jam-session-august-2023/ The GTM Podcast 0a66691d-2856-47cc-8589-ccee4741975f Wed, 02 Aug 2023 20:30:00 -0700 431 sales,outreach,b2b,saas,vc,gtm,saleshacker,venture capital,sales leadership,marketing podcast,business podcast,investing podcast,Sales podcast,go to market,gtmfund,vc podcast,venture capital podcast,manny medina,gtm podcast,gtmnow 1 52 full false GTM 51: A Dream to a Nightmare, and Now a Multi Million Dollar Company with James Isilay GTM 51: A Dream to a Nightmare, and Now a Multi Million Dollar Company with James Isilay James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. Cognism helps you identify your ideal customers globally, find others like them, and reach out when they are most likely to buy.

What You Will Learn:

  • The power of networking as you build your career.
  • The importance of making top-tier hires when scaling your business.
  • Scaling internationally is how you win in today's market.
  • Why SDRs should be working in the office.

Highlights:
(3:05) James’ career journey that led him to become a founder.

(8:09) Factors that drew James into being a financial trader early on in his career.

(14:55) James’ inflection point quitting his 9-5 to start Cognism.

(18:12) James’ learnings from his early days building Cognism.

(20:33) How James calibrated excellence across his team.

(27:08) Cognism's take on in-office vs remote work.

(31:28) Listener question: The “need to haves” on a go-to-market tech stack.

(36:40) Hot take: Every company should be expanding and building a sales capacity globally.

(42:38) Value loops and ungated content are the way to succeed.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/james-isilay/
Cognism's Website: https://www.cognism.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Book by Alice de Courcy (Cognism): The Diary of a First Time CMO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. Cognism helps you identify your ideal customers globally, find others like them, and reach out when they are most likely to buy.

What You Will Learn:

  • The power of networking as you build your career.
  • The importance of making top-tier hires when scaling your business.
  • Scaling internationally is how you win in today's market.
  • Why SDRs should be working in the office.

Highlights:
(3:05) James’ career journey that led him to become a founder.

(8:09) Factors that drew James into being a financial trader early on in his career.

(14:55) James’ inflection point quitting his 9-5 to start Cognism.

(18:12) James’ learnings from his early days building Cognism.

(20:33) How James calibrated excellence across his team.

(27:08) Cognism's take on in-office vs remote work.

(31:28) Listener question: The “need to haves” on a go-to-market tech stack.

(36:40) Hot take: Every company should be expanding and building a sales capacity globally.

(42:38) Value loops and ungated content are the way to succeed.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/james-isilay/
Cognism's Website: https://www.cognism.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Book by Alice de Courcy (Cognism): The Diary of a First Time CMO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-51-a-dream-to-a-nightmare-and-now-a-multi-million-dollar-company-with-james-isilay/ The GTM Podcast e5be0c5e-6311-4bdb-b3a2-2dcbac790edc Mon, 31 Jul 2023 20:17:00 -0700 2694 tech,sales,finance,b2b,saas,startups,gtm,venture capital,sales leadership,marketing podcast,business podcast,Financial Podcast,tech podcast,Sales podcast,go to market,vc podcast,venture capital podcast,sales hacker,go to market podcast,cognism 1 51 full false GTM 50: Solving the Age Old Problem, A Sales & Marketing Misalignment with Nicole Wojno Smith GTM 50: Solving the Age Old Problem, A Sales & Marketing Misalignment with Nicole Wojno Smith Nicole Wojno Smith is the VP of Marketing at Tackle, where she oversees the strategy and execution across brand, demand gen, content, product, customer, and partner marketing. She’s passionate about building GTM programs aligning cross-functional teams while scaling revenue. Before Tackle, she built and scaled the marketing team from the ground up at two previous SaaS companies.She enjoys advising early-stage SaaS companies as they build their marketing team and strategy.

What You Will Learn:

  • The importance of taking ownership as a business and leaning on your team for support.
  • Building the strongest possible cross-functional team in order to collectively tackle the problem you're solving.
  • Nicole's 4-part framework: 1 shared revenue goal, executing integrated campaigns across the org, and a multi-touch attribution model.
  • The importance of infusing an integrated theme across the organization.

Highlights:
(3:17) The meaning of alignment between sales, marketing, & partnerships.

(5:35) The framework Nicole built to create better alignment between sales & marketing.

(11:03) How to extract data and diagnose a breakdown where problems are happening.

(13:10) The impact on Nicole’s company after rolling out her framework.

(16:08) What led Nicole to make changes within the sales and marketing org.

(17:45) How Nicole motivated her team to adjust to these changes.

(20:40) The importance of leading with data in every situation.

(23:47) Nicole’s operational shift error.

(26:53) Nicole’s biggest learnings and takeaways.

(28:07) Listener question: Where to allocate marketing dollars in demand gen today.

(30:15) Decreasing ad performance in today’s market.

(31:35) Hot take: 1 Marketer with 10 different roles isn’t the way to succeed.

(33:59) How to leverage AI for every possible role today.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/nicolewojno/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Nicole Wojno Smith is the VP of Marketing at Tackle, where she oversees the strategy and execution across brand, demand gen, content, product, customer, and partner marketing. She’s passionate about building GTM programs aligning cross-functional teams while scaling revenue. Before Tackle, she built and scaled the marketing team from the ground up at two previous SaaS companies.She enjoys advising early-stage SaaS companies as they build their marketing team and strategy.

What You Will Learn:

  • The importance of taking ownership as a business and leaning on your team for support.
  • Building the strongest possible cross-functional team in order to collectively tackle the problem you're solving.
  • Nicole's 4-part framework: 1 shared revenue goal, executing integrated campaigns across the org, and a multi-touch attribution model.
  • The importance of infusing an integrated theme across the organization.

Highlights:
(3:17) The meaning of alignment between sales, marketing, & partnerships.

(5:35) The framework Nicole built to create better alignment between sales & marketing.

(11:03) How to extract data and diagnose a breakdown where problems are happening.

(13:10) The impact on Nicole’s company after rolling out her framework.

(16:08) What led Nicole to make changes within the sales and marketing org.

(17:45) How Nicole motivated her team to adjust to these changes.

(20:40) The importance of leading with data in every situation.

(23:47) Nicole’s operational shift error.

(26:53) Nicole’s biggest learnings and takeaways.

(28:07) Listener question: Where to allocate marketing dollars in demand gen today.

(30:15) Decreasing ad performance in today’s market.

(31:35) Hot take: 1 Marketer with 10 different roles isn’t the way to succeed.

(33:59) How to leverage AI for every possible role today.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/nicolewojno/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-50-solving-the-age-old-problem-a-sales-marketing-misalignment-with-nicole-wojno-smith/ The GTM Podcast ab3673ef-1242-42ae-9f17-92ba15d1bb3b Mon, 24 Jul 2023 19:01:00 -0700 2309 CRO,tech,Marketing,business,CEO,sales,stocks,revenue,founders,investor,b2b,saas,startups,marketing podcast,business podcast,tech stack,tech podcast,investing podcast,tech startup,Sales podcast 1 50 full false GTM 49: "What Got You Here Won't Get You There" with Adam Schoenfeld GTM 49: "What Got You Here Won't Get You There" with Adam Schoenfeld Adam Schoenfeld is the Co-Founder & CEO at Keyplay, as well as the Co-Founder & Analyst at PeerSignal.org. Adam is a 4th time SaaS founder. His past includes Siftrock (acquired by Drift), Simply Measured, Product & Strategy VP at Drift, and a board member at Bizible.

What You Will Learn:

  • The importance of having alignment with your cofounder.
  • The concept of building a media channel as a part of every brand.
  • Being overly structured doesn't bring you the best outcomes over time.
  • Never stop interfacing with your customers as a founder.

Highlights:
(2:57) The thinking and execution behind Keyplay.

(6:06) How to get people to care about your early-stage startup.

(10:28) Adam’s advice to founders building a Media and community arm.

(13:50) Adam’s pivotal career story.

(20:44) The importance of the Co-founder relationships.

(23:30) Not losing track of your customer.

(27:25) How to get past the 1M mark as a startup.

(33:30) Gating content is no longer needed in tech.

(36:30) What's replacing gated content.

(38:17) Offering a free version of your product will help your company's growth at the earlier stage.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elenahutchison/
KeyPlay's Website: https://keyplay.io
PeerSignal Website: https://peersignal.org

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Adam Schoenfeld is the Co-Founder & CEO at Keyplay, as well as the Co-Founder & Analyst at PeerSignal.org. Adam is a 4th time SaaS founder. His past includes Siftrock (acquired by Drift), Simply Measured, Product & Strategy VP at Drift, and a board member at Bizible.

What You Will Learn:

  • The importance of having alignment with your cofounder.
  • The concept of building a media channel as a part of every brand.
  • Being overly structured doesn't bring you the best outcomes over time.
  • Never stop interfacing with your customers as a founder.

Highlights:
(2:57) The thinking and execution behind Keyplay.

(6:06) How to get people to care about your early-stage startup.

(10:28) Adam’s advice to founders building a Media and community arm.

(13:50) Adam’s pivotal career story.

(20:44) The importance of the Co-founder relationships.

(23:30) Not losing track of your customer.

(27:25) How to get past the 1M mark as a startup.

(33:30) Gating content is no longer needed in tech.

(36:30) What's replacing gated content.

(38:17) Offering a free version of your product will help your company's growth at the earlier stage.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elenahutchison/
KeyPlay's Website: https://keyplay.io
PeerSignal Website: https://peersignal.org

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-49-what-got-you-here-wont-get-you-there-with-adam-schoenfeld/ The GTM Podcast 9a61dd37-1fa1-4816-8dc6-2dcd9ae91c9e Mon, 17 Jul 2023 20:40:00 -0700 2554 tech,Marketing,startup,saas,vc,abm,gtm,venture capital,sales leadership,marketing podcast,tech podcast,investing podcast,Sales podcast,gtmfund,vc podcast,venture capital podcast,sales hacker,gtm podcast,startup podcast,keyplay 1 49 full false GTM 48: Monthly Jam Session (July 2023) GTM 48: Monthly Jam Session (July 2023) Guest appearance from the one and only Paul Irving again this month as him and Scott discuss the general trends in the macro environment, predictions and paving the path forward for todays economy. They also dive into the asset class comparisons and their latest US Trade Mission trip to HongKong... Don't miss out!

Highlights:
(0:45) Little Summer Update.

(2:14) Why the VC landscape is different this year.

(5:00) Paul’s take on the private and public markets right now.

(8:44) Scott and Paul’s recap on the US Trade Mission in Hong Kong last month.

(13:45) Last month's GTM dinners in Toronto and NYC.

(15:57) A GTMfund Portfolio Company story/update from Paul.

(21:00) Expanding on the concept of “flight to quality.”

(26:00) Whether founders are going to start rethinking their value propositions.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/paulsirving/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Guest appearance from the one and only Paul Irving again this month as him and Scott discuss the general trends in the macro environment, predictions and paving the path forward for todays economy. They also dive into the asset class comparisons and their latest US Trade Mission trip to HongKong... Don't miss out!

Highlights:
(0:45) Little Summer Update.

(2:14) Why the VC landscape is different this year.

(5:00) Paul’s take on the private and public markets right now.

(8:44) Scott and Paul’s recap on the US Trade Mission in Hong Kong last month.

(13:45) Last month's GTM dinners in Toronto and NYC.

(15:57) A GTMfund Portfolio Company story/update from Paul.

(21:00) Expanding on the concept of “flight to quality.”

(26:00) Whether founders are going to start rethinking their value propositions.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/paulsirving/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-48-monthly-jam-session-july-2023/ The GTM Podcast d39b6254-d5c5-4ac1-a4cc-8f222c0b0a92 Wed, 12 Jul 2023 20:00:00 -0700 1685 tech,Marketing,business,sales,leadership,founders,b2b,saas,vc,gtm,venture capital,marketing podcast,business podcast,tech podcast,Sales podcast,gtmfund,vc podcast,venture capital podcast,sales hacker,gtm podcast 1 48 full false GTM 47: Elena's "Pinch Me" Moment Going Public with Medallia GTM 47: Elena's "Pinch Me" Moment Going Public with Medallia Elena Hutchison has over 15 years of B2B SaaS experience, including a 10-year run at Customer Experience leader Medallia where she supported the company's growth from Series B through IPO.As Medallia's Chief Strategy Officer, Elena led Product Marketing, Analyst Relations, and PreSales functions, and contributed significantly to the company's M&A and product strategy. Elena has particular expertise in scaling global PreSales functions - she joined Medallia as one of its first Sales Engineers and eventually led the 150-person org.S he has also built a reputation as an elite Analyst Relations practitioner, with multiple leading Forrester Waves and Gartner MQs under her belt.

Prior to Medallia, Elena spent 5 years in Professional Services and Customer Success roles. (She also earned some phenomenal stories from her days as a political pollster and focus group moderator).

What You Will Learn:

  • How to stay motivated and stick with a company for 10+ years.
  • Defining the role of Analyst Relations.
  • Learning to step into an era of “yes” and an era of “no” equally in business.
  • The importance of a peer group that gives you strength.
  • Distinguishing which companies need Sales Engineers and which don’t.

Highlights:
(3:48) How Elena built her way up from Sales Engineer to C-Suite at Medallia.

(7:22) How to fill the gaps when starting a new role.

(13:10) Elena’s transition from engineering to analyst relations at Medallia.

(18:24) Defining analyst relations.

(25:16) Analyzing the concept of “Pay to Play”.

(30:00) The metrics that matter for analyst relations.

(31:41) Elena’s biggest mistake sitting at the executive table.

(35:00) The power of outside mentorship.

(37:20) The importance of bringing on Sales Engineers early on.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elenahutchison/
Elena's Consulting: uprightar.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Elena Hutchison has over 15 years of B2B SaaS experience, including a 10-year run at Customer Experience leader Medallia where she supported the company's growth from Series B through IPO.As Medallia's Chief Strategy Officer, Elena led Product Marketing, Analyst Relations, and PreSales functions, and contributed significantly to the company's M&A and product strategy. Elena has particular expertise in scaling global PreSales functions - she joined Medallia as one of its first Sales Engineers and eventually led the 150-person org.S he has also built a reputation as an elite Analyst Relations practitioner, with multiple leading Forrester Waves and Gartner MQs under her belt.

Prior to Medallia, Elena spent 5 years in Professional Services and Customer Success roles. (She also earned some phenomenal stories from her days as a political pollster and focus group moderator).

What You Will Learn:

  • How to stay motivated and stick with a company for 10+ years.
  • Defining the role of Analyst Relations.
  • Learning to step into an era of “yes” and an era of “no” equally in business.
  • The importance of a peer group that gives you strength.
  • Distinguishing which companies need Sales Engineers and which don’t.

Highlights:
(3:48) How Elena built her way up from Sales Engineer to C-Suite at Medallia.

(7:22) How to fill the gaps when starting a new role.

(13:10) Elena’s transition from engineering to analyst relations at Medallia.

(18:24) Defining analyst relations.

(25:16) Analyzing the concept of “Pay to Play”.

(30:00) The metrics that matter for analyst relations.

(31:41) Elena’s biggest mistake sitting at the executive table.

(35:00) The power of outside mentorship.

(37:20) The importance of bringing on Sales Engineers early on.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/elenahutchison/
Elena's Consulting: uprightar.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-47-elenas-pinch-me-moment-going-public-with-medallia/ The GTM Podcast b643c79e-46a5-4a32-a357-c8ba5f7d666f Mon, 10 Jul 2023 20:22:00 -0700 2879 founder,tech,Marketing,sales,startup,investor,saas,vc,gtm,medallia,venture capital,sales leadership,marketing podcast,Sales podcast,go to market,vc podcast,venture capital podcast,sales hacker,go to market podcast,gtm podcast 1 47 full false GTM 46: "Rest at the End, Not in the Middle" with The CEO and Co-Founder of Outreach, Manny Medina GTM 46: "Rest at the End, Not in the Middle" with The CEO and Co-Founder of Outreach, Manny Medina Manny Medina is the CEO and Co-Founder at Outeach. Prior to Outreach, Manny was employee number three on Amazon's AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania.

What You Will Learn:

  • How to stay driven and motivated while building a multi-billion-dollar company.
  • The importance of staying small in headcount as you begin to scale.
  • Finding product-sales fit as fast as you can as a first-time founder.
  • Manny shares his first sale that helped pivot the company from recruiting to sales.
  • Why managing by forecast has changed in the last year.
  • The best sales fundamentals to help founders succeed in today’s down market.

Highlights:
(2:42) Where Manny’s sustained motivation to win comes from.

(5:14) Manny’s take on AI’s impact on rev tech.

(9:35) Manny’s take on the competitive landscape with the emergence of AI.

(19:40) An impactful story that happened to Manny recently came across.

(27:24) How to maintain a strong company culture as you start to scale.

(33:35) Manny’s valuable advice to first-time founders.

(35:03) The story of Manny’s first memorable sale.

(37:08) 2 fundamental things that have changed in SaaS over the last couple of years.

(40:40) Best tip to founders.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/medinism/
Twitter: https://twitter.com/medinism

Host Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Manny Medina is the CEO and Co-Founder at Outeach. Prior to Outreach, Manny was employee number three on Amazon's AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania.

What You Will Learn:

  • How to stay driven and motivated while building a multi-billion-dollar company.
  • The importance of staying small in headcount as you begin to scale.
  • Finding product-sales fit as fast as you can as a first-time founder.
  • Manny shares his first sale that helped pivot the company from recruiting to sales.
  • Why managing by forecast has changed in the last year.
  • The best sales fundamentals to help founders succeed in today’s down market.

Highlights:
(2:42) Where Manny’s sustained motivation to win comes from.

(5:14) Manny’s take on AI’s impact on rev tech.

(9:35) Manny’s take on the competitive landscape with the emergence of AI.

(19:40) An impactful story that happened to Manny recently came across.

(27:24) How to maintain a strong company culture as you start to scale.

(33:35) Manny’s valuable advice to first-time founders.

(35:03) The story of Manny’s first memorable sale.

(37:08) 2 fundamental things that have changed in SaaS over the last couple of years.

(40:40) Best tip to founders.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/medinism/
Twitter: https://twitter.com/medinism

Host Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-46-rest-at-the-end-not-in-the-middle-with-manny-medina-of-outreach/ The GTM Podcast ae13ca82-022e-48cb-a59e-36e42be6290c Mon, 26 Jun 2023 21:13:00 -0700 2639 Marketing,investing,business,CEO,microsoft,outreach,entrepreneurship,startup,b2b,vc,gtm,venture capital,business podcast,money podcast,investing podcast,Sales podcast,go to market,vc podcast,manny medina 1 46 full false GTM 45: Employee 36 at Salesforce Built His Career off a Network Approach with Drew Sechrist GTM 45: Employee 36 at Salesforce Built His Career off a Network Approach with Drew Sechrist Drew Sechrist is the Co-founder and CEO at Connect The Dots. Drew spent over 10 years at Salesforce.com as the VP of their High Tech vertical. He started his career in late 1999 as employee number 36 at Salesforce, beginning as the number one AE globally, and later to the number one Sales Manager globally.

What You Will Learn:

  • The importance of having a centralized point of contact who can act as a trusted liaison for your business.
  • Leveraging your network to drive revenue.
  • Knowing when to make strong asks in sales.
  • Introducing a Sales Ambassador role in your company.

Highlights
(2:50) The premise behind Connect The Dots & Drew’s story building his career.

(12:56) The evolution of LinkedIn and problems we face with it today.

(19:05) The importance of patience and creativity to elevate your career.

(21:05) Scott's infamous play that he rolled out at Outreach that brought in hundreds of millions of dollars.

(27:35) How they built Connect The Dots.

(32:25) Drew’s successful play he ran at Salesforce.

(39:34) Knowing when to leverage your network.

(42:15) Introducing a Sales Ambassador to your sales organization.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/drewsechrist/
E-mail: Drew@ctd.ai
Connect The Dots Website: https://www.ctd.ai

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Drew Sechrist is the Co-founder and CEO at Connect The Dots. Drew spent over 10 years at Salesforce.com as the VP of their High Tech vertical. He started his career in late 1999 as employee number 36 at Salesforce, beginning as the number one AE globally, and later to the number one Sales Manager globally.

What You Will Learn:

  • The importance of having a centralized point of contact who can act as a trusted liaison for your business.
  • Leveraging your network to drive revenue.
  • Knowing when to make strong asks in sales.
  • Introducing a Sales Ambassador role in your company.

Highlights
(2:50) The premise behind Connect The Dots & Drew’s story building his career.

(12:56) The evolution of LinkedIn and problems we face with it today.

(19:05) The importance of patience and creativity to elevate your career.

(21:05) Scott's infamous play that he rolled out at Outreach that brought in hundreds of millions of dollars.

(27:35) How they built Connect The Dots.

(32:25) Drew’s successful play he ran at Salesforce.

(39:34) Knowing when to leverage your network.

(42:15) Introducing a Sales Ambassador to your sales organization.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/drewsechrist/
E-mail: Drew@ctd.ai
Connect The Dots Website: https://www.ctd.ai

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-45-employee-36-salesforce-built-career-off-network-approach-drew-sechrist/ The GTM Podcast e9aae196-f4b8-4d0b-92d2-c76cf2da4caf Mon, 19 Jun 2023 21:23:00 -0700 2993 founder,Network,tech,Marketing,sales,career,startup,investor,b2b,saas,Salesforce,vc,gtm,marketing podcast,business podcast,Sales podcast,go to market,gtmfund,vc podcast,go to market podcast 1 45 full false How to Activate Customer Data and Drive Business Growth How to Activate Customer Data and Drive Business Growth
Episode Summary

There's no doubt that companies must become more data-driven if they want to stay relevant in the market. However, in reality, that data sits in silos while the data team and marketing or sales teams rarely communicate. Therefore, companies must bridge the gap between these departments by enabling teams to access and use data in their preferred tools. 

In this episode of Sales Hacker, we welcome Kashish Gupta, the co-founder and co-CEO of Hightouch, a simple tool enabling businesses to transfer customer data from warehouses to their tools of choice. 

Kashish discusses the mission and vision of his company and why they decided to be an inbound-driven business, at least at the early stage. He also shares his take on AI and whether teams, especially sales teams, should use tools like ChatGPT. Finally, Kashish explains how his teams use Hightouch internally and the sales team's role as consultants in providing value, building trust, and maintaining long-term customer relationships. 

Guest-at-a-Glance

💡 Name: Kashish Gupta

💡 What he does: Kashish is the co-founder and co-CEO of Hightouch.

💡 Company: Hightouch

💡 Noteworthy: Along with his team, Kashish is on a mission to help businesses transfer customer data easily from their data warehouses to their chosen tools.

💡 Where to find Kashish: LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]>
Episode Summary

There's no doubt that companies must become more data-driven if they want to stay relevant in the market. However, in reality, that data sits in silos while the data team and marketing or sales teams rarely communicate. Therefore, companies must bridge the gap between these departments by enabling teams to access and use data in their preferred tools. 

In this episode of Sales Hacker, we welcome Kashish Gupta, the co-founder and co-CEO of Hightouch, a simple tool enabling businesses to transfer customer data from warehouses to their tools of choice. 

Kashish discusses the mission and vision of his company and why they decided to be an inbound-driven business, at least at the early stage. He also shares his take on AI and whether teams, especially sales teams, should use tools like ChatGPT. Finally, Kashish explains how his teams use Hightouch internally and the sales team's role as consultants in providing value, building trust, and maintaining long-term customer relationships. 

Guest-at-a-Glance

💡 Name: Kashish Gupta

💡 What he does: Kashish is the co-founder and co-CEO of Hightouch.

💡 Company: Hightouch

💡 Noteworthy: Along with his team, Kashish is on a mission to help businesses transfer customer data easily from their data warehouses to their chosen tools.

💡 Where to find Kashish: LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12996704 Tue, 13 Jun 2023 21:00:00 -0700 2301 full false GTM 44: Taking Tableau from $5 million in Revenue to over $1 Billion with Elissa Fink GTM 44: Taking Tableau from $5 million in Revenue to over $1 Billion with Elissa Fink Elissa Fink serves on several not-for-profit and corporate boards. Retired from  Tableau Software in 2019 after 11+ years as their CMO, she helped grow the company from ~$5 million to over $1 billion in revenue and helped lead it through IPO and enterprise growth, leaving right before acquisition by  Salesforce. She earned a BA in English and an MBA in Marketing. She now enjoys time with her husband, teenaged daughter and 9 year old son.

What You Will Learn:

  • Exercising the power of no.
  • The importance of surrounding yourself with exceptional individuals.
  • Always hire folks whose best years are ahead of them.

Highlights:
(4:00) What made Elissa stay at Tableau for 11 years.

(7:27) Elissa explains her experience as a leader at Tableau and having to adapt as a marketer.

(12:56) What Elissa attributes her career growth to.

(17:42) Elissa explains Tableau’s decision to start the Tableau conference at 12M in revenue.

(33:10) The importance of exercising the power of no.

(36:08) Elissa’s vital mistake attacking a competitor.

(39:37) How to make a big impact in your first 90 days at a new role.

(44:27) A brand touch is a demand touch.

(46:57) How to hire the best folks.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/elissafink/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Elissa Fink serves on several not-for-profit and corporate boards. Retired from  Tableau Software in 2019 after 11+ years as their CMO, she helped grow the company from ~$5 million to over $1 billion in revenue and helped lead it through IPO and enterprise growth, leaving right before acquisition by  Salesforce. She earned a BA in English and an MBA in Marketing. She now enjoys time with her husband, teenaged daughter and 9 year old son.

What You Will Learn:

  • Exercising the power of no.
  • The importance of surrounding yourself with exceptional individuals.
  • Always hire folks whose best years are ahead of them.

Highlights:
(4:00) What made Elissa stay at Tableau for 11 years.

(7:27) Elissa explains her experience as a leader at Tableau and having to adapt as a marketer.

(12:56) What Elissa attributes her career growth to.

(17:42) Elissa explains Tableau’s decision to start the Tableau conference at 12M in revenue.

(33:10) The importance of exercising the power of no.

(36:08) Elissa’s vital mistake attacking a competitor.

(39:37) How to make a big impact in your first 90 days at a new role.

(44:27) A brand touch is a demand touch.

(46:57) How to hire the best folks.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/elissafink/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-44-taking-tableau-from-5-million-in-revenue-to-over-1-billion-with-elissa-fink/ The GTM Podcast 92cb58df-24c9-44a8-82dc-07c8561e64be Mon, 12 Jun 2023 21:00:00 -0700 3043 tech,Marketing,business,startup,tableau,b2b,saas,Salesforce,vc,marketer,plg,gtm,venture capital,marketing podcast,business podcast,Sales podcast,go to market,vc podcast,venture capital podcast,go to market podcast 1 44 full false GTM 43: Monthly Jam Session (June 2023) GTM 43: Monthly Jam Session (June 2023) Max Altschuler back at it this month leading our monthly bonus episode solo while Scott & Paul take Hong Kong for a US trade mission.

Max hits us with some internal company updates, this months PortCo announcements, qualities that we're looking for in founders as we invest in new early stage startups, and a little topical discussion around moats and distribution.

Don't miss out!

Highlights:
(1:30) Update on the fund, network & candidate growth.

(3:03) Tailwinds, economic changes, and micro qualities that we continue to look out for at the fund.

(4:30) Types of entrepreneurs/founders that stand out to us when evaluating an investment.

(6:22) PortCo announcements.

(7:04) "We have no moat, and neither does OpenAI." Unpacking the concept of moats and how to succeed through distribution.

(9:13) Max's 4-part Series on the GTM Newsletter (Decoding Community).

Host Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Max Altschuler back at it this month leading our monthly bonus episode solo while Scott & Paul take Hong Kong for a US trade mission.

Max hits us with some internal company updates, this months PortCo announcements, qualities that we're looking for in founders as we invest in new early stage startups, and a little topical discussion around moats and distribution.

Don't miss out!

Highlights:
(1:30) Update on the fund, network & candidate growth.

(3:03) Tailwinds, economic changes, and micro qualities that we continue to look out for at the fund.

(4:30) Types of entrepreneurs/founders that stand out to us when evaluating an investment.

(6:22) PortCo announcements.

(7:04) "We have no moat, and neither does OpenAI." Unpacking the concept of moats and how to succeed through distribution.

(9:13) Max's 4-part Series on the GTM Newsletter (Decoding Community).

Host Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-43-monthly-jam-session-june-2023/ The GTM Podcast 75fe7700-3f18-4450-9cd7-ad80d34c7fe5 Wed, 07 Jun 2023 21:05:00 -0700 634 tech,Marketing,business,sales,entrepreneurship,founders,saas,vc,solopreneur,gtm,venture capital,marketing podcast,business podcast,Sales podcast,go to market,gtmfund,the gtm podcast,vc podcast,venture capital podcast,sales hacker 1 43 full false How to Make an Established Process Work Instead of Replacing It With a Trendy One How to Make an Established Process Work Instead of Replacing It With a Trendy One
Episode Summary

Sales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results. 

In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders. 

Richard may be the founder of The Harris Consulting Group, but he is still fighting impostor syndrome. As a result, he reminds everyone — including himself — to be kind and friendly to themselves, prioritizing self-care and mental health. 


Guest-at-a-Glance

💡 Name: Richard Harris

💡 What he does: Richard is the founder of The Harris Consulting Group and the co-founder of Surf and Sales.

💡 Company: The Harris Consulting Group

💡 Noteworthy: Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience. 

💡 Where to find Richard: LinkedIn


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]>
Episode Summary

Sales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results. 

In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders. 

Richard may be the founder of The Harris Consulting Group, but he is still fighting impostor syndrome. As a result, he reminds everyone — including himself — to be kind and friendly to themselves, prioritizing self-care and mental health. 


Guest-at-a-Glance

💡 Name: Richard Harris

💡 What he does: Richard is the founder of The Harris Consulting Group and the co-founder of Surf and Sales.

💡 Company: The Harris Consulting Group

💡 Noteworthy: Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience. 

💡 Where to find Richard: LinkedIn


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12996676 Wed, 07 Jun 2023 09:00:00 -0700 3161 full false GTM 42: Earn the Right to Side Hustle with Scott Leese GTM 42: Earn the Right to Side Hustle with Scott Leese Scott Leese is a 6x Sales Leader, 4x Founder, 3x Author, a Sales Consultant, Advisor, Solopreneur, and Community Builder. Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR.

Scott founded Surf and Sales in 2017 with the mission to bring valuable events and conferences around the globe to help sales professionals and executives grow and expand their skills.

Most recently Scott founded GTM United, which is a private community of go-to-market professionals united by a mission to put their development first. Get feedback, ask questions, practice self-care, and make real connections.

What You Will Learn:

  • How to land advisory work & how to hire the best advisors.
  • Identifying which early-stage startups to join.
  • The importance of asking deeper questions in your career.
  • The 'Go-To-Network' approach.

Highlights:
(4:40) Defining advisory work in SaaS.

(7:57) What to look for when bringing on an advisor.

(11:07) How to land an advisory role.

(17:21) The big resume blip that Scott encountered in his career.

(25:50) Building strategies to discover different sales archetypes.

(32:35) Earning the right to side hustle.

(34:45) What Scott would've done differently throughout his career.

(41:30) Scott's advice on hiring the best sales individuals.

(44:20) Hot take: Go-to-market strategies won't be relevant in a couple of years.

(48:54) Creating a partner channel to accelerate your business.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/scottleese/
GTM United: https://www.gtmunited.com/join-now
Scott Leese Consulting: https://scottleeseconsulting.com
Surf and Sales: https://www.surfandsales.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Scott Leese is a 6x Sales Leader, 4x Founder, 3x Author, a Sales Consultant, Advisor, Solopreneur, and Community Builder. Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR.

Scott founded Surf and Sales in 2017 with the mission to bring valuable events and conferences around the globe to help sales professionals and executives grow and expand their skills.

Most recently Scott founded GTM United, which is a private community of go-to-market professionals united by a mission to put their development first. Get feedback, ask questions, practice self-care, and make real connections.

What You Will Learn:

  • How to land advisory work & how to hire the best advisors.
  • Identifying which early-stage startups to join.
  • The importance of asking deeper questions in your career.
  • The 'Go-To-Network' approach.

Highlights:
(4:40) Defining advisory work in SaaS.

(7:57) What to look for when bringing on an advisor.

(11:07) How to land an advisory role.

(17:21) The big resume blip that Scott encountered in his career.

(25:50) Building strategies to discover different sales archetypes.

(32:35) Earning the right to side hustle.

(34:45) What Scott would've done differently throughout his career.

(41:30) Scott's advice on hiring the best sales individuals.

(44:20) Hot take: Go-to-market strategies won't be relevant in a couple of years.

(48:54) Creating a partner channel to accelerate your business.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/scottleese/
GTM United: https://www.gtmunited.com/join-now
Scott Leese Consulting: https://scottleeseconsulting.com
Surf and Sales: https://www.surfandsales.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-42-earn-the-right-to-side-hustle/ The GTM Podcast 75df4440-1f39-4697-a38b-836f02ec15f8 Mon, 05 Jun 2023 21:00:00 -0700 3215 founder,tech,business,sales,consulting,entrepreneurship,investor,b2b,Advisor,saas,vc,startups,solopreneur,gtm,venture capital,sales leadership,business podcast,gtmfund,vc podcast,venture capital podcast 1 42 full false Boosting Sales Performance: Unearthing the Potential of Women in Sales Boosting Sales Performance: Unearthing the Potential of Women in Sales Episode Summary

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.

Lauren Bailey shares personal experiences in the sales industry, discussing the challenges and triumphs that have marked the journey. The conversation also explores imposter syndrome, a common occurrence among sales professionals, and ways to overcome it. Lauren Bailey highlights the essential role of confidence in navigating sales.

The episode wraps up with a light-hearted discussion about the prospect of men joining initiatives traditionally designed for women, underlining the importance of inclusivity in all professional development programs. This episode is a must-listen for sales professionals seeking to understand and navigate the complexities of the sales landscape.


Guest-at-a-Glance

💡 Name: Lauren Bailey

💡What they do: Founder and President

💡Company: The Sales Bar, Factor Eight, Girls Club

💡Noteworthy: Lauren Bailey builds happy teams, powerful online experiences, learning cultures, engaging workshops, and solutions to help people fall in love with sales and look forward to coming to work.

💡 Where to find them: LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Episode Summary

In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.

Lauren Bailey shares personal experiences in the sales industry, discussing the challenges and triumphs that have marked the journey. The conversation also explores imposter syndrome, a common occurrence among sales professionals, and ways to overcome it. Lauren Bailey highlights the essential role of confidence in navigating sales.

The episode wraps up with a light-hearted discussion about the prospect of men joining initiatives traditionally designed for women, underlining the importance of inclusivity in all professional development programs. This episode is a must-listen for sales professionals seeking to understand and navigate the complexities of the sales landscape.


Guest-at-a-Glance

💡 Name: Lauren Bailey

💡What they do: Founder and President

💡Company: The Sales Bar, Factor Eight, Girls Club

💡Noteworthy: Lauren Bailey builds happy teams, powerful online experiences, learning cultures, engaging workshops, and solutions to help people fall in love with sales and look forward to coming to work.

💡 Where to find them: LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12954122 Wed, 31 May 2023 09:00:00 -0700 3211 full false GTM 41: Selling The Easy Button Through to Multi Million Dollar Deals with Jamal Reimer GTM 41: Selling The Easy Button Through to Multi Million Dollar Deals with Jamal Reimer Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets, coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors.

What You Will Learn:

  • The psychology on how to sell to executives.
  • Knowing which deals to prioritize.
  • Multi-threading and aligning your sellers to your product market message.
  • Earning clout and respect from executives.

Highlights:
(3:09) Things to think about when starting to sell to larger enterprises.

(5:48) The story behind Jamal's best-selling sales book “Mega Deal Secrets”.

(9:36) How to get access to the right people in the room when closing a deal.

(15:12) The framework for identifying and prioritizing the right deals.

(18:00) How to earn clout and respect from executives.

(22:31) How to keep executives invested in your relationship.

(31:26) Key components necessary in an enterprise sales playbook.

(36:30) Practicing patience in sales.

(41:25) The importance of co-selling as a CEO.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/jamal-reimer/
Jamal Reimer's Book: Mega Deal Secrets

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets, coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors.

What You Will Learn:

  • The psychology on how to sell to executives.
  • Knowing which deals to prioritize.
  • Multi-threading and aligning your sellers to your product market message.
  • Earning clout and respect from executives.

Highlights:
(3:09) Things to think about when starting to sell to larger enterprises.

(5:48) The story behind Jamal's best-selling sales book “Mega Deal Secrets”.

(9:36) How to get access to the right people in the room when closing a deal.

(15:12) The framework for identifying and prioritizing the right deals.

(18:00) How to earn clout and respect from executives.

(22:31) How to keep executives invested in your relationship.

(31:26) Key components necessary in an enterprise sales playbook.

(36:30) Practicing patience in sales.

(41:25) The importance of co-selling as a CEO.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/jamal-reimer/
Jamal Reimer's Book: Mega Deal Secrets

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-41-selling-the-easy-button-through-to-multi-million-dollar-deals/ GTMFund ca121bb2-75de-4eb6-ae8b-7dd54b952005 Mon, 29 May 2023 21:08:00 -0700 2626 money,Marketing,investing,CEO,sales,selling,stocks,founders,investor,vc,startups,gtm,marketing podcast,business podcast,investing podcast,Sales podcast,mega deal secrets,vc podcast,venture capital podcast,go to market podcast 1 41 full false Master the Art of Knowing Who to Call and How to Ask Master the Art of Knowing Who to Call and How to Ask In the highly competitive B2B tech space, it's easy to market your offer with so many tools and channels available. But, we can't help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. 

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. 

Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect's organization. Finally, we asked Tito to talk about how he got into angel investing and his consulting endeavors. 

Guest-at-a-Glance
💡 Name:  Tito Bohrt
💡 What he does:  Tito is the CEO of AltiSales.
💡 Company:  AltiSales
💡 Noteworthy:  Tito is an expert in sales development and all things sales.
💡 Where to find Tito:  LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In the highly competitive B2B tech space, it's easy to market your offer with so many tools and channels available. But, we can't help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. 

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. 

Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect's organization. Finally, we asked Tito to talk about how he got into angel investing and his consulting endeavors. 

Guest-at-a-Glance
💡 Name:  Tito Bohrt
💡 What he does:  Tito is the CEO of AltiSales.
💡 Company:  AltiSales
💡 Noteworthy:  Tito is an expert in sales development and all things sales.
💡 Where to find Tito:  LinkedIn

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12910626 Wed, 24 May 2023 08:00:00 -0700 3056 full false GTM 40: Refresh Your Mindset, Because the Numbers are Different Today with Sam Jacobs GTM 40: Refresh Your Mindset, Because the Numbers are Different Today with Sam Jacobs Sam Jacobs is the founder & CEO of Pavilion and was Host of The Sales Hacker Podcast, Sam is focused on helping people unlock and achieve their professional potential. He believes there is greatness within all of us and sometimes it just needs a mechanism through which it can be brought forth. This philosophy led him to build a company called Pavilion and the purpose of that company is to help members, employees, and stakeholders realize the greatness within themselves.

Pavilion is a paid membership for leaders of all levels dedicated to providing support, assistance, education, and career growth. They  are a global organization with over 9,000 members and hubs in every major city in the world. Sam created Pavilion based both on his personal experience and the experiences of friends, partners, and colleagues in the high growth community.

What You Will Learn:

  • Pre-negotiating your severance pay and equity when joining a company.
  • Adjusting comp plans and aligning each contributor's goals to the company's.
  • Pivoting away from the zero-interest rate era.

Highlights:
(3:16) SVB banking analysis.

(11:06) Pavilion’s origin story.

(15:00) Stepping into Pavilion's next chapter.

(23:48) What people should be thinking about and negotiating for in their contract as they move into their next roles.

(35:41) How to handle getting paid not at market rate.

(41:29) Hot take: Sales people don’t actually generate the money in the business.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/samfjacobs/
Pavilion's Wesbite: https://www.joinpavilion.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sam Jacobs is the founder & CEO of Pavilion and was Host of The Sales Hacker Podcast, Sam is focused on helping people unlock and achieve their professional potential. He believes there is greatness within all of us and sometimes it just needs a mechanism through which it can be brought forth. This philosophy led him to build a company called Pavilion and the purpose of that company is to help members, employees, and stakeholders realize the greatness within themselves.

Pavilion is a paid membership for leaders of all levels dedicated to providing support, assistance, education, and career growth. They  are a global organization with over 9,000 members and hubs in every major city in the world. Sam created Pavilion based both on his personal experience and the experiences of friends, partners, and colleagues in the high growth community.

What You Will Learn:

  • Pre-negotiating your severance pay and equity when joining a company.
  • Adjusting comp plans and aligning each contributor's goals to the company's.
  • Pivoting away from the zero-interest rate era.

Highlights:
(3:16) SVB banking analysis.

(11:06) Pavilion’s origin story.

(15:00) Stepping into Pavilion's next chapter.

(23:48) What people should be thinking about and negotiating for in their contract as they move into their next roles.

(35:41) How to handle getting paid not at market rate.

(41:29) Hot take: Sales people don’t actually generate the money in the business.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/samfjacobs/
Pavilion's Wesbite: https://www.joinpavilion.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-40-quick-mindset-refresh-numbers-different-today-with-sam-jacobs/ The GTM Podcast ecc580c1-06a9-467c-b283-65b836d10976 Mon, 22 May 2023 20:04:00 -0700 2965 CRO,Marketing,business,community,growth,revenue,investors,sale,founders,saas,vc,CMO,pavilion,gtm,marketing podcast,business podcast,go to market,gtmfund,vc podcast,sales hacker 1 40 full false How to Write Sales Emails That Stand Out How to Write Sales Emails That Stand Out Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right.

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.

Check out Will's killer series "1 email. 2 takes."
https://www.youtube.com/playlist?list=PLGXnz4Tyz3-SFxoZNp8RijB-qnKWZMcNU

Don't forget to subscribe to the podcast and follow Sales Hacker on LinkedIn.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right.

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence.

Check out Will's killer series "1 email. 2 takes."
https://www.youtube.com/playlist?list=PLGXnz4Tyz3-SFxoZNp8RijB-qnKWZMcNU

Don't forget to subscribe to the podcast and follow Sales Hacker on LinkedIn.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12864732 Tue, 16 May 2023 21:00:00 -0700 2872 full false GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.

What You Will Learn:

  • How to succeed in technical sales as a non-technical person and with a non-technical resume.
  • How to look for curiosity in candidates when in the hiring process.
  • Turning a lack of belongingness into an abundance mindset and greater success.
  • Don't undermine the power of networking.

Highlights:
(1:48) What Stevie attributes her early success to.

(4:20) How revenue leaders and their teams are currently using AI today - building a team for AI revops.

(10:48) What made Stevie reach all-time success in sales during her time at Twilio & how to break into technical sales as a non-technical person.

(13:30) 2 fundamental ways to test for curiosity in an interview process.

(16:10) Stevie’s career-shaping story that turned rejection into fuel.

(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset.

(26:35) Stevie’s mindset shift on the importance of networking in your career.

(33:28) The struggle to hire talent in today's market.

(35:47) Vantas open roles as of May 2023.

(37:40) Hot take: Resumes don’t matter.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/steviecase/
Vanta's Wesbite: https://www.vanta.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.

What You Will Learn:

  • How to succeed in technical sales as a non-technical person and with a non-technical resume.
  • How to look for curiosity in candidates when in the hiring process.
  • Turning a lack of belongingness into an abundance mindset and greater success.
  • Don't undermine the power of networking.

Highlights:
(1:48) What Stevie attributes her early success to.

(4:20) How revenue leaders and their teams are currently using AI today - building a team for AI revops.

(10:48) What made Stevie reach all-time success in sales during her time at Twilio & how to break into technical sales as a non-technical person.

(13:30) 2 fundamental ways to test for curiosity in an interview process.

(16:10) Stevie’s career-shaping story that turned rejection into fuel.

(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset.

(26:35) Stevie’s mindset shift on the importance of networking in your career.

(33:28) The struggle to hire talent in today's market.

(35:47) Vantas open roles as of May 2023.

(37:40) Hot take: Resumes don’t matter.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/steviecase/
Vanta's Wesbite: https://www.vanta.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-39-leveraging-scarcity-and-turning-it-into-abundance-with-stevie-case/ The GTM Podcast 00d21a31-94f5-4f54-95a2-c879a7ae8268 Mon, 15 May 2023 20:03:00 -0700 2566 podcast,founder,investing,sales,startup,capitalism,b2b,saas,vc,startups,gtm,venture capital,sales leadership,marketing podcast,business podcast,investing podcast,Sales podcast,go to market,vc podcast,venture capital podcast 1 39 full false How to Go the Extra Mile and Win in Sales How to Go the Extra Mile and Win in Sales Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile.

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston, the principal at No Fluff Selling. They talk about the importance of relevance and resonance, why you need to start with the fundamentals first, and how to stand out in the crowd.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile.

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston, the principal at No Fluff Selling. They talk about the importance of relevance and resonance, why you need to start with the fundamentals first, and how to stand out in the crowd.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12830083 Thu, 11 May 2023 08:00:00 -0700 2691 full false GTM 38: A 7 Year Ride to find Product Market Fit...and then to IPO! with Juan George GTM 38: A 7 Year Ride to find Product Market Fit...and then to IPO! with Juan George Juan George (JG) is the Co-Founder of 858 Partners, a boutique restaurant technology management & investment firm that he Co-Founded with his former CRO in January 2023. 858 Partners provides go-to-market expertise, capital, and connections to restaurant technology organizations possessing the ingredients to achieve extraordinary success within the Enterprise Restaurant Vertical.

Prior to launching his agency, JG was the former SVP of Enterprise Sales at Olo, the leading on-demand commerce platform for the multi-unit restaurant space. JG joined Olo as a Seed Stage start-up and over the course of a 15+ year run helped the company go public on the NYSE under the ticker OLO. During his tenure as an IC/Leader, Olo signed 71% of the Enterprise Restaurant Market (82,000 locations) and become the gold standard for enterprise software in the restaurant tech ecosystem. Olo’s growth story is a masterclass in focused, lean, and efficient GTM execution in a period of market excess. Of the 2021 vintage of SaaS IPOs, Olo was the single most efficient in 2 categories: 1) Lowest Sales to Revenue Ratio (8%) and 2) Lowest Burn Multiple (0.05%).

What You Will Learn:

  • Patience is a virtue in startup land.
  • Know your buyer beyond what may be presented.
  • Go lean in your team to win.
  • The importance of saying no in sales.
  • Why hiring good sales leadership is fundamental in scaling your company.

Highlights:
(3:05) JG’s background and experience at Olo.

(11:53) Update on 858 Ventures and JG’s recent transition from Operator to VC.

(21:00) Enterprise sales efficiency and the new vertical SaaS playbook.

(35:44) How Olo began its winning streak straight into IPO.

(43:02) JG’s biggest mistake as an operator hiring insider sales reps.

(44:48) Biggest learning throughout JP’s 15-year stint at Old.

(51:42) JG’s controversial claim that Outbound is dead.

(54:29) Hot take: You better be using ChatGPT at all times of the day.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/juangeorge/
858 Partners Website: https://858partners.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Food on Demand Article about JG's: With New Venture, Ex-Olo Execs Launch 858 Partners.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Juan George (JG) is the Co-Founder of 858 Partners, a boutique restaurant technology management & investment firm that he Co-Founded with his former CRO in January 2023. 858 Partners provides go-to-market expertise, capital, and connections to restaurant technology organizations possessing the ingredients to achieve extraordinary success within the Enterprise Restaurant Vertical.

Prior to launching his agency, JG was the former SVP of Enterprise Sales at Olo, the leading on-demand commerce platform for the multi-unit restaurant space. JG joined Olo as a Seed Stage start-up and over the course of a 15+ year run helped the company go public on the NYSE under the ticker OLO. During his tenure as an IC/Leader, Olo signed 71% of the Enterprise Restaurant Market (82,000 locations) and become the gold standard for enterprise software in the restaurant tech ecosystem. Olo’s growth story is a masterclass in focused, lean, and efficient GTM execution in a period of market excess. Of the 2021 vintage of SaaS IPOs, Olo was the single most efficient in 2 categories: 1) Lowest Sales to Revenue Ratio (8%) and 2) Lowest Burn Multiple (0.05%).

What You Will Learn:

  • Patience is a virtue in startup land.
  • Know your buyer beyond what may be presented.
  • Go lean in your team to win.
  • The importance of saying no in sales.
  • Why hiring good sales leadership is fundamental in scaling your company.

Highlights:
(3:05) JG’s background and experience at Olo.

(11:53) Update on 858 Ventures and JG’s recent transition from Operator to VC.

(21:00) Enterprise sales efficiency and the new vertical SaaS playbook.

(35:44) How Olo began its winning streak straight into IPO.

(43:02) JG’s biggest mistake as an operator hiring insider sales reps.

(44:48) Biggest learning throughout JP’s 15-year stint at Old.

(51:42) JG’s controversial claim that Outbound is dead.

(54:29) Hot take: You better be using ChatGPT at all times of the day.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/juangeorge/
858 Partners Website: https://858partners.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Food on Demand Article about JG's: With New Venture, Ex-Olo Execs Launch 858 Partners.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-38-7-year-ride-find-product-market-fit-juan-george/ The GTM Podcast 5a509a22-8be4-4b99-98dd-3aa7a4291ab4 Mon, 08 May 2023 19:32:00 -0700 3419 founder,tech,Marketing,investing,sales,investment,startup,stocks,investor,saas,ipo,marketer,plg,gtm,venture capital,sales leadership,Sales podcast,product market fit,go to market,vc podcast 1 38 full false GTM 37: Monthly Special Edition Jam Session (May 2023) GTM 37: Monthly Special Edition Jam Session (May 2023) Back at it for another monthly Jam session but this time with an ultra special guest... The man, the myth, the legend; our very own Paul Irving.

Not just a handsome devil but also the brains behind the GTMfund operation takes Max's seat this week to hit us with all the GTMfund updates in the last month.

Talking AI's influence on the GTM stacking process, How partnerships and referrals are going to play a huge role in pipeline velocity, Paul's career advice to folks starting out in a role... and tons more!

Highlights:
(2:51) The truth behind Scott & Paul's friendship.

(3:48) The birth of DormVIP, Scott & Paul's first business.

(5:45) Paul's experience leading up to joining the GTMfund.

(9:12) Unpacking common conversational themes discussed with our LP's and Founders at our latest GTM dinners.

(14:57) Upcoming events including a dinner at the US Embassy in Hong Kong.

(18:04) The new GTMfund rebrand.

(20:10) GTMfund deals in April and the value in our community.

(23:13) Paul's personal career advice to folks starting out in their new role and hoping to make an immediate impact.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/paulsirving/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Back at it for another monthly Jam session but this time with an ultra special guest... The man, the myth, the legend; our very own Paul Irving.

Not just a handsome devil but also the brains behind the GTMfund operation takes Max's seat this week to hit us with all the GTMfund updates in the last month.

Talking AI's influence on the GTM stacking process, How partnerships and referrals are going to play a huge role in pipeline velocity, Paul's career advice to folks starting out in a role... and tons more!

Highlights:
(2:51) The truth behind Scott & Paul's friendship.

(3:48) The birth of DormVIP, Scott & Paul's first business.

(5:45) Paul's experience leading up to joining the GTMfund.

(9:12) Unpacking common conversational themes discussed with our LP's and Founders at our latest GTM dinners.

(14:57) Upcoming events including a dinner at the US Embassy in Hong Kong.

(18:04) The new GTMfund rebrand.

(20:10) GTMfund deals in April and the value in our community.

(23:13) Paul's personal career advice to folks starting out in their new role and hoping to make an immediate impact.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/paulsirving/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-37-monthly-special-edition-jam-session-may-2023/ The GTM Podcast 629c36bc-b937-49cc-8368-f2c23472bbf7 Wed, 03 May 2023 20:02:00 -0700 1656 founder,tech,Marketing,investing,sales,stocks,venture,saas,vc,CMO,startups,plg,gtm,pls,venture capital,career path,tech stack,career growth,go to market,gtmfund 1 37 full false Big Announcement! Big Announcement! Sales leaders play a critical role in a business's success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team. 

But, on average, revenue executives have a shockingly short tenure due to various factors, including the stressful nature of the job, the need for constant results, and the fact that sales leaders are often the first to be held accountable when revenue targets are unmet. 

In this episode we make a huge announcement and Sam Jacobs, the founder and CEO of Pavilion discusses the challenges facing sales leaders, how the Sales Hacker podcast helped his career, and how you can succeed with kindness.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales leaders play a critical role in a business's success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team. 

But, on average, revenue executives have a shockingly short tenure due to various factors, including the stressful nature of the job, the need for constant results, and the fact that sales leaders are often the first to be held accountable when revenue targets are unmet. 

In this episode we make a huge announcement and Sam Jacobs, the founder and CEO of Pavilion discusses the challenges facing sales leaders, how the Sales Hacker podcast helped his career, and how you can succeed with kindness.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Buzzsprout-12778666 Wed, 03 May 2023 12:00:00 -0700 2620 full false GTM 36: Slicing/Dicing Data To Go From $0-35M (And a Twitter Acquistion) GTM 36: Slicing/Dicing Data To Go From $0-35M (And a Twitter Acquistion) Julia Gilinets is currently the Head of Sales at Pocus, also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching.

What You Will Learn: 

  • The importance of forming deeper relationships within your company
  • Understanding trends for the greater good of your product
  • The positive outcome derived from the pursuit of data 
  • Resorting to discovery in order to better understand people’s behaviour 
  • Why outbound and the SDR role is outdated 

Highlights:
(1:40) How Julia started doing PLG before PLG became widely known.

(9:05) How to make sense of your product’s data.

(12:06) Julia’s experience working in AdTech: going from 0-35 Million and later acquired by Twitter.

(18:53) How to carve out equity for yourself after an exit.

(26:48) How to overcome mismanagement by your CEO.

(31:51) Hot take: Outbound in the SDR role is broken.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/juliagilinets/
Pocus' Website: https://www.pocus.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Julia Gilinets is currently the Head of Sales at Pocus, also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching.

What You Will Learn: 

  • The importance of forming deeper relationships within your company
  • Understanding trends for the greater good of your product
  • The positive outcome derived from the pursuit of data 
  • Resorting to discovery in order to better understand people’s behaviour 
  • Why outbound and the SDR role is outdated 

Highlights:
(1:40) How Julia started doing PLG before PLG became widely known.

(9:05) How to make sense of your product’s data.

(12:06) Julia’s experience working in AdTech: going from 0-35 Million and later acquired by Twitter.

(18:53) How to carve out equity for yourself after an exit.

(26:48) How to overcome mismanagement by your CEO.

(31:51) Hot take: Outbound in the SDR role is broken.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/juliagilinets/
Pocus' Website: https://www.pocus.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-36-the-power-of-slicing-dicing-data-landed-twitter-acquisition/ The GTM Podcast e51be613-89a2-4d79-a5a3-892030fe9d01 Mon, 01 May 2023 19:24:00 -0700 2608 podcast,tech,Marketing,data,venture,acquisition,saas,vc,plg,gtm,pls,venture capital,private equity,career growth,Sales podcast,go to market,the gtm podcast,the gtm fund,vc podcast 1 36 full false GTM 35: How to Unlock 20% Performance Improvement in Your Career with Kevin Bailey GTM 35: How to Unlock 20% Performance Improvement in Your Career with Kevin Bailey Kevin Bailey is the Co-founder and CEO of Dreamfuel, a mental performance coaching platform for winning teams. Kevin Bailey is 3 time tech Founder who has done mindset coaching for over a thousand Sales professionals and currently completing his masters in applied neuroscience.

What You Will Learn:

  • Habit formation coaching.
  • Best recovery tools to equip yourself for success.
  • Guided visualization as a form of healing.
  • How to guarantee success in your career through a flow state.

Highlights:
(2:32) Kevin’s philosophy and thinking of being a mental performance coach.

(6:18) Kevin’s connection with mental performance and deep-rooted story.

(13:01) Tools that Kevin used to turn his life around (including Wim Hof breathing).

(17:03) Coaching people on habit formation.

(25:45) A walk through of some of the best exercises to do when feeling mentally trapped.

(27:38) Guided visualization as a mental performance exercise.

(39:55) What good recovery looks like.

(43:30) Hot take on grind culture.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/kevinjamesbailey/
Deamfuel's Website: https://www.dreamfuel.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kevin Bailey is the Co-founder and CEO of Dreamfuel, a mental performance coaching platform for winning teams. Kevin Bailey is 3 time tech Founder who has done mindset coaching for over a thousand Sales professionals and currently completing his masters in applied neuroscience.

What You Will Learn:

  • Habit formation coaching.
  • Best recovery tools to equip yourself for success.
  • Guided visualization as a form of healing.
  • How to guarantee success in your career through a flow state.

Highlights:
(2:32) Kevin’s philosophy and thinking of being a mental performance coach.

(6:18) Kevin’s connection with mental performance and deep-rooted story.

(13:01) Tools that Kevin used to turn his life around (including Wim Hof breathing).

(17:03) Coaching people on habit formation.

(25:45) A walk through of some of the best exercises to do when feeling mentally trapped.

(27:38) Guided visualization as a mental performance exercise.

(39:55) What good recovery looks like.

(43:30) Hot take on grind culture.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/kevinjamesbailey/
Deamfuel's Website: https://www.dreamfuel.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-35-how-to-unlock-20-performance-improvement-in-your-career/ The GTM Podcast 29b56ad8-44eb-4251-b108-76421076c98a Mon, 24 Apr 2023 19:11:00 -0700 3031 founder,tech,Marketing,business,sales,Meditation,career,startup,mindfulness,Mindset,b2b,saas,vc,gotomarket,careergrowth,gtm,venture capital,career tips,Sales Rep,gtmfund 1 35 full false GTM 34: "Community Is the New Google" with Kathleen Booth GTM 34: "Community Is the New Google" with Kathleen Booth Kathleen Booth is the SVP of Marketing and member of experience at Pavilion, The modern union for go-to-market leaders. Prior to her time at Pavilion, she founded Quintain Marketing a full service marketing agency that she sold after over 10 years of operating.

Kathleen has held a multitude of Marketing Leadership roles at VC backed B2B Tech companies. She continues to serve as an advisor to early stage SaaS companies and B2B startups.

Kathleen shares a ton of tactical advice on B2B leadership, including how to show up in your community, how to properly draw lines when founding a company, and her biggest learnigs from her exit after operating Quinatain Marketing for 11 years.

What You Will Learn:

  • Best ways to overcome your Imposter Syndrome.
  • How to leverage your community in order to elevate your career and drive pipeline.
  • How to better understand your company's objectives.
  • An in-depth explanation of Kathleen's entrepreneurial journey and the importance of drawing lines in the sand when starting out.

Highlights:
(6:20) The mission behind Pavilion and how Kathleen first kicked off her role with the team.

(8:09) Strategies to overcome Imposter Syndrome.

(12:33) Tips & tricks for managing a board.

(15:47) Why community is more important than ever.

(21:17) Who should be showing up in your community to drive actual revenue and demand.

(27:45) Incentivizing your team to show up in the community.

(31:11) Kathleen’s experience building and selling her company.

(40:50) Tactical advice to founders who haven’t yet found product-market fit.

(44:27) The importance of investing in your personal brand.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/ 
Pavilion's Website: https://www.joinpavilion.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kathleen Booth is the SVP of Marketing and member of experience at Pavilion, The modern union for go-to-market leaders. Prior to her time at Pavilion, she founded Quintain Marketing a full service marketing agency that she sold after over 10 years of operating.

Kathleen has held a multitude of Marketing Leadership roles at VC backed B2B Tech companies. She continues to serve as an advisor to early stage SaaS companies and B2B startups.

Kathleen shares a ton of tactical advice on B2B leadership, including how to show up in your community, how to properly draw lines when founding a company, and her biggest learnigs from her exit after operating Quinatain Marketing for 11 years.

What You Will Learn:

  • Best ways to overcome your Imposter Syndrome.
  • How to leverage your community in order to elevate your career and drive pipeline.
  • How to better understand your company's objectives.
  • An in-depth explanation of Kathleen's entrepreneurial journey and the importance of drawing lines in the sand when starting out.

Highlights:
(6:20) The mission behind Pavilion and how Kathleen first kicked off her role with the team.

(8:09) Strategies to overcome Imposter Syndrome.

(12:33) Tips & tricks for managing a board.

(15:47) Why community is more important than ever.

(21:17) Who should be showing up in your community to drive actual revenue and demand.

(27:45) Incentivizing your team to show up in the community.

(31:11) Kathleen’s experience building and selling her company.

(40:50) Tactical advice to founders who haven’t yet found product-market fit.

(44:27) The importance of investing in your personal brand.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/ 
Pavilion's Website: https://www.joinpavilion.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-34-community-is-the-new-google/ GTMFund 0ebbdcd2-64d1-44b5-b3f3-397a673f7fc0 Mon, 17 Apr 2023 20:03:00 -0700 3087 1 34 full false GTM 33: The Post Acquisition Pitfalls at SecureLink with Justin Strackany GTM 33: The Post Acquisition Pitfalls at SecureLink with Justin Strackany Justin Strackany is an early stage software vet, investor, GTM executive, and worked as the first employee at SecureLink for a total of 18 years. Throughout his career at SecureLink, Justin played a multitude of different roles including Director of CSM, VP of Sales, and most recently as their Chief Customer Officer. Justin shares an impactful story at SecureLink that led his CEO to bring him in as an acquisition partner. Discussing the journey of an acquisition through a private equity firm and the pivotal decision of rolling his shares post acquisition.

What You Will Learn:

  • Knowing your values when joining a company.
  • The benefits of startup learnings and acquisitions.
  • How to manage and level up in the private equity and venture capital space.
  • The importance of relinquishing control as a leader.
  • How to work within an executive team.
  • How to manage up to a board & private equity firm.

Highlights:
(3:05) Hot take on Bitcoin’s trajectory.

(8:33) Building and starting out SecureLink as an Acquisition Partner.

(16:12) Knowing what your equity equates to when joining a company.

(19:05) What Justin implemented on the Go-to-Market front after being brought on.

(21:20) Blind spots encountered post acquisition.

(29:47) What Justin did to triple sales post acquisition.

(32:10) Things to do to set yourself up for a CRO role.

(35:57) Actionable ways to improve revenue retention.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/justinstrackany/
GTM Consulting: https://www.linkedin.com/company/gtmdotconsulting/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Justin Strackany is an early stage software vet, investor, GTM executive, and worked as the first employee at SecureLink for a total of 18 years. Throughout his career at SecureLink, Justin played a multitude of different roles including Director of CSM, VP of Sales, and most recently as their Chief Customer Officer. Justin shares an impactful story at SecureLink that led his CEO to bring him in as an acquisition partner. Discussing the journey of an acquisition through a private equity firm and the pivotal decision of rolling his shares post acquisition.

What You Will Learn:

  • Knowing your values when joining a company.
  • The benefits of startup learnings and acquisitions.
  • How to manage and level up in the private equity and venture capital space.
  • The importance of relinquishing control as a leader.
  • How to work within an executive team.
  • How to manage up to a board & private equity firm.

Highlights:
(3:05) Hot take on Bitcoin’s trajectory.

(8:33) Building and starting out SecureLink as an Acquisition Partner.

(16:12) Knowing what your equity equates to when joining a company.

(19:05) What Justin implemented on the Go-to-Market front after being brought on.

(21:20) Blind spots encountered post acquisition.

(29:47) What Justin did to triple sales post acquisition.

(32:10) Things to do to set yourself up for a CRO role.

(35:57) Actionable ways to improve revenue retention.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/justinstrackany/
GTM Consulting: https://www.linkedin.com/company/gtmdotconsulting/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-33-the-post-acquisition-pitfalls-at-securelink/ The GTM Podcast f8de9f82-9913-4b81-8e51-f78ddcedab8b Mon, 10 Apr 2023 21:03:00 -0700 2912 tech,Marketing,business,sales,consulting,venture,investors,founders,b2b,saas,startups,lps,plg,gtm,acquistion,career tips,Sales Rep,go to market,gtmfund 1 33 full false How to Motivate Your Team and Lead by Example in a Period of Crisis with Ben Dietz How to Motivate Your Team and Lead by Example in a Period of Crisis with Ben Dietz Episode Summary
Ben Dietz is the general manager of Mintel, a leading data and analytics company. The company operates across North and South America, Europe, Africa, the Middle East, and Asia-Pacific. 

In this episode of Sales Hacker, Ben recapitulates his first days in the company, the company's core services, the challenges they faced during the pandemic and are facing now, given the recession and other global events. Ben and host Sam Jacobs talk about the importance of trust and support in a crisis, both internally and externally. Ben discusses how you can be a realistic yet motivational leader and how giving and asking for feedback is critical for a manager to move his team and operations forward.  

Guest-at-a-Glance

💡 Name: Ben Dietz

💡 What he does: Ben is the general manager of Mintel.

💡 Company: Mintel

💡 Noteworthy: Ben began his career in logistics and supply chain with ConAgra Foods, then moved into supply chain consulting, and eventually pivoted to sales when he joined Mintel. He has held seven different roles across two continents through his 14 years at Mintel, during which Mintel has tripled in size.

💡 Where to find Ben: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Episode Summary
Ben Dietz is the general manager of Mintel, a leading data and analytics company. The company operates across North and South America, Europe, Africa, the Middle East, and Asia-Pacific. 

In this episode of Sales Hacker, Ben recapitulates his first days in the company, the company's core services, the challenges they faced during the pandemic and are facing now, given the recession and other global events. Ben and host Sam Jacobs talk about the importance of trust and support in a crisis, both internally and externally. Ben discusses how you can be a realistic yet motivational leader and how giving and asking for feedback is critical for a manager to move his team and operations forward.  

Guest-at-a-Glance

💡 Name: Ben Dietz

💡 What he does: Ben is the general manager of Mintel.

💡 Company: Mintel

💡 Noteworthy: Ben began his career in logistics and supply chain with ConAgra Foods, then moved into supply chain consulting, and eventually pivoted to sales when he joined Mintel. He has held seven different roles across two continents through his 14 years at Mintel, during which Mintel has tripled in size.

💡 Where to find Ben: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12626615 Mon, 10 Apr 2023 21:00:00 -0700 1406 full false GTM 32: Monthly Jam Session April 2023 GTM 32: Monthly Jam Session April 2023 Max Altschuler and Scott Barker back at it for yet another monthly jam session!

Touching base on the latest internal and external updates, our official GTM retreat announcement, newest deals, the secret sauce in throwing executive level events, & Max's hot tips on his 36th birthday and everything he's been working on in regards to personal and career development.

Highlights:
(1:33) Annual GTM retreat details.

(2:10) GTM Job Board updates.

(3:33) How to host a white-glove experience event for executives?

(5:40) Building and fostering a deeply authentic community (through our annual retreat).

(7:20) The value and takeaways from our GTM sessions - how we look at businesses, how we size up opportunities, etc.

(16:48) Max's 36th Birthday fueled with reflection, recalibration, self growth.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Max Altschuler and Scott Barker back at it for yet another monthly jam session!

Touching base on the latest internal and external updates, our official GTM retreat announcement, newest deals, the secret sauce in throwing executive level events, & Max's hot tips on his 36th birthday and everything he's been working on in regards to personal and career development.

Highlights:
(1:33) Annual GTM retreat details.

(2:10) GTM Job Board updates.

(3:33) How to host a white-glove experience event for executives?

(5:40) Building and fostering a deeply authentic community (through our annual retreat).

(7:20) The value and takeaways from our GTM sessions - how we look at businesses, how we size up opportunities, etc.

(16:48) Max's 36th Birthday fueled with reflection, recalibration, self growth.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-32-monthly-jam-session-april-2023/ The GTM Podcast af9242a3-983c-4631-a25b-34eda62bcdbf Wed, 05 Apr 2023 20:00:00 -0700 1338 founder,tech,Marketing,investing,CEO,sales,finance,stocks,venture,leads,investor,cfo,vc,CMO,startups,gotomarket,gtm,venture capital,angel investing,Sales Rep 1 32 full false GTM 31: The Venture Deal that Crumbled into Pieces with Tyler Short GTM 31: The Venture Deal that Crumbled into Pieces with Tyler Short Tyler Short joins us this week as we dive into all things Go-To-Market, but this time with a Venture spin on things. We get a deeper glimpse into what's going on across the VC world and the implications of today's market for founders & investors. Tyler currently works as the General Counsel and Director of Operations at SixThirty Ventures.

Tyler peels the onion on one of his biggest career learnings to date - a venture deal that crumbled apart. Not one to miss!

What You Will Learn:

  • Things to look out for as someone investing in startups today.
  • How to fundraise smarter.
  • The fundamentals to help you better navigate which startups to invest in.
  • Legal necessities to be aware of as a founder.
  • Knowing when to walk away from a deal.

Highlights:
(3:26) VC terminology & how to break into venture.

(6:28) Predictions and themes in today's Market.

(14:15) A deal that fell apart and what Tyler learned throughout the process.

(30:36) Best advice to founders struggling to raise in this market.

(33:27) Advice to founders around legal work.

(35:42) Tyler’s view on AI legal tech.

(38:15) What the best founders do to move the needle.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/tyler-short-gc/
Twitter: https://twitter.com/TylerShortVC

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Tyler Short joins us this week as we dive into all things Go-To-Market, but this time with a Venture spin on things. We get a deeper glimpse into what's going on across the VC world and the implications of today's market for founders & investors. Tyler currently works as the General Counsel and Director of Operations at SixThirty Ventures.

Tyler peels the onion on one of his biggest career learnings to date - a venture deal that crumbled apart. Not one to miss!

What You Will Learn:

  • Things to look out for as someone investing in startups today.
  • How to fundraise smarter.
  • The fundamentals to help you better navigate which startups to invest in.
  • Legal necessities to be aware of as a founder.
  • Knowing when to walk away from a deal.

Highlights:
(3:26) VC terminology & how to break into venture.

(6:28) Predictions and themes in today's Market.

(14:15) A deal that fell apart and what Tyler learned throughout the process.

(30:36) Best advice to founders struggling to raise in this market.

(33:27) Advice to founders around legal work.

(35:42) Tyler’s view on AI legal tech.

(38:15) What the best founders do to move the needle.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/tyler-short-gc/
Twitter: https://twitter.com/TylerShortVC

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-31-the-venture-deal-that-crumbled-into-pieces/ The GTM Podcast e6c6c479-ece5-40c1-81e5-d4dee79c0613 Mon, 03 Apr 2023 20:31:00 -0700 2610 tech,Marketing,investing,business,sales,finance,fundraising,startup,venture,founders,investor,b2b,saas,vc,gtm,venture capital,career tips,Customer Success,Sales Rep,go to market 1 31 full false GTM 30: 19 Million Members and Counting: Meet The Woman Behind The Salesforce Trailblazer Community with Eric Kuhl GTM 30: 19 Million Members and Counting: Meet The Woman Behind The Salesforce Trailblazer Community with Eric Kuhl Erica Kuhl joins us this week for an inspiring episode on how to build your community in today's environment, with over 20 years of enterprise community expertise.

Erica shares some valuable tips and tricks that she learned after spending over a decade successfully building the Trailblazer community and ecosystem at Salesforce.

What You Will Learn:

  • How she built the Trailblazer Salesforce community from scratch and what inspired her to do it.
  • How to run programs with any size budget and any size team.
  • How to build community strategies to scale.
  • The positive outcomes of exceptional leadership.
  • The importance of aligning community to a business strategy.

Highlights:
(2:30) Intro & Erica's experience building out trailblazers at Salesforce.

(10:55) Hot take: The over saturation of community.

(18:25) Challenges scaling the community at Salesforce.

(35:24) What Erica would do differently if she could go back and build Salesforce's Community all over again?

(42:58) Erica's advice on how to make team meetings more upbeat, lively, and productive.

(45:20) Erica's take on a widely held belief that revenue leaders share that she thinks might be bullsh*t.

(47:23) Step 1 when starting a community.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/ericakuhl/
Twitter: https://twitter.com/ericakuhl
Blog: https://medium.com/@erica.kuhl
Website: https://www.ericakuhl.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Erica Kuhl joins us this week for an inspiring episode on how to build your community in today's environment, with over 20 years of enterprise community expertise.

Erica shares some valuable tips and tricks that she learned after spending over a decade successfully building the Trailblazer community and ecosystem at Salesforce.

What You Will Learn:

  • How she built the Trailblazer Salesforce community from scratch and what inspired her to do it.
  • How to run programs with any size budget and any size team.
  • How to build community strategies to scale.
  • The positive outcomes of exceptional leadership.
  • The importance of aligning community to a business strategy.

Highlights:
(2:30) Intro & Erica's experience building out trailblazers at Salesforce.

(10:55) Hot take: The over saturation of community.

(18:25) Challenges scaling the community at Salesforce.

(35:24) What Erica would do differently if she could go back and build Salesforce's Community all over again?

(42:58) Erica's advice on how to make team meetings more upbeat, lively, and productive.

(45:20) Erica's take on a widely held belief that revenue leaders share that she thinks might be bullsh*t.

(47:23) Step 1 when starting a community.

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/ericakuhl/
Twitter: https://twitter.com/ericakuhl
Blog: https://medium.com/@erica.kuhl
Website: https://www.ericakuhl.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-30-19-million-members-the-woman-behind-salesforces-trailblazer-community/ The GTM Podcast 7c801328-92da-497e-88d5-550876d7e748 Mon, 27 Mar 2023 20:00:00 -0700 3024 podcast,tech,business,sales,strategy,investment,community,founders,b2b,Salesforce,startups,influencer,gtm,venture capital,Content Creator,stock market,influencer marketing,Sales Rep,go to market,markerter 1 30 full false GTM 29: Capitalizing on Customer Stories with Dave Kennett GTM 29: Capitalizing on Customer Stories with Dave Kennett Dave Kennett joins us on this week's episode to discuss lessons learned throughout his years transforming businesses to adapt for a digital world, the art form of sales, how to lead from the front, and walks us through the genesis and evolution of Replayz.

In 2019, after an extensive career at notable companies such as AutoTrader.ca, Strutta, Payfirma, Hootesuite, and MergeBase, Dave founded Replayz - a predictive SaaS platform that uses Data Science to analyze Call Scoring Results to predict what skills matter the most.

What You Will Learn:

  • The importance of role-playing, how to communicate to the CFO.
  • Steps to building trust and rapport through credibility.
  • How to cultivate and leverage customer stories for a competitive advantage.
  • 5 leadership tools to arm your team with.
  • Ways to visibility improve your win rate.
  • How to lead from the front, and learn the most from past mistakes.
  • Strategies to navigate career path options in the current environment .

Highlights:
(5:20) Call coaching culture & Replayz pain point solution strategy.

(7:45) Blind spots in discovery/demos & how to avoid them.

(13:22) Common threads of sales reps that consistently crush it.

(18:10) How to introduce a customer story?

(21:45) The importance of role-playing.

(25:00) Digitally transforming AutoTrader to Trader.ca.

(27:10) Leadership lessons from experience.

(34:25) How to think about career pathing.

(39:10) Rounding out your leadership skills.

(40:25) Widely held beliefs that are wrong.

(44:30) Actionable moves available now.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/dkennett/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dave Kennett joins us on this week's episode to discuss lessons learned throughout his years transforming businesses to adapt for a digital world, the art form of sales, how to lead from the front, and walks us through the genesis and evolution of Replayz.

In 2019, after an extensive career at notable companies such as AutoTrader.ca, Strutta, Payfirma, Hootesuite, and MergeBase, Dave founded Replayz - a predictive SaaS platform that uses Data Science to analyze Call Scoring Results to predict what skills matter the most.

What You Will Learn:

  • The importance of role-playing, how to communicate to the CFO.
  • Steps to building trust and rapport through credibility.
  • How to cultivate and leverage customer stories for a competitive advantage.
  • 5 leadership tools to arm your team with.
  • Ways to visibility improve your win rate.
  • How to lead from the front, and learn the most from past mistakes.
  • Strategies to navigate career path options in the current environment .

Highlights:
(5:20) Call coaching culture & Replayz pain point solution strategy.

(7:45) Blind spots in discovery/demos & how to avoid them.

(13:22) Common threads of sales reps that consistently crush it.

(18:10) How to introduce a customer story?

(21:45) The importance of role-playing.

(25:00) Digitally transforming AutoTrader to Trader.ca.

(27:10) Leadership lessons from experience.

(34:25) How to think about career pathing.

(39:10) Rounding out your leadership skills.

(40:25) Widely held beliefs that are wrong.

(44:30) Actionable moves available now.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/dkennett/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-29-capitalizing-on-customer-stories-dave/ The .GTMfund 4874e72c-cb17-4ddb-92ad-9b7e1feda3d3 Mon, 20 Mar 2023 17:00:00 -0700 2936 Marketing,business,sales,leadership,competition,Branding,promotion,growth,revenue,transformation,rebranding,career path,Sales Rep,customer acquisition,go to market,Customer Story 1 29 full false GTM 28: How Auth0 Took Big Risks To Avoid Pipeline Plateau with Martin Gontovnikas GTM 28: How Auth0 Took Big Risks To Avoid Pipeline Plateau with Martin Gontovnikas ‘Thinking more out of the box instead of just following playbooks is something that I think is important.’ - Martin Gontovnikas.

In this week’s episode, Scott Barker chats with Martin Gontovnikas ‘Gonto’ about taking big risks in marketing, Generative AI, and understanding customer behavior while making marketing strategies.

Gonto is the founder of Hyper Growth Partners. He previously worked with Off Zero where he started in branding relations and ended up in marketing and growth, growing with the company in revenue from 20 dollars to 20 million average revenue.

What You Will Learn:

  • The impact of Generative AI on marketing.
  • How to achieve big hairy audacious goals in marketing.
  •  Experimenting in marketing when risk tolerance is low.

Highlights:
(04:02) Generative AI for marketing.

(09:56) Where will Generative AI be in 10 years?

(13:31) Audacious goal experiments that worked.

(22:53) Big audacious goals that turned out successful.

(30:29) Restructuring back after implementing an audacious idea.

(33:40) Running experiments when risk tolerance is low.

(36:40) How long do you run an experiment before making a decision?

(39:31) What most revenue leaders believe but Gonto doesn’t agree with.

(44:01) Fitting marketing strategies into users’ habits.

(46:36) How to get in touch with Gonto?

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/mgonto/en
Website: https://www.hypergrowthpartners.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> ‘Thinking more out of the box instead of just following playbooks is something that I think is important.’ - Martin Gontovnikas.

In this week’s episode, Scott Barker chats with Martin Gontovnikas ‘Gonto’ about taking big risks in marketing, Generative AI, and understanding customer behavior while making marketing strategies.

Gonto is the founder of Hyper Growth Partners. He previously worked with Off Zero where he started in branding relations and ended up in marketing and growth, growing with the company in revenue from 20 dollars to 20 million average revenue.

What You Will Learn:

  • The impact of Generative AI on marketing.
  • How to achieve big hairy audacious goals in marketing.
  •  Experimenting in marketing when risk tolerance is low.

Highlights:
(04:02) Generative AI for marketing.

(09:56) Where will Generative AI be in 10 years?

(13:31) Audacious goal experiments that worked.

(22:53) Big audacious goals that turned out successful.

(30:29) Restructuring back after implementing an audacious idea.

(33:40) Running experiments when risk tolerance is low.

(36:40) How long do you run an experiment before making a decision?

(39:31) What most revenue leaders believe but Gonto doesn’t agree with.

(44:01) Fitting marketing strategies into users’ habits.

(46:36) How to get in touch with Gonto?

Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/mgonto/en
Website: https://www.hypergrowthpartners.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-28-how-auth0-took-big-risks-to-avoid-pipeline-plateau/ The .GTM Fund 2e256d03-c711-4da9-aad6-0a5781e9489f Mon, 13 Mar 2023 18:33:00 -0700 2872 Marketing,business,leadership 1 28 full false How to Turn Failure Into Opportunity With Mariana Cogan How to Turn Failure Into Opportunity With Mariana Cogan Episode Summary

There are many benefits of the marketing and sales teams working together. It helps generate better leads, improve conversion rates, and eventually, increase company revenue. But how do you align marketing and sales strategy? 

In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. They talk about why buying needs to be a team sport, why forecasting won't lead to the growth you need, and the importance of diversity in technology.


Guest-at-a-Glance

💡 Name: Mariana Cogan

💡 What she does: She's the CMO of People.ai.

💡 Company: People.ai

💡 Noteworthy: Mariana is known for building strong alignment with sales. She's also a committed advocate of diversity inclusion and founded the Hispanic ERG resulting in building the best teams and bringing different lenses to the C-suite.

💡 Where to find Mariana: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Episode Summary

There are many benefits of the marketing and sales teams working together. It helps generate better leads, improve conversion rates, and eventually, increase company revenue. But how do you align marketing and sales strategy? 

In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. They talk about why buying needs to be a team sport, why forecasting won't lead to the growth you need, and the importance of diversity in technology.


Guest-at-a-Glance

💡 Name: Mariana Cogan

💡 What she does: She's the CMO of People.ai.

💡 Company: People.ai

💡 Noteworthy: Mariana is known for building strong alignment with sales. She's also a committed advocate of diversity inclusion and founded the Hispanic ERG resulting in building the best teams and bringing different lenses to the C-suite.

💡 Where to find Mariana: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12404917 Wed, 08 Mar 2023 19:00:00 -0800 1643 full false GTM 27: Monthly GTM Jam Session (March 2023) GTM 27: Monthly GTM Jam Session (March 2023) Max Altschuler and Scott Barker back at it for another monthly jam session. Sharing some compelling internal company updates as well as the impact of our candidate placements in the last year (placing over 80 candidates in the last year). We also can't help but discuss some topical stuff, including: Whether companies should begin to ban alcohol at work related events, generational trends, and ChatGPT's takeover on our creativity.

Highlights:
(1:50) The generational evolution within the work force.

(4:45) The importance of our creativity and whether ChatGPT has much competition against it.

(13:17) Hot take on whether companies should ban alcohol or not.

(16:20) Internal company updates & the motivation behind our decisions [new HQ office, new official GTMfund hires].

(27:00)  Deal updates & SPVs.

(29:42) Angel Investing sessions and candidate placements at our portfolio companies.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Max Altschuler and Scott Barker back at it for another monthly jam session. Sharing some compelling internal company updates as well as the impact of our candidate placements in the last year (placing over 80 candidates in the last year). We also can't help but discuss some topical stuff, including: Whether companies should begin to ban alcohol at work related events, generational trends, and ChatGPT's takeover on our creativity.

Highlights:
(1:50) The generational evolution within the work force.

(4:45) The importance of our creativity and whether ChatGPT has much competition against it.

(13:17) Hot take on whether companies should ban alcohol or not.

(16:20) Internal company updates & the motivation behind our decisions [new HQ office, new official GTMfund hires].

(27:00)  Deal updates & SPVs.

(29:42) Angel Investing sessions and candidate placements at our portfolio companies.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-27-monthly-gtm-jam-session-march-2023/ The GTMfund 0f205cac-6cbe-499f-b5d9-c8ae12b56edd Wed, 08 Mar 2023 18:00:14 -0800 2069 tech,Marketing,sales,entrepreneurship,stocks,venture,investors,founders,b2b,saas,vc,startups,venturecapital,personaldevelopment,gotomarket,careergrowth,gtm,getrich,ChatGPT,gtmfund 1 27 full false GTM 26: The Framework that Will Help you Build an Exceptional GTM Team with Mark Stephenson GTM 26: The Framework that Will Help you Build an Exceptional GTM Team with Mark Stephenson Mark Stephenson joins us in this week’s episode to talk about the modern revenue architecture. Mark has 30 years of solution sales leadership experience, with high growth series A through D companies. Currently he's an advisor at Evisort, former VP of Sales at Avi Networks, and has worked at large companies such as HP, Cisco, & Xerox.. 

We kick off this episode by unpacking the 5 leading and 4 lagging indicators of a strong go-to-market team that drive your business.

What You Will Learn:

  • The importance of getting cross functional alignment within your team.
  • Leading metrics that every leader should be focused on.
  • 5 layer framework on modern revenue.

Highlights:
(8:03) 5 Layers on how to Go-to-market.

(13:48) Problems to solve on the Go-to-market approach.

(20:37) Where Mark’s gone right and wrong in defining ICP.

(26:10) How to hire great talent.

(32:18) Cross-functional alignment.

(36:00) the leading and lagging metrics for successful alignment.

(45:00) Mark’s take on the layoffs happening in todays market.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Stephenson joins us in this week’s episode to talk about the modern revenue architecture. Mark has 30 years of solution sales leadership experience, with high growth series A through D companies. Currently he's an advisor at Evisort, former VP of Sales at Avi Networks, and has worked at large companies such as HP, Cisco, & Xerox.. 

We kick off this episode by unpacking the 5 leading and 4 lagging indicators of a strong go-to-market team that drive your business.

What You Will Learn:

  • The importance of getting cross functional alignment within your team.
  • Leading metrics that every leader should be focused on.
  • 5 layer framework on modern revenue.

Highlights:
(8:03) 5 Layers on how to Go-to-market.

(13:48) Problems to solve on the Go-to-market approach.

(20:37) Where Mark’s gone right and wrong in defining ICP.

(26:10) How to hire great talent.

(32:18) Cross-functional alignment.

(36:00) the leading and lagging metrics for successful alignment.

(45:00) Mark’s take on the layoffs happening in todays market.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/mark-s-2b28054/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-26-the-framework-that-will-help-you-build-an-exceptional-gtm-team/ The .GTMfund fca9fe74-4692-467d-b958-a9487beec2b6 Mon, 06 Mar 2023 18:00:00 -0800 3107 Marketing,sales,entrepreneurship,investors,founders,vc,startups,venturecapital,gotomarket,gtm 1 26 full false GTM 25: Social Impact for Startups with Bryan Breckenridge and Corey Marshall GTM 25: Social Impact for Startups with Bryan Breckenridge and Corey Marshall In this week’s episode, Scott is joined by Bryan Breckenridge and Corey Marshall, the co-founders of VITAL, a company that harnesses impact-powered revenue and culture to accelerate growth.

Corey Marshall is a builder, advisor, and investor with a strong background in CRM Data. He previously worked with Splunk, a cybersecurity startup where he built programs around workforce development, employee engagement and volunteerism.

Bryan Breckenridge is a social intrapreneur who thrives at the intersection of corporate and nonprofit mission fulfillment maximizing social, environmental and economic returns. He has implemented growth and impact strategies and integrated nonprofit networks into core operating structures at Salesforce, LinkedIn, Box, Zillow, and Snyk.

They explore the world of social impact issues in startups, including how and when startups should get involved in social issues, which issues to take on, how to align these with the company’s values and how these help in connecting with the customers for eventual profitability.

Highlights:
(1:44) Introduction of speakers.

(2:50) Corey Marshall’s background story.

(5:15) The impetus for Splunk.

(6:36) Bryan’s background.

(9:42) Bryan’s time at Salesforce.

(11:08) The truth about the Sales profession.

(13:26) Having environmental, social and governance in mind as a Startup.

(19:34) Attracting talent that aligns with your company’s values.

(22:09) When should a company take a stance on social issues?

(29:11) How should startups establish which social impact issues to focus on?

(36:42) Corey’s story about building strong partnerships through participating in social impact issues.

(40:16) Merging problem solving for clients with addressing social issues they are passionate about.

(47:39) Strategies that revenue leaders or founders can implement.

(53:56) Social impact participation extends beyond sales and marketing.

(56:14) How to get in touch with Bryan and Corey.

Guest Speaker Links:
Bryan's Linkedin: https://www.linkedin.com/in/bryanbreckenridge/
Corey's Linkedin: https://www.linkedin.com/in/coreymarshall/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this week’s episode, Scott is joined by Bryan Breckenridge and Corey Marshall, the co-founders of VITAL, a company that harnesses impact-powered revenue and culture to accelerate growth.

Corey Marshall is a builder, advisor, and investor with a strong background in CRM Data. He previously worked with Splunk, a cybersecurity startup where he built programs around workforce development, employee engagement and volunteerism.

Bryan Breckenridge is a social intrapreneur who thrives at the intersection of corporate and nonprofit mission fulfillment maximizing social, environmental and economic returns. He has implemented growth and impact strategies and integrated nonprofit networks into core operating structures at Salesforce, LinkedIn, Box, Zillow, and Snyk.

They explore the world of social impact issues in startups, including how and when startups should get involved in social issues, which issues to take on, how to align these with the company’s values and how these help in connecting with the customers for eventual profitability.

Highlights:
(1:44) Introduction of speakers.

(2:50) Corey Marshall’s background story.

(5:15) The impetus for Splunk.

(6:36) Bryan’s background.

(9:42) Bryan’s time at Salesforce.

(11:08) The truth about the Sales profession.

(13:26) Having environmental, social and governance in mind as a Startup.

(19:34) Attracting talent that aligns with your company’s values.

(22:09) When should a company take a stance on social issues?

(29:11) How should startups establish which social impact issues to focus on?

(36:42) Corey’s story about building strong partnerships through participating in social impact issues.

(40:16) Merging problem solving for clients with addressing social issues they are passionate about.

(47:39) Strategies that revenue leaders or founders can implement.

(53:56) Social impact participation extends beyond sales and marketing.

(56:14) How to get in touch with Bryan and Corey.

Guest Speaker Links:
Bryan's Linkedin: https://www.linkedin.com/in/bryanbreckenridge/
Corey's Linkedin: https://www.linkedin.com/in/coreymarshall/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-25-social-impact-for-startups/ The .GTM Fund 9c2c5e04-7ac8-45d8-8d96-ba7a901a4caf Mon, 27 Feb 2023 18:08:00 -0800 3339 business,sales,leadership,entrepreneurship,startups 1 25 full false GTM 24: The Power of Pivoting and Verticalization with Ed Calnan GTM 24: The Power of Pivoting and Verticalization with Ed Calnan Pivoting and verticalization has the potential to be a  game-changer for many companies. A case in point is the story of Seismic.

On the podcast today is Ed Calnan,  the founder and former CRO of Seismic, a company he led through the pandemic. In this episode, you will learn how Ed, as the  company’s first BDR, grew the company to 1,500 people, 2,000 customers, and $300 million in ARR  through successful pivoting and verticalization to financial services.

What You Will Learn:

  • The power of pivoting and verticalization and how to do it successfully.
  • The value of vacation, rest, and relaxation.
  • The importance of analyzing and sharing team successes.

Highlights:
(3:00) Ed’s reflection on founding Seismic and taking a long break after 11 years.

(9:30) The value of sales enablement.

(13:00)  How to pivot and verticalize successfully: Case study of Seismic.

(32:20) The benefits of being a specialist and an expert.

(35:50) Why you need to analyze and share team successes.

(48:42) Discussion on consistent communication, being open and authentic.

(49:42) Strategies for growing a company and harnessing customer stories.

(52:20) A strategy founders and revenue leaders should implement to move the needle.

(55:30) One common misbelief held by revenue leaders.

(57:03) The challenges of being a revenue leader: How to identify and address core issues.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/edcalnan/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Pivoting and verticalization has the potential to be a  game-changer for many companies. A case in point is the story of Seismic.

On the podcast today is Ed Calnan,  the founder and former CRO of Seismic, a company he led through the pandemic. In this episode, you will learn how Ed, as the  company’s first BDR, grew the company to 1,500 people, 2,000 customers, and $300 million in ARR  through successful pivoting and verticalization to financial services.

What You Will Learn:

  • The power of pivoting and verticalization and how to do it successfully.
  • The value of vacation, rest, and relaxation.
  • The importance of analyzing and sharing team successes.

Highlights:
(3:00) Ed’s reflection on founding Seismic and taking a long break after 11 years.

(9:30) The value of sales enablement.

(13:00)  How to pivot and verticalize successfully: Case study of Seismic.

(32:20) The benefits of being a specialist and an expert.

(35:50) Why you need to analyze and share team successes.

(48:42) Discussion on consistent communication, being open and authentic.

(49:42) Strategies for growing a company and harnessing customer stories.

(52:20) A strategy founders and revenue leaders should implement to move the needle.

(55:30) One common misbelief held by revenue leaders.

(57:03) The challenges of being a revenue leader: How to identify and address core issues.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/edcalnan/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-24-the-power-of-pivoting-and-verticalization/ The .GTM Fund 890e494d-9aca-4da7-b59c-eaf72c6b0fb6 Mon, 20 Feb 2023 16:10:00 -0800 3438 business,sales,leadership 1 24 full false GTM 23: Diversity, Inclusion, and Sales Team Success with Cara Felleman GTM 23: Diversity, Inclusion, and Sales Team Success with Cara Felleman Today on the podcast, we have the privilege of speaking with Cara Felleman - a dynamic advisor, investor, and sales powerhouse. Cara is currently serving as the Vice President of Sales at Vividly and is also an LP at GTM Fund, where she uses her expertise to help startups grow and scale.

With a wealth of experience, Cara has a unique perspective on what it takes to succeed in a fast-paced and competitive environment. When it comes to hiring, she identifies two key attributes that she looks for in employees. The first is the unwavering drive to succeed despite obstacles. The second is having a positive outlook and being able to stay hopeful even when things seem hard.

Cara is also a passionate advocate for diversity and inclusion in the workplace. She believes that companies need to take into account the emotional and cultural impact of their decisions, such as layoffs, on employees.. Cara thinks we can make workplaces that are more fair and open to everyone if we approach these problems with empathy and understanding.

Join us as we delve into these important topics with Cara Felleman and gain valuable insights into what it takes to create fair, safe, and successful workplaces and sales teams.

Highlights:
(2:37)  Qualities of a successful go-to-market professional.

(5:46)  Why companies need to be more considerate in layoffs.

(8:00) How layoffs have a greater impact on women.

(11:50) Exploring strategies for attracting and retaining Gen Z talent.

(16:24) Building the sales team at Resy: The challenges and lessons learned.

(20:35) Finding the middle ground between control and collaboration.

(32:19) Discussion on how to relinquish control and trust your sales team.

(37:06) Conversation on radical candor.

(38:26)  One thing most go-to-market leaders believe that is not true.

(42:49)  The value of human connection in business.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/carafelleman/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the podcast, we have the privilege of speaking with Cara Felleman - a dynamic advisor, investor, and sales powerhouse. Cara is currently serving as the Vice President of Sales at Vividly and is also an LP at GTM Fund, where she uses her expertise to help startups grow and scale.

With a wealth of experience, Cara has a unique perspective on what it takes to succeed in a fast-paced and competitive environment. When it comes to hiring, she identifies two key attributes that she looks for in employees. The first is the unwavering drive to succeed despite obstacles. The second is having a positive outlook and being able to stay hopeful even when things seem hard.

Cara is also a passionate advocate for diversity and inclusion in the workplace. She believes that companies need to take into account the emotional and cultural impact of their decisions, such as layoffs, on employees.. Cara thinks we can make workplaces that are more fair and open to everyone if we approach these problems with empathy and understanding.

Join us as we delve into these important topics with Cara Felleman and gain valuable insights into what it takes to create fair, safe, and successful workplaces and sales teams.

Highlights:
(2:37)  Qualities of a successful go-to-market professional.

(5:46)  Why companies need to be more considerate in layoffs.

(8:00) How layoffs have a greater impact on women.

(11:50) Exploring strategies for attracting and retaining Gen Z talent.

(16:24) Building the sales team at Resy: The challenges and lessons learned.

(20:35) Finding the middle ground between control and collaboration.

(32:19) Discussion on how to relinquish control and trust your sales team.

(37:06) Conversation on radical candor.

(38:26)  One thing most go-to-market leaders believe that is not true.

(42:49)  The value of human connection in business.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/carafelleman/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-23-diversity-inclusion-and-sales-team-success/ The .GTM Fund a0dcbe3f-8c36-41cc-8f0f-6af74f4b2443 Mon, 13 Feb 2023 16:15:00 -0800 2573 business,sales,leadership 1 23 full false GTM 22: AI's Impact on The Sales Profession with John Barrows GTM 22: AI's Impact on The Sales Profession with John Barrows In this episode, John Barrows, CEO of Sell Better by JB Sales, helps you understand what the new reality of sales looks like and how to stay ahead of the AI curve. With his expertise and experience, John discusses the implications of AI and automation and how it will challenge the sales profession, as well as the importance of remaining human and personalizing your sales approach.

What You Will Learn:

  • The future of sales with AI and automation.
  • How sales professionals survive and thrive in a world of AI and automation.
  • The potential ramifications of automating jobs.
  • AI personalization at scale.

Highlights:
(4:40) John and his daughter’s children book about sales.

(7:34) How ChatGPT will change the sales profession.

(9:10) Why you must get interested and learn to leverage ChatGPT.

(11:20) AI personalization at scale.

(15:00) The impact of the recession and AI revolution on sales jobs.

(17:25) The failure of the education system today.

(23:55) Addressing the university ban of ChatGPT.

(28:00) John’s learnings from getting fired twice – “They were two of the best things that ever happened to me.”

(43:01) John’s best actionable advice to revenue leaders.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/johnbarrows/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, John Barrows, CEO of Sell Better by JB Sales, helps you understand what the new reality of sales looks like and how to stay ahead of the AI curve. With his expertise and experience, John discusses the implications of AI and automation and how it will challenge the sales profession, as well as the importance of remaining human and personalizing your sales approach.

What You Will Learn:

  • The future of sales with AI and automation.
  • How sales professionals survive and thrive in a world of AI and automation.
  • The potential ramifications of automating jobs.
  • AI personalization at scale.

Highlights:
(4:40) John and his daughter’s children book about sales.

(7:34) How ChatGPT will change the sales profession.

(9:10) Why you must get interested and learn to leverage ChatGPT.

(11:20) AI personalization at scale.

(15:00) The impact of the recession and AI revolution on sales jobs.

(17:25) The failure of the education system today.

(23:55) Addressing the university ban of ChatGPT.

(28:00) John’s learnings from getting fired twice – “They were two of the best things that ever happened to me.”

(43:01) John’s best actionable advice to revenue leaders.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/johnbarrows/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-22-ais-impact-on-the-sales-profession/ The GTM Fund eb20d494-c753-4547-89f1-a683decd05a1 Mon, 06 Feb 2023 17:00:00 -0800 2919 investing,business,sales,leadership,saas 1 22 full false GTM 21: Monthly GTM Jam Session (February 2023) GTM 21: Monthly GTM Jam Session (February 2023) Max Altschuler and Scott Barker back at it for another monthly jam session. They share company updates for the month of January, including some exciting PortCo announcements. They also discuss the ongoing layoffs and some strong advice on how to create and maintain solid pipeline in this market, as well as some predictions on the future of the SDR role.

Highlights:
(1:47)  PortCo updates and highlights.

(6:55) A behind the scenes intel on the 70+ candidates that the GTMfund placed in the last year.

(13:00)  Most common challenges founders and revenue leaders are facing today.

(17:24) The future of the SDR role.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Max Altschuler and Scott Barker back at it for another monthly jam session. They share company updates for the month of January, including some exciting PortCo announcements. They also discuss the ongoing layoffs and some strong advice on how to create and maintain solid pipeline in this market, as well as some predictions on the future of the SDR role.

Highlights:
(1:47)  PortCo updates and highlights.

(6:55) A behind the scenes intel on the 70+ candidates that the GTMfund placed in the last year.

(13:00)  Most common challenges founders and revenue leaders are facing today.

(17:24) The future of the SDR role.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-21-monthly-gtm-jam-session-february-2023/ The GTMfund 7b857080-a8f4-42d7-b57c-b5d6933132f6 Thu, 02 Feb 2023 01:00:00 -0800 1465 podcast,career,worklife,investors,founders,motivational,vc,startups,lps,venturecapital,makemoney,gtm,getrich,worktips,gtmfund 1 21 full false The Past, Present, and Future of the Restaurant Industry With Brandon Barton, the CEO of Bite The Past, Present, and Future of the Restaurant Industry With Brandon Barton, the CEO of Bite Episode Summary
AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience. 

In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in the hospitality space and how it can help enrich customer experience. He also talks about his transition into the C-Suite and becoming the CEO of Bite. Finally, Brandon shares valuable advice for anyone who is considering a career change but fears that it is a mistake.


Guest-at-a-Glance

💡 Name: Brandon Barton

💡 What he does: Brandon is the CEO of Bite.

💡 Company: Bite

💡 Noteworthy: Brandon Barton is a hospitality tech entrepreneur and has used his experience in operations at top hospitality groups to build and scale early-stage tech products. Before Bite, Brandon was employee number four at Resy, a leading restaurant reservation platform, where he built and oversaw sales operations. Bite's goal is to elevate hospitality, which is also Brandon's passion.

💡 Where to find Brandon: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Episode Summary
AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience. 

In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in the hospitality space and how it can help enrich customer experience. He also talks about his transition into the C-Suite and becoming the CEO of Bite. Finally, Brandon shares valuable advice for anyone who is considering a career change but fears that it is a mistake.


Guest-at-a-Glance

💡 Name: Brandon Barton

💡 What he does: Brandon is the CEO of Bite.

💡 Company: Bite

💡 Noteworthy: Brandon Barton is a hospitality tech entrepreneur and has used his experience in operations at top hospitality groups to build and scale early-stage tech products. Before Bite, Brandon was employee number four at Resy, a leading restaurant reservation platform, where he built and oversaw sales operations. Bite's goal is to elevate hospitality, which is also Brandon's passion.

💡 Where to find Brandon: LinkedIn



The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12160031 Tue, 31 Jan 2023 19:00:00 -0800 2072 full false GTM 20: Branding, Negotiation, and Creating Raving Fans with Udi Ledergor GTM 20: Branding, Negotiation, and Creating Raving Fans with Udi Ledergor Udi Ledergor is the former CMO of Gong and the company's current Chief Evangelist. The insights he offers in this episode are invaluable for anyone interested in branding, content development, negotiating, or creating a devoted fan base.

What You Will Learn:

  • How Udi Ledergor and Gong achieved 100x growth in a short period of time.
  • The hacks and strategies used to create a powerful brand presence on a limited budget.
  • The impact of providing an exceptional candidate experience even if they are not given an offer.
  • How to negotiate well.

Highlights:
(0:49) Udi Ledergor: From Gong’s CMO to Chief Evangelist.

(13:49) Udi’s superpowers: Branding and Negotiation.

(14:58) How Udi secured a Super Bowl commercial with a modest investment.

(21:15) Marketing hack: Amplifying modest offline investments like billboards with digital.

(28:00) How to create raving fans.

(31:00) Content strategies: New, thought-provoking, and controversial create conversation.

(36:33) How to negotiate properly.

(41:00) Why you shouldn’t have pricing conversations over email.

(44:08) Getting noticed on LinkedIn: Bold, controversial, conversational content.

(49:03) How revenue leaders can succeed by going back to basics.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/udiledergor/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Udi Ledergor is the former CMO of Gong and the company's current Chief Evangelist. The insights he offers in this episode are invaluable for anyone interested in branding, content development, negotiating, or creating a devoted fan base.

What You Will Learn:

  • How Udi Ledergor and Gong achieved 100x growth in a short period of time.
  • The hacks and strategies used to create a powerful brand presence on a limited budget.
  • The impact of providing an exceptional candidate experience even if they are not given an offer.
  • How to negotiate well.

Highlights:
(0:49) Udi Ledergor: From Gong’s CMO to Chief Evangelist.

(13:49) Udi’s superpowers: Branding and Negotiation.

(14:58) How Udi secured a Super Bowl commercial with a modest investment.

(21:15) Marketing hack: Amplifying modest offline investments like billboards with digital.

(28:00) How to create raving fans.

(31:00) Content strategies: New, thought-provoking, and controversial create conversation.

(36:33) How to negotiate properly.

(41:00) Why you shouldn’t have pricing conversations over email.

(44:08) Getting noticed on LinkedIn: Bold, controversial, conversational content.

(49:03) How revenue leaders can succeed by going back to basics.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/udiledergor/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-20-branding-negotiation-and-creating-raving-fans/ The .GTM Fund 1c461723-d188-4f02-8a34-49338605ba82 Mon, 30 Jan 2023 17:00:00 -0800 3023 business,sales,leadership,saas 1 20 full false GTM 19: The Art of Sales Leadership with Rick Smolen GTM 19: The Art of Sales Leadership with Rick Smolen In this episode, we are joined by Rick Smolen. Rick is the current Head of Sales at Loopio. He is a results-focused revenue leader with over 20 years of experience in tech and enterprise software sales. Rick used to be the Head of Sales at Greenhouse Software, where he oversaw the company's annual recurring revenue tripling to over $65 million in less than three years. Prior to that, he spent over a decade at Interlinks in sales, sales leadership, and international roles, and helped the company grow to over $300 million in annual sales.

What You Will Learn:

  • How to transition from a great salesperson to an effective people leader.
  • Three sales methodologies, when to use them, and how to teach them.
  • How to sell in a different global market.

Highlights:
(1:25) Rick’s background.

(4:13) Rick’s first management role and career journey.

(8:08) His opinion on promoting your top sales rep to leadership.

(11:00) How to foster people management skills.

(11:20) The value of mentorship in developing leadership skills.

(14:20) Why transparency is key in team and leadership building.

(16:40) How to deliver/receive tough feedback constructively.

(18:18) Three different sales methodologies, when to use them, and how to teach them.

(25:40) Rick’s learnings from spending 12½ years at a company.

(29:40) Rick’s experience and learnings from selling in Asia.

(33:52) Comparing doing business in North America and Asia.

(37:37) Strategies to keep your team motivated through tough times in 2023.

(41:28) One actionable strategy Rick has used to increase revenue.

Guest Speaker Link:
LinkedIn:https://www.linkedin.com/in/ricksmolen/ 

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we are joined by Rick Smolen. Rick is the current Head of Sales at Loopio. He is a results-focused revenue leader with over 20 years of experience in tech and enterprise software sales. Rick used to be the Head of Sales at Greenhouse Software, where he oversaw the company's annual recurring revenue tripling to over $65 million in less than three years. Prior to that, he spent over a decade at Interlinks in sales, sales leadership, and international roles, and helped the company grow to over $300 million in annual sales.

What You Will Learn:

  • How to transition from a great salesperson to an effective people leader.
  • Three sales methodologies, when to use them, and how to teach them.
  • How to sell in a different global market.

Highlights:
(1:25) Rick’s background.

(4:13) Rick’s first management role and career journey.

(8:08) His opinion on promoting your top sales rep to leadership.

(11:00) How to foster people management skills.

(11:20) The value of mentorship in developing leadership skills.

(14:20) Why transparency is key in team and leadership building.

(16:40) How to deliver/receive tough feedback constructively.

(18:18) Three different sales methodologies, when to use them, and how to teach them.

(25:40) Rick’s learnings from spending 12½ years at a company.

(29:40) Rick’s experience and learnings from selling in Asia.

(33:52) Comparing doing business in North America and Asia.

(37:37) Strategies to keep your team motivated through tough times in 2023.

(41:28) One actionable strategy Rick has used to increase revenue.

Guest Speaker Link:
LinkedIn:https://www.linkedin.com/in/ricksmolen/ 

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-19-the-art-of-sales-leadership/ The .GTM Fund 4f495c83-87f3-4412-8d31-5f4223d7ec48 Mon, 23 Jan 2023 17:00:00 -0800 2589 investing,business,sales,leadership,saas 1 19 full false GTM 18: How to Grow and Manage Revenue with Bob Elliott GTM 18: How to Grow and Manage Revenue with Bob Elliott Bob Elliott is the former managing director at SAP Canada, former SVP of sales at HootSuite, and former CRO of Built and Forder and limited partner in GTM funds.

Bob shares insights from his own story of acquiring $53 million for one of his customer’s SAP, taking a chance on a sales representative, and some of his personal thoughts on work ethic and work-life balance.

Highlights:
(02:05) Bob’s backstory.

(04:50) Shifting the end of year quarter to January.

(7:44) Is the old marketing playbook breaking down?

(11:47)  Balancing quick transitions and giving experiments time to get results.

(15:07) Knowing when to ramp up a sales representative.

(20:35) Resolving the work-life balance equation.

(22:45) Engaging in conversations that bring you energy.

(25:14) Bob’s story of growing SAP’s revenue to $53 Million.

(30:45) Bob’s story on taking a chance on a sales rep at SAP.

(35:29) Don’t let your imagination limit the size of your potential.

(37:49) Bob’s biggest motivation at age 25.

(40:21) What must one do to get noticed for a promotion?

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/bobelliott1/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Bob Elliott is the former managing director at SAP Canada, former SVP of sales at HootSuite, and former CRO of Built and Forder and limited partner in GTM funds.

Bob shares insights from his own story of acquiring $53 million for one of his customer’s SAP, taking a chance on a sales representative, and some of his personal thoughts on work ethic and work-life balance.

Highlights:
(02:05) Bob’s backstory.

(04:50) Shifting the end of year quarter to January.

(7:44) Is the old marketing playbook breaking down?

(11:47)  Balancing quick transitions and giving experiments time to get results.

(15:07) Knowing when to ramp up a sales representative.

(20:35) Resolving the work-life balance equation.

(22:45) Engaging in conversations that bring you energy.

(25:14) Bob’s story of growing SAP’s revenue to $53 Million.

(30:45) Bob’s story on taking a chance on a sales rep at SAP.

(35:29) Don’t let your imagination limit the size of your potential.

(37:49) Bob’s biggest motivation at age 25.

(40:21) What must one do to get noticed for a promotion?

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/bobelliott1/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-18-how-to-grow-and-manage-revenue/ The .GTM Fund 8470213a-654a-4173-a4ff-b17016319ce8 Mon, 16 Jan 2023 16:59:00 -0800 2284 business,sales,saas 1 18 full false GTM 17: Navigating Life, Legal and Security with Pukar C. Hamal GTM 17: Navigating Life, Legal and Security with Pukar C. Hamal Pukar C. Hamal is the CEO and founder of SecurityPal, a company that makes security questionnaires. Pukar has a strong background in Startups and Tech having started out in San Francisco in the early 2010s in a time of booming innovation and creativity. 

He talks about how startups ought to navigate the topic of data privacy. He also shares insights on what security leaders should look out for, understanding the context of your specific organization in managing data security, evolving with the times, advancing best practices, and more.

This discussion explores his experiences as a sales development representative, his philosophy on risk-taking and regret-minimizing, and some of his career lessons.

What You Will Learn:

  • What sales development representatives do.
  • Data privacy: what it is and what it means for startups.
  • What security leaders ought to look out for.
  • Pukar’s career learnings

Highlights:
(1:33) Pukar’s background story and SecurityPal beginnings.

(6:47) The future of the SDR rule with increased tech automation.

(12:25) The challenging nature of SDR roles.

(16:49) How the SDR environment has evolved over time.

(21:15) Pukar’s journey in tech: taking risks and minimizing regrets.
.
(27:40) How to resolve deals that are stuck in legal procurement.

(31:41) Advice for sales development reps on closing deals.

(45:30) What security leaders should be looking at.

(50:35) Pukar’s key career learnings.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/pukarhamal/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Pukar C. Hamal is the CEO and founder of SecurityPal, a company that makes security questionnaires. Pukar has a strong background in Startups and Tech having started out in San Francisco in the early 2010s in a time of booming innovation and creativity. 

He talks about how startups ought to navigate the topic of data privacy. He also shares insights on what security leaders should look out for, understanding the context of your specific organization in managing data security, evolving with the times, advancing best practices, and more.

This discussion explores his experiences as a sales development representative, his philosophy on risk-taking and regret-minimizing, and some of his career lessons.

What You Will Learn:

  • What sales development representatives do.
  • Data privacy: what it is and what it means for startups.
  • What security leaders ought to look out for.
  • Pukar’s career learnings

Highlights:
(1:33) Pukar’s background story and SecurityPal beginnings.

(6:47) The future of the SDR rule with increased tech automation.

(12:25) The challenging nature of SDR roles.

(16:49) How the SDR environment has evolved over time.

(21:15) Pukar’s journey in tech: taking risks and minimizing regrets.
.
(27:40) How to resolve deals that are stuck in legal procurement.

(31:41) Advice for sales development reps on closing deals.

(45:30) What security leaders should be looking at.

(50:35) Pukar’s key career learnings.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/pukarhamal/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-17-navigating-life-legal-and-security/ The .GTM Fund cfbece9e-dd79-402e-85bd-822cca49795c Tue, 10 Jan 2023 12:47:00 -0800 2785 investing,sales,leadership,saas,startups,Self-Improvement,start-up 1 17 full false GTM 16: Monthly GTM Jam Session with Max Altschuler (January Bonus Episode) GTM 16: Monthly GTM Jam Session with Max Altschuler (January Bonus Episode) In our first bonus episode of 2023, Max Altschuler and Scott Barker share updates for the new year and insights into how the year of 2022 unfolded. Max also shares his top tips and guidance for goal-setting at the beginning of a new year to set yourself up for personal and professional success.

Highlights:
(3:26) New Year’s Resolutions.

(11:56) Max’s Goal-Setting Exercises.

(17:58) What are we most proud of?

(20:59) What to expect in 2023 and beyond.

(24:17) The IPO Backlog.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In our first bonus episode of 2023, Max Altschuler and Scott Barker share updates for the new year and insights into how the year of 2022 unfolded. Max also shares his top tips and guidance for goal-setting at the beginning of a new year to set yourself up for personal and professional success.

Highlights:
(3:26) New Year’s Resolutions.

(11:56) Max’s Goal-Setting Exercises.

(17:58) What are we most proud of?

(20:59) What to expect in 2023 and beyond.

(24:17) The IPO Backlog.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-16-monthly-gtm-jam-session-january-2023/ The .GTM Fund 24bc5681-beb6-46c3-a0a3-13e86d91e9df Wed, 04 Jan 2023 17:00:00 -0800 1512 investing,business,leadership,growth 1 16 full false GTM 15: How to Position Yourself with Brendan Dell GTM 15: How to Position Yourself with Brendan Dell Brendan Dell is a positioning and messaging expert with over ten years' experience in helping businesses optimize high impact sales and investment pitches, and build and execute high-growth GTM strategies.

What You Will Learn:

  • Why it’s important for a business to hone it’s messaging to better position itself.
  • When the business should broaden its messaging.
  • Love for the customer Vs Love for the Tech.

 Highlights:
(2:55) About Brendan Dell.

(5:40) Brendan’s thoughts on the Sam-Bankman Fried trial.

(11:28)  What is positioning?

(12:26) Brendan’s story about failure.

(20:45) How founders can focus on solving real problems before rolling out products.

(24:34) How do founders know when to broaden their marketing message?

(30:12) What makes great B2B brands unique?

(33:38) Why it’s important for businesses to position themselves for a specific persona.

(39:00) Brendan’s message to listeners.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/brendandell/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Brendan Dell is a positioning and messaging expert with over ten years' experience in helping businesses optimize high impact sales and investment pitches, and build and execute high-growth GTM strategies.

What You Will Learn:

  • Why it’s important for a business to hone it’s messaging to better position itself.
  • When the business should broaden its messaging.
  • Love for the customer Vs Love for the Tech.

 Highlights:
(2:55) About Brendan Dell.

(5:40) Brendan’s thoughts on the Sam-Bankman Fried trial.

(11:28)  What is positioning?

(12:26) Brendan’s story about failure.

(20:45) How founders can focus on solving real problems before rolling out products.

(24:34) How do founders know when to broaden their marketing message?

(30:12) What makes great B2B brands unique?

(33:38) Why it’s important for businesses to position themselves for a specific persona.

(39:00) Brendan’s message to listeners.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/brendandell/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-15-how-to-position-yourself/ The 7e6d8c49-e140-4618-9694-83b9ee85e175 Mon, 26 Dec 2022 17:00:00 -0800 2244 investing,business,sales,leadership 1 15 full false Friday Fundamentals 188: Carl-Erik Michaelson Friday Fundamentals 188: Carl-Erik Michaelson Friday Fundamentals 188: Carl-Erik Michaelson 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 188: Carl-Erik Michaelson 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12082028 Thu, 22 Dec 2022 23:00:00 -0800 620 421 full false Smart Growth for Global Success Smart Growth for Global Success In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets.

What You’ll Learn

  1. Why money alone will will never be enough
  2. Find love in what you do and for the people around you
  3. How your early career will inform the later part of your career  

Show Agenda and Timestamps

  1. About Carl-Erik & TicketCo [00:40]
  2. Biggest lessons in building a business [06:35]
  3. The power of remote work [11:03]
  4. Pay it forward [19:48]
  5. Sam’s Corner [00:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg, CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets.

What You’ll Learn

  1. Why money alone will will never be enough
  2. Find love in what you do and for the people around you
  3. How your early career will inform the later part of your career  

Show Agenda and Timestamps

  1. About Carl-Erik & TicketCo [00:40]
  2. Biggest lessons in building a business [06:35]
  3. The power of remote work [11:03]
  4. Pay it forward [19:48]
  5. Sam’s Corner [00:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12082040 Mon, 19 Dec 2022 23:00:00 -0800 1873 420 full false GTM 14: Understanding the Looming Recession with Erik Kostelnik GTM 14: Understanding the Looming Recession with Erik Kostelnik Erik Kostelnik is the CEO and founder of Postal. He is an award-winning entrepreneur and sales leader that has founded and scaled multiple tech companies that have led to hyper revenue growth and major capital investments.

Erik gives his take on the possibility of a recession by explaining indicators like the IPO traffic jam, the commercial real estate situation, and rising debt.

What You Will Learn:

  • The value of strong network (and how to build one).
  • Reading the current economic downturn.
  • The three most important company metrics and why you prioritize them.

 Highlights:
(2:40) The value of your network. (How to prune and develop a strong network).

(9:27) Erik’s take on the current down market/looming recession.

(10:50) Why it is going to be difficult for unicorns to IPO.

(14:00) Why commercial real estate leasing could be a cliff.

(21:40) The experience that changed the trajectory of Erik's career.

(35:33) What Erik would do different in his career.

(39:39) How to attract great talent in the down marke.

(42:48) The three most important company metrics.

(43:02) Why you can’t sacrifice your average revenue per employee and customer acquisition cost for bad talent.

(46:20) Summary of Erik’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/erikkostelnik

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Erik Kostelnik is the CEO and founder of Postal. He is an award-winning entrepreneur and sales leader that has founded and scaled multiple tech companies that have led to hyper revenue growth and major capital investments.

Erik gives his take on the possibility of a recession by explaining indicators like the IPO traffic jam, the commercial real estate situation, and rising debt.

What You Will Learn:

  • The value of strong network (and how to build one).
  • Reading the current economic downturn.
  • The three most important company metrics and why you prioritize them.

 Highlights:
(2:40) The value of your network. (How to prune and develop a strong network).

(9:27) Erik’s take on the current down market/looming recession.

(10:50) Why it is going to be difficult for unicorns to IPO.

(14:00) Why commercial real estate leasing could be a cliff.

(21:40) The experience that changed the trajectory of Erik's career.

(35:33) What Erik would do different in his career.

(39:39) How to attract great talent in the down marke.

(42:48) The three most important company metrics.

(43:02) Why you can’t sacrifice your average revenue per employee and customer acquisition cost for bad talent.

(46:20) Summary of Erik’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/erikkostelnik

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-14-understanding-the-looming-recession/ The .GTM Fund 210b6281-b66e-49f7-87ea-07d43e3218f9 Mon, 19 Dec 2022 18:00:00 -0800 2714 investing,business,sales,leadership,saas,real estate 1 14 full false Friday Fundamentals 187: Alex Buckles Friday Fundamentals 187: Alex Buckles Friday Fundamentals 187: Alex Buckles

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 187: Alex Buckles

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12082058 Thu, 15 Dec 2022 23:00:00 -0800 432 419 full false Building Meaningful Connections with Co-Selling Building Meaningful Connections with Co-Selling In this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us for an engaging conversation about developing and implementing new, effective go-to-market strategies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us for an engaging conversation about developing and implementing new, effective go-to-market strategies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs Buzzsprout-12082066 Mon, 12 Dec 2022 23:00:00 -0800 1965 full false GTM 13: How to Hire People who are Wired for Greatness with Suresh Khanna GTM 13: How to Hire People who are Wired for Greatness with Suresh Khanna Suresh Khanna is the Co-Founder and COO at Pieces. He is the former CRO and president of AdRoll Group, where he led the go-to-market strategy, scaled sales, success, and support teams from 10 to 400 people, and increased revenue from about $3 million to over $150 million when he left. 

Suresh also established award-winning training and development programs that helped the company win Best Place to Work multiple times

 What You Will Learn:

  • How to build a performance culture that works.
  • How AI advancement could impact go-to-market and agencies.
  • How to maintain raw energy while scaling.

 Highlights:
(5:12) Suresh’s background and story.

(10:00) Why Suresh turned down a once-in-a-lifetime McKinsey job at 26.

(12:22) Suresh’s experience at Google.

(13:22) Why Suresh left Google for AdRoll.

(14:39) Suresh’s success at AdRoll.

(14:39) Suresh founding Pieces.

(17:00) AI advancement and its potential impact on go-to-market and agencies.

(25:21) How to build a winning performance culture.

(28:54) How to find and hire people wired for greatness.

(34:01) How to train managers to make better hiring decisions and scale the hiring process.

(38:29) How to reduce new hire ramp-up time.

(44:20) How AdRoll created a winning self-policing culture.

(46:20) What Suresh would do differently.

(49:15) How to keep the raw energy when rapidly scaling.

(53:32) The number one reason startups fail.

(57:30) Summary of Suresh’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/khannasuresh/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Suresh Khanna is the Co-Founder and COO at Pieces. He is the former CRO and president of AdRoll Group, where he led the go-to-market strategy, scaled sales, success, and support teams from 10 to 400 people, and increased revenue from about $3 million to over $150 million when he left. 

Suresh also established award-winning training and development programs that helped the company win Best Place to Work multiple times

 What You Will Learn:

  • How to build a performance culture that works.
  • How AI advancement could impact go-to-market and agencies.
  • How to maintain raw energy while scaling.

 Highlights:
(5:12) Suresh’s background and story.

(10:00) Why Suresh turned down a once-in-a-lifetime McKinsey job at 26.

(12:22) Suresh’s experience at Google.

(13:22) Why Suresh left Google for AdRoll.

(14:39) Suresh’s success at AdRoll.

(14:39) Suresh founding Pieces.

(17:00) AI advancement and its potential impact on go-to-market and agencies.

(25:21) How to build a winning performance culture.

(28:54) How to find and hire people wired for greatness.

(34:01) How to train managers to make better hiring decisions and scale the hiring process.

(38:29) How to reduce new hire ramp-up time.

(44:20) How AdRoll created a winning self-policing culture.

(46:20) What Suresh would do differently.

(49:15) How to keep the raw energy when rapidly scaling.

(53:32) The number one reason startups fail.

(57:30) Summary of Suresh’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/khannasuresh/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-13-how-to-hire-people-who-are-wired-for-greatness/ The .GTM Fund 380e1123-9eac-4d3b-b0ce-5783e6a5c7aa Mon, 12 Dec 2022 18:00:00 -0800 3322 business,leadership,entrepreneurship,sale 1 13 full false GTM 12: People-First GTM Leadership with Dini Mehta GTM 12: People-First GTM Leadership with Dini Mehta Dini Mehta is the former CRO of Lattice, a people management software for growing companies. She’s an operating partner at Operator Collective, bringing together 150+ of the world’s most successful tech operators from a variety of backgrounds as Limited Partners (LPs), each with current experience building, growing, and running the world’s most admired companies.

Additionally, Dini serves as a mentor, advisor, and angel investor.

She discusses her journey from hating sales to deciding on it as a lifelong career, how her leadership and collaborative skills have grown, and how she dealt with loss of control as a leader during the pandemic.

Highlights:
(3:57) Dini Mehta’s background.

(6:28) Dini’s take on AI.

(9:10) How did Dini decide to get into sales?

(15:24) How should founders plan for their incremental growth?

(18:49) Making bets on business.

(21:47) Deciding on whether to make a bet or shelve it.

(25:49) Dealing with change during the COVID Season.

(32:50) How to deal with loss of control as a leader.

(40:23) How to articulate the need to adjust expectations without seeming like you’re avoiding a challenge.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/dinimehta/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Dini Mehta is the former CRO of Lattice, a people management software for growing companies. She’s an operating partner at Operator Collective, bringing together 150+ of the world’s most successful tech operators from a variety of backgrounds as Limited Partners (LPs), each with current experience building, growing, and running the world’s most admired companies.

Additionally, Dini serves as a mentor, advisor, and angel investor.

She discusses her journey from hating sales to deciding on it as a lifelong career, how her leadership and collaborative skills have grown, and how she dealt with loss of control as a leader during the pandemic.

Highlights:
(3:57) Dini Mehta’s background.

(6:28) Dini’s take on AI.

(9:10) How did Dini decide to get into sales?

(15:24) How should founders plan for their incremental growth?

(18:49) Making bets on business.

(21:47) Deciding on whether to make a bet or shelve it.

(25:49) Dealing with change during the COVID Season.

(32:50) How to deal with loss of control as a leader.

(40:23) How to articulate the need to adjust expectations without seeming like you’re avoiding a challenge.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/dinimehta/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-12-people-first-gtm-leadership/ The .GTM Fund b6fb8e87-5fc2-4d4c-ba46-8f201e517cf4 Mon, 05 Dec 2022 16:03:00 -0800 2559 business,sales,leadership,saas 1 12 full false GTM 11: Monthly GTM Jam Session with Max Altchuler (December Bonus Episode) GTM 11: Monthly GTM Jam Session with Max Altchuler (December Bonus Episode) In this month’s bonus episode, Max Altschuler and Scott Barker share updates and insights into what’s going on in the venture capital landscape.

How do companies stay afloat during a recession? How do they build the right foundation to set themselves up to operate efficiently? When is the right time to ‘restart the car’? These and more are the questions they answer in this update.

Highlights:
(1:06) - Thanksgiving.

(3:18) - The latest from GTMfund.

(3:56) – Why is capital going to more experienced leaders?

(7:25) - Tough times are the most rewarding.

(9:11) - Setting the right foundation for long-term sustainability.

(12:35) - When to restart the car (Focus on growth again).

(16:15) - Get in touch with GTM.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this month’s bonus episode, Max Altschuler and Scott Barker share updates and insights into what’s going on in the venture capital landscape.

How do companies stay afloat during a recession? How do they build the right foundation to set themselves up to operate efficiently? When is the right time to ‘restart the car’? These and more are the questions they answer in this update.

Highlights:
(1:06) - Thanksgiving.

(3:18) - The latest from GTMfund.

(3:56) – Why is capital going to more experienced leaders?

(7:25) - Tough times are the most rewarding.

(9:11) - Setting the right foundation for long-term sustainability.

(12:35) - When to restart the car (Focus on growth again).

(16:15) - Get in touch with GTM.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> The .GTM Fund beb7f666-84dc-45bb-891b-c73c2e6714e8 Wed, 30 Nov 2022 16:30:00 -0800 1006 1 11 full false GTM 10: How to Sell to the Enterprise with Chris Donato GTM 10: How to Sell to the Enterprise with Chris Donato In this week’s episode, we are joined by Chris Donato who shares his journey: lessons, losses, and wins in the Sales profession. Chris is the CEO of Esellas, a company that helps salespeople sell.

He discusses finding purpose in work, taking big risks in sales, and some lessons in his career. Chris shares stories from his experiences in turning a napkin idea into a $300-million contract, losing an $850-million deal, being instinctive in making business partnerships, being strategic in attempting to make a sale, and so much more.

 What You Will Learn:

  • How to find purpose and create meaning in your work.
  • How and when to take big risks in sales.
  • How to transition from mid-market to enterprise.

Highlights:
(0:57) Introduction.

(1:27) Why is there a drop in Gen Z workforce participation?

(4:30) Finding purpose in work.

(9:05) A napkin idea worth $300 million .

(14:50) How to turn a business problem into an opportunity.

(20:45) Does it get easier to take big risks?

(22:44) What would Chris do differently now?

(25:50) Using relationship mapping to your advantage.

(27:55) How to transition from mid-market to enterprise.

(31:40) Lessons from a career in sales.


Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/cmdonato/
Website: https://www.esellas.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this week’s episode, we are joined by Chris Donato who shares his journey: lessons, losses, and wins in the Sales profession. Chris is the CEO of Esellas, a company that helps salespeople sell.

He discusses finding purpose in work, taking big risks in sales, and some lessons in his career. Chris shares stories from his experiences in turning a napkin idea into a $300-million contract, losing an $850-million deal, being instinctive in making business partnerships, being strategic in attempting to make a sale, and so much more.

 What You Will Learn:

  • How to find purpose and create meaning in your work.
  • How and when to take big risks in sales.
  • How to transition from mid-market to enterprise.

Highlights:
(0:57) Introduction.

(1:27) Why is there a drop in Gen Z workforce participation?

(4:30) Finding purpose in work.

(9:05) A napkin idea worth $300 million .

(14:50) How to turn a business problem into an opportunity.

(20:45) Does it get easier to take big risks?

(22:44) What would Chris do differently now?

(25:50) Using relationship mapping to your advantage.

(27:55) How to transition from mid-market to enterprise.

(31:40) Lessons from a career in sales.


Guest Speaker Links:
LinkedIn: https://www.linkedin.com/in/cmdonato/
Website: https://www.esellas.com/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-10-how-to-sell-to-the-enterprise/ The .GTM Fund a66b807e-1c39-4d81-b3ca-793c20fd133a Wed, 30 Nov 2022 09:26:00 -0800 2187 business,sales,leadership 1 10 full false GTM 9: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib GTM 9: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. 

May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online.

She sits on the board of TechWadi, an organization that bridges MENA-based entrepreneurs with Silicon Valley-based VC and talent networks, and is a MELI Fellow with the Aspen Institute.

May graduated from Harvard University and spends her time between San Francisco, where Writer is based, and London, where her two children live.


Highlights:
(01:40)  May’s introduction.

(04:15)  May’s learnings from Lehman Brothers and the economic crisis of 2008/2009.

(08:40)  What you need to consider when accessing capital in 2023.

(12:57)  How much attention should you be paying to AI and its impact?

(21:17)  What is going to happen to AI in 2023.

(23:55)  Writer’s product-led growth motion and stories.

(30:24)  The importance of consultative sales and how it impacts everything else in the business.

(37:08)  How to recruit A-players in the macro-environment.

(43:52)  Summary of May’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/may-habib/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. 

May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online.

She sits on the board of TechWadi, an organization that bridges MENA-based entrepreneurs with Silicon Valley-based VC and talent networks, and is a MELI Fellow with the Aspen Institute.

May graduated from Harvard University and spends her time between San Francisco, where Writer is based, and London, where her two children live.


Highlights:
(01:40)  May’s introduction.

(04:15)  May’s learnings from Lehman Brothers and the economic crisis of 2008/2009.

(08:40)  What you need to consider when accessing capital in 2023.

(12:57)  How much attention should you be paying to AI and its impact?

(21:17)  What is going to happen to AI in 2023.

(23:55)  Writer’s product-led growth motion and stories.

(30:24)  The importance of consultative sales and how it impacts everything else in the business.

(37:08)  How to recruit A-players in the macro-environment.

(43:52)  Summary of May’s career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/may-habib/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-9-staying-in-learning-mode/ The .GTM Fund a6339183-e663-43ea-8fbf-17207b18c9af Wed, 23 Nov 2022 01:16:00 -0800 2711 business,sales,leadership,entrepreneurship,Self-Improvement 1 9 full false GTM 8: Connecting with People with Lars Nilsson GTM 8: Connecting with People with Lars Nilsson Lars Nilsson is the VP of global sales development at Snowflake. Prior Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Before that he was the VP of Global Inside Sales for Cloudera. Lars and his team at Cloudera developed the sales methodology known as account-based sales development, which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today.

Lars has also served in sales exec roles at ArcSight, Hewlett Packard, Riverbed Technology, and Portal Software, all three of which achieved IPOs.

Lars starts this episode by sharing what he learned early in his career at Xerox and the world-famous Xerox Management Training Program. He then talks about Cloudera's account-based sales development method, including how it started and why it was successful.

What You Will Learn:

  • How to use personalization to your advantage.
  • How to speak among people in a way that brings them together.
  • What to look for when hiring a BDR.

Highlights
(05:00) Insights on nurturing young talent while fostering loyalty.

(14:40) Cloudera's account-based sales development methodology: origins and early successes.

(21:40) Insights on the power of personalization.

(27:30) How to create a lasting impression in front of people and bring them together.

(31:00) Why you should express gratitude or tell a story in front of people more often.

(32:49) How to overcome fear and nervousness and find the courage to speak among people.

(38:03) Things to look out for when hiring a BDR.

(41:26) Summary of Lars’ career learnings.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/lanilsson/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Lars Nilsson is the VP of global sales development at Snowflake. Prior Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Before that he was the VP of Global Inside Sales for Cloudera. Lars and his team at Cloudera developed the sales methodology known as account-based sales development, which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today.

Lars has also served in sales exec roles at ArcSight, Hewlett Packard, Riverbed Technology, and Portal Software, all three of which achieved IPOs.

Lars starts this episode by sharing what he learned early in his career at Xerox and the world-famous Xerox Management Training Program. He then talks about Cloudera's account-based sales development method, including how it started and why it was successful.

What You Will Learn:

  • How to use personalization to your advantage.
  • How to speak among people in a way that brings them together.
  • What to look for when hiring a BDR.

Highlights
(05:00) Insights on nurturing young talent while fostering loyalty.

(14:40) Cloudera's account-based sales development methodology: origins and early successes.

(21:40) Insights on the power of personalization.

(27:30) How to create a lasting impression in front of people and bring them together.

(31:00) Why you should express gratitude or tell a story in front of people more often.

(32:49) How to overcome fear and nervousness and find the courage to speak among people.

(38:03) Things to look out for when hiring a BDR.

(41:26) Summary of Lars’ career learnings.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/lanilsson/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-8-connecting-with-people/ The .GTM Fund 95c01e5a-79b2-4485-b1a2-180645da510c Mon, 14 Nov 2022 16:00:00 -0800 2800 investing,business,leadership,entrepreneurship,Self-Improvement 1 8 full false GTM 7: How to Scale Yourself with Ashley Hansen Grech GTM 7: How to Scale Yourself with Ashley Hansen Grech Ashley Hansen Grech is the Chief Operating of Recharge, a company that empowers merchants through recurring commerce.  She spent her first 12 years climbing the ranks at JPMorgan before joining Square (now Block) and becoming the Global Head of Sales for four-and-a-half years. In this episode, she discusses how she manages teamwork, tasks, and decisions when there are several people involved. She describes how she makes her impact felt in a team of 700+, and how she succeeds at it.

What You Will Learn:

  • How to scale yourself.
  • The value of frontline managers.
  • Why it is important to prioritize shared values and principles over job skills when hiring.

Highlights:
(03:25) Google’s Project Starline and what it means for collaboration.

(08:30) Ashley’s career story and what she would do differently.

(16:21) The value of frontline managers.

(19:36) How to coach frontline managers and set them up for success.

(23:02) How to scale yourself.

(24:05) Understanding principled decision-making and how to make it work.

(27:38) How to make yourself known in a large company and keep accountable.

(34:50) Ashley’s take on recruiting more women leaders.

(35:00) Why "leadership traits” is a myth.

(36:10) Why you should hire based more on personality and values, not simply jobs to be done.

(40:22) Ashley’s summary of career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/ashleyhgrech/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Ashley Hansen Grech is the Chief Operating of Recharge, a company that empowers merchants through recurring commerce.  She spent her first 12 years climbing the ranks at JPMorgan before joining Square (now Block) and becoming the Global Head of Sales for four-and-a-half years. In this episode, she discusses how she manages teamwork, tasks, and decisions when there are several people involved. She describes how she makes her impact felt in a team of 700+, and how she succeeds at it.

What You Will Learn:

  • How to scale yourself.
  • The value of frontline managers.
  • Why it is important to prioritize shared values and principles over job skills when hiring.

Highlights:
(03:25) Google’s Project Starline and what it means for collaboration.

(08:30) Ashley’s career story and what she would do differently.

(16:21) The value of frontline managers.

(19:36) How to coach frontline managers and set them up for success.

(23:02) How to scale yourself.

(24:05) Understanding principled decision-making and how to make it work.

(27:38) How to make yourself known in a large company and keep accountable.

(34:50) Ashley’s take on recruiting more women leaders.

(35:00) Why "leadership traits” is a myth.

(36:10) Why you should hire based more on personality and values, not simply jobs to be done.

(40:22) Ashley’s summary of career learnings.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/ashleyhgrech/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-7-how-to-scale-yourself/ The .GTM Fund 73bd2729-dd61-4787-b905-84cb42e705c3 Mon, 07 Nov 2022 16:00:00 -0800 2628 investing,business,leadership,entrepreneurship,growth 1 7 full false GTM 6: GTM Fund VC Update with Max Altschuler (BONUS) GTM 6: GTM Fund VC Update with Max Altschuler (BONUS) What's new in the world of venture capital and the GTM Fund? Get up to speed in this update as Max Altsuchler, the firm's founder and general partner, joins Scott Barker.

In this update, Max shares why first-mover advantage doesn't exist and cites examples where being first to market didn't help a company. He also talks about the deals and investments GTM Fund is doubling down on, why LPs are valuable for the future of the fund and the value of community to the fund.

Make it a point to listen in and discover the latest in the VC landscape and the GTM Fund.

Highlights:
One thing you would be surprised about Max Altschuler.

Deals that GTM Fund did.

How founders are finding GTM Fund.

Why first-mover advantage is not a real thing.

Why LPs are important for the future of the fund.

Investments that GTM Fund is doubling down on.

Why community is important for the future of the fund.

What’s next for the GTM community.

The value of having more LPs in an area.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What's new in the world of venture capital and the GTM Fund? Get up to speed in this update as Max Altsuchler, the firm's founder and general partner, joins Scott Barker.

In this update, Max shares why first-mover advantage doesn't exist and cites examples where being first to market didn't help a company. He also talks about the deals and investments GTM Fund is doubling down on, why LPs are valuable for the future of the fund and the value of community to the fund.

Make it a point to listen in and discover the latest in the VC landscape and the GTM Fund.

Highlights:
One thing you would be surprised about Max Altschuler.

Deals that GTM Fund did.

How founders are finding GTM Fund.

Why first-mover advantage is not a real thing.

Why LPs are important for the future of the fund.

Investments that GTM Fund is doubling down on.

Why community is important for the future of the fund.

What’s next for the GTM community.

The value of having more LPs in an area.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-6-gtm-fund-vc-update-bonus-episode/ The .GTM Fund 71c9774b-678a-439b-8560-f3ed854e8700 Fri, 04 Nov 2022 06:00:00 -0700 1029 1 6 full false GTM 5: Slow is Smooth; Smooth is Fast with Kyle Norton GTM 5: Slow is Smooth; Smooth is Fast with Kyle Norton Kyle Norton was the VP of sales at Shopify, and now is the SVP of Sales at Owner.com and a super-active Limited Partner of GMTfund. Compared to trying to get so much done in little time, Kyle demonstrates how taking things slow while maintaining focus, patience, and prioritization will lead to more sustained success in the long term.

What You Will Learn: 

  • Whether or not the e-commerce sector is a good place to put your money right now.
  • Why it's important to take care of your physical and mental health even as your startup expands.
  • How to disagree with higher-ups in a way that fosters understanding and growth.

Highlights:
(02:48) Introducing Kyle Norton.

(03:24) Kyle’s transition from big tech to startup.

(05:28) Kyle’s take on the state of e-commerce SaaS today.

(9:19) How to start a company without getting out-innovated by a big player.

(12:50) Kyle’s career story and what he would do differently.

(13:28) Why you should prioritize your physical and mental health.

(15:20) The need to be mindful of where you will scale.

(16:10) How moving slow drives sustained growth.

(19:10) Why you must be honest with your metrics.

(20:53) How to build a strong business foundation.

(21:46) The differences in goal setting and growth between big tech and startup.

(26:17) Learning to disagree well.

(36:59) How to determine the makeup of your sales hire.

(45:56) Summary of Kyle’s career learning.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/kylecnorton/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:
An article by Adam Grant (Psychologist and Wharton Professor): ‘You can’t say that!’: how to argue, better.
A book by Article by Adam Grant (Psychologist and Wharton Professor):Think Again: The Power of Knowing What You Don’t Know.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Kyle Norton was the VP of sales at Shopify, and now is the SVP of Sales at Owner.com and a super-active Limited Partner of GMTfund. Compared to trying to get so much done in little time, Kyle demonstrates how taking things slow while maintaining focus, patience, and prioritization will lead to more sustained success in the long term.

What You Will Learn: 

  • Whether or not the e-commerce sector is a good place to put your money right now.
  • Why it's important to take care of your physical and mental health even as your startup expands.
  • How to disagree with higher-ups in a way that fosters understanding and growth.

Highlights:
(02:48) Introducing Kyle Norton.

(03:24) Kyle’s transition from big tech to startup.

(05:28) Kyle’s take on the state of e-commerce SaaS today.

(9:19) How to start a company without getting out-innovated by a big player.

(12:50) Kyle’s career story and what he would do differently.

(13:28) Why you should prioritize your physical and mental health.

(15:20) The need to be mindful of where you will scale.

(16:10) How moving slow drives sustained growth.

(19:10) Why you must be honest with your metrics.

(20:53) How to build a strong business foundation.

(21:46) The differences in goal setting and growth between big tech and startup.

(26:17) Learning to disagree well.

(36:59) How to determine the makeup of your sales hire.

(45:56) Summary of Kyle’s career learning.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/kylecnorton/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:
An article by Adam Grant (Psychologist and Wharton Professor): ‘You can’t say that!’: how to argue, better.
A book by Article by Adam Grant (Psychologist and Wharton Professor):Think Again: The Power of Knowing What You Don’t Know.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-5-slow-is-smooth-smooth-is-fast/ The .GTM Fund 307aeb94-cb8d-414f-a525-64b9d2bfd119 Mon, 31 Oct 2022 17:00:00 -0700 2903 investing,business,leadership,entrepreneurship 1 5 full false Friday Fundamentals 186: Patrick Hudgins Friday Fundamentals 186: Patrick Hudgins Friday Fundamentals 186: Patrick Hudgins

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 186: Patrick Hudgins

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/653802/audio--485275--8936--18747--52852c73-c34e-445e-a734-026df6296f99.mp3?v=1666286974 Fri, 28 Oct 2022 03:00:00 -0700 401 186 false Friday Fundamentals 186: Patrick Hudgins Friday Fundamentals 186: Patrick Hudgins Friday Fundamentals 186: Patrick Hudgins

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 186: Patrick Hudgins

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/653802/audio--485275--8936--18747--52852c73-c34e-445e-a734-026df6296f99.mp3?v=1666286974 Fri, 28 Oct 2022 03:00:00 -0700 401 186 false How You Can Grow Your Company Even When Facing a Recession How You Can Grow Your Company Even When Facing a Recession In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

  1. Creating careers with incentive compensation to prevent off-shoring
  2. Running a business on profitability when not sourced through outside capital
  3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

  1. Creating careers with incentive compensation to prevent off-shoring
  2. Running a business on profitability when not sourced through outside capital
  3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/653801/audio--485274--8936--18747--bfac3c31-0e3c-4e40-94be-3062f24f1595.mp3?v=1666286958 Tue, 25 Oct 2022 03:00:00 -0700 1789 223 false How You Can Grow Your Company Even When Facing a Recession How You Can Grow Your Company Even When Facing a Recession In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

  1. Creating careers with incentive compensation to prevent off-shoring
  2. Running a business on profitability when not sourced through outside capital
  3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

What You’ll Learn

  1. Creating careers with incentive compensation to prevent off-shoring
  2. Running a business on profitability when not sourced through outside capital
  3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/653801/audio--485274--8936--18747--bfac3c31-0e3c-4e40-94be-3062f24f1595.mp3?v=1666286958 Tue, 25 Oct 2022 03:00:00 -0700 1789 223 false GTM 4: What Defines a Successful Startup with Brian Murray GTM 4: What Defines a Successful Startup with Brian Murray Brian Murray, partner and COO of Craft Ventures and the co-founder of Cabal, joins Scott Barker to discuss his experience in the startup world and the metrics that define a successful startup. Brian discusses the burn multiple and why it's a better indicator than ARR for gauging a startup's performance. He elaborates on the idea of intellectual honesty, the distinction between genuine and false signals, and the importance of recognizing the difference between the two when gathering information. 

You won't want to miss out on Brian's insights into what he's learned from his time in the startup world, both the successes and failures.

Highlights:
(04:19) How the venture capital landscape is changing.

(04:45) The concept of burn multiple: How much burn does it cost to generate one new dollar of ARR?

(07:31) The relationship between companies and investors and how to get the most out of them.

(08:09) The misconception that more employees mean more success.

(08:45) The story that shaped Brian's career.

(11:46) The concept of intellectual honesty.

(13:10) How to discern true signals from misleading signals.

(17:22) Brian's achievements at Cotap.

(21:39) Brian's experience at Cabal and key learnings from there.

(26:27) Bitcoin as an inspiration.

(27:25) Why "contributor" is a more suitable word for an advisor.

(31:15) How much you should leave for strategic investors in an early round.

(36:10) Brian's learnings in his career.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/brian-m-b6952b15/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Brian Murray, partner and COO of Craft Ventures and the co-founder of Cabal, joins Scott Barker to discuss his experience in the startup world and the metrics that define a successful startup. Brian discusses the burn multiple and why it's a better indicator than ARR for gauging a startup's performance. He elaborates on the idea of intellectual honesty, the distinction between genuine and false signals, and the importance of recognizing the difference between the two when gathering information. 

You won't want to miss out on Brian's insights into what he's learned from his time in the startup world, both the successes and failures.

Highlights:
(04:19) How the venture capital landscape is changing.

(04:45) The concept of burn multiple: How much burn does it cost to generate one new dollar of ARR?

(07:31) The relationship between companies and investors and how to get the most out of them.

(08:09) The misconception that more employees mean more success.

(08:45) The story that shaped Brian's career.

(11:46) The concept of intellectual honesty.

(13:10) How to discern true signals from misleading signals.

(17:22) Brian's achievements at Cotap.

(21:39) Brian's experience at Cabal and key learnings from there.

(26:27) Bitcoin as an inspiration.

(27:25) Why "contributor" is a more suitable word for an advisor.

(31:15) How much you should leave for strategic investors in an early round.

(36:10) Brian's learnings in his career.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/brian-m-b6952b15/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-4-what-defines-a-successful-startup/ The .GTM Fund b39ed61b-d135-42f5-9c2a-e65e93ccaf32 Mon, 24 Oct 2022 18:00:00 -0700 2433 investing,business,leadership,entrepreneurship 1 4 full false Friday Fundamentals 185: Ido Niv-Ron Friday Fundamentals 185: Ido Niv-Ron Friday Fundamentals 185: Ido Niv-Ron

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 185: Ido Niv-Ron

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/650300/audio--482783--8936--18747--84f41703-19ac-426b-a098-021ff21c329f.mp3?v=1665502252 Fri, 21 Oct 2022 03:00:00 -0700 452 185 false GTM 3: Our First Monthly Jam with Scott Barker and Max Altschuler GTM 3: Our First Monthly Jam with Scott Barker and Max Altschuler Host Scott Barker holds a jam session with regular guest, friend and mentor, Max Altschuler.  Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Host Scott Barker holds a jam session with regular guest, friend and mentor, Max Altschuler.  Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-3-our-first-monthly-jam-session/ .GTMFund 3654ad94-a5de-4192-a31f-8fac2f609532 Wed, 19 Oct 2022 17:00:00 -0700 2280 investing,business,sales,leadership,entrepreneurship,saas,startups,start-up 1 3 full false GTM 2: The Importance of Community with Holly Firestone GTM 2: The Importance of Community with Holly Firestone In this episode of The GTM Podcast, we have Holly Firestone. She is in charge of creating the vision, strategy, and roadmap for the Venafi Community, which includes the Venafi Warrior and Jetstack Communities, on a worldwide scale.

Holly discusses her inspiring career journey, working with both Salesforce and Atlassian, and how she was involved in the growth of Community in two of these companies. She discussed her experience building this Community from scratch and talks about the misconceptions of having multitudinous people in the Community, and the ideal time to invest in the Community.

Highlights:
(4:05) Holly Firestone’s experience at Salesforce.

(11:03) Growth of the User Group Program while working for Atlassian.

(19:57) Why Community should not be a Marketing tool.

(22:45) Why Community is not growing to executive level.

(31:39) When to start investing in community.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/hollygfirestone/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Feature of Community Centre of Excellence by Holly Firestone in Why Community Needs A Seat At The Table (And How To Get One)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of The GTM Podcast, we have Holly Firestone. She is in charge of creating the vision, strategy, and roadmap for the Venafi Community, which includes the Venafi Warrior and Jetstack Communities, on a worldwide scale.

Holly discusses her inspiring career journey, working with both Salesforce and Atlassian, and how she was involved in the growth of Community in two of these companies. She discussed her experience building this Community from scratch and talks about the misconceptions of having multitudinous people in the Community, and the ideal time to invest in the Community.

Highlights:
(4:05) Holly Firestone’s experience at Salesforce.

(11:03) Growth of the User Group Program while working for Atlassian.

(19:57) Why Community should not be a Marketing tool.

(22:45) Why Community is not growing to executive level.

(31:39) When to start investing in community.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/hollygfirestone/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Feature of Community Centre of Excellence by Holly Firestone in Why Community Needs A Seat At The Table (And How To Get One)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-2-the-importance-of-community/ .GTMFund fece86f8-f2aa-4df6-bb18-715a4d099f9c Tue, 18 Oct 2022 17:00:00 -0700 2527 investing,business,leadership,entrepreneurship,startups,start-up 1 2 full false What You Need to Prepare for in an Uncharted Economy What You Need to Prepare for in an Uncharted Economy In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. .

What You’ll Learn

  1. It’s never too late to make a career change, be open-minded to it
  2. Keeping a level head in an uncertain economy for 2023
  3. Finding opportunities in the economy with the uncertainty

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. .

What You’ll Learn

  1. It’s never too late to make a career change, be open-minded to it
  2. Keeping a level head in an uncertain economy for 2023
  3. Finding opportunities in the economy with the uncertainty

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/650299/audio--482782--8936--18747--d6138e91-1305-499e-ad86-2ee1f285320a.mp3?v=1665502239 Tue, 18 Oct 2022 03:00:00 -0700 2579 222 false GTM 1: Creating a Winning Culture with Mark Cranney GTM 1: Creating a Winning Culture with Mark Cranney Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively.

What You Will Learn:

  • How to create a winning culture.
  • How to keep your competition at bay.
  • How to hire talent that culturally fits your organization.

Highlights:
(02:25) Introducing Mark Cranney.

(03:48) Two books that shaped Mark's winning culture.

(10:39) How to keep your competition at bay.

(14:10) Three questions to ask when scouting for culture-fit talent.

(15:46) How to keep recruited talent motivated.

(16:16) "Process triumphs heroics." How Mark created and used playbooks to create winning cultures.

(23:00) Why you need to get more granular in your competitive strategy.

(35:17) How to create a winning culture without turning your team's culture toxic.

(37:18) "If it's not a competitive environment, for me, that's toxic."

(39:09) Mark's parting advice.

Guest Speaker Link:
https://www.linkedin.com/in/markcranney/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:
Books by Ben Horowitz: The Hard Thing About Hard Things & What You Do Is Who You Are.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively.

What You Will Learn:

  • How to create a winning culture.
  • How to keep your competition at bay.
  • How to hire talent that culturally fits your organization.

Highlights:
(02:25) Introducing Mark Cranney.

(03:48) Two books that shaped Mark's winning culture.

(10:39) How to keep your competition at bay.

(14:10) Three questions to ask when scouting for culture-fit talent.

(15:46) How to keep recruited talent motivated.

(16:16) "Process triumphs heroics." How Mark created and used playbooks to create winning cultures.

(23:00) Why you need to get more granular in your competitive strategy.

(35:17) How to create a winning culture without turning your team's culture toxic.

(37:18) "If it's not a competitive environment, for me, that's toxic."

(39:09) Mark's parting advice.

Guest Speaker Link:
https://www.linkedin.com/in/markcranney/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:
Books by Ben Horowitz: The Hard Thing About Hard Things & What You Do Is Who You Are.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> https://gtmnow.com/gtm-1-creating-a-winning-culture/ .GTMFund 394a7efc-459c-417d-968b-d07dadff9ee6 Mon, 17 Oct 2022 17:00:00 -0700 2615 investing,business,leadership,entrepreneurship,startups,start-up 1 1 full false Friday Fundamentals 184: Haydar Al Saad Friday Fundamentals 184: Haydar Al Saad Friday Fundamentals 184: Haydar Al Saad

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 184: Haydar Al Saad

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/648889/audio--481800--8936--18747--71153649-4fbf-4622-ad9e-e51cf99d481c.mp3?v=1665157440 Fri, 14 Oct 2022 03:00:00 -0700 720 184 false Why Your Company Needs a Robust Customer Success Program Why Your Company Needs a Robust Customer Success Program In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to expand your business. 

What You’ll Learn

  1. Mitigating churn by finding your happy customers and expanding with them
  2. Profiling your customer success teams
  3. Customer success investment as revenue generation 

Show Agenda and Timestamps

  1. About Haydar and RevSetter[02:05]
  2. Differences in retention platform features [08:18]
  3. Finding the right Customer Success people [15:32]
  4. Why Execution is more important than Innovation [19:29]
  5. Paying it forward [23:38]
  6. Sam’s Corner [26:08]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad, Founder of RevSetter, a customer success platform that helps companies raise their customer retention. Join us for an honest conversation about creating a customer success program to expand your business. 

What You’ll Learn

  1. Mitigating churn by finding your happy customers and expanding with them
  2. Profiling your customer success teams
  3. Customer success investment as revenue generation 

Show Agenda and Timestamps

  1. About Haydar and RevSetter[02:05]
  2. Differences in retention platform features [08:18]
  3. Finding the right Customer Success people [15:32]
  4. Why Execution is more important than Innovation [19:29]
  5. Paying it forward [23:38]
  6. Sam’s Corner [26:08]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/648872/audio--481789--8936--18747--d92e117a-8961-4574-a91f-cf17ca826571.mp3?v=1665155529 Tue, 11 Oct 2022 03:00:00 -0700 1758 412 false Friday Fundamentals 183: Alex Schrecengost Friday Fundamentals 183: Alex Schrecengost Friday Fundamentals 183: Alex Schrecengost

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 183: Alex Schrecengost

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/645512/audio--479315--8936--18747--1917fb29-f193-44b2-9cac-5f0f0a59b91c.mp3?v=1664548191 Fri, 07 Oct 2022 03:00:00 -0700 454 183 false How Young Companies Can Sign Major Clients How Young Companies Can Sign Major Clients DESCRIPTION

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.

What You’ll Learn

  1. You don’t need to be perfectly qualified for every opportunity.
  2. The importance of getting started and having a plan
  3. Why you need to give yourself permission to be successful

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> DESCRIPTION

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost, Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences.

What You’ll Learn

  1. You don’t need to be perfectly qualified for every opportunity.
  2. The importance of getting started and having a plan
  3. Why you need to give yourself permission to be successful

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/645510/audio--479313--8936--18747--0cebb033-ab98-4bdf-b4e7-8c976da551ab.mp3?v=1664549323 Tue, 04 Oct 2022 03:00:00 -0700 2143 220 false Friday Fundamentals 182: Scott Barton Friday Fundamentals 182: Scott Barton Friday Fundamentals 182: Scott Barton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 182: Scott Barton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/644956/audio--478930--8936--18747--4b1db501-19ba-4bd5-b6a6-cc8bbb15c10e.mp3?v=1664463824 Fri, 30 Sep 2022 03:00:00 -0700 270 false A Holistic Approach to Compensation Structuring A Holistic Approach to Compensation Structuring In this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team.

What You’ll Learn

  1. Building a compensation structure that works for both salespeople and the company
  2. A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
  3. Best practices for managing your sales team through economic uncertainty  

Show Agenda and Timestamps

  1. About Scott & Varicent [02:44]
  2. Best practices for designing compensation structure [07:00]
  3. How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
  4. Increasing productivity by lowering the bar for success [14:42]
  5. Advice to management teams navigating the current economic uncertainty [20:43]
  6. Paying it forward [22:29]
  7. Sam’s Corner [25:10] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team.

What You’ll Learn

  1. Building a compensation structure that works for both salespeople and the company
  2. A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
  3. Best practices for managing your sales team through economic uncertainty  

Show Agenda and Timestamps

  1. About Scott & Varicent [02:44]
  2. Best practices for designing compensation structure [07:00]
  3. How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
  4. Increasing productivity by lowering the bar for success [14:42]
  5. Advice to management teams navigating the current economic uncertainty [20:43]
  6. Paying it forward [22:29]
  7. Sam’s Corner [25:10] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/644955/audio--478929--8936--18747--ae72d77e-8cec-455d-b8fb-4e4d1560eb0a.mp3?v=1664463815 Tue, 27 Sep 2022 03:00:00 -0700 1805 false Friday Fundamentals 181: Brandon Barton Friday Fundamentals 181: Brandon Barton Friday Fundamentals 181: Brandon Barton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 181: Brandon Barton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/641650/audio--475867--8936--18747--2eb4c5c6-fe0e-4546-8f25-3e2543beda78.mp3?v=1663944797 Fri, 23 Sep 2022 03:00:00 -0700 466 false How to Make a Major Career Jump How to Make a Major Career Jump In this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career.

What You’ll Learn

What it means to create an incredible experience for people

How technology is impacting the restaurant industry during global labor shortages

The transferable skills needed to make an industry or career jump

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Brandon Barton, CEO of Bite and a hospitality tech entrepreneur and expert. Join us for a fantasticconversation about how to make the jump into a technology career from a non-tech career.

What You’ll Learn

What it means to create an incredible experience for people

How technology is impacting the restaurant industry during global labor shortages

The transferable skills needed to make an industry or career jump

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/638337/audio--473087--8936--18747--d5b1674b-5021-4668-aeb3-0024f50a4fd5.mp3?v=1663364721 Tue, 20 Sep 2022 03:00:00 -0700 2048 218 false Friday Fundamentals 180: Tim Strickland Friday Fundamentals 180: Tim Strickland Friday Fundamentals 180: Tim Strickland

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 180: Tim Strickland

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/638205/audio--472984--8936--18747--c7df68d6-1f44-4e88-a5f6-b5aa560de5b6.mp3?v=1663336564 Fri, 16 Sep 2022 03:00:00 -0700 283 false What it Takes to Lead 1,200-Person Company like ZoomInfo What it Takes to Lead 1,200-Person Company like ZoomInfo In this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s growth, how to lead large organizations, and how to dominate the market during economic difficulty.

What You’ll Learn

How ZoomInfo grew from a small company to one with a billion in annual run rate

The importance of resilience and adaptability

What it takes to lead a high-growth company

How to approach leadership in a large organization

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Tim Strickland, CRO at ZoomInfo, a sales tech company that empowers revenue teams to drive business growth with its suite of multiplatform tools. Join us for an in-depthconversation about ZoomInfo’s growth, how to lead large organizations, and how to dominate the market during economic difficulty.

What You’ll Learn

How ZoomInfo grew from a small company to one with a billion in annual run rate

The importance of resilience and adaptability

What it takes to lead a high-growth company

How to approach leadership in a large organization

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/635964/audio--470880--8936--18747--23bcf1e3-2128-4b0a-ba43-60275712146f.mp3?v=1662992658 Tue, 13 Sep 2022 03:00:00 -0700 1668 180 false Friday Fundamentals: Mike Sadler Friday Fundamentals: Mike Sadler .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/621522/audio--459543--8936--18747--ab3135b1-bee9-41a0-b946-484be00cb150.mp3?v=1660928508 Thu, 25 Aug 2022 22:00:00 -0700 380 179 false Finding the Perfect Fit - Managing and Hiring in the New Sales World Finding the Perfect Fit - Managing and Hiring in the New Sales World In this episode of the Sales Hacker Podcast, we have Mike Sadler, SVP Americas at Similarweb, the must-have platform for effective online marketing. Join us for a livelyconversation about managing, hiring, and beating the recession.

What You’ll Learn

  1. The biggest job in any sales organization is the frontline managers who do the training
  2. How you become a manager of managers
  3. Overcoming hiring challenges and doing great discovery
  4. Recession-proofing your reps

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Mike Sadler, SVP Americas at Similarweb, the must-have platform for effective online marketing. Join us for a livelyconversation about managing, hiring, and beating the recession.

What You’ll Learn

  1. The biggest job in any sales organization is the frontline managers who do the training
  2. How you become a manager of managers
  3. Overcoming hiring challenges and doing great discovery
  4. Recession-proofing your reps

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/621521/audio--459542--8936--18747--add7b832-1896-422c-bffd-aa6cd4bc53dc.mp3?v=1660928489 Mon, 22 Aug 2022 22:00:00 -0700 1622 216 false Friday Fundamentals 178: Christian-Kletzl Friday Fundamentals 178: Christian-Kletzl Friday Fundamentals 178: Christian Kletzl

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 178: Christian Kletzl

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/622134/audio--459951--8936--18747--6256092e-3b9f-4e26-9e3c-afc55ca11c6a.mp3?v=1661174165 Thu, 18 Aug 2022 21:00:00 -0700 335 false Why Champion Lifetime Value is Critical Why Champion Lifetime Value is Critical In this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value.

What You’ll Learn

  1. The importance of following your champions
  2. Valuing personal connections in B2B sales
  3. The lifetime value of a customer who loves your product
  4. Delighting your buyers consistently reduces churn and creates advocates

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value.

What You’ll Learn

  1. The importance of following your champions
  2. Valuing personal connections in B2B sales
  3. The lifetime value of a customer who loves your product
  4. Delighting your buyers consistently reduces churn and creates advocates

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/619749/audio--458066--8936--18747--9e8f06e5-2c64-49b8-8418-bef33b968e0d.mp3?v=1660693076 Mon, 15 Aug 2022 22:00:00 -0700 1471 215 false Friday Fundamentals: Shaan Hathiramani Friday Fundamentals: Shaan Hathiramani .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/612370/audio--452466--8936--18747--0717a0cd-b4ba-44aa-ba03-17d02e053f15.mp3?v=1659634211 Thu, 11 Aug 2022 22:00:00 -0700 267 177 false Flockjay Has the Cheat Code For a Successful Team Flockjay Has the Cheat Code For a Successful Team In this episode, we've got Shaan Hathiramani with us. Shaan is the Founder and CEO of Flockjay. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories.

What You’ll Learn

  1. The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well
  2. Having the proper structure and being a good product leader would enable you to sustain to tough times
  3. How to do more with less as a sales leader

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Shaan Hathiramani with us. Shaan is the Founder and CEO of Flockjay. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. Now Shaan has made Flockjay a platform to give managers and sales leaders cheat codes to how and why they win by following the journey of their success stories.

What You’ll Learn

  1. The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well
  2. Having the proper structure and being a good product leader would enable you to sustain to tough times
  3. How to do more with less as a sales leader

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/612368/audio--452464--8936--18747--174500e0-1ec1-45fd-a799-0d3a113ee404.mp3?v=1659634072 Mon, 08 Aug 2022 22:00:00 -0700 2384 214 false Branding a Company that Specializes in Account Based Marketing Branding a Company that Specializes in Account Based Marketing In this episode, we've got Nirosha Methananda with us. Nirosha is the VP of Marketing at Influ2, where she is responsible for branding and building the trust of its community. Influ2 allows marketers and businesses to advertise directly to people and have a clear understanding of their engagement and tangible data for sales.

What You’ll Learn

  1. Account Based Marketing means that the point of sales and marketing alignment is simply joint planning process & goals.
  2. There needs to be shared metrics, shared account planning and account mapping to understand what accounts need
  3. How inspirational Nirosha’s story and career background can be for many

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Nirosha Methananda with us. Nirosha is the VP of Marketing at Influ2, where she is responsible for branding and building the trust of its community. Influ2 allows marketers and businesses to advertise directly to people and have a clear understanding of their engagement and tangible data for sales.

What You’ll Learn

  1. Account Based Marketing means that the point of sales and marketing alignment is simply joint planning process & goals.
  2. There needs to be shared metrics, shared account planning and account mapping to understand what accounts need
  3. How inspirational Nirosha’s story and career background can be for many

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/611121/audio--451540--8936--18747--9c4b9954-eb6c-4477-9d44-580d53bc51ae.mp3?v=1659374601 Mon, 01 Aug 2022 22:00:00 -0700 2116 213 false Friday Fundamentals: Todd Caponi Friday Fundamentals: Todd Caponi . 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> . 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/593601/audio--435478--8936--18747--ab6a00d5-104c-4d5b-9ea5-3d6b9a9e7ab1.mp3?v=1658774239 Thu, 28 Jul 2022 22:00:00 -0700 1086 176 false The Elements of a Great Sales Manager with Todd Caponi The Elements of a Great Sales Manager with Todd Caponi Todd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.

Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.

What You’ll Learn

  1. How to be ready for your opportunity when it comes to you
  2. Trends in sales tend to be cyclical in nature
  3. Six things to help your team progress and grow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Todd Caponi, CEO & Founder of Sales Melon and author of The Transparent Sales Manager. Todd is the only guest who has been on two times. Todd joins us live from the This episode would be live from the Chicago Roadshow for Pavillion.

Todd is a great consultant, teacher, and trainer of sales. In part one of this episode, Todd is going to talk about some of the key elements that make up a great sales manager.

What You’ll Learn

  1. How to be ready for your opportunity when it comes to you
  2. Trends in sales tend to be cyclical in nature
  3. Six things to help your team progress and grow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/593602/audio--435476--8936--18747--cb05cb48-ed32-4fc4-99e1-c585aefb69b6.mp3?v=1658774337 Mon, 25 Jul 2022 22:00:00 -0700 1047 212 false Friday Fundamentals: Celine North Friday Fundamentals: Celine North .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> .

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/587475/audio--430016--8936--18747--54a0b448-0072-4649-be2b-5c339fa18e19.mp3?v=1658340922 Thu, 21 Jul 2022 22:00:00 -0700 389 175 false Learning How to Adapt in the Sales Community w/ Celine North Learning How to Adapt in the Sales Community w/ Celine North In this episode, we've got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardale. Celine brings more than twenty-five years of experience to Boardale, which is a platform that allows board members to engage easily. Join us for a great conversation about transitioning in sales and technology selling.

What You’ll Learn

  1. Sometimes you have to take one step back to go two steps forward in sales
  2. Sales is all about building internal relationships
  3. How is it going to be like selling in a recession

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Celine North with us. Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardale. Celine brings more than twenty-five years of experience to Boardale, which is a platform that allows board members to engage easily. Join us for a great conversation about transitioning in sales and technology selling.

What You’ll Learn

  1. Sometimes you have to take one step back to go two steps forward in sales
  2. Sales is all about building internal relationships
  3. How is it going to be like selling in a recession

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/582101/audio--425197--8936--18747--69c5f04e-9138-484e-a31d-12a22b2d117c.mp3?v=1657826247 Mon, 18 Jul 2022 22:00:00 -0700 1800 211 false Friday Fundamentals: Don Addington Friday Fundamentals: Don Addington . 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> . 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/579311/audio--422862--8936--18747--f970d56a-1236-485b-95a9-acaad81d6997.mp3?v=1657570989 Thu, 14 Jul 2022 22:00:00 -0700 532 174 false Increasing Revenue on Cloud Marketplaces with Tackle Increasing Revenue on Cloud Marketplaces with Tackle In this episode, we've got Don Addington with us. Don, a veteran sales leader, is the Chief Revenue Officer at Tackle.io. Don and Tackle are helping software companies get onto cloud marketplaces which enables them to sell their product to companies easier. Join us for a great conversation about sales and growing your company with Tackle’s cloud go to market strategies.

What You’ll Learn

  1. How Don went from being a recruiter to be a driving force of the growth of Tackle
  2. How you can accelerate your company’s sales cycle by using Tackle
  3. Ways that your email can stand out from the many emails that clients get from competitors by being meaningful

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Don Addington with us. Don, a veteran sales leader, is the Chief Revenue Officer at Tackle.io. Don and Tackle are helping software companies get onto cloud marketplaces which enables them to sell their product to companies easier. Join us for a great conversation about sales and growing your company with Tackle’s cloud go to market strategies.

What You’ll Learn

  1. How Don went from being a recruiter to be a driving force of the growth of Tackle
  2. How you can accelerate your company’s sales cycle by using Tackle
  3. Ways that your email can stand out from the many emails that clients get from competitors by being meaningful

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/579292/audio--422846--8936--18747--232c0813-6223-4324-928c-95758ef5f62d.mp3?v=1657565598 Mon, 11 Jul 2022 22:00:00 -0700 1897 210 false Friday Fundamental_173_Selling in the Hospitality Industry_Part 2 Friday Fundamental_173_Selling in the Hospitality Industry_Part 2 Friday Fundamental_173_Selling in the Hospitality Industry_Part 2

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamental_173_Selling in the Hospitality Industry_Part 2

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/525826/audio--376117--8936--18747--f7e4d949-422f-4156-811a-000897de1a27.mp3?v=1654112164 Thu, 02 Jun 2022 22:00:00 -0700 326 390 false Selling in the Hospitality Industry Selling in the Hospitality Industry In this episode, we've got Maryclare Sweeney with us. Maryclare is the Director of Sales at SEVENROOMS, which sells into the hospitality space. As a talented sales manger, she gives some secret strategies for success and how the company had to make changes, like so many, due to COVID.

What You’ll Learn

  1. The growth journey of Maryclare and SEVENROOMS
  2. What was it like to sell during COVID
  3. Maryclare thoughts about selling against competitors
  4. What Maryclare has learned selling to restaurants 

Show Agenda and Timestamps

  1. About SEVENROOMS and Maryclare Sweeney [3:04]
  2. Maryclare’s thoughts on the biggest fallacies in nutrition [07:44]
  3. Being more influential than you think you are [11:46]
  4. Maryclare’s thoughts about zoom fatigue [17:28]
  5. Paying it forward [22:37]
  6. Sam’s Corner [24:24]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Maryclare Sweeney with us. Maryclare is the Director of Sales at SEVENROOMS, which sells into the hospitality space. As a talented sales manger, she gives some secret strategies for success and how the company had to make changes, like so many, due to COVID.

What You’ll Learn

  1. The growth journey of Maryclare and SEVENROOMS
  2. What was it like to sell during COVID
  3. Maryclare thoughts about selling against competitors
  4. What Maryclare has learned selling to restaurants 

Show Agenda and Timestamps

  1. About SEVENROOMS and Maryclare Sweeney [3:04]
  2. Maryclare’s thoughts on the biggest fallacies in nutrition [07:44]
  3. Being more influential than you think you are [11:46]
  4. Maryclare’s thoughts about zoom fatigue [17:28]
  5. Paying it forward [22:37]
  6. Sam’s Corner [24:24]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/517491/audio--369052--8936--18747--2b88d709-c59b-4f20-b1d1-903f43065ce9.mp3?v=1653669341 Mon, 30 May 2022 23:00:00 -0700 1752 209 false Friday Fundamentals: Espionage tactics that help you sell Friday Fundamentals: Espionage tactics that help you sell Friday Fundamentals 172: Jeremy Hurewitz

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 172: Jeremy Hurewitz

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/516084/audio--367693--8936--18747--aa51e315-fd66-4665-8424-e08eaee68780.mp3?v=1653494881 Thu, 26 May 2022 23:00:00 -0700 300 172 false Espionage Tactics That Help You Sell Espionage Tactics That Help You Sell In this episode, we've got Jeremy Hurewitz with us. Jeremy Hurewitz is the founder of Challenger Hill Consulting, where he is using his years of International experience to gain a new outlook on leveraging clients. Join us for a great conversation about improving your sales skills from skills he learned from leaders in International espionage.

What You’ll Learn

  1. How Jeremy began to encounter International spies
  2. Tactics and strategies to connect with clients like a spy
  3. Use methods to attract overseas clients 

Show Agenda and Timestamps

  1. About Jeremy and Challenger Hill Consulting [02:57]
  2. The meaning of selling like a spy [03:58]
  3. How does someone sell like a spy [10:53]
  4. This strategy bordering on the line of unethical [14:06]
  5. Paying it forward [20:34]
  6. Sam’s Corner [24:35]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Jeremy Hurewitz with us. Jeremy Hurewitz is the founder of Challenger Hill Consulting, where he is using his years of International experience to gain a new outlook on leveraging clients. Join us for a great conversation about improving your sales skills from skills he learned from leaders in International espionage.

What You’ll Learn

  1. How Jeremy began to encounter International spies
  2. Tactics and strategies to connect with clients like a spy
  3. Use methods to attract overseas clients 

Show Agenda and Timestamps

  1. About Jeremy and Challenger Hill Consulting [02:57]
  2. The meaning of selling like a spy [03:58]
  3. How does someone sell like a spy [10:53]
  4. This strategy bordering on the line of unethical [14:06]
  5. Paying it forward [20:34]
  6. Sam’s Corner [24:35]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/512347/audio--364710--8936--18747--75b07c89-bcad-4f79-971e-7b9edc03ac82.mp3?v=1653320602 Mon, 23 May 2022 23:00:00 -0700 1698 208 false Friday Fundamentals 171: The Journey of a New CEO Part 2 Friday Fundamentals 171: The Journey of a New CEO Part 2 Friday Fundamentals 171: Jen Spencer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 171: Jen Spencer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/496038/original--audio--350916--8936--18747--2b765d8f-165c-4286-80e8-79803fa1f939.mp3?v=1652188714 Thu, 12 May 2022 22:00:00 -0700 329 false 207. The Journey of a New CEO Part 1 207. The Journey of a New CEO Part 1 In this special two-part episode, we've got Jen Spencer with us. Jen is the new CEO of SmartBug Media, and is joining us to share her journey to becoming the CEO and how she is leading the organization. Join us for a raw conversation about leadership, organizational alignment, and how the marketing landscape is continually evolving.

What You’ll Learn

  1. How Jen became the CEO of SmartBug Media
  2. The balance of keeping things the way they are with instituting new direction
  3. What marketing tactics are and aren’t working anymore 

Show Agenda and Timestamps

  1. About Jen’s journey to CEO [2:45]
  2. What it’s like being a CEO [06:52]
  3. Organizational realignment [11:21]
  4. Strategies for talent acquisition, retention, and inclusivity [14:50]
  5. New marketing innovations [19:14]
  6. Sam’s Corner [23:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this special two-part episode, we've got Jen Spencer with us. Jen is the new CEO of SmartBug Media, and is joining us to share her journey to becoming the CEO and how she is leading the organization. Join us for a raw conversation about leadership, organizational alignment, and how the marketing landscape is continually evolving.

What You’ll Learn

  1. How Jen became the CEO of SmartBug Media
  2. The balance of keeping things the way they are with instituting new direction
  3. What marketing tactics are and aren’t working anymore 

Show Agenda and Timestamps

  1. About Jen’s journey to CEO [2:45]
  2. What it’s like being a CEO [06:52]
  3. Organizational realignment [11:21]
  4. Strategies for talent acquisition, retention, and inclusivity [14:50]
  5. New marketing innovations [19:14]
  6. Sam’s Corner [23:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/496034/audio--350913--8936--18747--bdd826ed-13f4-46f6-a0c4-56f4a12633ba.mp3?v=1652188692 Tue, 10 May 2022 06:15:30 -0700 1548 false Friday Fundamentals 170: Kathleen Booth Friday Fundamentals 170: Kathleen Booth Friday Fundamentals 170: Kathleen Booth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 170: Kathleen Booth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/496041/audio--350918--8936--18747--2502c6c8-f62c-4375-b390-2d956485a864.mp3?v=1652188935 Thu, 28 Apr 2022 21:00:00 -0700 329 false 206. Turning Your Marketing Department Into a Revenue Generator 206. Turning Your Marketing Department Into a Revenue Generator In this episode, we've got Kathleen Booth with us. Kathleen is SVP of Marketing at Tradeswell, where she's on a mission to empower a new generation of digital-first marketplace brands. Join us for a great conversation about marketing and why you should be marketing to people who aren’t in the market at all, yet.

What You’ll Learn

  1. How Kathleen grew a newsletter to 30,000 subscribers
  2. How to turn your marketing department into a revenue generator
  3. How to keep key stakeholders excited about your long-term content strategy
  4. Why performance marketing isn’t effective

Show Agenda and Timestamps

  1. About Tradeswell and Kathleen [3:34]
  2. Turning a marketing department into a revenue generator [15:44]
  3. Keeping key stakeholders excited about a long-term content strategy [21:34]
  4. Performance marketing isn’t effective [25:19]
  5. Paying it forward [27:29]
  6. Sam’s Corner [29:25]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Kathleen Booth with us. Kathleen is SVP of Marketing at Tradeswell, where she's on a mission to empower a new generation of digital-first marketplace brands. Join us for a great conversation about marketing and why you should be marketing to people who aren’t in the market at all, yet.

What You’ll Learn

  1. How Kathleen grew a newsletter to 30,000 subscribers
  2. How to turn your marketing department into a revenue generator
  3. How to keep key stakeholders excited about your long-term content strategy
  4. Why performance marketing isn’t effective

Show Agenda and Timestamps

  1. About Tradeswell and Kathleen [3:34]
  2. Turning a marketing department into a revenue generator [15:44]
  3. Keeping key stakeholders excited about a long-term content strategy [21:34]
  4. Performance marketing isn’t effective [25:19]
  5. Paying it forward [27:29]
  6. Sam’s Corner [29:25]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/474940/audio--332758--8936--18747--52a510bd-fbbf-4ace-a784-f080dc83fdec.mp3?v=1650918057 Mon, 25 Apr 2022 22:00:00 -0700 1959 false Friday Fundamentals 169: Shruti Kapoor Friday Fundamentals 169: Shruti Kapoor Friday Fundamentals 169: Shruti Kapoor

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 169: Shruti Kapoor

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/463218/audio--322355--8936--18747--2464e5bd-b72e-4eec-b579-7f47a3dcf3b5.mp3?v=1653335224 Thu, 21 Apr 2022 23:00:00 -0700 362 false 205. Changing How You Communicate with Buyers 205. Changing How You Communicate with Buyers In this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall aggregation of data, so that people can close more deals. Join us for a deep conversation about the lessons Shruti has learned as she has built Wingman from the ground up.

What You’ll Learn

  1. Key tips for starting a new company
  2. The difference between creators and sellers
  3. The importance of self-awareness and honesty for founders
  4. Why data and activity metrics aren’t enough  

Show Agenda and Timestamps

  1. About Shruti Kapoor and Wingman [4:58]
  2. The keys to a successful startup [13:16]
  3. The difference between creators and sellers [15:31]
  4. Observations about selling to salespeople [17:56]
  5. The importance of self-awareness and honesty for founders [20:44]
  6. Paying it forward [22:02]
  7. Sam’s Corner [23:26]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall aggregation of data, so that people can close more deals. Join us for a deep conversation about the lessons Shruti has learned as she has built Wingman from the ground up.

What You’ll Learn

  1. Key tips for starting a new company
  2. The difference between creators and sellers
  3. The importance of self-awareness and honesty for founders
  4. Why data and activity metrics aren’t enough  

Show Agenda and Timestamps

  1. About Shruti Kapoor and Wingman [4:58]
  2. The keys to a successful startup [13:16]
  3. The difference between creators and sellers [15:31]
  4. Observations about selling to salespeople [17:56]
  5. The importance of self-awareness and honesty for founders [20:44]
  6. Paying it forward [22:02]
  7. Sam’s Corner [23:26]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/463209/audio--322344--8936--18747--f457667e-19ef-4535-9564-b0fb7b02b698.mp3?v=1653335274 Tue, 19 Apr 2022 23:00:00 -0700 1541 205 false Friday Fundamentals 168: Auseh Brritt Friday Fundamentals 168: Auseh Brritt Friday Fundamentals 168: Auseh Brritt

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 168: Auseh Brritt

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/452188/audio--312713--8936--18747--69875e6f-5ac0-4bf5-a7ca-e0f5523ba7af.mp3?v=1649694566 Thu, 14 Apr 2022 23:00:00 -0700 489 false 204. How to Implement Effective Account-Based Marketing Strategies 204. How to Implement Effective Account-Based Marketing Strategies In this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth Marketing at Terminus. Join us for a great conversation about what account-based marketing is and what it means when it’s done well.

What You’ll Learn

  1. The keys to being a successful growth marketer
  2. How a well-defined ICP makes account-based marketing easier
  3. How MQLs are being replaced by qualified pipelines
  4. Why sales and marketing alignment leads to better pipeline generation  

Show Agenda and Timestamps

  1. About Auseh Britt [4:15]
  2. Keys to being a successful growth marketer [11:35]
  3. Defining account-based marketing [13:25]
  4. Comparing ABM and legacy B2B marketing campaigns [17:23]
  5. Marketing and sales alignment [22:28]
  6. Paying it forward [26:01]
  7. Sam’s Corner [30:42]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth Marketing at Terminus. Join us for a great conversation about what account-based marketing is and what it means when it’s done well.

What You’ll Learn

  1. The keys to being a successful growth marketer
  2. How a well-defined ICP makes account-based marketing easier
  3. How MQLs are being replaced by qualified pipelines
  4. Why sales and marketing alignment leads to better pipeline generation  

Show Agenda and Timestamps

  1. About Auseh Britt [4:15]
  2. Keys to being a successful growth marketer [11:35]
  3. Defining account-based marketing [13:25]
  4. Comparing ABM and legacy B2B marketing campaigns [17:23]
  5. Marketing and sales alignment [22:28]
  6. Paying it forward [26:01]
  7. Sam’s Corner [30:42]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/452186/audio--312711--8936--18747--a0f98a7b-09e4-431e-9990-c01f583a5c49.mp3?v=1649694323 Mon, 11 Apr 2022 23:00:00 -0700 2038 204 false Friday Fundamentals 167: Andy Paul Friday Fundamentals 167: Andy Paul Friday Fundamentals 167: Andy Paul

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 167: Andy Paul

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/442882/audio--304537--8936--18747--cf14d6cf-543b-4be3-baa2-c55c961f4df6.mp3?v=1649094413 Thu, 07 Apr 2022 23:00:00 -0700 313 166 false 203. Putting People at the Center of Sales Conversations 203. Putting People at the Center of Sales Conversations In this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales.

What You’ll Learn

  1. Efficiently moving buyers through their buying journey
  2. Building deeper relationships with your buyers
  3. The four pillars of selling
  4. Looking at alternative ways to grow  

Show Agenda and Timestamps

  1. About Andy Paul[3:45]
  2. Reflections on how things have changed in sales [6:12]
  3. The four pillars of selling [12:30]
  4. True personalization at scale [14:51]
  5. Winning bigger deals without brand recognition [18:11]
  6. Good companies vs. bad companies [22:48]
  7. Paying it forward [24:49]
  8. Sam’s Corner [27:20]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales.

What You’ll Learn

  1. Efficiently moving buyers through their buying journey
  2. Building deeper relationships with your buyers
  3. The four pillars of selling
  4. Looking at alternative ways to grow  

Show Agenda and Timestamps

  1. About Andy Paul[3:45]
  2. Reflections on how things have changed in sales [6:12]
  3. The four pillars of selling [12:30]
  4. True personalization at scale [14:51]
  5. Winning bigger deals without brand recognition [18:11]
  6. Good companies vs. bad companies [22:48]
  7. Paying it forward [24:49]
  8. Sam’s Corner [27:20]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/442843/audio--304509--8936--18747--e203bb4d-d3ae-4854-8442-9e0d8228ae09.mp3?v=1649092190 Mon, 04 Apr 2022 23:00:00 -0700 1807 false Friday Fundamentals 166: Tom Lavery Friday Fundamentals 166: Tom Lavery Friday Fundamentals 166: Tom Lavery

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 166: Tom Lavery

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/441040/audio--303033--8936--18747--e025846d-b1a0-46ea-afa6-510294039d3d.mp3?v=1648816407 Thu, 31 Mar 2022 22:00:00 -0700 371 false 202. Insights into Founding a Fully Remote SaaS Company 202. Insights into Founding a Fully Remote SaaS Company In this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that feels both local and international, the right time to start selling, and advice for emerging SaaS founders.

What You’ll Learn

  1. The expanding market opportunity in SaaS
  2. Emphasizing local identity for an org
  3. Slack etiquette and best practices
  4. Looking at alternative ways to grow 

Show Agenda and Timestamps

  1. About Tom Lavery & Jiminny[1:50]
  2. The journey of building Jiminny [6:07]
  3. The right time to start selling [8:13]
  4. Leading a hybrid, international team [11:52]
  5. Advice for emerging founders [17:58]
  6. Paying it forward [21:03]
  7. Sam’s Corner [23:35]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that feels both local and international, the right time to start selling, and advice for emerging SaaS founders.

What You’ll Learn

  1. The expanding market opportunity in SaaS
  2. Emphasizing local identity for an org
  3. Slack etiquette and best practices
  4. Looking at alternative ways to grow 

Show Agenda and Timestamps

  1. About Tom Lavery & Jiminny[1:50]
  2. The journey of building Jiminny [6:07]
  3. The right time to start selling [8:13]
  4. Leading a hybrid, international team [11:52]
  5. Advice for emerging founders [17:58]
  6. Paying it forward [21:03]
  7. Sam’s Corner [23:35]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/436085/audio--298819--8936--18747--9074d641-ba0c-4590-bbd1-c6c3d6899163.mp3?v=1648497878 Mon, 28 Mar 2022 22:00:00 -0700 1698 false Friday Fundamentals 164: Seamus Ruiz-Earle Friday Fundamentals 164: Seamus Ruiz-Earle Friday Fundamentals 164: Seamus Ruiz-Earle

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 164: Seamus Ruiz-Earle

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/403893/audio--269901--8936--18747--b654119a-cef7-405c-b181-d12a5132a809.mp3?v=1646838498 Thu, 24 Mar 2022 22:00:00 -0700 243 false 201. The Rise of RevOps & Insight into Data Integrity 201. The Rise of RevOps & Insight into Data Integrity In this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation about why you haven’t started thinking about RevOps early enough and how to remedy that.

What You’ll Learn

  1. Teaching Salesforce to middle schoolers
  2. Taking a long-term view on building your business
  3. The biggest mistakes companies make about RevOps
  4. Finding and retaining talent as a former solopreneur

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation about why you haven’t started thinking about RevOps early enough and how to remedy that.

What You’ll Learn

  1. Teaching Salesforce to middle schoolers
  2. Taking a long-term view on building your business
  3. The biggest mistakes companies make about RevOps
  4. Finding and retaining talent as a former solopreneur

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/423224/audio--287851--8936--18747--7db05ec9-0308-4dec-a935-75a262bb1332.mp3?v=1647892712 Mon, 21 Mar 2022 23:00:00 -0700 2363 false Friday Fundamentals 163: Asad Zaman Friday Fundamentals 163: Asad Zaman Friday Fundamentals 163: Asad Zaman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 163: Asad Zaman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/383997/audio--252615--8936--18747--e938acfa-8a8f-43be-a1e9-f3a640b4810e.mp3?v=1645820278 Thu, 17 Mar 2022 22:00:00 -0700 516 false 200: From AE to CEO: Entrepreneurial Life Lessons 200: From AE to CEO: Entrepreneurial Life Lessons In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman, CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth.

What You’ll Learn

  1. There are over 40K more sales jobs openings than salespeople
  2. How COVID has affected sales salaries
  3. The importance of listening to the market instead of pursuing growth
  4. 4 ways to modernize talent acquisition

Show Agenda and Timestamps

  1. About Asad Zaman & STA[3:15]
  2. Asad’s tale of entrepreneurialism [7:21]
  3. Addressing chronic underemployment and high demand [13:35]
  4. 4 ways to modernize talent acquisition [22:26]
  5. Lessons learned from high growth companies [27:31]
  6. Paying it forward [29:29]
  7. Sam’s Corner [32:26]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman, CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth.

What You’ll Learn

  1. There are over 40K more sales jobs openings than salespeople
  2. How COVID has affected sales salaries
  3. The importance of listening to the market instead of pursuing growth
  4. 4 ways to modernize talent acquisition

Show Agenda and Timestamps

  1. About Asad Zaman & STA[3:15]
  2. Asad’s tale of entrepreneurialism [7:21]
  3. Addressing chronic underemployment and high demand [13:35]
  4. 4 ways to modernize talent acquisition [22:26]
  5. Lessons learned from high growth companies [27:31]
  6. Paying it forward [29:29]
  7. Sam’s Corner [32:26]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/394446/audio--261578--8936--18747--05ad60f7-4b21-4b2e-9623-759c7cdc9cd0.mp3?v=1646341683 Tue, 15 Mar 2022 10:30:00 -0700 2227 370 false Friday Fundamentals 162: Jen Igartua Friday Fundamentals 162: Jen Igartua Friday Fundamentals 162: Jen Igartua

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 162: Jen Igartua

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/381833/audio--251181--8936--18747--98d2806c-f1a2-449c-828b-f24f095b778c.mp3?v=1645629547 Thu, 10 Mar 2022 22:00:00 -0800 325 false 199: Closing the RevOps Skills Gap 199: Closing the RevOps Skills Gap In this episode of the Sales Hacker Podcast, we have Jen Igartua, CEO at Go Nimbly, where she teaches companies how to build a solid revenue team. Join us for an insightful conversation about core early steps, focus and empathy, and Jen’s learnings from six years as an entrepreneurial CEO.

What You’ll Learn

  1. What revenue operations really means
  2. When data becomes your common source of truth
  3. Transitioning from peer to manager
  4. Creating a lifestyle business for personal and professional growth 

Show Agenda and Timestamps

  1. About Jen Igartua & Go Nimbly [2:07]
  2. Building a strong foundation for RevOps [6:24]
  3. The role of empathy in team building [9:09]
  4. Focus as a competitive advantage [11:31]
  5. Insights from an entrepreneurial CEO [13:33]
  6. Positioning the CEO role holistically [20:41]
  7. Paying it forward [22:40]
  8. Sam’s Corner [24:48]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Jen Igartua, CEO at Go Nimbly, where she teaches companies how to build a solid revenue team. Join us for an insightful conversation about core early steps, focus and empathy, and Jen’s learnings from six years as an entrepreneurial CEO.

What You’ll Learn

  1. What revenue operations really means
  2. When data becomes your common source of truth
  3. Transitioning from peer to manager
  4. Creating a lifestyle business for personal and professional growth 

Show Agenda and Timestamps

  1. About Jen Igartua & Go Nimbly [2:07]
  2. Building a strong foundation for RevOps [6:24]
  3. The role of empathy in team building [9:09]
  4. Focus as a competitive advantage [11:31]
  5. Insights from an entrepreneurial CEO [13:33]
  6. Positioning the CEO role holistically [20:41]
  7. Paying it forward [22:40]
  8. Sam’s Corner [24:48]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/400607/audio--266862--8936--18747--60ca00cf-355b-4a41-b416-a1e2c026bf50.mp3?v=1646692877 Tue, 08 Mar 2022 10:00:00 -0800 1706 199 false Friday Fundamentals 161: Russell Benaroya Friday Fundamentals 161: Russell Benaroya Friday Fundamentals 161: Russell Benaroya

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 161: Russell Benaroya

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/381814/audio--251168--8936--18747--0544e6fa-e435-476d-8f03-deaeb9208d6e.mp3?v=1645627216 Thu, 03 Mar 2022 22:00:00 -0800 504 false 198: A 5-Part Framework for Designing Your Best Life 198: A 5-Part Framework for Designing Your Best Life In this episode of the Sales Hacker Podcast, we have Russell Benaroya, Co-Founder and Partner at Stride and author of One Life to Lead, a book he wrote to help others with life design after he transformed his own. Join us for a candid conversation about taking charge of your life and becoming your best self.

What You’ll Learn

  1. If you’re in a bad place in your life, you can take control
  2. Pay attention to facts, not stories
  3. Identify what your guiding principles are
  4. How to overcome your fear of change  

Show Agenda and Timestamps

  1. About Russell Benaroya & Stride[2:07]
  2. How Russell changed his life & moved to Costa Rica [7:21]
  3. 5-part framework for life design [10:40]
  4. 4 ways to modernize talent acquisition [22:26]
  5. Facing your fear of change decisions [18:01]
  6. Russell on the Great Resignation [22:04]
  7. Paying it forward [25:44]
  8. Sam’s Corner [28:21]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Russell Benaroya, Co-Founder and Partner at Stride and author of One Life to Lead, a book he wrote to help others with life design after he transformed his own. Join us for a candid conversation about taking charge of your life and becoming your best self.

What You’ll Learn

  1. If you’re in a bad place in your life, you can take control
  2. Pay attention to facts, not stories
  3. Identify what your guiding principles are
  4. How to overcome your fear of change  

Show Agenda and Timestamps

  1. About Russell Benaroya & Stride[2:07]
  2. How Russell changed his life & moved to Costa Rica [7:21]
  3. 5-part framework for life design [10:40]
  4. 4 ways to modernize talent acquisition [22:26]
  5. Facing your fear of change decisions [18:01]
  6. Russell on the Great Resignation [22:04]
  7. Paying it forward [25:44]
  8. Sam’s Corner [28:21]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/403884/audio--256994--8936--18747--9f602f91-c191-4bf4-8739-28688f6e60a6.mp3?v=1653336809 Tue, 01 Mar 2022 14:21:32 -0800 2066 false Friday Fundamentals 165: Tom Lavery Friday Fundamentals 165: Tom Lavery Friday Fundamentals 165: Tom Lavery

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 165: Tom Lavery

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/417339/audio--282381--8936--18747--1045efc2-f554-4aee-a363-fed1ecc5b261.mp3?v=1647536228 Mon, 28 Feb 2022 22:00:00 -0800 371 false Friday Fundamentals 160: Jonathan Friedman Friday Fundamentals 160: Jonathan Friedman Friday Fundamentals 160: Jonathan Friedman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 160: Jonathan Friedman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/389372/audio--251007--8936--18747--5e5de2f0-c88b-4fa1-b338-37601904451c.mp3?v=1653336877 Thu, 24 Feb 2022 22:00:00 -0800 330 false 197: How to Fix the Pain Points Around Demoing 197: How to Fix the Pain Points Around Demoing In this episode of the Sales Hacker Podcast, we have Jonathan Friedman, CEO & Co Founder at Demostack. Join us for a conversation about how Jonathan’s company is helping reps tell the story of their companies more effectively and productively — Freeing up time to spend in more engaging conversations with their customers and prospects.

What You’ll Learn

  1. The origin story that comes from a deep affinity w/ a specific problem
  2. Building Demostack in response to a lack of correct information
  3. The concept of a team, not a family 

Show Agenda and Timestamps

  1. About Jonathan Friedman & Demostack [1:51]
  2. From young entrepreneur to professional background [4:38]
  3. Key strategies to getting a company off the ground [11:25]
  4. How quickly categories can spring into existence [16:58]
  5. Building the right kind of culture [20:22]
  6. Why the demo is so messed up [25:00]
  7. Paying it forward [29:55]
  8. Sam’s Corner [33:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Jonathan Friedman, CEO & Co Founder at Demostack. Join us for a conversation about how Jonathan’s company is helping reps tell the story of their companies more effectively and productively — Freeing up time to spend in more engaging conversations with their customers and prospects.

What You’ll Learn

  1. The origin story that comes from a deep affinity w/ a specific problem
  2. Building Demostack in response to a lack of correct information
  3. The concept of a team, not a family 

Show Agenda and Timestamps

  1. About Jonathan Friedman & Demostack [1:51]
  2. From young entrepreneur to professional background [4:38]
  3. Key strategies to getting a company off the ground [11:25]
  4. How quickly categories can spring into existence [16:58]
  5. Building the right kind of culture [20:22]
  6. Why the demo is so messed up [25:00]
  7. Paying it forward [29:55]
  8. Sam’s Corner [33:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/381579/audio--251021--8936--18747--d7ad164e-576b-4b71-b8b4-ab1c17eaefc2.mp3?v=1645554535 Tue, 22 Feb 2022 10:26:22 -0800 2226 false Friday Fundamentals 159: Jamal Reimer Friday Fundamentals 159: Jamal Reimer Friday Fundamentals 159: Jamal Reimer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 159: Jamal Reimer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/365975/audio--240990--8936--18747--fb5abe91-9c19-4ec7-8bcd-37f1f08ca55b.mp3?v=1643745333 Thu, 17 Feb 2022 21:00:00 -0800 392 false 196: Cracking the Code to Ultra Large Deals 196: Cracking the Code to Ultra Large Deals In this episode of the Sales Hacker Podcast, we have Jamal Reimer, Commercial Vice President at Saama and author of Mega Deal Secrets, a book about the principles that can unlock the biggest deals of our career. Join us for an amazing conversation about principles for building an achievable, repeatable roadmap for elite performance for any sales team or individual rep selling enterprise solutions.

What You’ll Learn

  1. Go straight to executives
  2. Leverage your internal resources
  3. Make good pre-sale connections
  4. Ensure you are talking to people with influence

Show Agenda and Timestamps

  1. About Jamal Reimer & Saama [2:13]
  2. Secrets of landing mega deals [8:39]
  3. A word on authenticity [12:21]
  4. Tools to help close huge deals [16:39]
  5. How to know if you’re on track to close [21:25]
  6. Paying it forward [27:19]
  7. Sam’s Corner [29:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Jamal Reimer, Commercial Vice President at Saama and author of Mega Deal Secrets, a book about the principles that can unlock the biggest deals of our career. Join us for an amazing conversation about principles for building an achievable, repeatable roadmap for elite performance for any sales team or individual rep selling enterprise solutions.

What You’ll Learn

  1. Go straight to executives
  2. Leverage your internal resources
  3. Make good pre-sale connections
  4. Ensure you are talking to people with influence

Show Agenda and Timestamps

  1. About Jamal Reimer & Saama [2:13]
  2. Secrets of landing mega deals [8:39]
  3. A word on authenticity [12:21]
  4. Tools to help close huge deals [16:39]
  5. How to know if you’re on track to close [21:25]
  6. Paying it forward [27:19]
  7. Sam’s Corner [29:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/367801/audio--242209--8936--18747--78482529-abc8-4eed-9868-f3cb1394483c.mp3?v=1643995296 Mon, 14 Feb 2022 10:15:00 -0800 2044 false Friday Fundamentals 158: Ashley Welch Friday Fundamentals 158: Ashley Welch Friday Fundamentals 158: Ashley Welch

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 158: Ashley Welch

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/365973/audio--240989--8936--18747--b30acbc5-51bf-496f-a6ec-8a193b8ca032.mp3?v=1643744955 Thu, 10 Feb 2022 21:00:00 -0800 336 false 195: 3 Steps to Focus on Your Customer’s Customer 195: 3 Steps to Focus on Your Customer’s Customer In this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness.

What You’ll Learn

  1. The importance of focusing on your customer’s customer
  2. True sales is about empathy
  3. Harnessing challenge into curiosity
  4. Ashley’s discovery-insight-acceleration framework

Show Agenda and Timestamps

  1. About Ashley Welch & Somersault Innovation [2:05]
  2. Bringing concepts of design thinking to sales [5:24]
  3. Step one: discovery [7:29]
  4. Step two: insight [14:03]
  5. Step three: acceleration [17:41]
  6. Paying it forward [25:16]
  7. Sam’s Corner [27:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Ashley Welch, Co-Founder at Somersault Innovation, where she leverages design thinking in sales coaching. Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness.

What You’ll Learn

  1. The importance of focusing on your customer’s customer
  2. True sales is about empathy
  3. Harnessing challenge into curiosity
  4. Ashley’s discovery-insight-acceleration framework

Show Agenda and Timestamps

  1. About Ashley Welch & Somersault Innovation [2:05]
  2. Bringing concepts of design thinking to sales [5:24]
  3. Step one: discovery [7:29]
  4. Step two: insight [14:03]
  5. Step three: acceleration [17:41]
  6. Paying it forward [25:16]
  7. Sam’s Corner [27:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/367759/audio--242183--8936--18747--421b45a1-3637-4856-ad8d-f217b6e6527a.mp3?v=1643989156 Mon, 07 Feb 2022 21:00:00 -0800 1870 false Friday Fundamentals 157: Nelson Gilliat Friday Fundamentals 157: Nelson Gilliat Friday Fundamentals 157: Nelson Gilliat

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 157: Nelson Gilliat

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/363808/audio--239503--8936--18747--873760dd-c19f-42c6-8a34-2e579549747b.mp3?v=1643325754 Thu, 03 Feb 2022 21:00:00 -0800 392 false 194: No More Quotas, No More Commission: Sales Without SDRs 194: No More Quotas, No More Commission: Sales Without SDRs In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.

What You’ll Learn

  1. The problems with the SDR to sales handoff
  2. The role of prospecting in a world without SDRs
  3. A better way to compensate instead of commission
  4. What buyer-centric revenue really means

Show Agenda and Timestamps

  1. About Nelson Gilliat & Brantr [2:11]
  2. Defining a predictable revenue model [4:07]
  3. Why prospecting sits apart from sales [6:59]
  4. The vision for buyer-centric revenue [15:38]
  5. A new perspective on commissions [19:36]
  6. Paying it forward [26:59]
  7. Sam’s Corner [29:04]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Nelson Gilliat, Demand Generation Manager at Brantr Media and Author of Death of the SDR, a book whose controversial central philosophy we discuss. Join us for a visionary conversation about getting rid of the SDR role and doing away with commission and what should replace them.

What You’ll Learn

  1. The problems with the SDR to sales handoff
  2. The role of prospecting in a world without SDRs
  3. A better way to compensate instead of commission
  4. What buyer-centric revenue really means

Show Agenda and Timestamps

  1. About Nelson Gilliat & Brantr [2:11]
  2. Defining a predictable revenue model [4:07]
  3. Why prospecting sits apart from sales [6:59]
  4. The vision for buyer-centric revenue [15:38]
  5. A new perspective on commissions [19:36]
  6. Paying it forward [26:59]
  7. Sam’s Corner [29:04]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/366312/audio--241221--8936--18747--fe08744f-4ff1-4f7f-b2e6-a53ee1d41ff2.mp3?v=1643813957 Wed, 02 Feb 2022 06:58:01 -0800 1918 false Friday Fundamentals 156: Jason Bay Friday Fundamentals 156: Jason Bay Friday Fundamentals 156: Jason Bay

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 156: Jason Bay

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/322031/audio--214911--8936--18747--3228e72a-7750-4d69-b75e-fb752681b57e.mp3?v=1642763660 Thu, 06 Jan 2022 22:00:00 -0800 478 false Your New 3-Part Framework for Cold Calling Your New 3-Part Framework for Cold Calling In this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.

What You’ll Learn

  1. What to use instead of the brute force approach
  2. The 3-part framework of identify, engage, create
  3. You’re trying to get a meeting, not a closing
  4. Jason’s take on omnichannel outreach, especially calling

Show Agenda and Timestamps

  1. About Jason Bay & Blissful Prospecting [1:52]
  2. What teams need to be doing for successful outbound [9:12]
  3. The 3-part outbound framework [10:58]
  4. KISS: Keep It Simple Sequencing [16:39]
  5. Ideal tools for great prospecting [24:18]
  6. Paying it forward [28:43]
  7. Sam’s Corner [33:24]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Jason Bay, Chief Prospecting Officer at Blissful Prospecting, a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework.

What You’ll Learn

  1. What to use instead of the brute force approach
  2. The 3-part framework of identify, engage, create
  3. You’re trying to get a meeting, not a closing
  4. Jason’s take on omnichannel outreach, especially calling

Show Agenda and Timestamps

  1. About Jason Bay & Blissful Prospecting [1:52]
  2. What teams need to be doing for successful outbound [9:12]
  3. The 3-part outbound framework [10:58]
  4. KISS: Keep It Simple Sequencing [16:39]
  5. Ideal tools for great prospecting [24:18]
  6. Paying it forward [28:43]
  7. Sam’s Corner [33:24]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/324111/audio--216202--8936--18747--dbe1825b-3544-4591-a518-d039b49eca34.mp3?v=1642764319 Mon, 03 Jan 2022 22:00:00 -0800 2099 false 192: The Holiday Mailbag - Sales Hacker Style 192: The Holiday Mailbag - Sales Hacker Style In the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022.

What You’ll Learn 

  1. Do sequences actually work?
  2. How to create a high performing sales team.
  3. Sam’s method for managing 1-on-1s
  4. Managing a role change for an underperforming sales manager
  5. Creating scaffolding images for your future projects and growth 

Show Agenda and Timestamps 

  1. One off emails vs sequences[3:18]
  2. Creating a high performance sales team [6:32]
  3. The importance of filling up sales days for all team members and creating a winning culture [7:09]
  4. Sam’s method for managing 1-on-1s [10:22]
  5. Managing to “want the red bicycle”[14:25]
  6. Sam’s piece of advice for 2021 and into 2022 [17:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In the final episode of the Sales Hacker Podcast for 2021, Sam Jacobs digs into the “mailbag” of great questions found in the Sales Hacker Community. Join us for holiday cheer and some great new ways to look at how you can excel at sales in 2022.

What You’ll Learn 

  1. Do sequences actually work?
  2. How to create a high performing sales team.
  3. Sam’s method for managing 1-on-1s
  4. Managing a role change for an underperforming sales manager
  5. Creating scaffolding images for your future projects and growth 

Show Agenda and Timestamps 

  1. One off emails vs sequences[3:18]
  2. Creating a high performance sales team [6:32]
  3. The importance of filling up sales days for all team members and creating a winning culture [7:09]
  4. Sam’s method for managing 1-on-1s [10:22]
  5. Managing to “want the red bicycle”[14:25]
  6. Sam’s piece of advice for 2021 and into 2022 [17:31]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/323782/audio--215988--8936--18747--71bd8243-03f4-4d58-8229-7ec174045de9.mp3?v=1642763845 Mon, 20 Dec 2021 22:00:00 -0800 1532 false Friday Fundamentals 155: Brian Troutschold Friday Fundamentals 155: Brian Troutschold Friday Fundamentals 155: Brian Troutschold

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 155: Brian Troutschold

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/317523/audio--212047--8936--18747--74572388-6df4-4e10-b373-1ee46ba81350.mp3?v=1642764442 Thu, 16 Dec 2021 22:00:00 -0800 541 false 191: Grow Your Startup Organically Outside of a Major Market 191: Grow Your Startup Organically Outside of a Major Market In this episode of the Sales Hacker Podcast, we have Brian Trautschold, Cofounder and COO at Ambition, a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance and organic growth outside of a major market.

What You’ll Learn 

  1. Perseverance is the key to gaining traction
  2. Benefits to growing your company in Chattanooga
  3. Baking an ecosystem of encouragement into your company
  4. Why gamification is such a powerful concept in sales 

Show Agenda and Timestamps 

  1. About Brian Trautschold & Ambition[2:15]
  2. The power of gamification [7:00]
  3. Advantages to growth outside a major market [15:30]
  4. Using available tools to strengthen culture [22:31]
  5. Paying it forward [28:25]
  6. Sam’s Corner [31:05]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Brian Trautschold, Cofounder and COO at Ambition, a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Join us for an inspiring conversation about perseverance and organic growth outside of a major market.

What You’ll Learn 

  1. Perseverance is the key to gaining traction
  2. Benefits to growing your company in Chattanooga
  3. Baking an ecosystem of encouragement into your company
  4. Why gamification is such a powerful concept in sales 

Show Agenda and Timestamps 

  1. About Brian Trautschold & Ambition[2:15]
  2. The power of gamification [7:00]
  3. Advantages to growth outside a major market [15:30]
  4. Using available tools to strengthen culture [22:31]
  5. Paying it forward [28:25]
  6. Sam’s Corner [31:05]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/321149/audio--214383--8936--18747--9a54b5d8-e358-4d9c-a200-251ae823226d.mp3?v=1642763717 Mon, 13 Dec 2021 22:00:00 -0800 2074 false Friday Fundamentals: 154 David Hershenson Friday Fundamentals: 154 David Hershenson Friday Fundamentals: 154 David Hershenson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals: 154 David Hershenson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/317462/audio--211999--8936--18747--0e85410d-a796-489f-b8a1-558c32157d07.mp3?v=1642392763 Thu, 09 Dec 2021 22:00:00 -0800 416 false 190: How to Control Your Internal Brand 190: How to Control Your Internal Brand In this episode of the Sales Hacker Podcast, we have David “Hersh” Hershenson, Chief of Staff at tray.io, a 20-year veteran of the high-growth world and one of the first 200 employees at Salesforce. Join us for a candid conversation about leveraging feedback to understand your internal brand.

What You’ll Learn

  1. What your internal brand is
  2. Seeking feedback from your coworkers
  3. Why it’s important to understand what people say about you
  4. How a mentor and a professional network can set you apart

Show Agenda and Timestamps

  1. About David Hershenson & tray.io[2:28]
  2. Hersh’s background/Salesforce years [7:12]
  3. Tips for setting goals of the right size [12:00]
  4. How to manage your career in the high-growth world [16:24]
  5. Building your internal brand [20:19]
  6. Paying it forward [27:41]
  7. Sam’s Corner [31:01]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have David “Hersh” Hershenson, Chief of Staff at tray.io, a 20-year veteran of the high-growth world and one of the first 200 employees at Salesforce. Join us for a candid conversation about leveraging feedback to understand your internal brand.

What You’ll Learn

  1. What your internal brand is
  2. Seeking feedback from your coworkers
  3. Why it’s important to understand what people say about you
  4. How a mentor and a professional network can set you apart

Show Agenda and Timestamps

  1. About David Hershenson & tray.io[2:28]
  2. Hersh’s background/Salesforce years [7:12]
  3. Tips for setting goals of the right size [12:00]
  4. How to manage your career in the high-growth world [16:24]
  5. Building your internal brand [20:19]
  6. Paying it forward [27:41]
  7. Sam’s Corner [31:01]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/315747/audio--210950--8936--18747--1de61574-30ba-4655-8fa6-076ba660fefa.mp3?v=1642764203 Mon, 06 Dec 2021 22:00:00 -0800 2165 false Friday Fundamentals 153: Kevin Yip Friday Fundamentals 153: Kevin Yip Friday Fundamentals 153: Kevin Yip

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 153: Kevin Yip

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/305893/audio--203682--8936--18747--fde3da3f-bbbf-4467-9f87-4f3ead2f4d65.mp3?v=1642763441 Thu, 02 Dec 2021 22:00:00 -0800 368 false 189: Meaningful Recognition: How to Show Your Employees That You Care 189: Meaningful Recognition: How to Show Your Employees That You Care In this episode of the Sales Hacker Podcast, we have Kevin Yip, COO & Co-Founder at Blueboard, an employee recognition company he founded after working 100-hour weeks without appreciation. Join us for a frank conversation about recognizing your employees’ achievements and rewarding them with experiences that matter.

What You’ll Learn 

  1. The rich reward of giving your employees personal experiences
  2. Building a company out of joy
  3. Learning what you’re good at as an entrepreneur
  4. Scaling to offer a community 

Show Agenda and Timestamps 

  1. About Kevin Yip & Blueboard [2:20]
  2. How burnout led to Kevin’s entrepreneurship [5:00]
  3. The surprising things about running a startup [12:25]
  4. How to scale sales & marketing [15:15]
  5. A philosophy for finding and keeping talent [19:00]
  6. Paying it forward [23:00]
  7. Sam’s Corner [26:20]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Kevin Yip, COO & Co-Founder at Blueboard, an employee recognition company he founded after working 100-hour weeks without appreciation. Join us for a frank conversation about recognizing your employees’ achievements and rewarding them with experiences that matter.

What You’ll Learn 

  1. The rich reward of giving your employees personal experiences
  2. Building a company out of joy
  3. Learning what you’re good at as an entrepreneur
  4. Scaling to offer a community 

Show Agenda and Timestamps 

  1. About Kevin Yip & Blueboard [2:20]
  2. How burnout led to Kevin’s entrepreneurship [5:00]
  3. The surprising things about running a startup [12:25]
  4. How to scale sales & marketing [15:15]
  5. A philosophy for finding and keeping talent [19:00]
  6. Paying it forward [23:00]
  7. Sam’s Corner [26:20]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/310927/audio--207855--8936--18747--0006d86e-b23f-49a5-9cc6-0f3e444b3b25.mp3?v=1642763848 Mon, 29 Nov 2021 22:00:00 -0800 1807 false Friday Fundamentals 152: Marley Majcher Friday Fundamentals 152: Marley Majcher Friday Fundamentals 152: Marley Majcher

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 152: Marley Majcher

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/305894/audio--203683--8936--18747--6c401a6d-212a-45b0-aa46-1c142309fe77.mp3?v=1642763448 Thu, 25 Nov 2021 22:00:00 -0800 437 false 188. Ask Yourself This: “But Am I Making Any Money?” 188. Ask Yourself This: “But Am I Making Any Money?” In this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a funny and insightful conversation about entrepreneurship, productivity, making money, and managing time.

What You’ll Learn

  1. Why SMB owners need to track their time
  2. Understanding your personal productivity cycles
  3. Bringing enthusiasm and good humor to your work
  4. Alpacas are not the same as Faroe sheep

Show Agenda and Timestamps

  1. About Marley Majcher & The Party Goddess [1:55]
  2. The origin story for Marley’s book [7:52]
  3. The mindset you need to develop about money & time [12:58]
  4. Event planning in the time of COVID-19 [19:20]
  5. An amazing story about an A-list celebrity and “strategic leakage” [23:08]
  6. Sam’s Corner [26:25]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a funny and insightful conversation about entrepreneurship, productivity, making money, and managing time.

What You’ll Learn

  1. Why SMB owners need to track their time
  2. Understanding your personal productivity cycles
  3. Bringing enthusiasm and good humor to your work
  4. Alpacas are not the same as Faroe sheep

Show Agenda and Timestamps

  1. About Marley Majcher & The Party Goddess [1:55]
  2. The origin story for Marley’s book [7:52]
  3. The mindset you need to develop about money & time [12:58]
  4. Event planning in the time of COVID-19 [19:20]
  5. An amazing story about an A-list celebrity and “strategic leakage” [23:08]
  6. Sam’s Corner [26:25]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/306353/audio--204001--8936--18747--114c9e0b-5d4a-49a8-a57c-5cb7c48a89e2.mp3?v=1642763328 Sun, 21 Nov 2021 22:00:00 -0800 1852 false Friday Fundamentals 151: Veronika Reiderle Friday Fundamentals 151: Veronika Reiderle Friday Fundamentals 151: Veronika Reiderle

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 151: Veronika Reiderle

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/300937/audio--200462--8936--18747--e375a2c3-2e28-476e-9e8b-483fcd2345cc.mp3?v=1642763045 Thu, 18 Nov 2021 22:00:00 -0800 408 false 187: Category Creation & What Sets You Apart From Competitors 187: Category Creation & What Sets You Apart From Competitors In this episode of the Sales Hacker Podcast, we have Veronika Riederle, Co-Founder & CEO at Demodesk, a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. Join us for a stunning conversation about why now is the perfect time to found a company and create a new category.

What You’ll Learn

  1. What’s surprising about starting a company today
  2. The virtual meeting space has barely begun to evolve
  3. Articulating your product in a way that creates a category
  4. How to differentiate in a crowded environment

Show Agenda and Timestamps

  1. About Veronika Riederle & Demodesk [2:20]
  2. What’s surprising about founding a company today [8:25]
  3. Why we should disrupt human communication [13:08]
  4. Differentiating your company in a competitive environment [15:30]
  5. Making gender in leadership a less controversial topic [22:45]
  6. Paying it forward [24:50]
  7. Sam’s Corner [27:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Veronika Riederle, Co-Founder & CEO at Demodesk, a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. Join us for a stunning conversation about why now is the perfect time to found a company and create a new category.

What You’ll Learn

  1. What’s surprising about starting a company today
  2. The virtual meeting space has barely begun to evolve
  3. Articulating your product in a way that creates a category
  4. How to differentiate in a crowded environment

Show Agenda and Timestamps

  1. About Veronika Riederle & Demodesk [2:20]
  2. What’s surprising about founding a company today [8:25]
  3. Why we should disrupt human communication [13:08]
  4. Differentiating your company in a competitive environment [15:30]
  5. Making gender in leadership a less controversial topic [22:45]
  6. Paying it forward [24:50]
  7. Sam’s Corner [27:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/306601/audio--204174--8936--18747--0650fba3-59a9-4447-b37f-7b23f5528e25.mp3?v=1642763445 Mon, 15 Nov 2021 22:00:00 -0800 1879 false Friday Fundamentals 150: Gianna Scorsone Friday Fundamentals 150: Gianna Scorsone Friday Fundamentals 150: Gianna Scorsone

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 150: Gianna Scorsone

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/299233/audio--199400--8936--18747--117218d4-0da4-46e0-aa17-a7fdd8158343.mp3?v=1642762736 Thu, 11 Nov 2021 22:00:00 -0800 509 false Return to Work: Offering the Maximum Flexible Option Return to Work: Offering the Maximum Flexible Option In this episode of the Sales Hacker Podcast, we have Gianna Scorsone, GM/Head of North America at Aircall, where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Join us for a rich conversation about answering to your employees and hearing their need for flexible return-to-work options.

What You’ll Learn

  1. Servant leadership means listening to your people
  2. Culture changes with every person who joins the team
  3. How to provide compete return-to-work flexibility
  4. Revising policies to support mental health

Show Agenda and Timestamps

  1. About Gianna Scorsone & Aircall [2:00]
  2. Gianna’s origin story in sales [4:50]
  3. How Aircall tackles the return to work [11:15]
  4. Supporting mental health with flexible policies [16:40]
  5. Building a culture that drives business outcomes [20:30]
  6. Paying it forward [24:20]
  7. Sam’s Corner [27:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Gianna Scorsone, GM/Head of North America at Aircall, where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Join us for a rich conversation about answering to your employees and hearing their need for flexible return-to-work options.

What You’ll Learn

  1. Servant leadership means listening to your people
  2. Culture changes with every person who joins the team
  3. How to provide compete return-to-work flexibility
  4. Revising policies to support mental health

Show Agenda and Timestamps

  1. About Gianna Scorsone & Aircall [2:00]
  2. Gianna’s origin story in sales [4:50]
  3. How Aircall tackles the return to work [11:15]
  4. Supporting mental health with flexible policies [16:40]
  5. Building a culture that drives business outcomes [20:30]
  6. Paying it forward [24:20]
  7. Sam’s Corner [27:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/305629/audio--203490--8936--18747--c4df65b7-89b2-4736-99d7-2b924e75a5d1.mp3?v=1642763379 Mon, 08 Nov 2021 22:00:00 -0800 1891 false Friday Fundamentals 149: Appy Choudhary Friday Fundamentals 149: Appy Choudhary Friday Fundamentals 149: Appy Choudhary

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 149: Appy Choudhary

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/299231/audio--199398--8936--18747--0d893944-e052-4195-90f3-7d0131ed368d.mp3?v=1642762731 Thu, 04 Nov 2021 22:00:00 -0700 370 false 185: The Key Is Personalization at Scale 185: The Key Is Personalization at Scale In this episode of the Sales Hacker Podcast, we have Appy Choudhary, Head of Sales Development at Blend, where he has built and leads AE and SDR teams as a sales leader with nearly 15 years of experience. Join us for an authentic conversation about applying sales leadership to building SDR teams — and the role of personalization in generating opportunities.

What You’ll Learn

  1. Personalization makes a difference in prospect response
  2. Video mail and messaging is a huge personalization aid
  3. The SDR role is all about learning and being coachable
  4. Hiring people early to tech sales is ultra rewarding

Show Agenda and Timestamps

  1. About Appy Choudhary & Blend [1:50]
  2. A sales leader’s hiring process [6:02]
  3. Using personalization and creativity to drive responses [9:05]
  4. The unexpected in sales leadership [13:30]
  5. Advice about generating opportunities [19:30]
  6. Paying it forward [20:53]
  7. Sam’s Corner [22:17]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Appy Choudhary, Head of Sales Development at Blend, where he has built and leads AE and SDR teams as a sales leader with nearly 15 years of experience. Join us for an authentic conversation about applying sales leadership to building SDR teams — and the role of personalization in generating opportunities.

What You’ll Learn

  1. Personalization makes a difference in prospect response
  2. Video mail and messaging is a huge personalization aid
  3. The SDR role is all about learning and being coachable
  4. Hiring people early to tech sales is ultra rewarding

Show Agenda and Timestamps

  1. About Appy Choudhary & Blend [1:50]
  2. A sales leader’s hiring process [6:02]
  3. Using personalization and creativity to drive responses [9:05]
  4. The unexpected in sales leadership [13:30]
  5. Advice about generating opportunities [19:30]
  6. Paying it forward [20:53]
  7. Sam’s Corner [22:17]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/301255/audio--200745--8936--18747--6a93a623-d26a-4335-a609-6ac1c8dd5198.mp3?v=1642763104 Mon, 01 Nov 2021 22:00:00 -0700 1595 false Friday Fundamentals 148: Kerry Hudson Friday Fundamentals 148: Kerry Hudson Friday Fundamentals 148: Kerry Hudson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 148: Kerry Hudson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/297455/audio--198430--8936--18747--31a0a0b8-22d9-44e5-ae51-33b9bf011f73.mp3?v=1642762824 Thu, 28 Oct 2021 22:00:00 -0700 263 false 184: Mastering the 2 Ps: People & Process 184: Mastering the 2 Ps: People & Process In this episode of the Sales Hacker Podcast, we have Kerry Hudson, VP of Commercial Sales at Conga, a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers.

What You’ll Learn

  1. Discovering your passion, not following it
  2. A systemic approach to finding diverse candidates
  3. Taking a bet on talent, enthusiasm, and potential
  4. How the sales process has changed in the last 18+ months

Show Agenda and Timestamps

  1. About Kerry Hudson & Conga [1:45]
  2. Kerry’s career journey into leadership [4:25]
  3. Misconceptions about sales leadership [7:06]
  4. All about diversity hiring [10:59]
  5. Why you should track the 2 Ps [13:15]
  6. Changes in today’s sales process [16:48]
  7. Paying it forward [20:29]
  8. Sam’s Corner [23:08]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Kerry Hudson, VP of Commercial Sales at Conga, a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers.

What You’ll Learn

  1. Discovering your passion, not following it
  2. A systemic approach to finding diverse candidates
  3. Taking a bet on talent, enthusiasm, and potential
  4. How the sales process has changed in the last 18+ months

Show Agenda and Timestamps

  1. About Kerry Hudson & Conga [1:45]
  2. Kerry’s career journey into leadership [4:25]
  3. Misconceptions about sales leadership [7:06]
  4. All about diversity hiring [10:59]
  5. Why you should track the 2 Ps [13:15]
  6. Changes in today’s sales process [16:48]
  7. Paying it forward [20:29]
  8. Sam’s Corner [23:08]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/300008/audio--199879--8936--18747--7f86a717-ae69-4317-ad56-f6ddb38de9f8.mp3?v=1642762997 Mon, 25 Oct 2021 22:00:00 -0700 1702 false Friday Fundamentals 147: Tom Glason Friday Fundamentals 147: Tom Glason Friday Fundamentals 147: Tom Glason

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 147: Tom Glason

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/295605/audio--197130--8936--18747--06ba8c0c-6e4c-47cc-90ab-59c6822aa976.mp3?v=1642762518 Thu, 21 Oct 2021 22:00:00 -0700 480 false 183: Dear Sales Team, Set Your Own Quotas 183: Dear Sales Team, Set Your Own Quotas In this episode of the Sales Hacker Podcast, we have Tom Glason , Cofounder & CEO at Scalewise , a platform that provides scale ups with flexible access to world-class revenue expertise. Join us for an insightful conversation on lessons from over 20 years in B2B sales tech and how to support teams and leaders in achieving their professional potential.

What You’ll Learn 

- How to take control of your career by doing due diligence

- Telling your sales team to set their own targets

- The role of autonomy, mastery, and purpose in motivating people

- The biggest mistakes early stage venture-backed companies make

Show Agenda and Timestamps

- About Tom Glason & Scalewise [4:15]

- Mistakes of early stage companies [7:50]

- A deep dive into Tom’s career of leadership [10:06]

- Why you should do due diligence before joining [20:28]

- Should reps set their own targets? Yes [25:51]

- Paying it forward [31:05]

- Sam’s Corner [33:27]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Tom Glason , Cofounder & CEO at Scalewise , a platform that provides scale ups with flexible access to world-class revenue expertise. Join us for an insightful conversation on lessons from over 20 years in B2B sales tech and how to support teams and leaders in achieving their professional potential.

What You’ll Learn 

- How to take control of your career by doing due diligence

- Telling your sales team to set their own targets

- The role of autonomy, mastery, and purpose in motivating people

- The biggest mistakes early stage venture-backed companies make

Show Agenda and Timestamps

- About Tom Glason & Scalewise [4:15]

- Mistakes of early stage companies [7:50]

- A deep dive into Tom’s career of leadership [10:06]

- Why you should do due diligence before joining [20:28]

- Should reps set their own targets? Yes [25:51]

- Paying it forward [31:05]

- Sam’s Corner [33:27]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/294271/audio--196318--8936--18747--55c8091d-0008-4876-9fa4-6abcef9900ab.mp3?v=1642762891 Mon, 18 Oct 2021 22:00:00 -0700 2200 false Friday Fundamentals 146: Michelle Pietsch Friday Fundamentals 146: Michelle Pietsch Friday Fundamentals 146: Michelle Pietsch

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 146: Michelle Pietsch

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/285616/audio--190323--8936--18747--abf83f1a-d07e-4921-8570-e7e621a002f3.mp3?v=1642761490 Fri, 15 Oct 2021 01:00:00 -0700 256 false 182: Build a Sales Team from the Ground Up w/ Michelle Pietsch 182: Build a Sales Team from the Ground Up w/ Michelle Pietsch In this episode of the Sales Hacker Podcast, we have Michelle Pietsch , VP of Revenue at Dooly , which streamlines sales workflow and saves reps 5+ hours per week. Join us for a standout conversation on building sales teams from the ground up at high-growth startups.

What You’ll Learn 

- How to handle massive growth expectations

- The importance of investing in infrastructure in the team

- Hiring SDRs to create demand

- Why the discovery process is always an improvement area

Show Agenda and Timestamps

- About Michelle Pietsch & Dooly [2:10]

- Building sales teams from the ground up [8:08]

- Being in the early growth stage with sales [11:15]

- Effectively coaching reps for improved performance [16:40]

-Improving the discovery process [18:57]

- Paying it forward [25:10]

- Sam’s Corner [27:01]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Michelle Pietsch , VP of Revenue at Dooly , which streamlines sales workflow and saves reps 5+ hours per week. Join us for a standout conversation on building sales teams from the ground up at high-growth startups.

What You’ll Learn 

- How to handle massive growth expectations

- The importance of investing in infrastructure in the team

- Hiring SDRs to create demand

- Why the discovery process is always an improvement area

Show Agenda and Timestamps

- About Michelle Pietsch & Dooly [2:10]

- Building sales teams from the ground up [8:08]

- Being in the early growth stage with sales [11:15]

- Effectively coaching reps for improved performance [16:40]

-Improving the discovery process [18:57]

- Paying it forward [25:10]

- Sam’s Corner [27:01]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/287227/audio--191452--8936--18747--51020692-7091-4984-91b7-6e3092ae1f7a.mp3?v=1642761748 Mon, 11 Oct 2021 22:00:00 -0700 1904 false Friday Fundamentals 145: Keegan Riley Friday Fundamentals 145: Keegan Riley Friday Fundamentals 145: Keegan Riley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 145: Keegan Riley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/289147/audio--192640--8936--18747--839c9176-f230-4823-9a70-6273e08d7bf1.mp3?v=1642762437 Thu, 07 Oct 2021 21:00:00 -0700 730 false 181: Facing Adversity w/ a Growth Mindset 181: Facing Adversity w/ a Growth Mindset In this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a growth mindset.

Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

  • How Keegan fell into B2B tech sales
  • Creating a context for people to succeed
  • Facing adversity with a growth mindset
  • Finding joy in life with passion and perseverance

Show Agenda and Timestamps

  • About Baba Brinkman & Event Rap [3:39]
  • About Keegan Riley & Sysdig [7:02]
  • Leadership learnings from massive company growth [18:09]
  • Job training beyond college: a growth mindset [22:33]
  • Facing adversity with courage and joy [24:39]
  • Music by Baba Brinkman [33:12]
  • Sam’s Corner [38:47]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Keegan Riley , CRO at Sysdig,a cybersecurity startup, and philanthropist on the St. Jude Chicago Advisory Council. Join us for a raw and personal conversation on leadership, adversity, grit, and a growth mindset.

Bonus: In this episode, we hear music from Baba Brinkman, Founder at Event Rap .

What You’ll Learn

  • How Keegan fell into B2B tech sales
  • Creating a context for people to succeed
  • Facing adversity with a growth mindset
  • Finding joy in life with passion and perseverance

Show Agenda and Timestamps

  • About Baba Brinkman & Event Rap [3:39]
  • About Keegan Riley & Sysdig [7:02]
  • Leadership learnings from massive company growth [18:09]
  • Job training beyond college: a growth mindset [22:33]
  • Facing adversity with courage and joy [24:39]
  • Music by Baba Brinkman [33:12]
  • Sam’s Corner [38:47]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/288820/audio--192407--8936--18747--ead48e00-8878-49f7-b0b1-8df2a5e79816.mp3?v=1642389606 Mon, 04 Oct 2021 21:00:00 -0700 2608 false Friday Fundamentals 144: Hakim Myers Friday Fundamentals 144: Hakim Myers Friday Fundamentals 144: Hakim Myers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 144: Hakim Myers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/283211/audio--188750--8936--18747--d1fe59d1-10c3-4a2d-8932-14d0b94bd805.mp3?v=1642761520 Thu, 30 Sep 2021 22:00:00 -0700 270 false 180: Talent Retention w/ Whole-Person Benefits Package 180: Talent Retention w/ Whole-Person Benefits Package In this episode of the Sales Hacker Podcast, we have Hakim Myers, Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm.

What You’ll Learn 

- How to convince people to work for your company

- Why attrition and retention matter so much right now

- The talent search in the startup environment

- Powerful benefits that employers need to offer

Show Agenda and Timestamps

- About Hakim Myers & Nextdoor [2:00]

- Key lessons from a business recruiter [8:30]

- The hardest job market in a decade [10:20]

- The startup environment & powerful employee benefits [12:25]

- People analytics: What employees want [15:45]

- The biggest talent challenge for companies [20:08]

- Sam’s Corner [21:36]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Hakim Myers, Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm.

What You’ll Learn 

- How to convince people to work for your company

- Why attrition and retention matter so much right now

- The talent search in the startup environment

- Powerful benefits that employers need to offer

Show Agenda and Timestamps

- About Hakim Myers & Nextdoor [2:00]

- Key lessons from a business recruiter [8:30]

- The hardest job market in a decade [10:20]

- The startup environment & powerful employee benefits [12:25]

- People analytics: What employees want [15:45]

- The biggest talent challenge for companies [20:08]

- Sam’s Corner [21:36]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/285358/audio--190144--8936--18747--bba78120-8ff3-43e4-9f58-f65656bab726.mp3?v=1642762259 Mon, 27 Sep 2021 22:00:00 -0700 1505 false Friday Fundamentals 143: Paula Shannon Friday Fundamentals 143: Paula Shannon Friday Fundamentals 143: Paula Shannon

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 143: Paula Shannon

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/270079/audio--176033--8936--18747--ef80d74b-eeb9-4020-b20a-207c288df095.mp3?v=1642760505 Fri, 24 Sep 2021 01:00:00 -0700 249 false 179: Cultural Insight on Operating a Regional Office w/ Paula Shannon 179: Cultural Insight on Operating a Regional Office w/ Paula Shannon In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership.

What You’ll Learn 

- How to open a regional office

- When to use functional heads in lines of reporting

- The importance of understanding company finances

- What has changed in sales over the last two decades

Show Agenda and Timestamps

About Paula Shannon & Lilt [3:02]

The mandate of a chief evangelist [8:10]

Adapting sales processes internationally [12:02]

2 recent changes in consumers and sales [19:14]

Advice to today’s young workers [23:47]

Paying it forward: Shout-outs [30:03]

Sam’s Corner [34:11]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership.

What You’ll Learn 

- How to open a regional office

- When to use functional heads in lines of reporting

- The importance of understanding company finances

- What has changed in sales over the last two decades

Show Agenda and Timestamps

About Paula Shannon & Lilt [3:02]

The mandate of a chief evangelist [8:10]

Adapting sales processes internationally [12:02]

2 recent changes in consumers and sales [19:14]

Advice to today’s young workers [23:47]

Paying it forward: Shout-outs [30:03]

Sam’s Corner [34:11]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/281204/audio--187471--8936--18747--a7008dff-30dd-4413-a339-38e11b499dcd.mp3?v=1642761553 Mon, 20 Sep 2021 22:00:00 -0700 2231 false Friday Fundamentals 142: Amy Frampton Friday Fundamentals 142: Amy Frampton Friday Fundamentals 142: Amy Frampton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 142: Amy Frampton

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/270071/audio--175702--8936--18747--f55d54fd-9394-4e02-a08c-7418a7ecfde0.mp3?v=1642760507 Thu, 16 Sep 2021 22:00:00 -0700 347 false 178. Why SDRs Should Report to Marketing w/ Amy Frampton 178. Why SDRs Should Report to Marketing w/ Amy Frampton In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15- year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding.

What You’ll Learn 

- Why trust is integral to chiefs of staff

- Who sales development should report to (spoiler: it’s marketing)

- The importance of employer brand

- Being intentional about employee satisfaction

Show Agenda and Timestamps

About Amy Frampton & Bamboo HR [3:13]

Quick aside: What a chief of staff does [9:46]

Changes in marketing in the last 15 years [13:08]

Who should sales development report to? [15:20]

Employer branding & employee satisfaction [20:51]

Paying it forward: Shout-outs [26:48]

Sam’s Corner [29:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Amy Frampton , Head of Marketing at BambooHR and 15- year marketing veteran. Join us for a hilarious conversation about what’s changed in marketing lately, brushing shoulders with Marshawn Lynch, poaching SDRs and AEs from sales, and tips for employer branding.

What You’ll Learn 

- Why trust is integral to chiefs of staff

- Who sales development should report to (spoiler: it’s marketing)

- The importance of employer brand

- Being intentional about employee satisfaction

Show Agenda and Timestamps

About Amy Frampton & Bamboo HR [3:13]

Quick aside: What a chief of staff does [9:46]

Changes in marketing in the last 15 years [13:08]

Who should sales development report to? [15:20]

Employer branding & employee satisfaction [20:51]

Paying it forward: Shout-outs [26:48]

Sam’s Corner [29:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/275880/audio--180538--8936--18747--87fb2dd2-ef6e-4875-8463-be2ac39e790b.mp3?v=1642760880 Mon, 13 Sep 2021 22:00:00 -0700 1920 false Friday Fundamentals 141: Moeed Amin Friday Fundamentals 141: Moeed Amin In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

1) Why sales is about trustworthiness

2) Why Moeed says cold calls are horsesh*t

3) Integrating your personal and work life to increase transparency

4) Common ways that sellers fail to build trust

Show Agenda and Timestamps

1) About Moeed Amin & Proverbial Door [2:40]

2) What neuroscience teaches about buyer decisions [11:17]

3) Ways to establish trust with customers [14:39]

4) Why you should audit your personal life for trustworthiness [21:45]

5) Common mistakes sellers make that break trust [25:00]

6) Sam’s Corner [31:55]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

1) Why sales is about trustworthiness

2) Why Moeed says cold calls are horsesh*t

3) Integrating your personal and work life to increase transparency

4) Common ways that sellers fail to build trust

Show Agenda and Timestamps

1) About Moeed Amin & Proverbial Door [2:40]

2) What neuroscience teaches about buyer decisions [11:17]

3) Ways to establish trust with customers [14:39]

4) Why you should audit your personal life for trustworthiness [21:45]

5) Common mistakes sellers make that break trust [25:00]

6) Sam’s Corner [31:55]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/269645/audio--175693--8936--18747--6945c619-904d-4ef9-a188-f1e9008f3b3f.mp3?v=1642760582 Thu, 09 Sep 2021 22:00:00 -0700 495 false 177. Trust-Building Strategies Every Seller Should Own w/ Moeed Amin 177. Trust-Building Strategies Every Seller Should Own w/ Moeed Amin In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

- Why sales is about trustworthiness

- Why Moeed says cold calls are horsesh*t

- Integrating your personal and work life to increase transparency

- Common ways that sellers fail to build trust

Show Agenda and Timestamps

- About Moeed Amin & Proverbial Door [2:40]

- What neuroscience teaches about buyer decisions [11:17]

- Ways to establish trust with customers [14:39]

- Why you should audit your personal life for trustworthiness [21:45]

- Common mistakes sellers make that break trust [25:00]

- Sam’s Corner [31:55]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make.

What You’ll Learn

- Why sales is about trustworthiness

- Why Moeed says cold calls are horsesh*t

- Integrating your personal and work life to increase transparency

- Common ways that sellers fail to build trust

Show Agenda and Timestamps

- About Moeed Amin & Proverbial Door [2:40]

- What neuroscience teaches about buyer decisions [11:17]

- Ways to establish trust with customers [14:39]

- Why you should audit your personal life for trustworthiness [21:45]

- Common mistakes sellers make that break trust [25:00]

- Sam’s Corner [31:55]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/275371/audio--176632--8936--18747--0a39bf7a-58fd-414b-9bb0-285ba13c9144.mp3?v=1642760978 Mon, 06 Sep 2021 22:00:00 -0700 2118 false Friday Fundamentals 140: Ajit Ghumar Friday Fundamentals 140: Ajit Ghumar Fundamental Fridays 140: Ajit Ghumar

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Fundamental Fridays 140: Ajit Ghumar

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/268131/audio--174708--8936--18747--196ec069-960b-4af3-bc4d-715ba8f53649.mp3?v=1642760489 Thu, 02 Sep 2021 22:00:00 -0700 339 false 176. How to Rock Product Marketing w/ Ajit Ghuman 176. How to Rock Product Marketing w/ Ajit Ghuman In this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and why the truth is better than feeling good.

What You’ll Learn

- The role of product marketing, perfectly summarized

- Why pricing is too often an afterthought

- How to make pricing decisions upstream

- The importance of truth telling

Show Agenda and Timestamps

- About Ajit Ghuman & Narvar [3:40]

- The role of product marketing [5:30]

- A pricing philosophy that works [8:55]

- The relationship between price & customer satisfaction [14:15]

- Why truth trumps feeling good [22:28]

- Paying it forward: shout-outs [27:16]

- Sam’s Corner [29:40]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and why the truth is better than feeling good.

What You’ll Learn

- The role of product marketing, perfectly summarized

- Why pricing is too often an afterthought

- How to make pricing decisions upstream

- The importance of truth telling

Show Agenda and Timestamps

- About Ajit Ghuman & Narvar [3:40]

- The role of product marketing [5:30]

- A pricing philosophy that works [8:55]

- The relationship between price & customer satisfaction [14:15]

- Why truth trumps feeling good [22:28]

- Paying it forward: shout-outs [27:16]

- Sam’s Corner [29:40]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/281245/audio--176631--8936--18747--b03045ce-ba02-4c9d-843a-4f598d42a687.mp3?v=1642761607 Mon, 30 Aug 2021 22:00:00 -0700 1926 false Friday Fundamentals 139: Jean Ayoub Friday Fundamentals 139: Jean Ayoub Friday Fundamentals 139: Jean Ayoub

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 139: Jean Ayoub

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/267583/audio--174319--8936--18747--720466a7-c39c-4b58-bf99-1bde97ea344c.mp3?v=1642760261 Thu, 26 Aug 2021 22:00:00 -0700 321 false 175. Protecting Migrant Children: International Social Service w/ Jean Ayoub 175. Protecting Migrant Children: International Social Service w/ Jean Ayoub In this episode of the Sales Hacker Podcast, we have Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us for a convicting conversation about some of the challenges facing workers who reunite children with families and how sales plays into their success.

What You’ll Learn

  1. What ISS is and the work it does
  2. Challenges that advocates for migrant children face
  3. How Jean came to work with nonprofits
  4. Fundraising, financing, sales skills, and advocacy awareness

Show Agenda and Timestamps

  1. About Jean Ayoub & ISS [4:50]
  2. Challenges facing advocates for migrant children [10:14]
  3. Jean’s love for nonprofits [13:28]
  4. Migratory patterns and causes for separation [15:48]
  5. How sales is present in nonprofits [19:45]
  6. Sam’s Corner [26:03] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us for a convicting conversation about some of the challenges facing workers who reunite children with families and how sales plays into their success.

What You’ll Learn

  1. What ISS is and the work it does
  2. Challenges that advocates for migrant children face
  3. How Jean came to work with nonprofits
  4. Fundraising, financing, sales skills, and advocacy awareness

Show Agenda and Timestamps

  1. About Jean Ayoub & ISS [4:50]
  2. Challenges facing advocates for migrant children [10:14]
  3. Jean’s love for nonprofits [13:28]
  4. Migratory patterns and causes for separation [15:48]
  5. How sales is present in nonprofits [19:45]
  6. Sam’s Corner [26:03] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/280315/audio--175116--8936--18747--44a96347-ab39-4965-8b17-0ed1f85cbba0.mp3?v=1642761473 Tue, 24 Aug 2021 01:00:00 -0700 1905 false Friday Fundamentals 138: Tom Stern Friday Fundamentals 138: Tom Stern Friday Fundamentals 138: Tom Stern

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 138: Tom Stern

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/262373/audio--170796--8936--18747--168b7046-c0fe-4117-81b7-39eb4f3ed85c.mp3?v=1642759904 Fri, 20 Aug 2021 01:00:00 -0700 579 false 174. Mastering Sales Expression: Use Your Voice to Create Connection w/ Tom Stern 174. Mastering Sales Expression: Use Your Voice to Create Connection w/ Tom Stern In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.

What You’ll Learn

  1. Voice, tone, and language manipulation techniques
  2. How sales expression relates to human empowerment
  3. Investigating the story you tell about yourself
  4. The role of fear in sales

Show Agenda and Timestamps

  1. About Tom Stern & Stern Executive Search [4:16]
  2. What sales expression means [11:38]
  3. Using mirroring to close a deal [19:51]
  4. Listening, absorbing, synthesizing [26:50]
  5. Paying it forward: shout-outs [31:09]
  6. Sam’s Corner [36:03]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.

What You’ll Learn

  1. Voice, tone, and language manipulation techniques
  2. How sales expression relates to human empowerment
  3. Investigating the story you tell about yourself
  4. The role of fear in sales

Show Agenda and Timestamps

  1. About Tom Stern & Stern Executive Search [4:16]
  2. What sales expression means [11:38]
  3. Using mirroring to close a deal [19:51]
  4. Listening, absorbing, synthesizing [26:50]
  5. Paying it forward: shout-outs [31:09]
  6. Sam’s Corner [36:03]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/280314/audio--173959--8936--18747--e39de7d5-2096-4296-9a00-83a8cab0b071.mp3?v=1642761485 Tue, 17 Aug 2021 01:00:00 -0700 2405 false Friday Fundamentals 137: Keith Daw Friday Fundamentals 137: Keith Daw Friday Fundamentals 137: Keith Daw 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 137: Keith Daw 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/262139/audio--170658--8936--18747--39291934-c3da-4fae-bb8d-11699f48bf06.mp3?v=1642759883 Fri, 13 Aug 2021 01:15:00 -0700 415 false 173. Training Leaders Who Create Other Leaders w/ Keith Daw 173. Training Leaders Who Create Other Leaders w/ Keith Daw In this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.

What You’ll Learn

  1. Know why you’re training your team before you start
  2. Keep the four S’s in mind when setting goals
  3. Create a personal, customized learning path
  4. Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

  1. Keith Daw & McDonell Consulting [3:21]
  2. Training during the last 15+ months [10:43]
  3. Dos and don’ts on training the 4 S’s [14:04]
  4. Key ingredients for great leaders [20:17]
  5. Paying it forward: shout-outs [25:14]
  6. Sam’s Corner [28:12]
     

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.

What You’ll Learn

  1. Know why you’re training your team before you start
  2. Keep the four S’s in mind when setting goals
  3. Create a personal, customized learning path
  4. Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

  1. Keith Daw & McDonell Consulting [3:21]
  2. Training during the last 15+ months [10:43]
  3. Dos and don’ts on training the 4 S’s [14:04]
  4. Key ingredients for great leaders [20:17]
  5. Paying it forward: shout-outs [25:14]
  6. Sam’s Corner [28:12]
     

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/264497/audio--172227--8936--18747--ce5a07b0-9306-46af-bee4-229204e5ec3c.mp3?v=1642760085 Tue, 10 Aug 2021 01:00:00 -0700 1817 false Friday Fundamentals 136: Ryan Staley Friday Fundamentals 136: Ryan Staley Friday Fundamentals 136: Ryan Staley 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 136: Ryan Staley 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/269691/audio--170788--8936--18747--cce7e810-3353-47bd-a913-bcbcdd60e30b.mp3?v=1642760647 Fri, 06 Aug 2021 01:00:00 -0700 2152 false 172. How to Build Out Your Up Market Strategy w/ Ryan Staley 172. How to Build Out Your Up Market Strategy w/ Ryan Staley In this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.

What You’ll Learn

  1. Framing the economic impact of moving upmarket
  2. Why companies should verticalize
  3. Building an enterprise sales motion gradually
  4. Strategies for raising money… or not

Show Agenda and Timestamps

  1. Ryan Staley & Whale Scale [3:15]
  2. Your biggest enterprise sales mistake [7:23]
  3. Implementing a winning deals-tracking system [14:30]
  4. Why your org doesn’t need funding [18:26]
  5. Paying it forward: shout-outs [28:55]
  6. Sam’s Corner [32:46] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.

What You’ll Learn

  1. Framing the economic impact of moving upmarket
  2. Why companies should verticalize
  3. Building an enterprise sales motion gradually
  4. Strategies for raising money… or not

Show Agenda and Timestamps

  1. Ryan Staley & Whale Scale [3:15]
  2. Your biggest enterprise sales mistake [7:23]
  3. Implementing a winning deals-tracking system [14:30]
  4. Why your org doesn’t need funding [18:26]
  5. Paying it forward: shout-outs [28:55]
  6. Sam’s Corner [32:46] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/262136/audio--170655--8936--18747--7aa32587-fa07-453e-a8cf-0501a5b10793.mp3?v=1642759937 Tue, 03 Aug 2021 01:00:00 -0700 2145 false Friday Fundamentals 135: Anjulika Saini Friday Fundamentals 135: Anjulika Saini Friday Fundamentals 135: Anjulika Saini

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 135: Anjulika Saini

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/261256/audio--170058--8936--18747--4c7dd11b-2a5e-4786-b851-d08b43c4d68d.mp3?v=1642759794 Thu, 29 Jul 2021 23:41:38 -0700 208 false Revenue Innovators: The Future of Leadership in RevOps Revenue Innovators: The Future of Leadership in RevOps This episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player.

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.

In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.

In this episode we discuss:

  • Why RevOps is blowing integration out of the water
  • How to invest in data that actually drives insights
  • The ideal attributes of RevOps leaders
  • Peacemaking among departments (aka alignment)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This episode is from our sister podcast, Revenue Innovators. For more episodes like this, subscribe to Revenue Innovators in your favorite podcast player.

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.

In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.

In this episode we discuss:

  • Why RevOps is blowing integration out of the water
  • How to invest in data that actually drives insights
  • The ideal attributes of RevOps leaders
  • Peacemaking among departments (aka alignment)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/260357/audio--169481--8936--18747--e4eeab91-e033-4742-a836-b1e3de891349.mp3?v=1642759761 Tue, 27 Jul 2021 23:14:17 -0700 2072 false 171. How to Hire Salespeople with the Future in Mind w/ Anjulika Saini 171. How to Hire Salespeople with the Future in Mind w/ Anjulika Saini In this episode of the Sales Hacker Podcast, we have Anjulika Saini, a sales leader helping drive new business for LinkedIn Sales Navigator. Join us for a great conversation about Anjulika’s career, how she discovered that she wanted to get into sales, the qualities that make successful salespeople, and hiring with the future in mind.

What You’ll Learn

  1. The importance of curiosity in sales
  2. Selling is relationship-based
  3. Finding a job that gives you energy
  4. Hiring with the future in mind
  5. Everyone has something to teach you

Show Agenda and Timestamps

  1. Anjulika Saini & LinkedIn Sales Navigator [2:26]
  2. Moving from individual contributor into leadership [10:18]
  3. Strategies for today’s sales teams [13:13]
  4. Principles of team leadership [14:58]
  5. Talent development & hiring on potential [17:11]
  6. Sam’s Corner [23:42]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker Podcast, we have Anjulika Saini, a sales leader helping drive new business for LinkedIn Sales Navigator. Join us for a great conversation about Anjulika’s career, how she discovered that she wanted to get into sales, the qualities that make successful salespeople, and hiring with the future in mind.

What You’ll Learn

  1. The importance of curiosity in sales
  2. Selling is relationship-based
  3. Finding a job that gives you energy
  4. Hiring with the future in mind
  5. Everyone has something to teach you

Show Agenda and Timestamps

  1. Anjulika Saini & LinkedIn Sales Navigator [2:26]
  2. Moving from individual contributor into leadership [10:18]
  3. Strategies for today’s sales teams [13:13]
  4. Principles of team leadership [14:58]
  5. Talent development & hiring on potential [17:11]
  6. Sam’s Corner [23:42]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/260356/audio--169480--8936--18747--d356ff6a-73d3-47fd-a990-e9ee9951433d.mp3?v=1642759755 Tue, 27 Jul 2021 23:12:04 -0700 1694 false Friday Fundamentals 134: Zach Rego Friday Fundamentals 134: Zach Rego Friday Fundamentals 134: Zach Rego

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 134: Zach Rego

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/259144/audio--168679--8936--18747--d82f67e1-d87a-49f5-9271-b292a2c0747e.mp3?v=1642759587 Thu, 22 Jul 2021 21:15:00 -0700 281 false 170. Building a Company from the Ground Up w/ Zach Rego 170. Building a Company from the Ground Up w/ Zach Rego This week on the Sales Hacker podcast, we speak with Zach Rego, VP of Sales & Marketing at Unstack.

Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success.

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. Unstack Explained & Insight into an Early Stage Company [2:33]
  3. Zach’s Professional Background [8:21]
  4. The Sales Development Representative Role [15:56]
  5. Running a Marketing Function & Advice for Building a Company [18:09]
  6. Zach’s Biggest Influencers [20:53]
  7. Sam’s Corner [23:14]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Zach Rego, VP of Sales & Marketing at Unstack.

Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success.

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. Unstack Explained & Insight into an Early Stage Company [2:33]
  3. Zach’s Professional Background [8:21]
  4. The Sales Development Representative Role [15:56]
  5. Running a Marketing Function & Advice for Building a Company [18:09]
  6. Zach’s Biggest Influencers [20:53]
  7. Sam’s Corner [23:14]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/257357/audio--167562--8936--18747--5f62d0d1-bc26-4b77-81ad-20d04a6d2f1b.mp3?v=1642759506 Mon, 19 Jul 2021 23:12:17 -0700 1615 false Friday Fundamentals 133: George Donovan Friday Fundamentals 133: George Donovan Friday Fundamentals: George Donovan

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals: George Donovan

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/255049/audio--165563--8936--18747--f8a8c328-dce2-4f09-9b57-5208cb2d7857.mp3?v=1642758891 Thu, 15 Jul 2021 23:46:19 -0700 370 false Revenue Innovators: Insight Selling: Help Your Buyers Make the Right Decision Revenue Innovators: Insight Selling: Help Your Buyers Make the Right Decision NOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts.

---

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.

That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.

In this episode, we also discussed:

  • 44% of Millenials don’t want to interact with sellers at all
  • Social selling and customer-centricity
  • Why ambiverts make great sales professionals
  • What’s most desirable in automation tools
  • How the remote environment promotes diversity and inclusion

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> NOTE: This is a special episode from our sister podcast, Revenue Innovators. For more, you can subscribe to the show here or wherever you listen to podcasts.

---

When everyone talks about customer centricity making it easy to buy, what we've learned over the past year is some of that translates to making it easier to sell.

That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.

In this episode, we also discussed:

  • 44% of Millenials don’t want to interact with sellers at all
  • Social selling and customer-centricity
  • Why ambiverts make great sales professionals
  • What’s most desirable in automation tools
  • How the remote environment promotes diversity and inclusion

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/252582/audio--164040--8936--18747--9c5aa947-82fd-4b5a-8f1f-c06f5315a949.mp3?v=1642758552 Tue, 13 Jul 2021 21:00:00 -0700 2235 false 169. Becoming a Self Advocate w/ Mike Feldman 169. Becoming a Self Advocate w/ Mike Feldman This week on the Sales Hacker podcast, we speak with Mike Feldman, President of the Americas Operations and Global Document Services for Xerox Corporation.

Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company. Thinking of helping the collective can stave off the feeling of over-confidence and position yourself for promotion.

Subscribe to the Sales Hacker Podcast

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. Mike’s Baseball Card [4:11]
  3. Advice to the Younger Workforce [11:29]
  4. How to Advocate for Yourself [17:01]
  5. The Importance of Skills, Grit, & Will [20:00]
  6. Can you Train the Desire to be Great? [23:23]
  7. Mike’s Biggest Influencers [25:06]
  8. Sam’s Corner [27:44]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Mike Feldman, President of the Americas Operations and Global Document Services for Xerox Corporation.

Effectively communicating your professional successes can feel self-indulgent at times but can help your superiors recognize your personal growth & build standards for the rest of the company. Thinking of helping the collective can stave off the feeling of over-confidence and position yourself for promotion.

Subscribe to the Sales Hacker Podcast

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. Mike’s Baseball Card [4:11]
  3. Advice to the Younger Workforce [11:29]
  4. How to Advocate for Yourself [17:01]
  5. The Importance of Skills, Grit, & Will [20:00]
  6. Can you Train the Desire to be Great? [23:23]
  7. Mike’s Biggest Influencers [25:06]
  8. Sam’s Corner [27:44]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/252128/audio--163762--8936--18747--1c691616-cc18-4876-ba9a-2bcd8d6cb06e.mp3?v=1642759364 Mon, 12 Jul 2021 23:56:51 -0700 1873 false Friday Fundamentals 132: Mike Feldman Friday Fundamentals 132: Mike Feldman Friday Fundamentals 132: Mike Feldman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 132: Mike Feldman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/251193/audio--163153--8936--18747--57b9557b-0a24-484d-ad78-f60bca9d2f99.mp3?v=1642758868 Fri, 09 Jul 2021 00:33:45 -0700 376 false 168. How to Take Risks and Fail Fast w/ George Donovan 168. How to Take Risks and Fail Fast w/ George Donovan In this episode, Sam talks with George Donovan, CRO at Allego.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, Sam talks with George Donovan, CRO at Allego.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/249883/audio--162387--8936--18747--775ccce0-65ea-4d39-9d78-4baf5dcae310.mp3?v=1642758291 Mon, 05 Jul 2021 21:03:48 -0700 1826 false 167. Announcing: Revenue Innovators Podcast 167. Announcing: Revenue Innovators Podcast In this episode, Sam Jacobs talks with Mary Shea and Harish M about the newest podcast by Outreach, Revenue Innovators.

You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.

If you leave a 5-star review and rating for Revenue Innovators, please send a screenshot to marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode, Sam Jacobs talks with Mary Shea and Harish M about the newest podcast by Outreach, Revenue Innovators.

You'll also get a first look at one of the first episodes of Revenue Innovators with Scott Sutton.

If you leave a 5-star review and rating for Revenue Innovators, please send a screenshot to marketing@saleshacker.com and we’ll send you a $5 Starbucks gift card.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/248161/audio--161228--8936--18747--b8a594de-175f-4f92-8956-615ab430446a.mp3?v=1642443981 Wed, 30 Jun 2021 11:55:23 -0700 3332 false 166. Announcing Pavilion w/ Sam Jacobs 166. Announcing Pavilion w/ Sam Jacobs In this episode of the Sales Hacker podcast, Sam Jacobs is interviewed by Max Altschuler, Founder & CEO at Sales Hacker and VP of Sales Engagement at Outreach, about Revenue Collective becoming Pavilion. Sam shares his vision for the new company and why it’s focused on self-actualization.

What You’ll Learn

  1. Revenue Collective is Pavilion now!
  2. How Revenue Collective first began
  3. Elminiating antagonists and protagonists in favor of self-actualization
  4. Why paid communities are superior to free communities
  5. The three codes of conduct for Pavilion members
  6. Dos and don’ts for community building

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. Announcing Pavilion [3:57]
  3. The origin story of Revenue Collective [7:00]
  4. No antagonists, only self-actualization [16:07]
  5. The long-term vision for Pavilion [21:19]
  6. Dos and don’ts for community building [37:31]
  7. Sam’s Corner [44:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker podcast, Sam Jacobs is interviewed by Max Altschuler, Founder & CEO at Sales Hacker and VP of Sales Engagement at Outreach, about Revenue Collective becoming Pavilion. Sam shares his vision for the new company and why it’s focused on self-actualization.

What You’ll Learn

  1. Revenue Collective is Pavilion now!
  2. How Revenue Collective first began
  3. Elminiating antagonists and protagonists in favor of self-actualization
  4. Why paid communities are superior to free communities
  5. The three codes of conduct for Pavilion members
  6. Dos and don’ts for community building

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. Announcing Pavilion [3:57]
  3. The origin story of Revenue Collective [7:00]
  4. No antagonists, only self-actualization [16:07]
  5. The long-term vision for Pavilion [21:19]
  6. Dos and don’ts for community building [37:31]
  7. Sam’s Corner [44:30]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/246274/audio--160007--8936--18747--c6f9566c-9f3e-462f-89a9-583467894fa7.mp3?v=1642759232 Mon, 21 Jun 2021 23:56:28 -0700 2763 false Friday Fundamentals 131. Lee Berkman Friday Fundamentals 131. Lee Berkman Friday Fundamentals 131. Lee Berkman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 131. Lee Berkman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/245346/audio--159432--8936--18747--8e885a13-173d-4fbc-887c-4816d60189ad.mp3?v=1642758185 Thu, 17 Jun 2021 23:16:11 -0700 407 false BONUS: Exploring the Role of Revenue Operations within Blueboard w/ Jen Nelson BONUS: Exploring the Role of Revenue Operations within Blueboard w/ Jen Nelson Revenue Operations is a relatively new but essential role being adopted by many companies to improve systems and processes internally. With the onset of the COVID-19 pandemic, it’s more important than ever to maintain internal systems and to keep culture alive.

Jen Nelson, Director of Revenue Operations for Blueboard, joins the show to discuss her experience creating the Revenue Operations role for Blueboard, how it’s benefiting the company, and why other companies should adopt the role.

What was talked about:

  • The Response & Successes of the COVID-19 Pandemic
  • Monitoring Progress, Driving Alignment, & the Function of Revenue Operations
  • Advice for Those Getting Into Revenue Operations
  • Transition from Nonprofit to For-Profit

 Check out the resources below for more information:

To hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Revenue Operations is a relatively new but essential role being adopted by many companies to improve systems and processes internally. With the onset of the COVID-19 pandemic, it’s more important than ever to maintain internal systems and to keep culture alive.

Jen Nelson, Director of Revenue Operations for Blueboard, joins the show to discuss her experience creating the Revenue Operations role for Blueboard, how it’s benefiting the company, and why other companies should adopt the role.

What was talked about:

  • The Response & Successes of the COVID-19 Pandemic
  • Monitoring Progress, Driving Alignment, & the Function of Revenue Operations
  • Advice for Those Getting Into Revenue Operations
  • Transition from Nonprofit to For-Profit

 Check out the resources below for more information:

To hear more interviews like this one, subscribe to The Sales Hacker Podcast on Apple Podcasts

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/245153/audio--159293--8936--18747--73497df5-255a-4481-8597-4715640a0e6c.mp3?v=1642757684 Tue, 15 Jun 2021 21:00:00 -0700 1632 false 165. How to Transition into Tech Sales from a Non-SAAS Background 165. How to Transition into Tech Sales from a Non-SAAS Background 165. Lee Berkman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> 165. Lee Berkman

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/243894/audio--158488--8936--18747--3d8fc2dd-0304-457a-bef6-9361df9002c0.mp3?v=1642759160 Tue, 15 Jun 2021 00:17:11 -0700 2094 false Friday Fundamentals 130: Kyle Racki Friday Fundamentals 130: Kyle Racki Friday Fundamentals 130: Kyle Racki

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 130: Kyle Racki

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/242644/audio--157623--8936--18747--69bdb370-29cb-4814-96a6-ee3202070dd8.mp3?v=1642756846 Thu, 10 Jun 2021 23:04:49 -0700 434 false 164. Sales Lessons From a Former Jehovah's Witness w/ Kyle Racki 164. Sales Lessons From a Former Jehovah's Witness w/ Kyle Racki In this episode of the Sales Hacker podcast, we welcome Kyle Racki, the co-founder and CEO of Proposify. This company gives sales leaders visibility and consistency in their closing. Proposify helps more than 10,000 sales teams around the world eliminate the frustration caused by the proposal process. They also recently sponsored the Sales Hacker Podcast.

What You’ll Learn

  1. Entrepreneurship isn't in your genes
  2. Why it's hard to push back against your group
  3. The journey from freelancer to founder
  4. How to create and maintain a competitive advantage
  5. Solving the innovator's dilemma
  6. The framework for leading a startup to success

Show Agenda and Timestamps

  1. Entrepreneurship isn't in your genes [5:59]
  2. Why it's hard to push back against your group [7:15]
  3. The journey from freelancer to founder [10:43]
  4. How to create and maintain a competitive advantage [15:32]
  5. Solving the innovator's dilemma [18:31]
  6. The framework for leading a startup to success [20:45]
  7. Sam’s Corner [26:56]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker podcast, we welcome Kyle Racki, the co-founder and CEO of Proposify. This company gives sales leaders visibility and consistency in their closing. Proposify helps more than 10,000 sales teams around the world eliminate the frustration caused by the proposal process. They also recently sponsored the Sales Hacker Podcast.

What You’ll Learn

  1. Entrepreneurship isn't in your genes
  2. Why it's hard to push back against your group
  3. The journey from freelancer to founder
  4. How to create and maintain a competitive advantage
  5. Solving the innovator's dilemma
  6. The framework for leading a startup to success

Show Agenda and Timestamps

  1. Entrepreneurship isn't in your genes [5:59]
  2. Why it's hard to push back against your group [7:15]
  3. The journey from freelancer to founder [10:43]
  4. How to create and maintain a competitive advantage [15:32]
  5. Solving the innovator's dilemma [18:31]
  6. The framework for leading a startup to success [20:45]
  7. Sam’s Corner [26:56]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/240905/audio--156233--8936--18747--cfcff8d2-a6eb-48f8-890d-8f81ad1f0cbe.mp3?v=1642757832 Tue, 08 Jun 2021 09:16:39 -0700 1806 false Friday Fundamentals 129: Neal Patel Friday Fundamentals 129: Neal Patel Friday Fundamentals 129: Neal Patel

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 129: Neal Patel

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/239866/audio--155442--8936--18747--ef7e530a-b70c-43e3-81e0-64443428efe5.mp3?v=1642755809 Fri, 04 Jun 2021 00:37:11 -0700 274 false BONUS Episode: Revenue Operations w/ Asia Corbett BONUS Episode: Revenue Operations w/ Asia Corbett This week on the Sales Hacker podcast, we speak with Asia Corbett, Director of Revenue Operations at Postal.io.

Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is passionate about revenue operations and her wide range of hobbies neatly aligns with Postal’s experiential focus.

What You’ll Learn

  1. About Asia’s journey into revenue operations at Postal
  2. Revenue operations definitions and misconceptions
  3. The data side of revenue operations

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. About Asia and Postal.io [3:15]
  3. Definitions and misconceptions [11:05]
  4. Dashboards and reporting [13:36]
  5. Using a single source of truth [17:26]
  6. The RevOps reporting line [19:01]
  7. Controls and visibility [21:20]
  8. Useful sources for knowledge and inspiration [25:20]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Asia Corbett, Director of Revenue Operations at Postal.io.

Postal is an experience marketing platform. Their marketplace of gifts and virtual experiences help you delight your customers. Asia is passionate about revenue operations and her wide range of hobbies neatly aligns with Postal’s experiential focus.

What You’ll Learn

  1. About Asia’s journey into revenue operations at Postal
  2. Revenue operations definitions and misconceptions
  3. The data side of revenue operations

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. About Asia and Postal.io [3:15]
  3. Definitions and misconceptions [11:05]
  4. Dashboards and reporting [13:36]
  5. Using a single source of truth [17:26]
  6. The RevOps reporting line [19:01]
  7. Controls and visibility [21:20]
  8. Useful sources for knowledge and inspiration [25:20]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/239446/audio--155167--8936--18747--429ed829-167b-48cf-8600-dcfee9a2d291.mp3?v=1642757271 Wed, 02 Jun 2021 08:59:57 -0700 1751 false 163. Objections? You've Already Lost the Deal w/ Neal Patel 163. Objections? You've Already Lost the Deal w/ Neal Patel In this episode of the Sales Hacker podcast, we have Neal Patel, the CRO of Crunchbase, an information resource that we all know and love. We talk about why salespeople need to be businesspeople first and why objection handling means that you’ve already lost.

What You’ll Learn

  1. How to marry your ambitions to create success
  2. Lessons in poverty and humility
  3. Ways to connect the dots so you kick ass and take names
  4. Principles of team leadership
  5. Objecting handling means you've already lost
  6. Who motivated and taught Neal along the way

Show Agenda and Timestamps

  1. How to marry your ambitions to create success [7:04]
  2. Lessons in poverty and humility [9:12]
  3. Ways to connect the dots so you kick ass and take names [11:31]
  4. Principles of team leadership [14:58]
  5. Objecting handling means you've already lost [20:11]
  6. Who motivated and taught Neal along the way [25:24]
  7. Sam’s Corner [28:58]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this episode of the Sales Hacker podcast, we have Neal Patel, the CRO of Crunchbase, an information resource that we all know and love. We talk about why salespeople need to be businesspeople first and why objection handling means that you’ve already lost.

What You’ll Learn

  1. How to marry your ambitions to create success
  2. Lessons in poverty and humility
  3. Ways to connect the dots so you kick ass and take names
  4. Principles of team leadership
  5. Objecting handling means you've already lost
  6. Who motivated and taught Neal along the way

Show Agenda and Timestamps

  1. How to marry your ambitions to create success [7:04]
  2. Lessons in poverty and humility [9:12]
  3. Ways to connect the dots so you kick ass and take names [11:31]
  4. Principles of team leadership [14:58]
  5. Objecting handling means you've already lost [20:11]
  6. Who motivated and taught Neal along the way [25:24]
  7. Sam’s Corner [28:58]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/239075/audio--154945--8936--18747--e9a1ef9e-952d-47ff-b4bd-1bee872411d0.mp3?v=1642755947 Tue, 01 Jun 2021 14:10:38 -0700 2008 false Friday Fundamentals 128: Gauri Chawla Friday Fundamentals 128: Gauri Chawla Friday Fundamentals 129: Guari Chawla

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 129: Guari Chawla

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/240704/audio--156094--8936--18747--11067905-5864-4e04-aac0-6ad09020d57b.mp3?v=1642756798 Fri, 28 May 2021 12:02:46 -0700 240 false 162. What It Takes To Run a Global Alliance Network w/ Gauri Chawla 162. What It Takes To Run a Global Alliance Network w/ Gauri Chawla This week on the Sales Hacker podcast, we speak with Gauri Chawla, Vice President of Global Partners and Alliances at inRiver.

Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held positions at Marketo, Oracle, IBM, PricewaterhouseCoopers, and Accenture. In this episode, we learn how her unique, strategic role is helping to drive 40% of inRiver’s revenue.

What You’ll Learn

  • Who Gauri Chawla is and what she’s doing at inRiver
  • The influence a leader in alliances has within an organization
  • The importance of partnerships and alliances — particularly as a scale up

 

Show Agenda and Timestamps

  • Show introduction [:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Gauri Chawla, Vice President of Global Partners and Alliances at inRiver.

Prior to joining inRiver, Gauri was the Head of Global Business Development and Alliances for Showpad and she has held positions at Marketo, Oracle, IBM, PricewaterhouseCoopers, and Accenture. In this episode, we learn how her unique, strategic role is helping to drive 40% of inRiver’s revenue.

What You’ll Learn

  • Who Gauri Chawla is and what she’s doing at inRiver
  • The influence a leader in alliances has within an organization
  • The importance of partnerships and alliances — particularly as a scale up

 

Show Agenda and Timestamps

  • Show introduction [:00]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/235720/audio--152865--8936--18747--da3bb755-812a-45e8-a410-7e129f20df07.mp3?v=1642755511 Tue, 25 May 2021 08:59:06 -0700 1963 false Friday Fundamentals 127: Mike Levy Friday Fundamentals 127: Mike Levy Friday Fundamentals 127: Mike Levy

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 127: Mike Levy

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/235719/audio--152864--8936--18747--bb1ff836-991c-4628-9561-b6a766154a73.mp3?v=1642755456 Tue, 25 May 2021 08:55:02 -0700 259 false 161. The #1 Thing That Will Make You the Most Productive Person on Your Team w/ Mike Levy 161. The #1 Thing That Will Make You the Most Productive Person on Your Team w/ Mike Levy Overview:

Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share with us. We're excited to bring it to you.

What You’ll Learn

  1. How to move from contributor to leader
  2. What drives success
  3. VP of sales vs chief revenue officer vs chief executive officer
  4. Distinguishing between perseverance and a failed strategy
  5. How to assess both sales leaders and candidates
  6. A tribute to the entrepreneurial spirit

Show Agenda and Timestamps

  1. How to move from contributor to leader [6:30]
  2. What drives success [11:30]
  3. VP of sales vs chief revenue officer vs chief executive officer [17:00]
  4. Distinguishing between perseverance and a failed strategy [19:00]
  5. How to assess both sales leaders and candidates [22:30]
  6. A tribute to the entrepreneurial spirit [27:30]
  7. Sam’s Corner [31:00]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

Today, on the show we've got Mike Levy, who's the co-founder and CEO of TitanHouse, a platform focused on one core market — tech sales. Mike is a career salesperson, turned co-founder and CEO, and he's got a really inspiring story to share with us. We're excited to bring it to you.

What You’ll Learn

  1. How to move from contributor to leader
  2. What drives success
  3. VP of sales vs chief revenue officer vs chief executive officer
  4. Distinguishing between perseverance and a failed strategy
  5. How to assess both sales leaders and candidates
  6. A tribute to the entrepreneurial spirit

Show Agenda and Timestamps

  1. How to move from contributor to leader [6:30]
  2. What drives success [11:30]
  3. VP of sales vs chief revenue officer vs chief executive officer [17:00]
  4. Distinguishing between perseverance and a failed strategy [19:00]
  5. How to assess both sales leaders and candidates [22:30]
  6. A tribute to the entrepreneurial spirit [27:30]
  7. Sam’s Corner [31:00]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/231238/audio--149915--8936--18747--057fbc15-d70a-4a00-8f3c-9be2099891eb.mp3?v=1642754591 Tue, 18 May 2021 01:00:00 -0700 2035 false Friday Fundamentals 126: Joe Venuti Friday Fundamentals 126: Joe Venuti Friday Fundamentals 126: Joe Venuti

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 126: Joe Venuti

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/227706/audio--147515--8936--18747--2110f5b3-0512-4f61-bca9-8cfabd2dd9f2.mp3?v=1642753757 Fri, 14 May 2021 01:00:00 -0700 570 false 160. Why Direct Mail Sells to a Zoom-weary Population w/ Joe Venuti 160. Why Direct Mail Sells to a Zoom-weary Population w/ Joe Venuti Overview:

Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there. Joe is also very familiar with leading large organizations and talented sellers.

What You’ll Learn

  1. Lessons in leadership from life as a card shark
  2. The unexpected skill you need to develop to be a manager
  3. COVID's impact on building a long-term sales organization
  4. How to maintain a health culture in a remote environment
  5. The value of physical artifacts in a digital world
  6. Who sales development should report to

Show Agenda and Timestamps

  1. Lessons in leadership from life as a card shark [6:49]
  2. The unexpected skill you need to develop to be a manager [8:05]
  3. COVID's impact on building a long-term sales organization [9:56]
  4. How to maintain a health culture in a remote environment [14:26]
  5. The value of physical artifacts in a digital world [16:27]
  6. Who sales development should report to [22:16]
  7. Sam’s Corner [29:33]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

Today on the show we've got Joe Venuti, Vice President of Inside Sales for Sendoso. Joe is an incredible sales leader who is also good at building out teams in the Arizona area. Arizona is a hotbed of sales talent now, so many companies like Sendoso have opened great offices there. Joe is also very familiar with leading large organizations and talented sellers.

What You’ll Learn

  1. Lessons in leadership from life as a card shark
  2. The unexpected skill you need to develop to be a manager
  3. COVID's impact on building a long-term sales organization
  4. How to maintain a health culture in a remote environment
  5. The value of physical artifacts in a digital world
  6. Who sales development should report to

Show Agenda and Timestamps

  1. Lessons in leadership from life as a card shark [6:49]
  2. The unexpected skill you need to develop to be a manager [8:05]
  3. COVID's impact on building a long-term sales organization [9:56]
  4. How to maintain a health culture in a remote environment [14:26]
  5. The value of physical artifacts in a digital world [16:27]
  6. Who sales development should report to [22:16]
  7. Sam’s Corner [29:33]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/227708/audio--147517--8936--18747--64369e6c-a210-4938-8b93-d7cfeaced1ab.mp3?v=1642753802 Tue, 11 May 2021 01:00:00 -0700 1933 false Friday Fundamentals 125: Tiffany Heimpel Friday Fundamentals 125: Tiffany Heimpel Friday Fundamentals 125: Tiffany Heimpel

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 125: Tiffany Heimpel

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/226396/audio--146644--8936--18747--9019569e-4ea2-41f9-88f6-d4ef5108a4a3.mp3?v=1642754676 Fri, 07 May 2021 01:30:00 -0700 261 false 159. How to Have a Satisfying Career w/ Tiffany Heimpel 159. How to Have a Satisfying Career w/ Tiffany Heimpel Overview:

Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.

What You’ll Learn

  1. The journey from costume design to sales
  2. The human condition behind marketing
  3. Founding a personal finance blog
  4. Tiffany's perspective on the U.S. market
  5. Advice for people facing an unclear career path
  6. Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

  1. The journey from costume design to sales [7:28]
  2. The human condition behind marketing [11:00]
  3. Founding a personal finance blog [14:15]
  4. Tiffany's perspective on the U.S. market [16:42]
  5. Advice for people facing an unclear career path [17:53]
  6. Leading like a mother at work and a CEO at home [22:49]
  7. Sam’s Corner [30:26] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

Today on the show we've got Tiffany Heimpel, the head of enterprise for LinkedIn Canada. Tiffany majored in costume design with a minor in World War II history at Indiana University. Now she's a saleswoman, a marketing leader, and an influencer. Tiffany talks about that journey and her perspective on how to lead a satisfying career and life.

What You’ll Learn

  1. The journey from costume design to sales
  2. The human condition behind marketing
  3. Founding a personal finance blog
  4. Tiffany's perspective on the U.S. market
  5. Advice for people facing an unclear career path
  6. Leading like a mother at work and a CEO at home

Show Agenda and Timestamps

  1. The journey from costume design to sales [7:28]
  2. The human condition behind marketing [11:00]
  3. Founding a personal finance blog [14:15]
  4. Tiffany's perspective on the U.S. market [16:42]
  5. Advice for people facing an unclear career path [17:53]
  6. Leading like a mother at work and a CEO at home [22:49]
  7. Sam’s Corner [30:26] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/225116/audio--145715--8936--18747--5814ba59-45ad-4b7d-ade8-634f7d1af2cb.mp3?v=1642754857 Tue, 04 May 2021 01:00:00 -0700 2081 false Friday Fundamentals 124: Matt Melymuka Friday Fundamentals 124: Matt Melymuka Friday Fundamentals 124: Matt Melymuka

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 124: Matt Melymuka

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/221278/audio--143455--8936--18747--57d60a64-04b8-463c-955a-2f9980b2ba86.mp3?v=1642753253 Fri, 30 Apr 2021 01:45:00 -0700 262 false 158: Zig Don't Zag: The Power of Focus and Specialization w/ Matt Melymuka 158: Zig Don't Zag: The Power of Focus and Specialization w/ Matt Melymuka Overview:

Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible valuation and pouring it into hyper-growth. Maybe that's not the right decision for your company.

What You’ll Learn

  1. The high price of a growth-at-all-costs mindset
  2. How misalignment can force you to do what you don't want to do
  3. What's wrong with over-fueling the machine
  4. Why you should de-risk your concentration of wealth
  5. The supply-demand equation that's shaping sales tech
  6. An up-and-coming company you need to know about

Show Agenda and Timestamps

  1. The high cost of a growth-at-all-costs mindset [7:06]
  2. How misalignment can force you to do what you don't want to do [10:00]
  3. What's wrong with over fueling the machine [14:16]
  4. Why you should de-risk your concentration of wealth [17:04]
  5. The supply-demand equation that's shaping sales tech [19:32]
  6. An up-and-coming company you need to know about [23:49]
  7. Sam’s Corner [27:48] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

Today on the show we’ve got Matt Melymuka, Co-founder and Partner at PeakSpan Capital. Matt and I talk about how PeakSpan is zigging when others zag. Specifically, we discuss the perils of raising a ton of money at the highest possible valuation and pouring it into hyper-growth. Maybe that's not the right decision for your company.

What You’ll Learn

  1. The high price of a growth-at-all-costs mindset
  2. How misalignment can force you to do what you don't want to do
  3. What's wrong with over-fueling the machine
  4. Why you should de-risk your concentration of wealth
  5. The supply-demand equation that's shaping sales tech
  6. An up-and-coming company you need to know about

Show Agenda and Timestamps

  1. The high cost of a growth-at-all-costs mindset [7:06]
  2. How misalignment can force you to do what you don't want to do [10:00]
  3. What's wrong with over fueling the machine [14:16]
  4. Why you should de-risk your concentration of wealth [17:04]
  5. The supply-demand equation that's shaping sales tech [19:32]
  6. An up-and-coming company you need to know about [23:49]
  7. Sam’s Corner [27:48] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/219341/audio--142208--8936--18747--e48c6de4-66e6-4ec8-8d7f-60c208bdd5a9.mp3?v=1642752803 Tue, 27 Apr 2021 03:30:00 -0700 1868 false Friday Fundamentals 123: Lloyed Lobo Friday Fundamentals 123: Lloyed Lobo Friday Fundamentals 123: Lloyed Lobo

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 123: Lloyed Lobo

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/218765/audio--141799--8936--18747--b6ff9345-23e5-42f0-b9af-9710da0f58ba.mp3?v=1642752464 Fri, 23 Apr 2021 14:26:18 -0700 324 false 157: Bootstrapping, Building & Scaling Startups w/ Lloyed Lobo 157: Bootstrapping, Building & Scaling Startups w/ Lloyed Lobo Overview:

This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.

Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Lloyed also co-chairs Traction, a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference.

We hear about Lloyd’s extensive entrepreneurial background and the powerful lessons he has learned along the way.

What You’ll Learn

  1. How Boast.AI simplifies the R&D tax credits process
  2. The relationship between pioneer mentality and risk tolerance
  3. Different phases to the evolution of Boast.ai
  4. Raising money at the right time for the right reasons
  5. Learning and openness enable growth

Show Agenda and Timestamps

  1. Show Introduction [00:00]
  2. Boast.ai and Lloyed’s entrepreneurial background [2:26]
  3. Pioneer mentality and risk tolerance [6:27]
  4. Phases in the evolution of Boast.AI [10:53]
  5. Raising money at the right time for the right reasons [19:58]
  6. Learning and

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the Sales Hacker podcast, we speak with Lloyed Lobo, Cofounder at Boast.AI.

Boast.AI automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Lloyed also co-chairs Traction, a community that brings leaders from the fastest growing companies together to share insights into building and scaling startups via weekly webinars, regular meetups, and an annual conference.

We hear about Lloyd’s extensive entrepreneurial background and the powerful lessons he has learned along the way.

What You’ll Learn

  1. How Boast.AI simplifies the R&D tax credits process
  2. The relationship between pioneer mentality and risk tolerance
  3. Different phases to the evolution of Boast.ai
  4. Raising money at the right time for the right reasons
  5. Learning and openness enable growth

Show Agenda and Timestamps

  1. Show Introduction [00:00]
  2. Boast.ai and Lloyed’s entrepreneurial background [2:26]
  3. Pioneer mentality and risk tolerance [6:27]
  4. Phases in the evolution of Boast.AI [10:53]
  5. Raising money at the right time for the right reasons [19:58]
  6. Learning and

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/217948/audio--141250--8936--18747--2482a912-4206-4327-a16f-7a1bdaabde9a.mp3?v=1642752341 Tue, 20 Apr 2021 08:51:54 -0700 1895 false Friday Fundamentals 122: Michael Hanson Friday Fundamentals 122: Michael Hanson Friday Fundamentals 122: Michael Hanson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 122: Michael Hanson

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/216854/audio--140436--8936--18747--1a6aca74-d8f9-470e-8532-455f1ea906f7.mp3?v=1642752105 Fri, 16 Apr 2021 05:00:00 -0700 466 false 156: How to Sell Without Ego w/ Michael Hanson 156: How to Sell Without Ego w/ Michael Hanson Overview:

Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics for how to get meetings. One of his most important insights is about how to use video appropriately.

What You’ll Learn

  1. Key principles to empower SDRs for success
  2. Tips and tactics for using video in outbound
  3. How long should sequences be? How many channels?
  4. Should sales development fall under sales or marketing?
  5. The sales pro's internal battle to sell without ego
  6. How to change your mindset on rejection

Show Agenda and Timestamps

  1. Key principles to empower SDRs for success [4:55]
  2. Tips and tactics for using video in outbound [7:14]
  3. How long should sequences be? How many channels? [8:49]
  4. Should sales development fall under sales or marketing? [14:25]
  5. The sales pro's internal battle to sell without ego [15:24]
  6. How to change your mindset on rejection [19:33]
  7. Sam’s Corner [25:00]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

Today on the show we’ve got Michael Hanson, the founder and CEO of Growth Genie, a company that’s helping salespeople to get more meetings. Michael shares a great framework for how to sell without ego along with outstanding tips and tactics for how to get meetings. One of his most important insights is about how to use video appropriately.

What You’ll Learn

  1. Key principles to empower SDRs for success
  2. Tips and tactics for using video in outbound
  3. How long should sequences be? How many channels?
  4. Should sales development fall under sales or marketing?
  5. The sales pro's internal battle to sell without ego
  6. How to change your mindset on rejection

Show Agenda and Timestamps

  1. Key principles to empower SDRs for success [4:55]
  2. Tips and tactics for using video in outbound [7:14]
  3. How long should sequences be? How many channels? [8:49]
  4. Should sales development fall under sales or marketing? [14:25]
  5. The sales pro's internal battle to sell without ego [15:24]
  6. How to change your mindset on rejection [19:33]
  7. Sam’s Corner [25:00]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/216813/audio--139984--8936--18747--6593b861-ac4a-49b3-8f49-d24bddf93f07.mp3?v=1642752121 Tue, 13 Apr 2021 04:00:00 -0700 1667 false Friday Fundamentals 121: Pouyan Salehi Friday Fundamentals 121: Pouyan Salehi Friday Fundamentals 121: Pouyan Salehi

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 121: Pouyan Salehi

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/214567/audio--138984--8936--18747--20a4b169-9141-4ff4-9927-55440674602b.mp3?v=1642751524 Fri, 09 Apr 2021 01:15:00 -0700 438 false 155. How to Improve Your Sales Process w/ Pouyan Salehi 155. How to Improve Your Sales Process w/ Pouyan Salehi Overview:

This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere.

What You’ll Learn

  1. Lessons learned from owning a Domino's franchise
  2. What problem are you solving?
  3. When you're not that hotshot kid anymore
  4. Why go-to-market excellence trumps product excellence
  5. Can you pass the Mom Test?

Show Agenda and Timestamps

  1. Show Introduction [00:49]
  2. Lessons learned from owning a Domino's franchise [6:33]
  3. What problem are you solving? [13:57]
  4. When you're not that hotshot kid anymore [16:16]
  5. Why go-to-market excellence trumps product excellence [24:57]
  6. Can you pass the Mom Test? [30:54]
  7. Sam’s Corner [32:50] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the show, we welcomed serial entrepreneur Pouyan Salehi, the co-founder and CEO of Scratchpad, the pioneer of the revenue team workspace. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Pouyan also co-founded Lera Labs and has dedicated the last decade to improving the sales process for B2B enterprise sales reps everywhere.

What You’ll Learn

  1. Lessons learned from owning a Domino's franchise
  2. What problem are you solving?
  3. When you're not that hotshot kid anymore
  4. Why go-to-market excellence trumps product excellence
  5. Can you pass the Mom Test?

Show Agenda and Timestamps

  1. Show Introduction [00:49]
  2. Lessons learned from owning a Domino's franchise [6:33]
  3. What problem are you solving? [13:57]
  4. When you're not that hotshot kid anymore [16:16]
  5. Why go-to-market excellence trumps product excellence [24:57]
  6. Can you pass the Mom Test? [30:54]
  7. Sam’s Corner [32:50] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/217178/audio--138227--8936--18747--72ebf393-81a8-4a11-b8f4-55ae849a93e1.mp3?v=1642752210 Tue, 06 Apr 2021 01:45:00 -0700 2202 false Friday Fundamentals 121: Neil Ringers Friday Fundamentals 121: Neil Ringers Friday Fundamentals 121: Neil Ringers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 121: Neil Ringers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/201180/audio--130890--8936--18747--460732c9-0f3f-496b-9101-d87820b83351.mp3?v=1642748625 Fri, 02 Apr 2021 02:15:00 -0700 302 false 154: Guided Selling w/ Neil Ringers 154: Guided Selling w/ Neil Ringers Overview:

This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They've built a new process of guided selling, which Neil discusses during the show.

What You’ll Learn

  1. How Revenue Grid enables smarter selling
  2. Guided selling and engagement
  3. Scaling sales during the pandemic
  4. How to build a winning sales team

Show Agenda and Timestamps

  1. Show Introduction [00:00]
  2. About Revenue Grid & Neil’s Journey [06:39]
  3. Scaling Up During The Pandemic [11:40]
  4. Developing A Winning Sales Team [16:24]
  5. The Value Of CRM Integration [22:24]
  6. Who Neil Finds Inspiration From [26:44]
  7. Sam’s Corner [29:37]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the Sales Hacker podcast, we speak with Neil Ringers, EVP of Revenue Grid.

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They've built a new process of guided selling, which Neil discusses during the show.

What You’ll Learn

  1. How Revenue Grid enables smarter selling
  2. Guided selling and engagement
  3. Scaling sales during the pandemic
  4. How to build a winning sales team

Show Agenda and Timestamps

  1. Show Introduction [00:00]
  2. About Revenue Grid & Neil’s Journey [06:39]
  3. Scaling Up During The Pandemic [11:40]
  4. Developing A Winning Sales Team [16:24]
  5. The Value Of CRM Integration [22:24]
  6. Who Neil Finds Inspiration From [26:44]
  7. Sam’s Corner [29:37]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/197132/audio--128583--8936--18747--b52db0a6-7410-48a0-b82f-b7ff25e9148c.mp3?v=1642746850 Tue, 30 Mar 2021 03:30:00 -0700 2051 false Friday Fundamentals 120: Paul Fifield Friday Fundamentals 120: Paul Fifield Friday Fundamentals 120: Paul Fifield

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 120: Paul Fifield

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/196061/audio--127752--8936--18747--7b26b05c-0a55-49ba-ba03-c8e919db4701.mp3?v=1642747579 Fri, 26 Mar 2021 02:00:00 -0700 426 false 153. Don't Learn on the Job w/ Paul Fifield 153. Don't Learn on the Job w/ Paul Fifield This week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and marketing,have not existed to date. We also talk about how that's hindered our professional development, particularly because sales is such a tough job.

What You’ll Learn

  1. Fred's Floors and other startup ideas that didn't make it
  2. Why learning on the job is a horrendous idea (but we do it all the time)
  3. How people process information
  4. Why starting your own business isn't a get-out-jail-free card

Predictable revenue

Show Agenda and Timestamps

  1. Show Introduction [00:49]
  2. Fred's Floors and other startup ideas that didn't make it [7:02]
  3. Why learning on the job is a horrendous idea [13:20]
  4. How people process information [17:44]
  5. Why starting your own business isn't a get-out-jail-free card [24:02]
  6. Predictable revenue [26:58]
  7. Sam’s Corner [31:26]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and marketing,have not existed to date. We also talk about how that's hindered our professional development, particularly because sales is such a tough job.

What You’ll Learn

  1. Fred's Floors and other startup ideas that didn't make it
  2. Why learning on the job is a horrendous idea (but we do it all the time)
  3. How people process information
  4. Why starting your own business isn't a get-out-jail-free card

Predictable revenue

Show Agenda and Timestamps

  1. Show Introduction [00:49]
  2. Fred's Floors and other startup ideas that didn't make it [7:02]
  3. Why learning on the job is a horrendous idea [13:20]
  4. How people process information [17:44]
  5. Why starting your own business isn't a get-out-jail-free card [24:02]
  6. Predictable revenue [26:58]
  7. Sam’s Corner [31:26]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/195437/audio--127381--8936--18747--6eb9a3ed-5143-40cf-a709-bca2c3390ce5.mp3?v=1642747990 Tue, 23 Mar 2021 02:00:00 -0700 2102 false Friday Fundamentals 119: Sara Archer Friday Fundamentals 119: Sara Archer Friday Fundamentals 119: Sara Archer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 119: Sara Archer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/191451/audio--125127--8936--18747--32341c8f-fe8f-4d87-9a16-1101dfc85a41.mp3?v=1642745886 Fri, 19 Mar 2021 03:30:00 -0700 310 false 152. A Framework for Bringing Ethics to the Sale w/ Sara Archer 152. A Framework for Bringing Ethics to the Sale w/ Sara Archer Overview:

This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.

What You’ll Learn

  1. From neuroscience to revops: How Sara used her brain to start her sales career
  2. The difference between success and failure
  3. Get out of the dollar bin... or... Why discounts aren't your friends
  4. The hardest non-technical job in the organization and how to get it
  5. How to be ethical and avoid shady deals

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
  3. The difference between success and failure [10:06]
  4. Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
  5. The hardest non-technical job in the organization and how to get it [19:49]
  6. How to be ethical and avoid shady deals [22:09]
  7. Sam’s Corner [26:02]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.

What You’ll Learn

  1. From neuroscience to revops: How Sara used her brain to start her sales career
  2. The difference between success and failure
  3. Get out of the dollar bin... or... Why discounts aren't your friends
  4. The hardest non-technical job in the organization and how to get it
  5. How to be ethical and avoid shady deals

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. From neuroscience to revops: How Sara used her brain to start her sales career [5:56]
  3. The difference between success and failure [10:06]
  4. Get out of the dollar bin... or... Why discounts aren't your friends [13:53]
  5. The hardest non-technical job in the organization and how to get it [19:49]
  6. How to be ethical and avoid shady deals [22:09]
  7. Sam’s Corner [26:02]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/190519/audio--124612--8936--18747--84272b57-be2d-445c-9c3d-5384d8e5dd5f.mp3?v=1642746685 Tue, 16 Mar 2021 02:15:00 -0700 1837 false Friday Fundamentals 118: Stephanie Cox Friday Fundamentals 118: Stephanie Cox Friday Fundamentals 118: Stephanie Cox

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 118: Stephanie Cox

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/188642/audio--123554--8936--18747--8eb169b3-c27c-45c6-8ee8-7b35df68485b.mp3?v=1642746330 Fri, 12 Mar 2021 03:15:00 -0800 532 false 151. Leads Don't Matter: Moving From a Sales-led to a Product-growth Orientation w/ Stephanie Cox 151. Leads Don't Matter: Moving From a Sales-led to a Product-growth Orientation w/ Stephanie Cox Overview:

This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.

What You’ll Learn

  1. The power of a coffee meeting: How Stephanie amped up her career
  2. How to shift from marketing to sales without losing steam
  3. The great reset: From sales-led to product-growth orientation
  4. "Leads don't matter" — Stephanie wades into the controversy
  5. For the love of all things Burger King

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. The power of a coffee meeting: How Stephanie amped up her career [6:33]
  3. How to shift from marketing to sales without losing steam [14:11]
  4. The great reset: From sales-led to product-growth orientation [19:11]
  5. "Leads don't matter" — Stephanie wades into the controversy [24:17]
  6. For the love of all things Burger King [30:02]
  7. Sam’s Corner [32:56]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.

What You’ll Learn

  1. The power of a coffee meeting: How Stephanie amped up her career
  2. How to shift from marketing to sales without losing steam
  3. The great reset: From sales-led to product-growth orientation
  4. "Leads don't matter" — Stephanie wades into the controversy
  5. For the love of all things Burger King

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. The power of a coffee meeting: How Stephanie amped up her career [6:33]
  3. How to shift from marketing to sales without losing steam [14:11]
  4. The great reset: From sales-led to product-growth orientation [19:11]
  5. "Leads don't matter" — Stephanie wades into the controversy [24:17]
  6. For the love of all things Burger King [30:02]
  7. Sam’s Corner [32:56]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/186636/audio--122030--8936--18747--7a86e83c-5bd1-4832-801e-e2b598cc52a9.mp3?v=1642746893 Tue, 09 Mar 2021 05:30:00 -0800 2260 false Friday Fundamentals 117: Michelle Benfer Friday Fundamentals 117: Michelle Benfer Friday Fundamentals 117: Michelle Benfer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 117: Michelle Benfer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/182808/audio--119466--8936--18747--a8b12341-c844-42e9-b21d-018b8457e3a0.mp3?v=1642749093 Fri, 05 Mar 2021 02:00:00 -0800 237 false 150. Driving Sales Home: Tips From an Auto Dealership w/ Michelle Benfer 150. Driving Sales Home: Tips From an Auto Dealership w/ Michelle Benfer Overview:

This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic.

What You’ll Learn

  1. From hubcaps to Hubspot: Michelle's sales career
  2. What has changed in sales leadership since 2005
  3. How to establish trust and credibility as a leader
  4. Lessons Michelle learned in 2020
  5. Michelle's advice for women leaders

Show Agenda and Timestamps

  1. Show Introduction [00:02]
  2. From hubcaps to Hubspot: Michelle's sales career [1:27]
  3. What has changed in sales leadership since 2005 [8:43]
  4. How to establish trust and credibility as a leader [14:41]
  5. Lessons Michelle learned in 2020 [20:37]
  6. Michelle's advice for women leaders [25:00]
  7. Sam’s Corner [31:24]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic.

What You’ll Learn

  1. From hubcaps to Hubspot: Michelle's sales career
  2. What has changed in sales leadership since 2005
  3. How to establish trust and credibility as a leader
  4. Lessons Michelle learned in 2020
  5. Michelle's advice for women leaders

Show Agenda and Timestamps

  1. Show Introduction [00:02]
  2. From hubcaps to Hubspot: Michelle's sales career [1:27]
  3. What has changed in sales leadership since 2005 [8:43]
  4. How to establish trust and credibility as a leader [14:41]
  5. Lessons Michelle learned in 2020 [20:37]
  6. Michelle's advice for women leaders [25:00]
  7. Sam’s Corner [31:24]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/180318/audio--117990--8936--18747--181d6805-6f43-4e0d-8880-4134142028e5.mp3?v=1642742493 Tue, 02 Mar 2021 06:30:00 -0800 2134 false Friday Fundamentals 116: Hunter Madeley Friday Fundamentals 116: Hunter Madeley Friday Fundamentals 116: Hunter Madeley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 116: Hunter Madeley

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/177350/audio--115713--8936--18747--d1df2206-b3ad-40d7-b8b6-60f48b715063.mp3?v=1642742308 Fri, 26 Feb 2021 02:30:00 -0800 407 false 149. What Makes a Great Sales Leader w/ Hunter Madeley 149. What Makes a Great Sales Leader w/ Hunter Madeley Overview:

This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.

What You’ll Learn

  1. Hunter's storied career in sales leadership
  2. A good path to the CEO's spot
  3. Surprises in the top job
  4. Hunter on lessons learned during COVID
  5. The keys to successful agile planning

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. About Hunter Madeley and Vena Solutions [1:42]
  3. A good path to the CEO's spot [9:23]
  4. Surprises in the top job [17:32]
  5. Hunter on lessons learned during COVID [19:19]
  6. The keys to successful agile planning [23:16]
  7. Sam’s Corner [34:47]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.

What You’ll Learn

  1. Hunter's storied career in sales leadership
  2. A good path to the CEO's spot
  3. Surprises in the top job
  4. Hunter on lessons learned during COVID
  5. The keys to successful agile planning

Show Agenda and Timestamps

  1. Show Introduction [00:09]
  2. About Hunter Madeley and Vena Solutions [1:42]
  3. A good path to the CEO's spot [9:23]
  4. Surprises in the top job [17:32]
  5. Hunter on lessons learned during COVID [19:19]
  6. The keys to successful agile planning [23:16]
  7. Sam’s Corner [34:47]


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/178351/audio--116479--8936--18747--140e2866-e5b2-4226-9169-e186a5aa9a43.mp3?v=1642745410 Tue, 23 Feb 2021 03:00:00 -0800 2348 false Friday Fundamentals 115: Kristen Twining Friday Fundamentals 115: Kristen Twining Friday Fundamentals 115: Kristen Twining

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Friday Fundamentals 115: Kristen Twining

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/180003/audio--117627--8936--18747--db4b857c-5420-4739-ba36-1c69b57e07ca.mp3?v=1642746261 Thu, 18 Feb 2021 21:00:00 -0800 316 false 148. Lessons Field Sales Can Learn From Inside Sales w/ Kristin Twining 148. Lessons Field Sales Can Learn From Inside Sales w/ Kristin Twining Overview:

This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

What You’ll Learn

  1. Kristin's remarkable career in sales
  2. Lessons from inside sales mid-pandemic
  3. Kristin on the future of sales
  4. How to succeed at home and at work
  5. Follow in Kristin's footsteps

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. About Kristin Twining and FireMon [2:03]
  3. Lessons from inside sales mid-pandemic [18:50]
  4. Kristin on the future of sales [23:04]
  5. How to succeed both at home and at work [26:32]
  6. Follow in Kristin's footsteps [33:36]
  7. Sam’s Corner [37:25]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week, we've got another great episode for you with Kristin Twining, VP of business development and inside sales for FireMon. She spent most of her career at Hewlett Packard Enterprise where she started off as an individual contributor, then moving into leadership, and ultimately running the inside sales organization at FireMon. We talk about lessons field sales can learn from inside sales and about how to manage a career and a family.

What You’ll Learn

  1. Kristin's remarkable career in sales
  2. Lessons from inside sales mid-pandemic
  3. Kristin on the future of sales
  4. How to succeed at home and at work
  5. Follow in Kristin's footsteps

Show Agenda and Timestamps

  1. Show Introduction [00:10]
  2. About Kristin Twining and FireMon [2:03]
  3. Lessons from inside sales mid-pandemic [18:50]
  4. Kristin on the future of sales [23:04]
  5. How to succeed both at home and at work [26:32]
  6. Follow in Kristin's footsteps [33:36]
  7. Sam’s Corner [37:25]


 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/179603/audio--117343--8936--18747--9b4d9385-6a1c-45e1-8b4f-6e6be8b4ab9d.mp3?v=1642742767 Tue, 16 Feb 2021 07:15:14 -0800 2551 false Friday Fundamentals 114: Fred Mather Friday Fundamentals 114: Fred Mather On this episode of Friday Fundamentals, we talk to Fred Mather  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk to Fred Mather  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/176351/audio--114805--8936--18747--c2122dfc-3403-4612-806b-eb5794921cc3.mp3?v=1642744403 Fri, 12 Feb 2021 02:00:00 -0800 468 false 147. Top Advice for Rising Leaders: Have a Plan w/ Fred Mather 147. Top Advice for Rising Leaders: Have a Plan w/ Fred Mather Overview:

This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million — in both the UK and US. Currently, he is executive vice-chairman of Revenue Collective.

What You’ll Learn

  1. Fred’s insights on the differences in sales between the UK and US
  2. His career path and the importance of networking
  3. A many-time CRO on what makes a distinguished leader
  4. Rising leaders need to have a plan
  5. A plan doesn’t just mean revenue

Show Agenda and Timestamps

  1. Show Introduction [00:02]
  2. About Fred Mather and Revenue Collective [1:12]
  3. Sales in the UK vs. US [9:46]
  4. Fred on Leadership [21:08]
  5. Advice for rising leaders [27:14]
  6. You need a plan [31:02]
  7. Sam’s Corner [34:46]

Sales Hacker to Complete
 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Overview:

This week on the show, we are lucky to have Fred Mather, a 35-year veteran of sales and sales management. He's worked across a variety of companies at high growth stages, helping companies grow from zero in revenue to well over $100 million — in both the UK and US. Currently, he is executive vice-chairman of Revenue Collective.

What You’ll Learn

  1. Fred’s insights on the differences in sales between the UK and US
  2. His career path and the importance of networking
  3. A many-time CRO on what makes a distinguished leader
  4. Rising leaders need to have a plan
  5. A plan doesn’t just mean revenue

Show Agenda and Timestamps

  1. Show Introduction [00:02]
  2. About Fred Mather and Revenue Collective [1:12]
  3. Sales in the UK vs. US [9:46]
  4. Fred on Leadership [21:08]
  5. Advice for rising leaders [27:14]
  6. You need a plan [31:02]
  7. Sam’s Corner [34:46]

Sales Hacker to Complete
 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/176341/audio--114802--8936--18747--25b3b455-c426-49f3-9ec0-4432717a67e0.mp3?v=1642744421 Tue, 09 Feb 2021 02:45:00 -0800 2369 false 146. Why Following Your Passion Is Bad Advice (and what the good advice is) w/ Callie Moriarty 146. Why Following Your Passion Is Bad Advice (and what the good advice is) w/ Callie Moriarty This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We're talking with Callie Moriarty, an enterprise account executive at Six River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. We discuss how Callie stumbled into sales and why the popular advice to follow your passion doesn't work. She also talked about knowing where your intellectual interests and curiosity intersect with work so you can line up with your lifestyle and financial goals.
 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we want to put a spotlight on account executives, people like you that are in the trenches making sales. We're talking with Callie Moriarty, an enterprise account executive at Six River Systems, which is software that manages robotics platforms that help pack e-commerce shipments. We discuss how Callie stumbled into sales and why the popular advice to follow your passion doesn't work. She also talked about knowing where your intellectual interests and curiosity intersect with work so you can line up with your lifestyle and financial goals.
 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/173090/audio--112589--8936--18747--797ba02a-7a0c-42f8-9fa9-826aac8b0fe2.mp3?v=1642742242 Fri, 29 Jan 2021 09:43:29 -0800 1893 false Friday Fundamentals 113: Callie Moriarty Friday Fundamentals 113: Callie Moriarty On this episode of Friday Fundamentals, we talk with Callie Moriarty. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk with Callie Moriarty. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/173092/audio--112590--8936--18747--12aa5ba4-623d-4b83-978b-dc9352d390a1.mp3?v=1642742199 Fri, 29 Jan 2021 02:00:00 -0800 354 false Friday Fundamentals 112: Jacco Van Der Kooij Friday Fundamentals 112: Jacco Van Der Kooij On this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/170979/audio--110815--8936--18747--8a7722b2-f690-4231-9025-f46c026a1db8.mp3?v=1642741847 Fri, 22 Jan 2021 12:45:38 -0800 339 false 145. Lessons Learned From Winning by Design w/ Jacco van der Kooij 145. Lessons Learned From Winning by Design w/ Jacco van der Kooij This week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/169574/audio--109873--8936--18747--63f83e04-7150-4261-8984-b76e0a6ea512.mp3?v=1642741776 Tue, 19 Jan 2021 09:05:21 -0800 2585 false Friday Fundamentals: 111. Mark Levinson on Framework for Driving Productivity Friday Fundamentals: 111. Mark Levinson on Framework for Driving Productivity On this episode of Friday Fundamentals, we chat with Mark Levinson on framework for driving productivity 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Mark Levinson on framework for driving productivity 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/165035/audio--106301--8936--18747--1296ada3-7f9b-4d57-b99b-c98fc2b8dfe2.mp3?v=1642740806 Thu, 14 Jan 2021 21:00:00 -0800 248 false 144. How to Drive Productivity: The Key Is Operational Excellence w/ Mark Levinson 144. How to Drive Productivity: The Key Is Operational Excellence w/ Mark Levinson This week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. He's a thoughtful, intelligent person who's served both as an operator and an analyst. So he's given a lot of thought to operational excellence. We talk about the rise of the CRO role, the integration of revenue operations, and of course, how to drive productivity.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we had a great conversation with Mark Levinson, the global vice president of revenue operations for Bazaarvoice. He's a thoughtful, intelligent person who's served both as an operator and an analyst. So he's given a lot of thought to operational excellence. We talk about the rise of the CRO role, the integration of revenue operations, and of course, how to drive productivity.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/165034/audio--106300--8936--18747--c4276760-a5ce-4d6a-b672-ce260f624328.mp3?v=1642740841 Mon, 11 Jan 2021 21:00:00 -0800 2073 false Friday Fundamentals: 110. Kata Nyitrai on The Modern Way to Cold Call Friday Fundamentals: 110. Kata Nyitrai on The Modern Way to Cold Call On this episode of Friday Fundamentals, we chat with Kata Nyitrai on The Modern Way to Cold Call

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Kata Nyitrai on The Modern Way to Cold Call

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/162916/audio--104898--8936--18747--ab0b84b7-ff36-478f-9459-d191d23e8063.mp3?v=1642740168 Thu, 07 Jan 2021 21:00:00 -0800 590 false 143. Getting in Touch: How to Talk to People Who Don't Know You w/ Kata Nyitrai 143. Getting in Touch: How to Talk to People Who Don't Know You w/ Kata Nyitrai This week on the show, we've got Kata Nyitrai, head of global sales development for Miro, a fast-growing company in Europe. She talks about how to get in touch with people, specifically how you can generate meetings. Miro and I discuss the best mechanisms for multi-channel communication and all the different ways people can reach out to other people. We go in detail about reaching out in Europe, where GDPR is an important presence in terms of how you engage with people who haven't heard about you before.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we've got Kata Nyitrai, head of global sales development for Miro, a fast-growing company in Europe. She talks about how to get in touch with people, specifically how you can generate meetings. Miro and I discuss the best mechanisms for multi-channel communication and all the different ways people can reach out to other people. We go in detail about reaching out in Europe, where GDPR is an important presence in terms of how you engage with people who haven't heard about you before.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/162914/audio--104896--8936--18747--5a5c216e-4a99-456a-92e3-a9276292b3f5.mp3?v=1642740190 Mon, 04 Jan 2021 21:00:00 -0800 1967 false Friday Fundamentals: 109. Mike McNary on the Trick to Driving Employee Happiness Friday Fundamentals: 109. Mike McNary on the Trick to Driving Employee Happiness On this episode of Friday Fundamentals, we chat with Mike McNary on the Trick to Driving Employee Happiness

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Mike McNary on the Trick to Driving Employee Happiness

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/160662/audio--103231--8936--18747--bd0bc475-02d1-4dfe-b85e-e439f6993c2e.mp3?v=1642739289 Thu, 31 Dec 2020 21:00:00 -0800 398 false 142. Restructuring CX Through EX w/ Mike McNary 142. Restructuring CX Through EX w/ Mike McNary This week on the Sales Hacker podcast, we speak with Mike McNary, VP of Acquisition at Mimeo, a company that helps people print and deliver documents.

Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. Mimeo has been on a journey to reform and restructure their sales team, customer success, and employee experience in order to drive significant growth.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Mike McNary, VP of Acquisition at Mimeo, a company that helps people print and deliver documents.

Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. Mimeo has been on a journey to reform and restructure their sales team, customer success, and employee experience in order to drive significant growth.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/160661/audio--103230--8936--18747--47559df2-518c-405e-9a01-d2f06a89c377.mp3?v=1642739335 Mon, 28 Dec 2020 21:00:00 -0800 2253 false Friday Fundamentals: 108. Mary Grothe on Sales BQ Friday Fundamentals: 108. Mary Grothe on Sales BQ On this episode of Friday Fundamentals, we chat with Mary Grothe on Sales BQ

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Mary Grothe on Sales BQ

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/157879/audio--100899--8936--18747--b184f901-1df9-4420-937a-1fc2396b9b67.mp3?v=1642738643 Thu, 24 Dec 2020 21:00:00 -0800 593 false 141. How to Build an Achievable Revenue Plan w/ Mary Grothe 141. How to Build an Achievable Revenue Plan w/ Mary Grothe This week on the Sales Hacker podcast, we speak with Mary Grothe, CEO at House of Revenue.


Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer success departments and getting to the root of their revenue problems, rebuilding infrastructure, developing talent, implementing RevOps and holistically scaling their revenue. With 13 people in year 3, they just crossed 2 million in revenue.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Mary Grothe, CEO at House of Revenue.


Mary formed House of Revenue, a Denver-based firm of revenue leaders who serve companies nationwide by profitably rebuilding their marketing sales and customer success departments and getting to the root of their revenue problems, rebuilding infrastructure, developing talent, implementing RevOps and holistically scaling their revenue. With 13 people in year 3, they just crossed 2 million in revenue.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/157877/audio--100897--8936--18747--f2451ab1-9727-4481-80af-4add1a16807b.mp3?v=1642738692 Mon, 21 Dec 2020 21:00:00 -0800 2758 false Friday Fundamentals: 107. Zak Hemraj on Advice to Improve Winning More RFPs Friday Fundamentals: 107. Zak Hemraj on Advice to Improve Winning More RFPs On this episode of Friday Fundamentals, we chat with Zak Hemraj on advice to improve winning more RFPs 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Zak Hemraj on advice to improve winning more RFPs 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/155269/audio--98908--8936--18747--f76e5347-eab4-45aa-ae89-6e7ba73f0837.mp3?v=1642738805 Thu, 17 Dec 2020 21:00:00 -0800 269 false 140. Habits of a Bootstrap CEO: Depth Not Breadth w/ Zak Hemraj 140. Habits of a Bootstrap CEO: Depth Not Breadth w/ Zak Hemraj This week on the Sales Hacker podcast, we speak with Zak Hemraj, CEO and co-founder of Loopio, a Toronto-based software company that streamlines the RFP process.

Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today, Loopio serves more than 850 world-leading organizations, is ranked 13th on the 2019 Deloitte Technology Fast 50 List, and was selected as one of LinkedIn's top startups in Canada 2 years in a row.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Zak Hemraj, CEO and co-founder of Loopio, a Toronto-based software company that streamlines the RFP process.

Zak co-founded Loopio with his closest friends, Matt York and Jafar Owainati. Today, Loopio serves more than 850 world-leading organizations, is ranked 13th on the 2019 Deloitte Technology Fast 50 List, and was selected as one of LinkedIn's top startups in Canada 2 years in a row.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/155267/audio--98906--8936--18747--c5a16e71-268e-4680-a84f-677230cf807c.mp3?v=1642738855 Mon, 14 Dec 2020 21:00:00 -0800 2210 false Friday Fundamentals: 106. Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices Friday Fundamentals: 106. Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices On this episode of Friday Fundamentals, we chat with Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/153058/audio--97147--8936--18747--72733b26-a733-4f4b-8482-ecfff0af1f14.mp3?v=1642738003 Thu, 10 Dec 2020 21:00:00 -0800 335 false 139. Teaching Sales as a Science w/ Luke Rogers 139. Teaching Sales as a Science w/ Luke Rogers This week on the show, we've got Luke Rogers, the vice president of sales at Instabase. Luke has a really interesting life story. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the show, we've got Luke Rogers, the vice president of sales at Instabase. Luke has a really interesting life story. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Through that, he went to university where he studied AI and cybernetics, ultimately leading big teams in EMEA for AppDynamics. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/153056/audio--97145--8936--18747--dc8982ef-ed21-480a-9f85-bc574a77d2c9.mp3?v=1642738049 Mon, 07 Dec 2020 21:00:00 -0800 2344 false Friday Fundamentals: 105. Jake Sorofman on the 3 Key Differences between Building and Scaling Friday Fundamentals: 105. Jake Sorofman on the 3 Key Differences between Building and Scaling On this episode of Friday Fundamentals, we chat with Jake Sorofman on the 3 Key Differences between Building and Scaling 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jake Sorofman on the 3 Key Differences between Building and Scaling 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/153057/audio--97146--8936--18747--7e77e453-0cf0-4958-9d21-2fb49f50469e.mp3?v=1642738003 Thu, 03 Dec 2020 21:00:00 -0800 360 false 138. The Journey From Being a Marketer to Serving as CEO w/ Jake Sorofman 138. The Journey From Being a Marketer to Serving as CEO w/ Jake Sorofman On today's show, Jake Sorofman joins us as our guest. Jake is a career marketer who served as the CMO at Pendo. He also worked at Gartner where he worked as head of research. After a career as a vp of marketing and CMO, Jake now serves as president of MetaCX.

Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's show, Jake Sorofman joins us as our guest. Jake is a career marketer who served as the CMO at Pendo. He also worked at Gartner where he worked as head of research. After a career as a vp of marketing and CMO, Jake now serves as president of MetaCX.

Jake is an interesting guy with a lot of really interesting ideas about brands and about scaling organizations. He talks about the journey of a marketer leading the entire revenue function on the path to CEO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/150610/audio--95298--8936--18747--41229fe3-779e-48ad-8951-e4bd7654c378.mp3?v=1642736987 Mon, 30 Nov 2020 21:00:00 -0800 1974 false Friday Fundamentals: 104. Trish Bertuzzi on Successful Customer Engagement Friday Fundamentals: 104. Trish Bertuzzi on Successful Customer Engagement On this episode of Friday Fundamentals, we chat with Trish Bertuzzi on Successful Customer Engagement

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Trish Bertuzzi on Successful Customer Engagement

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/148969/audio--94146--8936--18747--438f8287-14f1-4f26-a50c-1b190fdffe60.mp3?v=1642736893 Thu, 26 Nov 2020 21:00:00 -0800 346 false 137. Team Selling: A Comeback Story for 2021 w/ Trish Bertuzzi 137. Team Selling: A Comeback Story for 2021 w/ Trish Bertuzzi On today's show, we're talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi.

She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

She's also going to talk about 2021 planning, how this year the planning process must be different.

Finally, she's going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we're all working from home.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's show, we're talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi.

She's going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

She's also going to talk about 2021 planning, how this year the planning process must be different.

Finally, she's going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we're all working from home.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/148971/audio--94148--8936--18747--306144f3-e11e-481e-8408-fae8582f46b7.mp3?v=1642736949 Mon, 23 Nov 2020 21:00:00 -0800 2262 false Friday Fundamentals: 103. Matt Klepac on Driving Sales and Marketing Alignment Friday Fundamentals: 103. Matt Klepac on Driving Sales and Marketing Alignment On this episode of Friday Fundamentals, we chat with Matt Klepac driving sales and marketing alignment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Matt Klepac driving sales and marketing alignment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/146335/audio--92360--8936--18747--5fb2ae00-fcd0-45cc-88e4-829d415dc339.mp3?v=1642739944 Thu, 19 Nov 2020 21:00:00 -0800 293 false 136. From the Opera to the C-Suite: Taking the Leap and Founding a Company w/ Matt Klepac 136. From the Opera to the C-Suite: Taking the Leap and Founding a Company w/ Matt Klepac On today's show, we've got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They're pioneering what they say is the revenue operations revolution. Matt started his career as an opera singer in addition to being a CMO and marketer. We talked about how to make transitions. Plus, we discussed risk and the guiding principles of starting a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's show, we've got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. They're pioneering what they say is the revenue operations revolution. Matt started his career as an opera singer in addition to being a CMO and marketer. We talked about how to make transitions. Plus, we discussed risk and the guiding principles of starting a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/152436/audio--96682--8936--18747--d89264ad-00ee-45a4-b0ee-e07e7121d576.mp3?v=1642738699 Mon, 16 Nov 2020 21:30:00 -0800 2222 false Friday Fundamentals: 102. AJ Bruno on Fixing Broken Comp Plans Friday Fundamentals: 102. AJ Bruno on Fixing Broken Comp Plans On this episode of Friday Fundamentals, we chat with AJ Bruno on fixing broken comp plans

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with AJ Bruno on fixing broken comp plans

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/146328/audio--92356--8936--18747--6088720c-032d-4ef7-8aa2-85e73e6d6734.mp3?v=1642739925 Thu, 12 Nov 2020 21:00:00 -0800 296 false 135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ Bruno 135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ Bruno We've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We've got an interview with a friend and a great entrepreneur, AJ Bruno, the CEO and co-founder of a company called QuotaPath. He's a serial entrepreneur who started and sold a company called TrendKite. He's been working on QuotaPath as well. It's a great conversation, and it's really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/146326/audio--92354--8936--18747--690ba783-08f5-4c9a-bb84-9a4f73c5421e.mp3?v=1642739958 Mon, 09 Nov 2020 21:00:00 -0800 2386 false Friday Fundamentals: 101. Ilan Jacobson on the #1 Trait that Drives Successful Sales People Friday Fundamentals: 101. Ilan Jacobson on the #1 Trait that Drives Successful Sales People On this episode of Friday Fundamentals, we chat with Ilan Jacobson on the #1 trait that drives successful sales people

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Ilan Jacobson on the #1 trait that drives successful sales people

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144961/audio--91363--8936--18747--f736d2b0-2a19-4539-b156-8f8c83ab336f.mp3?v=1642736859 Thu, 05 Nov 2020 21:00:00 -0800 414 false 134. What Great Teams and Great Leaders Hold in Common w/ Ilan Jacobson 134. What Great Teams and Great Leaders Hold in Common w/ Ilan Jacobson Today, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of services that growth companies need. Concentrated in Canada, FirePower provides services all over the world. In a wide ranging discussion, we talk about authenticity, what makes great teams great, and what great leaders do to drive growth in their companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today, we bring you an interview with Ilan Jacobson, one of the leading financial entrepreneurs in Canada. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of services that growth companies need. Concentrated in Canada, FirePower provides services all over the world. In a wide ranging discussion, we talk about authenticity, what makes great teams great, and what great leaders do to drive growth in their companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144724/audio--91128--8936--18747--6943ce07-0f01-41a7-a071-b14593cc509f.mp3?v=1642738975 Mon, 02 Nov 2020 21:00:00 -0800 2367 false Friday Fundamentals: 100. Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs Friday Fundamentals: 100. Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs On this episode of Friday Fundamentals, we chat with Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144725/audio--91129--8936--18747--9684306a-be32-4cd1-a425-75ce46afdb09.mp3?v=1642738924 Thu, 29 Oct 2020 22:00:00 -0700 283 false Special Episode: Highlights From Top Women in Sales Special Episode: Highlights From Top Women in Sales Today on the show, we have a very special episode. October is Women in Sales month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession. It's got clips and highlights from some of my favorite conversations with the best women sales leaders that have appeared on the Sales Hacker Podcast. I hope you enjoy it.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we have a very special episode. October is Women in Sales month. To celebrate, we are highlighting some of the best moments and insights shared on this podcast by female sales leaders who are elevating the entire sales profession. It's got clips and highlights from some of my favorite conversations with the best women sales leaders that have appeared on the Sales Hacker Podcast. I hope you enjoy it.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144726/audio--91130--8936--18747--448fb540-ef5a-4672-8298-7db892054ce5.mp3?v=1642738978 Wed, 28 Oct 2020 21:00:00 -0700 1874 false 133. Unexpected Lessons From a 20-Year Sales Veteran w/ Jim Donovan 133. Unexpected Lessons From a 20-Year Sales Veteran w/ Jim Donovan Today on the show, we've got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim's a 20-year veteran of the sales industry. He was also in the World Trade Center during 9/11. That was a pivotal moment in his life and when he decided to embark on a career in sales. Now, we get to chat with him. He's down in st. Petersburg, Florida managing a global team on the march to 100 million for PandaDoc.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we've got Jim Donovan, the vice president of global sales from PandaDoc. A fantastic guest and really great guy, Jim's a 20-year veteran of the sales industry. He was also in the World Trade Center during 9/11. That was a pivotal moment in his life and when he decided to embark on a career in sales. Now, we get to chat with him. He's down in st. Petersburg, Florida managing a global team on the march to 100 million for PandaDoc.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144727/audio--91131--8936--18747--2c69f01e-f4fd-4805-a3a1-9c80a4d9baf0.mp3?v=1642739012 Mon, 26 Oct 2020 22:30:00 -0700 2499 false Friday Fundamentals: 99. John Mark Shaw on a Tangible 4 Step Process to Change Your Life Friday Fundamentals: 99. John Mark Shaw on a Tangible 4 Step Process to Change Your Life On this episode of Friday Fundamentals, we chat with John Mark Shaw on a tangible 4 step process you can use to change your life.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with John Mark Shaw on a tangible 4 step process you can use to change your life.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144728/audio--91132--8936--18747--0e203479-98cf-414b-a3f5-66a0be8fe977.mp3?v=1642738963 Thu, 22 Oct 2020 21:30:00 -0700 414 false 132. The Internal Game: Coaching Your Way to Success w/ John Mark Shaw 132. The Internal Game: Coaching Your Way to Success w/ John Mark Shaw Today we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they're articulated, I've seen really meaningful results from them. I'm talking about John Mark Shaw. As I mentioned, he's my personal coach. On the show, we discuss a lot of ideas that I personally use every day and I've seen great success with.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today we are interviewing an executive and life coach, somebody who has personally helped change my mindset. Although some of his ideas are unconventional in the way they're articulated, I've seen really meaningful results from them. I'm talking about John Mark Shaw. As I mentioned, he's my personal coach. On the show, we discuss a lot of ideas that I personally use every day and I've seen great success with.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144730/audio--91133--8936--18747--8d83683a-fd09-434c-82d0-8afe1e13518d.mp3?v=1642739048 Mon, 19 Oct 2020 22:30:00 -0700 2748 false Friday Fundamentals: 98. Ryan Walsh on the Top Factors that Drive Outside Sales Compensation Friday Fundamentals: 98. Ryan Walsh on the Top Factors that Drive Outside Sales Compensation On this episode of Friday Fundamentals, we chat with Ryan Walsh on the Top Factors that Drive Outside Sales Compensation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Ryan Walsh on the Top Factors that Drive Outside Sales Compensation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144729/audio--91134--8936--18747--878c3032-a046-4624-8deb-9930d13bdf5d.mp3?v=1642738970 Thu, 15 Oct 2020 22:00:00 -0700 380 false 131. Data, Set, Match: How to Build a Two-Sided Marketplace to Drive Revenue w/ Ryan Walsh 131. Data, Set, Match: How to Build a Two-Sided Marketplace to Drive Revenue w/ Ryan Walsh Today on the show we've got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it's first party, objective information from reps themselves about how much people make at different companies. You can access that data set once you contribute your own information on a blinded basis. Using RepVue, you can figure out exactly what people are making. You can't look at their individual W2s, but you can know that if you work at XYZ company, then you can make up to $700,000 a year.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show we've got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. Actually, it's first party, objective information from reps themselves about how much people make at different companies. You can access that data set once you contribute your own information on a blinded basis. Using RepVue, you can figure out exactly what people are making. You can't look at their individual W2s, but you can know that if you work at XYZ company, then you can make up to $700,000 a year.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144731/audio--91135--8936--18747--91614869-28d4-4389-bd56-80c30be37472.mp3?v=1642739042 Mon, 12 Oct 2020 22:00:00 -0700 2157 false Friday Fundamentals: 97. Eddie Baez on Growing Revenue and Accelerating Growth on Sales Teams Friday Fundamentals: 97. Eddie Baez on Growing Revenue and Accelerating Growth on Sales Teams On this episode of Friday Fundamentals, we chat with Eddie Baez on growing revenue and accelerating growth on sales teams

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Eddie Baez on growing revenue and accelerating growth on sales teams

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144732/audio--91136--8936--18747--c8ac6dec-39ca-4d0f-b8b5-70a90636eb2f.mp3?v=1642738994 Thu, 08 Oct 2020 21:30:00 -0700 335 false 130. Turning Junior-level Talent into Top Sales Professionals w/ Eddie Baez 130. Turning Junior-level Talent into Top Sales Professionals w/ Eddie Baez Today on the show, we've got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren't aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire. Eddie sells market research as a senior business development consultant at IBISWorld.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we've got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren't aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire. Eddie sells market research as a senior business development consultant at IBISWorld.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144733/audio--91137--8936--18747--bbe75d89-9413-4f48-b821-01c2dec9c34d.mp3?v=1642739065 Mon, 05 Oct 2020 22:00:00 -0700 2231 false Friday Fundamentals: 96. Vishal Sunak on Early Stage Companies Closing Deals Friday Fundamentals: 96. Vishal Sunak on Early Stage Companies Closing Deals On this episode of Friday Fundamentals, we chat with Vishal Sunak on Early Stage Companies Closing Deals

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Vishal Sunak on Early Stage Companies Closing Deals

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144734/audio--91138--8936--18747--28d19825-7e55-4f0b-aaa6-65717b01777f.mp3?v=1642739018 Thu, 01 Oct 2020 22:00:00 -0700 463 false 129. Building a Company from Scratch w/ Vishal Sunak 129. Building a Company from Scratch w/ Vishal Sunak Today on the show, we've got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you've signed and what agreements your company has made. They sell that product to general councils, operations teams, and deal desks. Vishal and I talk about what it's like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we've got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. With LinkSquares, you know what terms you've signed and what agreements your company has made. They sell that product to general councils, operations teams, and deal desks. Vishal and I talk about what it's like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144735/audio--91139--8936--18747--563feb94-36e0-4ae2-aa2f-512f6e74a4ad.mp3?v=1642739063 Mon, 28 Sep 2020 22:00:00 -0700 1883 false Friday Fundamentals: 95. Tom Martin on the Job Market Approach Friday Fundamentals: 95. Tom Martin on the Job Market Approach On this episode of Friday Fundamentals, we chat with Tom Martin on the Job Market Approach

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Tom Martin on the Job Market Approach

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144736/audio--91140--8936--18747--356b7b05-01e7-417b-97cc-42dd661d9a53.mp3?v=1642739040 Thu, 24 Sep 2020 22:00:00 -0700 424 false 128. Unshackle Your Career with a Mentor w/ Tom Martin 128. Unshackle Your Career with a Mentor w/ Tom Martin Today on the show we've got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief revenue officer at iCIMS. He and I talk about how you can get better at your career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show we've got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Today, in addition to having worked at Nuance Communications, Tom is leading a $250 million business as the chief revenue officer at iCIMS. He and I talk about how you can get better at your career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144737/audio--91141--8936--18747--e3bc885b-7cbe-45ba-ae6f-70b954328d13.mp3?v=1642739111 Mon, 21 Sep 2020 22:00:00 -0700 2595 false Friday Fundamentals: 94. Brian Litvack on How Organizations can use Values to Help Them Grow Friday Fundamentals: 94. Brian Litvack on How Organizations can use Values to Help Them Grow On this episode of Friday Fundamentals, we chat with Brian Litvack on how organizations can use values to help them grow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Brian Litvack on how organizations can use values to help them grow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144738/audio--91142--8936--18747--1cdd8acd-9044-4846-8497-9e8b65afe4c1.mp3?v=1642739062 Thu, 17 Sep 2020 22:00:00 -0700 434 false 127. Lessons Learned in 10 Years of Democratizing Youth Sports w/ Brian Litvack 127. Lessons Learned in 10 Years of Democratizing Youth Sports w/ Brian Litvack Today on the show, we've got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He's the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. LeagueApps is the operating system for youth sports leagues and helps people to compete in a healthy and wholesome way. It's been a difficult thing to do during COVID.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we've got Brian Litvack, the first person that ever hired me as a sales consultant and my fast friend. He's the Co-founder and CEO of a company called LeagueApps, which is democratizing the world of youth sports. LeagueApps is the operating system for youth sports leagues and helps people to compete in a healthy and wholesome way. It's been a difficult thing to do during COVID.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144739/audio--91143--8936--18747--8ba73248-4081-4f62-acbe-0d93d60f8d23.mp3?v=1642739126 Mon, 14 Sep 2020 22:00:00 -0700 2506 false Friday Fundamentals: 93. Jeff Winters on the 3 Things You Need to do to get a Dream Meeting Friday Fundamentals: 93. Jeff Winters on the 3 Things You Need to do to get a Dream Meeting On this episode of Friday Fundamentals, we chat with Jeff Winters 3 things you need to do to get a Dream Meeting

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jeff Winters 3 things you need to do to get a Dream Meeting

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144740/audio--91144--8936--18747--79a89285-a06c-4e8b-9614-665907279ebc.mp3?v=1642739081 Thu, 10 Sep 2020 22:00:00 -0700 292 false 126. How to Book a Meeting with Nearly Anyone in the World with Jeff Winters 126. How to Book a Meeting with Nearly Anyone in the World with Jeff Winters Today on the show, we've got Jeff Winters, the founder and CEO of Sapper Consulting, one of the top 10 people in the world who can get a dream meeting — a meeting with virtually anybody in the world. We also announced a contest on this episode, so give it a or read our blog.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we've got Jeff Winters, the founder and CEO of Sapper Consulting, one of the top 10 people in the world who can get a dream meeting — a meeting with virtually anybody in the world. We also announced a contest on this episode, so give it a or read our blog.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144742/audio--91145--8936--18747--3e675c42-32bd-4946-bb8c-e0462b6b037a.mp3?v=1642739161 Mon, 07 Sep 2020 22:00:00 -0700 2336 false Friday Fundamentals: 92. Mykal White on the 3 Keys to Client and Prospect Success Friday Fundamentals: 92. Mykal White on the 3 Keys to Client and Prospect Success On this episode of Friday Fundamentals, we chat with Mykal White on the 3 Keys to Client and Prospect Success

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Mykal White on the 3 Keys to Client and Prospect Success

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144741/audio--91146--8936--18747--cc5fb7ef-c9ed-4e52-aa63-2cb7326cd17d.mp3?v=1642739092 Thu, 03 Sep 2020 22:00:00 -0700 260 false 125. Driving Outcomes Through Your Authentic Self and Human Language w/ Mykal White 125. Driving Outcomes Through Your Authentic Self and Human Language w/ Mykal White Today on the show we've got Mykal White, founder, owner, and CEO of a consulting business called NUNDA. We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really drive outcomes for you as it has for Mykal.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show we've got Mykal White, founder, owner, and CEO of a consulting business called NUNDA. We talk about using real human English language and being your whole authentic self in the context of a sales cycle and how that can really drive outcomes for you as it has for Mykal.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144744/audio--91147--8936--18747--4cb9f241-c79f-4218-8fc1-65d3061e3254.mp3?v=1642739183 Mon, 31 Aug 2020 22:00:00 -0700 2192 false Friday Fundamentals: 91. Alyssa Merwin on 3 Things to Remember in Every Sales Conversation Friday Fundamentals: 91. Alyssa Merwin on 3 Things to Remember in Every Sales Conversation On this episode of Friday Fundamentals, we chat with Alyssa Merwin on 3 Things to Remember in Every Sales Conversation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Alyssa Merwin on 3 Things to Remember in Every Sales Conversation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144743/audio--91148--8936--18747--b817407b-6231-430d-b24a-162a683b418a.mp3?v=1642739113 Thu, 27 Aug 2020 22:00:00 -0700 294 false 124. Managing People Through a Crisis w/ Alyssa Merwin 124. Managing People Through a Crisis w/ Alyssa Merwin This week on the Sales Hacker Podcast, we've got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America. 

She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. She's also an incredible leader, an incredible manager, and an inspiring person. We're going to learn a lot from her about managing people through a crisis because that's what the pandemic is. It's a crisis. It's a perpetual crisis that seems to drag on forever. But it is a crisis, and you have to change to cope with it.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker Podcast, we've got Alyssa Merwin, Vice President of Sales Solutions for LinkedIn, North America. 

She runs Sales Navigator and is perhaps one of the most important people selling sales engagement and sales software in the world. She's also an incredible leader, an incredible manager, and an inspiring person. We're going to learn a lot from her about managing people through a crisis because that's what the pandemic is. It's a crisis. It's a perpetual crisis that seems to drag on forever. But it is a crisis, and you have to change to cope with it.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144745/audio--91149--8936--18747--d3343918-66f7-4c9d-96d0-f46cfc50519d.mp3?v=1642739196 Mon, 24 Aug 2020 22:00:00 -0700 2389 false Friday Fundamentals: 90. Brandon Meyers on Leading with Empathy Friday Fundamentals: 90. Brandon Meyers on Leading with Empathy On this episode of Friday Fundamentals, we chat with Brandon Meyers on Leading with Empathy

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Brandon Meyers on Leading with Empathy

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144746/audio--91150--8936--18747--5464a62f-1706-474c-ae33-68c3a83e2ab2.mp3?v=1642739148 Thu, 20 Aug 2020 22:00:00 -0700 349 false 123. The Journey From a Programmatic Transactional Revenue Model to a Subscription Model w/ Brandon Meyers 123. The Journey From a Programmatic Transactional Revenue Model to a Subscription Model w/ Brandon Meyers This week on the Sales Hacker podcast, we've got a fantastic episode for you. We've got an interview with Brandon Meyers, the chief revenue officer of ADARA. 

Brandon worked his way up from the very bottom to the very top. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. It has been an incredible journey for him. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we've got a fantastic episode for you. We've got an interview with Brandon Meyers, the chief revenue officer of ADARA. 

Brandon worked his way up from the very bottom to the very top. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. It has been an incredible journey for him. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144749/audio--91151--8936--18747--ab2854b5-b953-4fb4-8f1b-5607ac3ee5cb.mp3?v=1642739237 Mon, 17 Aug 2020 22:00:00 -0700 2718 false Friday Fundamentals: 89. Wes Ulysse on the 3 Core Attributes of Great Sellers Friday Fundamentals: 89. Wes Ulysse on the 3 Core Attributes of Great Sellers On this episode of Friday Fundamentals, we chat with Wes Ulysse on the 3 Core Attributes of Great Sellers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Wes Ulysse on the 3 Core Attributes of Great Sellers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144747/audio--91152--8936--18747--962a45ef-4a7a-4dc0-835d-9329135389db.mp3?v=1642739151 Thu, 13 Aug 2020 22:00:00 -0700 221 false 122. Tips for Building a Diverse Team w/ Wes Ulysse 122. Tips for Building a Diverse Team w/ Wes Ulysse This week on the Sales Hacker podcast, we speak with Wes Ulysse, Head of Sales, North America at Red Points, a SaaS company that's leveraging AI and machine learning to protect brands' online intellectual property.

Wes started his professional career as an accountant for the New York City Ballet. After four years, he didn't like being stuck behind a desk, so he moved into SaaS. Wes started his career at Sisense, becoming head of enterprise business development and ultimately director of inside sales for North America. As of January 2019, he moved on to leading the US sales team at Red Points.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Wes Ulysse, Head of Sales, North America at Red Points, a SaaS company that's leveraging AI and machine learning to protect brands' online intellectual property.

Wes started his professional career as an accountant for the New York City Ballet. After four years, he didn't like being stuck behind a desk, so he moved into SaaS. Wes started his career at Sisense, becoming head of enterprise business development and ultimately director of inside sales for North America. As of January 2019, he moved on to leading the US sales team at Red Points.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144748/audio--91153--8936--18747--4cf35d2a-bf23-4259-9bf4-7d770bc5b3a4.mp3?v=1642739207 Mon, 10 Aug 2020 21:30:00 -0700 1904 false Friday Fundamentals: 88. Matt Rizzetta on Sales Success Friday Fundamentals: 88. Matt Rizzetta on Sales Success On this episode of Friday Fundamentals, we chat with Matt Rizzetta on Sales Success

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Matt Rizzetta on Sales Success

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144750/audio--91154--8936--18747--205465bd-bac6-4640-b492-68c46368fc03.mp3?v=1642739172 Thu, 06 Aug 2020 22:00:00 -0700 345 false 121. Lessons From Survival Mode: How to Bootstrap Your Business w/ Matt Rizzetta 121. Lessons From Survival Mode: How to Bootstrap Your Business w/ Matt Rizzetta This week on the Sales Hacker podcast, we speak with Matt Rizzetta, founder of North 6th Agency, which is a communications and PR firm based in New York City.

Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he's got a thriving business that is not venture capital backed. He's one of the small and medium-sized business owners of the world trying to build a huge business.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Matt Rizzetta, founder of North 6th Agency, which is a communications and PR firm based in New York City.

Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he's got a thriving business that is not venture capital backed. He's one of the small and medium-sized business owners of the world trying to build a huge business.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144751/audio--91155--8936--18747--61ea0a7a-377d-4e2b-a0ce-2e6a2b4c8ab6.mp3?v=1642739244 Mon, 03 Aug 2020 22:30:00 -0700 2509 false Friday Fundamentals: 87. Steven Broudy on Hiring Mistakes Friday Fundamentals: 87. Steven Broudy on Hiring Mistakes On this episode of Friday Fundamentals, we chat with Steven Broudy on hiring mistakes

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Steven Broudy on hiring mistakes

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144752/audio--91156--8936--18747--d79e595a-1cb3-41bd-9dcd-2f6f900f7013.mp3?v=1642739200 Thu, 30 Jul 2020 22:00:00 -0700 745 false 120. From Special Ops to Revenue Ops: A Conversation About Soldiering and Selling w/ Steven Broudy 120. From Special Ops to Revenue Ops: A Conversation About Soldiering and Selling w/ Steven Broudy This week on the Sales Hacker podcast, we speak with Steven Broudy, Vice President and Head of Sales at Bevy, which helps companies build virtual communities. 

Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to Bevy. He's also an armed forces veteran, and has served the country and has a lot to say about many different things.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Steven Broudy, Vice President and Head of Sales at Bevy, which helps companies build virtual communities. 

Steven is a long time SaaS sales executive, having worked at MuleSoft before coming to Bevy. He's also an armed forces veteran, and has served the country and has a lot to say about many different things.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144754/audio--91157--8936--18747--0bd6d179-81e0-4397-9f72-9247a1c48087.mp3?v=1642739273 Mon, 27 Jul 2020 22:00:00 -0700 2621 false Friday Fundamentals: 86. Brendan Kamm on Ways Gratitude can Help Drive Business Friday Fundamentals: 86. Brendan Kamm on Ways Gratitude can Help Drive Business On this episode of Friday Fundamentals, we chat with Brendan Kamm on top ways that gratitude can help drive business

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Brendan Kamm on top ways that gratitude can help drive business

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144753/audio--91158--8936--18747--2885e4c5-17bd-441e-9348-bf906a8630b0.mp3?v=1642739192 Thu, 23 Jul 2020 22:00:00 -0700 251 false 119. Showing Gratitude & Building Relationships Using Small Gestures w/ Brendan Kamm 119. Showing Gratitude & Building Relationships Using Small Gestures w/ Brendan Kamm This week on the Sales Hacker podcast, we speak with Brendan Kamm, Co-Founder and CEO at Thnks.

Brendan is a digital industry veteran and an executive. His company is a gifting platform that facilitates connections and relationships between salespeople. Brendan’s startup philosophy? Don’t follow your passion.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Brendan Kamm, Co-Founder and CEO at Thnks.

Brendan is a digital industry veteran and an executive. His company is a gifting platform that facilitates connections and relationships between salespeople. Brendan’s startup philosophy? Don’t follow your passion.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144755/audio--91159--8936--18747--ffe4dadf-fc5a-468e-a984-15a1ebfa4a9a.mp3?v=1642739271 Mon, 20 Jul 2020 22:30:00 -0700 2205 false Friday Fundamentals: 85. Ernest Owusu on Treating your Sales Career like a Professional Athlete Friday Fundamentals: 85. Ernest Owusu on Treating your Sales Career like a Professional Athlete On this episode of Friday Fundamentals, we chat with Ernest Owusu treating your sales career like a professional athlete

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Ernest Owusu treating your sales career like a professional athlete

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144756/audio--91160--8936--18747--de22b43f-fb84-4c9e-aa25-fc0a3e17ed06.mp3?v=1642739219 Thu, 16 Jul 2020 22:30:00 -0700 239 false 118. Build Your Team’s Culture to Weather Any Storm w/ Ernest Owusu 118. Build Your Team’s Culture to Weather Any Storm w/ Ernest Owusu This week on the Sales Hacker podcast, we speak with Ernest Owusu, Senior Director of Sales Development at 6sense.

A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in tech sales as in sports. Now in a leadership role, he promotes the importance of team culture to keep BDRs connected during any crisis.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ernest Owusu, Senior Director of Sales Development at 6sense.

A former professional football player, Ernest transitioned to sales when he realized that process and commitment matter just as much in tech sales as in sports. Now in a leadership role, he promotes the importance of team culture to keep BDRs connected during any crisis.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144757/audio--91161--8936--18747--06c5943c-fab7-4467-872d-85070fcf4575.mp3?v=1642739293 Mon, 13 Jul 2020 22:00:00 -0700 2256 false Friday Fundamentals: 84. Michael Coscetta on Revenue Leadership Friday Fundamentals: 84. Michael Coscetta on Revenue Leadership On this episode of Friday Fundamentals, we chat with Michael Coscetta on revenue leadership

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Michael Coscetta on revenue leadership

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144758/audio--91162--8936--18747--76a22374-31b9-468e-950e-fc9c5959eaa1.mp3?v=1642739238 Thu, 09 Jul 2020 22:30:00 -0700 433 false 117. The Tools You Need If You Want to Succeed at Scale w/ Michael Coscetta 117. The Tools You Need If You Want to Succeed at Scale w/ Michael Coscetta Today on the show, we are incredibly excited to have Michael Coscetta. 

Michael is a member of Revenue Collective, but perhaps most importantly, he's the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. That's an incredible success story in terms of their ability to work with and attract the best brokers, build a massive brokerage community, and give those people the tools they need to succeed. Michael talks about how he does that at scale and how he thinks about scale.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on the show, we are incredibly excited to have Michael Coscetta. 

Michael is a member of Revenue Collective, but perhaps most importantly, he's the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. That's an incredible success story in terms of their ability to work with and attract the best brokers, build a massive brokerage community, and give those people the tools they need to succeed. Michael talks about how he does that at scale and how he thinks about scale.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144759/audio--91163--8936--18747--c0eab3c3-be01-4d06-88cb-ef9ea371bd92.mp3?v=1642739309 Mon, 06 Jul 2020 21:30:00 -0700 2444 false Friday Fundamentals: 83. Andrew Sykes on the Most Important Habit at Work Friday Fundamentals: 83. Andrew Sykes on the Most Important Habit at Work On this episode of Friday Fundamentals, we chat with Andrew Sykes on the most important habit at work.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Andrew Sykes on the most important habit at work.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144760/audio--91164--8936--18747--d982bd3c-a8dc-4644-a6af-68445d182754.mp3?v=1642739251 Thu, 02 Jul 2020 23:00:00 -0700 439 false 116. How Do You Form Great Habits at Work? w/ Andrew Sykes 116. How Do You Form Great Habits at Work? w/ Andrew Sykes This week on the Sales Hacker podcast, we're incredibly excited to have Andrew Sykes. 

Andrew is a career salesperson, but he's also a lecturer at Northwestern University's Kellogg School of Business. He also runs a company called Habits at Work, and that's really what we're going to be talking about. And Habits at Work is all about how you form great habits. What's the most important habit? What is the single most important habit that you can form that can change your career and drive for success?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we're incredibly excited to have Andrew Sykes. 

Andrew is a career salesperson, but he's also a lecturer at Northwestern University's Kellogg School of Business. He also runs a company called Habits at Work, and that's really what we're going to be talking about. And Habits at Work is all about how you form great habits. What's the most important habit? What is the single most important habit that you can form that can change your career and drive for success?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144761/audio--91165--8936--18747--58f27b84-7196-4881-8063-f8e16109ab41.mp3?v=1642739324 Sun, 28 Jun 2020 22:00:00 -0700 2610 false Friday Fundamentals: 82. Leah Chaney on the Methodology to Adapt to Deliver a Great Customer Experience Friday Fundamentals: 82. Leah Chaney on the Methodology to Adapt to Deliver a Great Customer Experience On this episode of Friday Fundamentals, we chat with Leah Chaney on the methodology to adapt to deliver a great customer experience

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Leah Chaney on the methodology to adapt to deliver a great customer experience

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144762/audio--91166--8936--18747--7ddf4e73-29f9-41d9-b024-7416188cbe20.mp3?v=1642739267 Thu, 25 Jun 2020 22:00:00 -0700 457 false 115. The Magic Key to CX Success w/ Leah Chaney 115. The Magic Key to CX Success w/ Leah Chaney This week on the Sales Hacker podcast, we speak with Leah Chaney, the Chief Experience Officer for BetterGrowth, a customer support agency she founded.

Leah has been a pioneer for customer experience practices for the last two decades, focusing her work on putting customers at the heart of SaaS and service-based technology organizations. When not coaching teams on how to build a service-centric customer experience organization, she is snuggling her two pug mixes, re-watching The Goonies for the millionth time, or taking spins on her Peloton. Leah and her wife are anxiously awaiting the birth of their first child in July 2020.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Leah Chaney, the Chief Experience Officer for BetterGrowth, a customer support agency she founded.

Leah has been a pioneer for customer experience practices for the last two decades, focusing her work on putting customers at the heart of SaaS and service-based technology organizations. When not coaching teams on how to build a service-centric customer experience organization, she is snuggling her two pug mixes, re-watching The Goonies for the millionth time, or taking spins on her Peloton. Leah and her wife are anxiously awaiting the birth of their first child in July 2020.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144763/audio--91167--8936--18747--6f58ddd9-9844-4fa2-a7f7-f704402d8172.mp3?v=1642739334 Mon, 22 Jun 2020 22:00:00 -0700 2629 false Friday Fundamentals: 81. With Gleb Tsipursky on Decision Making in a Business Context Friday Fundamentals: 81. With Gleb Tsipursky on Decision Making in a Business Context On this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144764/audio--91168--8936--18747--44be2b47-aedc-412e-a368-31c246a325f1.mp3?v=1642739306 Thu, 18 Jun 2020 22:30:00 -0700 785 false 114. Understanding Human Cognitive Bias or Why You Can't Trust Your Impulses w/ Dr. Gleb Tsipursky 114. Understanding Human Cognitive Bias or Why You Can't Trust Your Impulses w/ Dr. Gleb Tsipursky This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky, an internationally recognized thought leader known as the disaster avoidance.

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. His expertise stems from over 20 years of consulting, coaching, speaking training, and writing. His most recent book is called Resilience: Adapt And Plan For The New Abnormal Of The COVID-19 Coronavirus Pandemic.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky, an internationally recognized thought leader known as the disaster avoidance.

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. His expertise stems from over 20 years of consulting, coaching, speaking training, and writing. His most recent book is called Resilience: Adapt And Plan For The New Abnormal Of The COVID-19 Coronavirus Pandemic.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144765/audio--91169--8936--18747--43554e2d-ff5d-498a-a7f6-f79740ce6ca9.mp3?v=1642739365 Mon, 15 Jun 2020 22:00:00 -0700 2522 false Friday Fundamentals: 80. With Barrett Boston on Applying Lessons from Moneyball when Hiring Sales People Friday Fundamentals: 80. With Barrett Boston on Applying Lessons from Moneyball when Hiring Sales People On this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144766/audio--91170--8936--18747--a01c57a0-cfc7-49ea-968f-b2f2a2ed3baa.mp3?v=1642739312 Thu, 11 Jun 2020 22:00:00 -0700 494 false 113. Secrets to Great Leadership During a Pandemic and Beyond w/ Barrett Boston 113. Secrets to Great Leadership During a Pandemic and Beyond w/ Barrett Boston This week on the Sales Hacker podcast, we speak with Barrett Boston, Chief Revenue Officer at TriNet.

A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn't scratching the itch, though, so he decided that he just had to be in sales. He had to be an operator. So Barrett moved to TravelClick where he became President of the Americas and ultimately found his way to an incredible career at IBM before moving on to TriNet.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Barrett Boston, Chief Revenue Officer at TriNet.

A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn't scratching the itch, though, so he decided that he just had to be in sales. He had to be an operator. So Barrett moved to TravelClick where he became President of the Americas and ultimately found his way to an incredible career at IBM before moving on to TriNet.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144767/audio--91171--8936--18747--d80aa4c8-c4f1-459c-b6a1-fe2538a9e1f9.mp3?v=1642739367 Mon, 08 Jun 2020 22:30:00 -0700 2406 false Friday Fundamentals: 79. With Matthew Gowen on How to Onboard a New Sales Team Member Friday Fundamentals: 79. With Matthew Gowen on How to Onboard a New Sales Team Member On this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144768/audio--91172--8936--18747--4b23b862-eee5-448f-83d9-b76409987a44.mp3?v=1642739321 Thu, 04 Jun 2020 22:00:00 -0700 281 false 112. Why Companies Fail Coming to Europe w/ Matthew Gowen 112. Why Companies Fail Coming to Europe w/ Matthew Gowen This week on the Sales Hacker podcast, we speak with Matthew Gowen, the SVP of Sales at Pangea.

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Matthew Gowen, the SVP of Sales at Pangea.

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144769/audio--91173--8936--18747--e36b7a18-5b1d-46b1-b408-cf5aa9d148a5.mp3?v=1642739376 Mon, 01 Jun 2020 22:30:00 -0700 1921 false Friday Fundamentals: 78. With Peter Wooster on Modifying go to Market Offering Friday Fundamentals: 78. With Peter Wooster on Modifying go to Market Offering On this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144770/audio--91174--8936--18747--2b6826f8-869c-4d3d-a589-21799fb3e4fb.mp3?v=1642739335 Thu, 28 May 2020 22:00:00 -0700 342 false 111. Prospecting and Researching in a Brave New World w/Peter Wooster 111. Prospecting and Researching in a Brave New World w/Peter Wooster This week on the Sales Hacker podcast, we speak with Peter Wooster, a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors.

He was an early employee at Salesforce, he joined in 1999 and really helped scale and build that organization. He was Chief Revenue Officer for Marin Software and now he's running his own consulting firm called Wooster Advisors. But he's really got a lot of deep experience building and scaling SAS businesses, particularly in Silicon Valley.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Peter Wooster, a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors.

He was an early employee at Salesforce, he joined in 1999 and really helped scale and build that organization. He was Chief Revenue Officer for Marin Software and now he's running his own consulting firm called Wooster Advisors. But he's really got a lot of deep experience building and scaling SAS businesses, particularly in Silicon Valley.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144771/audio--91175--8936--18747--97ebba64-e1c0-4c43-8890-426ccbc6b940.mp3?v=1642739402 Mon, 25 May 2020 21:30:00 -0700 2460 false Friday Fundamentals: 77. With Tom Williams on Developing Mutual Action Plans Friday Fundamentals: 77. With Tom Williams on Developing Mutual Action Plans On this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144772/audio--91176--8936--18747--b19fddd9-d7a2-449c-89ee-1c6ce6aa6409.mp3?v=1642739353 Thu, 21 May 2020 22:00:00 -0700 320 false 110. Survivors Make Plans: Get Your Mutual Action Plan Into Gear w/ Tom Williams 110. Survivors Make Plans: Get Your Mutual Action Plan Into Gear w/ Tom Williams This week on the Sales Hacker podcast, we speak with Tom Williams, Cofounder and CEO at DealPoint

DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on the set of milestones that need to happen in order to achieve success for the buyer. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Tom Williams, Cofounder and CEO at DealPoint

DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on the set of milestones that need to happen in order to achieve success for the buyer. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144773/audio--91177--8936--18747--6e7c595f-7d18-4361-b29e-3263b96c5d09.mp3?v=1642739424 Mon, 18 May 2020 22:30:00 -0700 2381 false Friday Fundamentals: 76. With Patrik Svanstrom on Building and Adapting go to Market Sales Motion Friday Fundamentals: 76. With Patrik Svanstrom on Building and Adapting go to Market Sales Motion On this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144774/audio--91178--8936--18747--6606706f-ea71-4efd-820e-d155b5aa9297.mp3?v=1642739371 Thu, 14 May 2020 22:30:00 -0700 370 false 109. Why You Should Forget Checkboxes and Ask Better Questions Instead w/ Patrik Svanström 109. Why You Should Forget Checkboxes and Ask Better Questions Instead w/ Patrik Svanström This week on the Sales Hacker podcast, we speak with Patrik Svanström, vice president of EMEA sales for Datadog.

Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now, which is happening across the economy, across the landscape as companies accelerate their transition using this COVID crisis as a means of accelerating their IT roadmap. Datadog is right at the center of it. So a really good conversation. Patrik has been a long time veteran of helping US companies enter EMEA, and he brings a ton of expertise and credibility to the conversation.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Patrik Svanström, vice president of EMEA sales for Datadog.

Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now, which is happening across the economy, across the landscape as companies accelerate their transition using this COVID crisis as a means of accelerating their IT roadmap. Datadog is right at the center of it. So a really good conversation. Patrik has been a long time veteran of helping US companies enter EMEA, and he brings a ton of expertise and credibility to the conversation.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144775/audio--91179--8936--18747--bb0a16a6-6940-4eae-9fb2-8707d24730f5.mp3?v=1642739425 Mon, 11 May 2020 21:30:00 -0700 1951 false Friday Fundamentals: 75. With Devante Lewis Jackson on the 4 Principles of Great Sales Management Friday Fundamentals: 75. With Devante Lewis Jackson on the 4 Principles of Great Sales Management On this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144776/audio--91180--8936--18747--7acdb477-785c-4bb8-bf2e-3c4d71f39738.mp3?v=1642739382 Thu, 07 May 2020 22:30:00 -0700 393 false 108. An Honest Conversation Around Race in America w/ Devante Lewis-Jackson 108. An Honest Conversation Around Race in America w/ Devante Lewis-Jackson This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson, one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse.

 

The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. Devante is the founder of Revenue Collective of Color, which is a sub community that's been created within Revenue Collective for people of color. We talk about his experience around race in America and about what it's like in situations wherein others can imagine but don't know and therefore struggle to emp

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson, one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse.

 

The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. Devante is the founder of Revenue Collective of Color, which is a sub community that's been created within Revenue Collective for people of color. We talk about his experience around race in America and about what it's like in situations wherein others can imagine but don't know and therefore struggle to emp

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144778/audio--91181--8936--18747--bf681ad2-742a-40c5-8361-4cfde7629f6e.mp3?v=1642739455 Mon, 04 May 2020 22:00:00 -0700 2367 false Friday Fundamentals: 74. With Lori Richardson on if the Pandemic is the Right Time to Sell? Friday Fundamentals: 74. With Lori Richardson on if the Pandemic is the Right Time to Sell? On this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144777/audio--91182--8936--18747--f691503b-d9bf-46f7-80fc-c50b0ad5b569.mp3?v=1642739388 Thu, 30 Apr 2020 23:00:00 -0700 310 false 107. Origin stories and the core principles of sales leadership w/ Lori Richardson 107. Origin stories and the core principles of sales leadership w/ Lori Richardson This week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.

 

Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes a great sales person.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Lori Richardson, founder of Score More Sales.

 

Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes a great sales person.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144779/audio--91183--8936--18747--648bfd4e-54cc-4a70-8840-4ee0d4eed3e6.mp3?v=1642739454 Mon, 27 Apr 2020 21:30:00 -0700 2157 false Friday Fundamentals: 73. With Jim Sharpe on the Key Lessons for Gaining Strategic Clarity Friday Fundamentals: 73. With Jim Sharpe on the Key Lessons for Gaining Strategic Clarity On this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144780/audio--91184--8936--18747--394dfae3-1678-4bce-8093-bc137ccf4145.mp3?v=1642739412 Thu, 23 Apr 2020 22:30:00 -0700 383 false 106. Want to Be CEO? Here's What You Need to Know w/ Jim Sharpe 106. Want to Be CEO? Here's What You Need to Know w/ Jim Sharpe This week on the Sales Hacker podcast, we speak with Jim Sharpe, CEO of Aventri.

Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and general manager of Gerson Lehrman Group's largest and most profitable business unit, their financial services unit where he grew revenues to more than $200 million. We talk about what it's like to step into the role of CEO for the first time at a large company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jim Sharpe, CEO of Aventri.

Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and general manager of Gerson Lehrman Group's largest and most profitable business unit, their financial services unit where he grew revenues to more than $200 million. We talk about what it's like to step into the role of CEO for the first time at a large company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144784/audio--91185--8936--18747--7ecb657b-aff2-43f0-9d1c-537e0ddc087f.mp3?v=1642739497 Mon, 20 Apr 2020 22:00:00 -0700 2494 false Friday Fundamentals: 72. With Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack Friday Fundamentals: 72. With Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack On this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144781/audio--91186--8936--18747--d56f4cf7-102c-454c-a197-ae7fb14bd1a4.mp3?v=1642739417 Thu, 16 Apr 2020 21:30:00 -0700 257 false 105. Factors to Organization Alignment Success w/ Jessica Wilkeyson 105. Factors to Organization Alignment Success w/ Jessica Wilkeyson This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson, Co-Founder and Principal at Alternate Route, a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson, Co-Founder and Principal at Alternate Route, a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144782/audio--91187--8936--18747--fb7ff4dd-0516-4213-9b40-eac0895236ed.mp3?v=1642739483 Mon, 13 Apr 2020 21:30:00 -0700 2357 false Friday Fundamentals: 71. With Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program Friday Fundamentals: 71. With Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program On this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144783/audio--91188--8936--18747--a71445b7-081d-4392-84cb-20efa562a6c9.mp3?v=1642739437 Thu, 09 Apr 2020 23:00:00 -0700 447 false 104. Embracing Authenticity to Connect and Drive Revenue w/ Shari Levitin 104. Embracing Authenticity to Connect and Drive Revenue w/ Shari Levitin This week on the Sales Hacker podcast, we speak with Shari Levitin, CEO of Levitin Group.

Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training and coaching is effective, the value of authenticity, and what is (or isn’t) coachable.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Shari Levitin, CEO of Levitin Group.

Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training and coaching is effective, the value of authenticity, and what is (or isn’t) coachable.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144785/audio--91189--8936--18747--bee4df5f-8a38-4955-8753-b6900c02e96c.mp3?v=1642739502 Tue, 07 Apr 2020 00:00:00 -0700 2154 false Friday Fundamentals: 70. With Todd Abbott on Why Funnel Reviews are Broken and What you can do to Improve Them Friday Fundamentals: 70. With Todd Abbott on Why Funnel Reviews are Broken and What you can do to Improve Them On this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144786/audio--91190--8936--18747--59e8db17-b0ba-45ab-8138-e11b1eea4bcb.mp3?v=1642739453 Thu, 02 Apr 2020 21:30:00 -0700 275 false 103. Accurate Data Will Set Your Funnels Reviews on Fire w/ Todd Abbott 103. Accurate Data Will Set Your Funnels Reviews on Fire w/ Todd Abbott This week on the Sales Hacker podcast, we speak with Todd Abbott, the President and COO of InsightSquared.

Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're reliant on reps inputting manual data. What we really need to do is find systems that automate the input of data so that we can spend our time coaching reps and really guiding them to better performance. InsightSquared sells a solution that does that.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Todd Abbott, the President and COO of InsightSquared.

Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're reliant on reps inputting manual data. What we really need to do is find systems that automate the input of data so that we can spend our time coaching reps and really guiding them to better performance. InsightSquared sells a solution that does that.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144788/audio--91191--8936--18747--09b6f86d-73c4-40ba-909d-f25f18e4e14e.mp3?v=1642739525 Mon, 30 Mar 2020 21:30:00 -0700 3002 false Friday Fundamentals: 69. Elissa Fink on Category Development Friday Fundamentals: 69. Elissa Fink on Category Development On this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144787/audio--91192--8936--18747--895704ab-f25c-4960-8f90-614064499668.mp3?v=1642739459 Thu, 26 Mar 2020 21:30:00 -0700 248 false 102. How to Build and Scale Marketing Organizations w/ Elissa Fink 102. How to Build and Scale Marketing Organizations w/ Elissa Fink This week on the Sales Hacker podcast, we speak with Elissa Fink, Chief Marketing Officer at Tableau and advisor to our sponsor Outreach.

Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1 billion through an IPO. She now works as an advisor, offering a wealth of experience and knowledge, especially within the global enterprise software business. Let’s hear more from Elissa on how to build and scale a marketing organization!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Elissa Fink, Chief Marketing Officer at Tableau and advisor to our sponsor Outreach.

Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1 billion through an IPO. She now works as an advisor, offering a wealth of experience and knowledge, especially within the global enterprise software business. Let’s hear more from Elissa on how to build and scale a marketing organization!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144789/audio--91193--8936--18747--235ce62c-f22b-47c9-b070-ef5113eeda3a.mp3?v=1642739535 Tue, 24 Mar 2020 13:08:05 -0700 2406 false Friday Fundamentals: 68. How the World is being Impacted by the Subscription Economy Friday Fundamentals: 68. How the World is being Impacted by the Subscription Economy How the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> How the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144790/audio--91194--8936--18747--dc139172-1ed3-4ad3-9ab6-6ede8607afe5.mp3?v=1642739486 Thu, 19 Mar 2020 21:30:00 -0700 372 false 101. Ownership Is Dead w/ Luigi Mallardo 101. Ownership Is Dead w/ Luigi Mallardo This week on the Sales Hacker podcast, we speak with Luigi Mallardo, Chief Revenue Officer at Woffu.

Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR SaaS platform for time optimization in companies between 100 and 2,000 employees. Let’s hear from Luigi about the subscription economy and the subscription business model!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Luigi Mallardo, Chief Revenue Officer at Woffu.

Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR SaaS platform for time optimization in companies between 100 and 2,000 employees. Let’s hear from Luigi about the subscription economy and the subscription business model!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144791/audio--91195--8936--18747--ae53761d-0b8b-4a8a-880d-dd7c22bc5a71.mp3?v=1642739569 Mon, 16 Mar 2020 21:30:00 -0700 2858 false Friday Fundamentals: 67. 4 Steps You Need to Build a Marketing Organization Friday Fundamentals: 67. 4 Steps You Need to Build a Marketing Organization On this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144792/audio--91196--8936--18747--a8200e25-5210-47c2-b55e-39d03d00a5d0.mp3?v=1642739503 Wed, 11 Mar 2020 21:30:00 -0700 358 false 100. Succeeding as the First Marketing Hire w/ Nicole Wojno Smith 100. Succeeding as the First Marketing Hire w/ Nicole Wojno Smith This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith, the VP of Marketing at Tackle.io.

Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth. She also founded and leads the Atlanta Chapter of Revenue Collective.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith, the VP of Marketing at Tackle.io.

Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth. She also founded and leads the Atlanta Chapter of Revenue Collective.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144793/audio--91197--8936--18747--7f85d07f-0634-43bf-8ffa-7d24bac91aea.mp3?v=1642739576 Wed, 11 Mar 2020 12:35:05 -0700 2825 false Friday Fundamentals: Ep 66: The 3 Qualities of a Modern Leader Friday Fundamentals: Ep 66: The 3 Qualities of a Modern Leader On this episode of Friday Fundamentals, we chat with Stephanie Blair on the 3 qualities of a modern leader.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we chat with Stephanie Blair on the 3 qualities of a modern leader.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144794/audio--91198--8936--18747--9f24fa54-1911-45a8-8401-9af4a672a69a.mp3?v=1642739513 Thu, 05 Mar 2020 20:30:00 -0800 260 false 99. Overcoming Imposter Syndrome and Flourishing at Work w/ Stephanie Blair 99. Overcoming Imposter Syndrome and Flourishing at Work w/ Stephanie Blair This week on the Sales Hacker podcast, we speak with Stephanie Blair, Founder and CEO of Know and Flourish.

Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. as an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and before that, the New York Daily News.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Stephanie Blair, Founder and CEO of Know and Flourish.

Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. as an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and before that, the New York Daily News.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144795/audio--91199--8936--18747--3df6cd16-aea3-43d9-95e6-0d0fb7c281fd.mp3?v=1642739591 Mon, 02 Mar 2020 20:30:00 -0800 2380 false Friday Fundamentals: Ep 65: Why Product-Led Growth is Sales Supportive Friday Fundamentals: Ep 65: Why Product-Led Growth is Sales Supportive On this episode of Friday Fundamentals, we talk about why product-led growth is not actually anti-sales, and how you can start moving your strategy in this direction.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about why product-led growth is not actually anti-sales, and how you can start moving your strategy in this direction.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144796/audio--91200--8936--18747--8673a7cb-194f-419d-9e6c-e73b7bb4f5f9.mp3?v=1642739541 Thu, 27 Feb 2020 20:30:00 -0800 414 false 98. Focus on Product-Led Growth w/ Blake Bartlett 98. Focus on Product-Led Growth w/ Blake Bartlett This week on the Sales Hacker podcast, we speak with Blake Bartlett, Partner at OpenView.

Blake is a partner at one of the most well known SaaS venture capital firms in the world, OpenView Venture Partners, based in Boston. He spends most of his time trying to advance the product-led growth movement, both through thought leadership and investing at pioneers like Expensify and Calendly. He's been a VC since 2007, and prior to OpenView was at Battery Ventures, where he invested in companies like Glassdoor, Wayfair, and Optimizely.

What You’ll Learn 

 

  • Product-led growth means focusing on the end-user
  • VCs differentiate by recognizing that they’re basically auditioning for the board
  • A key mistake of startups is a lack of focus
  • VPs of sales/marketing need to be flexible and willing to reinvent themselves

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Blake Bartlett, Partner at OpenView.

Blake is a partner at one of the most well known SaaS venture capital firms in the world, OpenView Venture Partners, based in Boston. He spends most of his time trying to advance the product-led growth movement, both through thought leadership and investing at pioneers like Expensify and Calendly. He's been a VC since 2007, and prior to OpenView was at Battery Ventures, where he invested in companies like Glassdoor, Wayfair, and Optimizely.

What You’ll Learn 

 

  • Product-led growth means focusing on the end-user
  • VCs differentiate by recognizing that they’re basically auditioning for the board
  • A key mistake of startups is a lack of focus
  • VPs of sales/marketing need to be flexible and willing to reinvent themselves

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144797/audio--91201--8936--18747--06bee704-f445-4fc6-a8f4-3d7b4eedc458.mp3?v=1642739621 Mon, 24 Feb 2020 20:30:00 -0800 2736 false Friday Fundamentals: Ep 64: How AI Impacts The Future of Work Friday Fundamentals: Ep 64: How AI Impacts The Future of Work On this episode of Friday Fundamentals, we talk about how Artificial Intelligence can do the heavy lifting with our quantitative, analytical, and repetitive work so that we can be more creative in our day-to-day operations.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about how Artificial Intelligence can do the heavy lifting with our quantitative, analytical, and repetitive work so that we can be more creative in our day-to-day operations.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144798/audio--91202--8936--18747--4da6cdcf-06b1-4848-b393-6c4f6e19d6e6.mp3?v=1642739549 Thu, 20 Feb 2020 20:30:00 -0800 263 false 97. How To Approach Changing Trends In The Global Economy w/ Tameka Vasquez 97. How To Approach Changing Trends In The Global Economy w/ Tameka Vasquez This week on the Sales Hacker podcast, we speak with Tameka Vasquez, AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact.

Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of experience in the tech industry. She’s also a professor of Marketing Management at St. John’s University, and a public speaker who’s participated in conferences and thought leadership events all over the world. She was the 2018 recipient of the Innovators and Disruptors Award sponsored by New York On Tech and NBCUniversal, and she was the 2019 nominee for the Rising Star Award for Women in AI sponsored by VentureBeat. 

Today we have a big picture discussion on how trends (digitization, the internet, technology, etc.) are intersecting in terms of disrupting the overall economy globally.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Tameka Vasquez, AVP of Global Marketing for the High-Tech and Manufacturing division at Genpact.

Tameka is a Marketing and Business Development Strategist and educator with nearly a decade of experience in the tech industry. She’s also a professor of Marketing Management at St. John’s University, and a public speaker who’s participated in conferences and thought leadership events all over the world. She was the 2018 recipient of the Innovators and Disruptors Award sponsored by New York On Tech and NBCUniversal, and she was the 2019 nominee for the Rising Star Award for Women in AI sponsored by VentureBeat. 

Today we have a big picture discussion on how trends (digitization, the internet, technology, etc.) are intersecting in terms of disrupting the overall economy globally.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144800/audio--91203--8936--18747--b5b570a0-0438-4249-90a6-c5aa2e6e7fc7.mp3?v=1642739629 Mon, 17 Feb 2020 20:30:00 -0800 2525 false Friday Fundamentals: Ep 63: The Best Way To Run an Interview Friday Fundamentals: Ep 63: The Best Way To Run an Interview On this episode of Friday Fundamentals, we're talking about the strategic questions to ask that will focus on your candidate's values - not just their skills.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we're talking about the strategic questions to ask that will focus on your candidate's values - not just their skills.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144799/audio--91204--8936--18747--786687c6-6a0f-4891-a4d9-a2c2f8281158.mp3?v=1642739560 Thu, 13 Feb 2020 20:30:00 -0800 498 false 96. The 4 Levers of Sales Velocity w/ Pete Crosby 96. The 4 Levers of Sales Velocity w/ Pete Crosby This week on the Sales Hacker podcast, we speak with Pete Crosby, Chief Revenue Officer at Ometria.

Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. He's one of the three founding members of the London Revenue Collective. Today we’re talking about the management track, employee motivation, and the levers of sales velocity.

What You’ll Learn 

 

  • Why not every top-performing SDR is cut out for management — & who is
  • 2 Frameworks for motivating your employees
  • The 4 levers of sales velocity & why this number baffles the board
  • Book recommendations & shoutouts galore

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Pete Crosby, Chief Revenue Officer at Ometria.

Prior to Ometria, Pete has been growing SaaS revenue teams for almost 20 years. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. He's one of the three founding members of the London Revenue Collective. Today we’re talking about the management track, employee motivation, and the levers of sales velocity.

What You’ll Learn 

 

  • Why not every top-performing SDR is cut out for management — & who is
  • 2 Frameworks for motivating your employees
  • The 4 levers of sales velocity & why this number baffles the board
  • Book recommendations & shoutouts galore

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144801/audio--91205--8936--18747--1e389216-f6c9-4dc5-b02d-015a987fc458.mp3?v=1642739655 Mon, 10 Feb 2020 20:30:00 -0800 3140 false Friday Fundamentals: Ep 62: The Difference Between Strategy and Execution Friday Fundamentals: Ep 62: The Difference Between Strategy and Execution On this episode of Friday Fundamentals, we give you some practical and actionable steps that you can take to translate your strategy into a successful outcome.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we give you some practical and actionable steps that you can take to translate your strategy into a successful outcome.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144802/audio--91206--8936--18747--af38c37c-3240-4ece-aa89-b473b0754182.mp3?v=1642739589 Thu, 06 Feb 2020 20:30:00 -0800 409 false 95. How to Nail Your 1-on-1s w/ Matt Cameron 95. How to Nail Your 1-on-1s w/ Matt Cameron This week on the Sales Hacker podcast, we speak with Matt Cameron, Founder and Managing Partner of SaaSy Sales Management.

Matt is a New Zealander by birth, an Australian by accent, and adopted American. He's worked at Salesforce and Yammer, acquired by Microsoft, before founding SaaSy. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. 

What You’ll Learn 

 

  • Getting your one on ones right by asking these 5 questions
  • Lessons Matt learned from kickboxing that apply to business
  • Founders should move to the region where they want to expand into
  • Advice about goal-setting for people who are new in their career journey

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Matt Cameron, Founder and Managing Partner of SaaSy Sales Management.

Matt is a New Zealander by birth, an Australian by accent, and adopted American. He's worked at Salesforce and Yammer, acquired by Microsoft, before founding SaaSy. SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. 

What You’ll Learn 

 

  • Getting your one on ones right by asking these 5 questions
  • Lessons Matt learned from kickboxing that apply to business
  • Founders should move to the region where they want to expand into
  • Advice about goal-setting for people who are new in their career journey

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144804/audio--91207--8936--18747--6ab160b9-71c7-4203-b3f2-4703977a9588.mp3?v=1642739672 Mon, 03 Feb 2020 20:30:00 -0800 2629 false Friday Fundamentals: Ep 61: The Best Interview Question a Candidate Can Ask Friday Fundamentals: Ep 61: The Best Interview Question a Candidate Can Ask On this episode of Friday Fundamentals, we discuss the types of questions that a candidate can ask that will not only leave an impression but potentially land you the job!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss the types of questions that a candidate can ask that will not only leave an impression but potentially land you the job!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144803/audio--91208--8936--18747--e67a14aa-26a5-4658-8990-e30e06f5190b.mp3?v=1642739594 Thu, 30 Jan 2020 20:30:00 -0800 327 false 94. Making Malware Disappear w/ Ellie Tamari 94. Making Malware Disappear w/ Ellie Tamari This week on the Sales Hacker podcast, we speak with Ellie Tamari, the VP of North American Sales at Namogoo.

Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that came to the role somewhat later in life — Ellie Tamari. Namogoo is a company that helps make sure that customers of e-commerce companies and retailers don't get hijacked by malware during checkout., Over the past 20 years, Ellie has helped countless brands significantly move the needle by focusing on their customer's online journey. 

What You’ll Learn

 

  • It’s never too late to start a career in sales leadership
  • Collaboration and culture is the way to manage a remote team
  • A manager is there to solve her team’s problems
  • Young women often aren’t aware of how perfect a fit sales leadership can be for them

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ellie Tamari, the VP of North American Sales at Namogoo.

Today we are incredibly excited to have a recent friend, member of the Boston chapter of the Revenue Collective, and female sales leader that came to the role somewhat later in life — Ellie Tamari. Namogoo is a company that helps make sure that customers of e-commerce companies and retailers don't get hijacked by malware during checkout., Over the past 20 years, Ellie has helped countless brands significantly move the needle by focusing on their customer's online journey. 

What You’ll Learn

 

  • It’s never too late to start a career in sales leadership
  • Collaboration and culture is the way to manage a remote team
  • A manager is there to solve her team’s problems
  • Young women often aren’t aware of how perfect a fit sales leadership can be for them

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144806/audio--91209--8936--18747--f268d306-38f6-41a4-9cce-ab600182a72e.mp3?v=1642739701 Mon, 27 Jan 2020 20:30:00 -0800 3061 false Friday Fundamentals: Ep 60: Strategic Factors To Consider with Early-Stage Investment Friday Fundamentals: Ep 60: Strategic Factors To Consider with Early-Stage Investment On this episode of Friday Fundamentals, we talk about the key factors and insights that an investor is looking for when considering an investment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about the key factors and insights that an investor is looking for when considering an investment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144805/audio--91210--8936--18747--a454bce2-17e8-4d18-bcd0-b251b1807a4f.mp3?v=1642739622 Thu, 23 Jan 2020 20:30:00 -0800 632 false 93. The Journey from 2x Entrepreneur Exec to VC w/ Angus Davis 93. The Journey from 2x Entrepreneur Exec to VC w/ Angus Davis This week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital.

Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the first massive modern internet success story, with Marc Andreessen. He founded Tellme Networks, sold it to Microsoft, founded Upserve, and sold it to Vista Equity Partners. Now he's a partner making investments on the VC side at Foundation Capital with over 20 years of operational experience. 

What You’ll Learn 

 

  • You don’t necessarily need college to have a fantastic career
  • An entrepreneur does need confidence, perseverance, and authenticity
  • Build what you’ve already sold, don’t sell what you’ve already built

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital.

Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the first massive modern internet success story, with Marc Andreessen. He founded Tellme Networks, sold it to Microsoft, founded Upserve, and sold it to Vista Equity Partners. Now he's a partner making investments on the VC side at Foundation Capital with over 20 years of operational experience. 

What You’ll Learn 

 

  • You don’t necessarily need college to have a fantastic career
  • An entrepreneur does need confidence, perseverance, and authenticity
  • Build what you’ve already sold, don’t sell what you’ve already built

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144808/audio--91211--8936--18747--fe7f3770-3a9e-4158-9c54-7de4520b6ab5.mp3?v=1642739710 Mon, 20 Jan 2020 20:30:00 -0800 2851 false Friday Fundamentals: Ep 59: The Key Lesson in Software Sales Friday Fundamentals: Ep 59: The Key Lesson in Software Sales On this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144807/audio--91212--8936--18747--347e9866-79ea-4cd8-9811-55cbb868c49a.mp3?v=1642739631 Thu, 16 Jan 2020 20:30:00 -0800 258 false 92. How To Become a More Influential Executive w/ Jay McGrath 92. How To Become a More Influential Executive w/ Jay McGrath This week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath.

Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing, and cross-selling strategies. He has an MBA in marketing from Temple University and still resides in the Philadelphia area with his family.

What You’ll Learn 

 

  • Why you should offer value first when selling
  • How to influence people that don't report to you
  • Why you need empathy and perspective
  • The importance of how you get your results

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath.

Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing, and cross-selling strategies. He has an MBA in marketing from Temple University and still resides in the Philadelphia area with his family.

What You’ll Learn 

 

  • Why you should offer value first when selling
  • How to influence people that don't report to you
  • Why you need empathy and perspective
  • The importance of how you get your results

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144810/audio--91213--8936--18747--b1d559a2-a8a4-4e9a-9456-d65f075557aa.mp3?v=1642440449 Mon, 13 Jan 2020 20:30:00 -0800 2965 false Friday Fundamentals: Ep 58: Why Narrative Precedes Strategy Friday Fundamentals: Ep 58: Why Narrative Precedes Strategy Your prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Your prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144809/audio--91214--8936--18747--2388eb99-ab37-43af-af41-cc8ad2f55d08.mp3?v=1642739647 Thu, 09 Jan 2020 20:30:00 -0800 261 false 91. The Importance of Creating Narrative w/ Scott Olrich 91. The Importance of Creating Narrative w/ Scott Olrich This week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign.

Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement efforts around the world. Scott brings over 25 years of leadership experience, and a proven track record for driving innovation, market adoption, and hyper-growth to his role at DocuSign.

What You’ll Learn 

  • How & why to create narrative
  • What the agreement cloud is
  • How to get started in category creation
  • Changing the sales game for smaller companies
  • How to know what you’re good at

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign.

Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement efforts around the world. Scott brings over 25 years of leadership experience, and a proven track record for driving innovation, market adoption, and hyper-growth to his role at DocuSign.

What You’ll Learn 

  • How & why to create narrative
  • What the agreement cloud is
  • How to get started in category creation
  • Changing the sales game for smaller companies
  • How to know what you’re good at

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144811/audio--91215--8936--18747--7488a3ce-c6b0-4a74-9e19-c3d78a0d5392.mp3?v=1642739736 Mon, 06 Jan 2020 20:30:00 -0800 2633 false Friday Fundamentals: Ep 57: The 3 Most Important Steps For Building A Long-Term Career Friday Fundamentals: Ep 57: The 3 Most Important Steps For Building A Long-Term Career This week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144812/audio--91216--8936--18747--518cc184-ec41-49b7-a742-cea0cf3e56a7.mp3?v=1642739677 Thu, 02 Jan 2020 20:30:00 -0800 318 false 90. Letting Go of Perfection w/ Justin Welsh 90. Letting Go of Perfection w/ Justin Welsh This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin.

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown.

What You’ll Learn 

 

  • Lessons Justin learned from a career in startups
  • Top mistakes companies make (hint: it’s hiring)
  • Data isn’t the whole answer -- you need anecdotal feedback, too
  • How to manage downwards and upwards
  • Creating a culture of winning means investing in employees

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin.

Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown.

What You’ll Learn 

 

  • Lessons Justin learned from a career in startups
  • Top mistakes companies make (hint: it’s hiring)
  • Data isn’t the whole answer -- you need anecdotal feedback, too
  • How to manage downwards and upwards
  • Creating a culture of winning means investing in employees

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144814/audio--91217--8936--18747--55035d9f-7772-4e49-9147-81ae3ac9f90e.mp3?v=1642739772 Mon, 30 Dec 2019 20:30:00 -0800 2961 false Friday Fundamentals: Ep 56: A Holistic Approach To Organizational Alignment Friday Fundamentals: Ep 56: A Holistic Approach To Organizational Alignment When thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> When thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144813/audio--91218--8936--18747--98f78c98-9e43-4ddc-84b6-d2f0b507bc9e.mp3?v=1642739681 Thu, 26 Dec 2019 20:30:00 -0800 267 false 89. Using CDPs to Scale Your Org w/ Pat O’Brien 89. Using CDPs to Scale Your Org w/ Pat O’Brien This week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech.

Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He's been through two successful exits with LinkedIn and Dun and Bradstreet.

Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups. He holds an MA in publishing and design management from the University of Baltimore

Today, we’ll hear about what happens when you take on a senior leadership position at a very early stage company, and how to think about growing and scaling that organization.

What You’ll Learn 

  1. Your org needs one set of data
  2. One place for data to live
  3. One team to own the data
  4. Oh, and KPIs for Early Stage Growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech.

Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He's been through two successful exits with LinkedIn and Dun and Bradstreet.

Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups. He holds an MA in publishing and design management from the University of Baltimore

Today, we’ll hear about what happens when you take on a senior leadership position at a very early stage company, and how to think about growing and scaling that organization.

What You’ll Learn 

  1. Your org needs one set of data
  2. One place for data to live
  3. One team to own the data
  4. Oh, and KPIs for Early Stage Growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144817/audio--91219--8936--18747--2fc3f016-1dbf-4fa4-ada0-9ca0a5bb704e.mp3?v=1642739753 Mon, 23 Dec 2019 20:30:00 -0800 1917 false Friday Fundamentals: EP 55: Top Prospecting Techniques From A Sales Leader Friday Fundamentals: EP 55: Top Prospecting Techniques From A Sales Leader On this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144815/audio--91220--8936--18747--c891695d-a334-4291-89c7-d1e335888ff4.mp3?v=1642739698 Thu, 19 Dec 2019 20:30:00 -0800 327 false 88. How to Optimize Sales Motions w/ Pete Kazanjy 88. How to Optimize Sales Motions w/ Pete Kazanjy This week on the Sales Hacker podcast, we speak with Pete Kazanjy, co-founder of Atrium and author of Founding Sales.

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. In this episode, he shares how he fell into the sales leader category and his advice for others who want to do the same.

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada

What You’ll Learn 

 

  • How selling as a founder will help you understand your sales motions
  • Why your ability to teach sales reps will help scale your business
  • How sales can be instrumented

Subscribe to the Sales Hacker Podcast

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Pete Kazanjy, co-founder of Atrium and author of Founding Sales.

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. In this episode, he shares how he fell into the sales leader category and his advice for others who want to do the same.

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada

What You’ll Learn 

 

  • How selling as a founder will help you understand your sales motions
  • Why your ability to teach sales reps will help scale your business
  • How sales can be instrumented

Subscribe to the Sales Hacker Podcast

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144816/audio--91221--8936--18747--659773ca-3eb9-4246-9cde-fc51fffad436.mp3?v=1642739776 Mon, 16 Dec 2019 20:30:00 -0800 2718 false Friday Fundamentals: EP 54: Our Top 3 Tips For Building a Billion-Dollar Brand Friday Fundamentals: EP 54: Our Top 3 Tips For Building a Billion-Dollar Brand There are three things to keep in mind when you're on the journey to building a billion-dollar brand. On this episode of Friday Fundamentals, we're going to tell you how to implement them.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> There are three things to keep in mind when you're on the journey to building a billion-dollar brand. On this episode of Friday Fundamentals, we're going to tell you how to implement them.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144818/audio--91222--8936--18747--a566577c-7aa6-4853-91e5-ec378de6f11b.mp3?v=1642739715 Thu, 12 Dec 2019 20:30:00 -0800 295 false 87. The Ultimate Guide to Category Creation w/ Anthony Kennada 87. The Ultimate Guide to Category Creation w/ Anthony Kennada This week on the Sales Hacker podcast, we speak with Anthony Kennada, CMO at Front.

You probably know Anthony by now — his name started popularizing itself after he helped grow Gainsight from $100K to $100MM in ARR. Anthony’s also the author of Category Creation: How to Build a Brand that Customers, Employees, & Investors Will Loveo. On this episode, Anthony taps into how businesses can transform themselves with category creation.

What You’ll Learn 

  • How to initiate category creation
  • Anthony’s journey from sales to product to marketing
  • How to leverage lessons from the B2C world

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Anthony Kennada, CMO at Front.

You probably know Anthony by now — his name started popularizing itself after he helped grow Gainsight from $100K to $100MM in ARR. Anthony’s also the author of Category Creation: How to Build a Brand that Customers, Employees, & Investors Will Loveo. On this episode, Anthony taps into how businesses can transform themselves with category creation.

What You’ll Learn 

  • How to initiate category creation
  • Anthony’s journey from sales to product to marketing
  • How to leverage lessons from the B2C world

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144820/audio--91223--8936--18747--c30a0a73-b260-44c4-864b-0c9a433321fb.mp3?v=1642739820 Mon, 09 Dec 2019 20:30:00 -0800 2824 false Friday Fundamentals: EP 53: How One Entrepreneur Decided To Start Her Consulting Business w/ Mary Rogul Friday Fundamentals: EP 53: How One Entrepreneur Decided To Start Her Consulting Business w/ Mary Rogul On this episode of Friday Fundamentals, we talk about one entrepreneur's leap from being the head of sales to stepping into their own consulting business.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we talk about one entrepreneur's leap from being the head of sales to stepping into their own consulting business.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144819/audio--91224--8936--18747--89c3418b-3deb-4ce1-91ef-3e2cb15651f6.mp3?v=1642739731 Thu, 05 Dec 2019 20:30:00 -0800 371 false 86. Should Every Top Salesperson Pursue Management? w/ Mary Rogul 86. Should Every Top Salesperson Pursue Management? w/ Mary Rogul This week on the Sales Hacker podcast, we speak with Mary Rogul, a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon.

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. She’s now a consultant helping VPs of Sales scale and build their sales teams.

What You’ll Learn 

 

  • Who is Mary Rogul
  • Motivations of an individual contributor vs. a manager
  • How great sellers approach their day

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Mary Rogul, a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon.

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. She’s now a consultant helping VPs of Sales scale and build their sales teams.

What You’ll Learn 

 

  • Who is Mary Rogul
  • Motivations of an individual contributor vs. a manager
  • How great sellers approach their day

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144821/audio--91225--8936--18747--1c3fadf1-4d47-4e3e-bf0b-11222e5519c2.mp3?v=1642739801 Mon, 02 Dec 2019 20:30:00 -0800 2107 false Friday Fundamentals: EP 52 Advice We Wish We Could Give Our Younger Self Friday Fundamentals: EP 52 Advice We Wish We Could Give Our Younger Self Don't be afraid to take the first step. On this episode of Friday Fundamentals, we talk about the importance of why you should always "go first" when fostering relationships with mentors.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Don't be afraid to take the first step. On this episode of Friday Fundamentals, we talk about the importance of why you should always "go first" when fostering relationships with mentors.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144822/audio--91226--8936--18747--aa67c254-2913-42f9-9f8e-bfd772712e52.mp3?v=1642739755 Thu, 28 Nov 2019 20:30:00 -0800 258 false 85. Why AI Won’t Be Taking Your Job w/ Dan O’Connell 85. Why AI Won’t Be Taking Your Job w/ Dan O’Connell This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad.

Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at AdRoll, before becoming CEO and President at TalkIQ, which was acquired by Dialpad. Dan holds an MBA from the Haas School of Business at Berkeley.

What You’ll Learn 

  • How AI & ML are impacting the future of sales
  • Hiring for values
  • Orienting your sales process around the buyer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Dan O’Connell, Chief Strategy Officer at Dialpad.

Dan’s career started at Google, where he worked directly under Sheryl Sandberg at the start of AdWords. From there, he helped scale a team of 150 at AdRoll, before becoming CEO and President at TalkIQ, which was acquired by Dialpad. Dan holds an MBA from the Haas School of Business at Berkeley.

What You’ll Learn 

  • How AI & ML are impacting the future of sales
  • Hiring for values
  • Orienting your sales process around the buyer

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144824/audio--91227--8936--18747--d4454792-93db-4807-a087-95659c77619e.mp3?v=1642739840 Mon, 25 Nov 2019 20:30:00 -0800 2581 false Friday Fundamentals: EP 51: How To Incorporate Video Into Your Sales Motion Friday Fundamentals: EP 51: How To Incorporate Video Into Your Sales Motion Video is important. But where does it belong? On this episode of Friday Fundamentals, we want to talk about how you would benefit from using video in your sales motion.

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Video is important. But where does it belong? On this episode of Friday Fundamentals, we want to talk about how you would benefit from using video in your sales motion.

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144823/audio--91228--8936--18747--31cece52-2b86-47ec-8926-8750bb8bf899.mp3?v=1642739767 Thu, 21 Nov 2019 20:30:00 -0800 416 false 84. BombBomb’s Chief Evangelist Explains Why You Should Use Video w/ Ethan Beute 84. BombBomb’s Chief Evangelist Explains Why You Should Use Video w/ Ethan Beute This week on the Sales Hacker podcast, we speak with Ethan Beute, Chief Evangelist and VP of Marketing at BombBomb.

Ethan was one of the first employees at the self-funded video platform, BombBomb, which is now doing over $20MM in ARR. Ethan is also the host of The Customer Experience Podcast, and the author of Rehumanize Your Business.

What You’ll Learn 

 

  • How to use video in different parts of the customer journey
  • What video will (and won’t) do for sales
  • Authenticity in today’s sales marketplace

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ethan Beute, Chief Evangelist and VP of Marketing at BombBomb.

Ethan was one of the first employees at the self-funded video platform, BombBomb, which is now doing over $20MM in ARR. Ethan is also the host of The Customer Experience Podcast, and the author of Rehumanize Your Business.

What You’ll Learn 

 

  • How to use video in different parts of the customer journey
  • What video will (and won’t) do for sales
  • Authenticity in today’s sales marketplace

 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144826/audio--91229--8936--18747--2b3ffda2-c4cf-464a-8bf6-df51f6353842.mp3?v=1642739856 Mon, 18 Nov 2019 20:30:00 -0800 2558 false Friday Fundamentals: EP 50: The Key Questions to Ask Friday Fundamentals: EP 50: The Key Questions to Ask On this episode of Friday Fundamentals, we want to talk about the 3 key reasons that deals often stall. Every salesperson on every team needs to have these 3 things nailed down.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we want to talk about the 3 key reasons that deals often stall. Every salesperson on every team needs to have these 3 things nailed down.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144825/audio--91230--8936--18747--49914344-f423-4bf2-ab05-5667aa8bab66.mp3?v=1642739789 Thu, 14 Nov 2019 20:30:00 -0800 582 false 83. How to Operationalize Alignment w/ John Kaplan at Force Management 83. How to Operationalize Alignment w/ John Kaplan at Force Management This week on the Sales Hacker podcast, we speak with John Kaplan, President, Co-founder, & Managing Partner at Force Management.

John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales strategy and performance management. Before co-founding Force, he was SVP of International Sales Operations for PTC, a leading software developer for content, product life cycle management.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with John Kaplan, President, Co-founder, & Managing Partner at Force Management.

John has over 20 years of executive experience in sales, leadership, and execution, specializing in corporate sales strategy and performance management. Before co-founding Force, he was SVP of International Sales Operations for PTC, a leading software developer for content, product life cycle management.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144828/audio--91231--8936--18747--3c36859c-a27b-4a64-a884-2868619b529d.mp3?v=1642739875 Mon, 11 Nov 2019 20:30:00 -0800 2917 false Friday Fundamentals: EP 49: Hiring Your First Salesperson Friday Fundamentals: EP 49: Hiring Your First Salesperson On this episode of Friday Fundamentals, we are giving you advice on how to go about hiring your ideal first salesperson, making your initial investments in sales, and ultimately scaling up your team. (you might be surprised by this non-traditional approach to hiring!)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we are giving you advice on how to go about hiring your ideal first salesperson, making your initial investments in sales, and ultimately scaling up your team. (you might be surprised by this non-traditional approach to hiring!)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144827/audio--91232--8936--18747--507e4db8-2f41-46f0-ad7c-cc6777afe4b1.mp3?v=1642739794 Thu, 07 Nov 2019 20:30:00 -0800 397 false 82. Meet the Serial Entrepreneur Who Hasn’t Raised Funding Since 2011 w/ Zvi Guterman of CloudShare 82. Meet the Serial Entrepreneur Who Hasn’t Raised Funding Since 2011 w/ Zvi Guterman of CloudShare This week on the Sales Hacker podcast, we speak with Zvi Guterman, founder and CEO of CloudShare.

Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. He’s now experiencing 50% growth. On this episode, he discusses raising (or not raising) capital, customer centricity, and he also gives a few tips to sales people looking to gain the attention of the C-suite.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Zvi Guterman, founder and CEO of CloudShare.

Zvi is a serial entrepreneur. In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. He’s now experiencing 50% growth. On this episode, he discusses raising (or not raising) capital, customer centricity, and he also gives a few tips to sales people looking to gain the attention of the C-suite.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144829/audio--91233--8936--18747--700a1ef6-f6ce-4911-ab8e-564d23877f89.mp3?v=1642739880 Mon, 04 Nov 2019 20:30:00 -0800 2596 false Friday Fundamentals: EP 48: Being The CEO of Your Own Career Friday Fundamentals: EP 48: Being The CEO of Your Own Career On this episode of Friday Fundamentals, we're chatting about the thought process around being the CEO of your own career. Here are some steps on how to take control; ensuring that every step you take is really intentional.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we're chatting about the thought process around being the CEO of your own career. Here are some steps on how to take control; ensuring that every step you take is really intentional.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144830/audio--91234--8936--18747--fd07b5c0-5bb7-417b-94fa-6b45a65ab51a.mp3?v=1642739824 Thu, 31 Oct 2019 20:30:00 -0700 501 false 81. How Candidate Testing Can Improve Employee Retention w/ Amyra Rand of Criteria Cor 81. How Candidate Testing Can Improve Employee Retention w/ Amyra Rand of Criteria Cor This week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp.

Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Amyra Rand, VP of Sales & Strategic Partnerships at Criteria Corp.

Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144832/audio--91235--8936--18747--f338dfff-5857-407b-acd7-6e2944812d57.mp3?v=1642739903 Mon, 28 Oct 2019 20:30:00 -0700 2617 false Friday Fundamentals: EP 47: The Best Interview Question a Candidate Can Ask Friday Fundamentals: EP 47: The Best Interview Question a Candidate Can Ask On this episode of Friday Fundamentals, we're chatting through candid interview questions. What's the best interview question you should ask? It's not the typical (and that's a good thing). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we're chatting through candid interview questions. What's the best interview question you should ask? It's not the typical (and that's a good thing). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144831/audio--91236--8936--18747--1b236622-34f1-4d5a-b118-8fdbf0318f48.mp3?v=1642739824 Thu, 24 Oct 2019 20:30:00 -0700 326 false 80. Getting More Women Into Sales & Sales Leadership w/ Catie Ivey of Demandbase 80. Getting More Women Into Sales & Sales Leadership w/ Catie Ivey of Demandbase This week on the Sales Hacker podcast, we speak with Catie Ivey, Regional Vice President of Mid-Market Sales at Demandbase.

Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Catie Ivey, Regional Vice President of Mid-Market Sales at Demandbase.

Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144833/audio--91237--8936--18747--736de33f-e702-4026-b594-ee5946ed8f95.mp3?v=1642739913 Mon, 21 Oct 2019 20:30:00 -0700 2669 false Friday Fundamentals: EP 46: How to Pick Your Next Company Friday Fundamentals: EP 46: How to Pick Your Next Company It's a hot labor market. What criteria should you use when choosing a new company to work for? Bryan of Andela weighs in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> It's a hot labor market. What criteria should you use when choosing a new company to work for? Bryan of Andela weighs in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144834/audio--91238--8936--18747--403be4aa-cf79-4264-9ddc-51edd53f8a8f.mp3?v=1642739852 Thu, 17 Oct 2019 20:30:00 -0700 333 false 79. How to Successfully Navigate Major Transition w/ Bryan Caplin of Andela 79. How to Successfully Navigate Major Transition w/ Bryan Caplin of Andela This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela. 

Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Bryan Caplin, CRO of Andela. 

Bryan recently left Axiom as GM and Head of North American Sales and Marketing of Axiom to join Andela as CRO. He talks us through that transition—knowing when was the right time to leave, his criteria for evaluating a new company, and what he did in the first 30, 60, 90 days as a new executive.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144835/audio--91239--8936--18747--da451eba-e6c3-4d60-877d-982db48187b2.mp3?v=1642739941 Mon, 14 Oct 2019 20:30:00 -0700 2941 false Friday Fundamentals: EP 45: Big Co vs. Small Co Friday Fundamentals: EP 45: Big Co vs. Small Co How do you know whether a big or small company is right for you? In a small company, the feedback mechanism feels quick. It feels rewarding because you have instant change. The challenge? You may not always have processes to fall back on!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> How do you know whether a big or small company is right for you? In a small company, the feedback mechanism feels quick. It feels rewarding because you have instant change. The challenge? You may not always have processes to fall back on!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144836/audio--91240--8936--18747--fd141747-a3d3-41c4-a955-300dd723e331.mp3?v=1642739873 Thu, 10 Oct 2019 20:30:00 -0700 496 false 78. What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud 78. What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. 

Alison brings a wealth of marketing, investor, and exec experience to the show. We talk about why career paths are rarely linear (and how to roll with it), what gives you a competitive edge at any stage, and how to see an opportunity for what it is.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. 

Alison brings a wealth of marketing, investor, and exec experience to the show. We talk about why career paths are rarely linear (and how to roll with it), what gives you a competitive edge at any stage, and how to see an opportunity for what it is.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144837/audio--91241--8936--18747--8e6eb34f-5e90-4e24-b2b5-2ca59bd4498c.mp3?v=1642739944 Mon, 07 Oct 2019 20:30:00 -0700 2394 false Friday Fundamentals: EP 44: Top 3 Things Sales Engineers Need to Be Successful Friday Fundamentals: EP 44: Top 3 Things Sales Engineers Need to Be Successful What do sales engineers need to be good at? Good question! Be good at demonstration and presentation. Nail that and you're well on your way.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What do sales engineers need to be good at? Good question! Be good at demonstration and presentation. Nail that and you're well on your way.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144838/audio--91242--8936--18747--498e6709-2135-407b-be84-1363e5b9dca0.mp3?v=1642739891 Thu, 03 Oct 2019 20:30:00 -0700 377 false 77. How This Sales Engineer Became Responsible for Revenue of a Start Up w/ Vikas Bhambri of Kustomer 77. How This Sales Engineer Became Responsible for Revenue of a Start Up w/ Vikas Bhambri of Kustomer This week on the Sales Hacker podcast, we talk to Vikas Bhambri, SVP of Global Sales and Customer Experience at Kustomer. 

Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. We hear what makes a great entry point for sales and sales engineering and why having deep authentic technical product knowledge actually works in sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Vikas Bhambri, SVP of Global Sales and Customer Experience at Kustomer. 

Vikas is a well-respected sales leader in NYC and comes from a sales engineering and product background, with more than 20 years experience. We hear what makes a great entry point for sales and sales engineering and why having deep authentic technical product knowledge actually works in sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144840/audio--91243--8936--18747--be97cd5e-0d59-4799-b7a0-19532e63e8c7.mp3?v=1642739973 Mon, 30 Sep 2019 20:30:00 -0700 2781 false Friday Fundamentals: EP 43: Selling at Freemium Company Friday Fundamentals: EP 43: Selling at Freemium Company What do reps at a freemium company need to do to be successful? Don't mistake product love for a deal! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What do reps at a freemium company need to do to be successful? Don't mistake product love for a deal! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144839/audio--91244--8936--18747--cfe64125-0795-4b1e-b548-12b37cf40836.mp3?v=1642739893 Thu, 26 Sep 2019 20:30:00 -0700 241 false 76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack 76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack. 

Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack. 

Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144841/audio--91245--8936--18747--bad7269d-8d8c-49c7-8802-2910ca235027.mp3?v=1642739981 Mon, 23 Sep 2019 20:30:00 -0700 2578 false Friday Fundamentals: EP 42: 3 Steps to Building The Right Sales Enablement Strategy Friday Fundamentals: EP 42: 3 Steps to Building The Right Sales Enablement Strategy On this episode of Friday Fundamentals, we're discussing 3 steps to building the right sales enablement strategy. Top on the list? Define what problem you're trying to solve. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we're discussing 3 steps to building the right sales enablement strategy. Top on the list? Define what problem you're trying to solve. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144842/audio--91246--8936--18747--57b9af87-877c-45e7-9f93-b5f1cca55d25.mp3?v=1642739925 Thu, 19 Sep 2019 20:30:00 -0700 259 false 75. How To Scale Operations for a High Growth Sales Enablement Company w/ Jason Holmes, COO, Showpad 75. How To Scale Operations for a High Growth Sales Enablement Company w/ Jason Holmes, COO, Showpad This week on the Sales Hacker podcast, we speak with Jason Holmes, President and COO of Showpad.

Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. He’s been an executive and/or VP for a variety of household names, such as Marketo, Adobe, and Oracle. He also served on the board of directors for SIM Partners. He's here to chat about one big topic: cash generation. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jason Holmes, President and COO of Showpad.

Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. He’s been an executive and/or VP for a variety of household names, such as Marketo, Adobe, and Oracle. He also served on the board of directors for SIM Partners. He's here to chat about one big topic: cash generation. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144844/audio--91247--8936--18747--9a548b7d-1baf-4cc2-91d4-52a7cd257cb6.mp3?v=1642740012 Mon, 16 Sep 2019 20:30:00 -0700 2665 false Friday Fundamentals: EP 41: Two Highly Personalized Ways to Get a Meeting Friday Fundamentals: EP 41: Two Highly Personalized Ways to Get a Meeting How can you score a meeting with anyone? Bypass the gatekeeper! Listen in to today's episode to learn two personalized ways to get a meeting with anyone (and it's easier than you think). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> How can you score a meeting with anyone? Bypass the gatekeeper! Listen in to today's episode to learn two personalized ways to get a meeting with anyone (and it's easier than you think). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144843/audio--91248--8936--18747--80f5cb5a-5e8f-42f5-b692-ed58f355a8ec.mp3?v=1642739938 Thu, 12 Sep 2019 20:30:00 -0700 433 false 74. From VP Sales back to Individual Contributor: Learnings and Experiences w/ Ryan Lallier 74. From VP Sales back to Individual Contributor: Learnings and Experiences w/ Ryan Lallier This week on the Sales Hacker podcast, we speak with Ryan Lallier, Director of Inside Sales at InsightSquared. 

Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like Dataminr, Gartner, and YayPay. Ryan is also a member of the Revenue Collective, and founder of SalesGevity, and advisory and consultancy for start-ups.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ryan Lallier, Director of Inside Sales at InsightSquared. 

Ryan has a diverse background in Sales, with positions ranging from individual contributor to head of sales roles at companies like Dataminr, Gartner, and YayPay. Ryan is also a member of the Revenue Collective, and founder of SalesGevity, and advisory and consultancy for start-ups.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144845/audio--91249--8936--18747--4bb7bb30-8e82-4aa9-8240-a5aa190b00c3.mp3?v=1642740034 Mon, 09 Sep 2019 20:30:00 -0700 2942 false Friday Fundamentals: EP 40: Key Questions to Consider to Becoming a VC Friday Fundamentals: EP 40: Key Questions to Consider to Becoming a VC We have two simple questions for you: 

1) Do you want to spend time figuring out if you like VC?

2) How do you get certainty? 

We're breaking down what questions you should ask before becoming a VC! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We have two simple questions for you: 

1) Do you want to spend time figuring out if you like VC?

2) How do you get certainty? 

We're breaking down what questions you should ask before becoming a VC! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144846/audio--91250--8936--18747--62d3db78-64bc-445d-8b31-3c3f77b57b53.mp3?v=1642739957 Thu, 05 Sep 2019 20:30:00 -0700 281 false 73. What Venture Capital Investors Want w/ Semil Shah 73. What Venture Capital Investors Want w/ Semil Shah This week on the Sales Hacker podcast, we speak with Semil Shah, General Partner at Haystack and Venture Partner at Lightspeed. 

Semil has made a name for himself as an “observational leader”; someone who shares what he sees on the ground and passes it on for people to respond to, benefit or learn from. He’s also one of the most well known and well respected writers on venture capital and early stage investing.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Semil Shah, General Partner at Haystack and Venture Partner at Lightspeed. 

Semil has made a name for himself as an “observational leader”; someone who shares what he sees on the ground and passes it on for people to respond to, benefit or learn from. He’s also one of the most well known and well respected writers on venture capital and early stage investing.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144847/audio--91251--8936--18747--a2e7ab3d-abbc-45ad-8a6a-a13b897603fa.mp3?v=1642740036 Mon, 02 Sep 2019 20:30:00 -0700 2756 false Friday Fundamentals: EP 39: Why You Should Avoid Job Hopping Friday Fundamentals: EP 39: Why You Should Avoid Job Hopping Are you a job hopper? We're chatting through why it may not work in your favor to job hop! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Are you a job hopper? We're chatting through why it may not work in your favor to job hop! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144848/audio--91252--8936--18747--922554cd-836a-4983-9e8a-f13ef65d3b86.mp3?v=1642739982 Thu, 29 Aug 2019 20:30:00 -0700 482 false 72. How To Break Down Sales Stereotypes and Hire Better SDRs w/ Rahim Fazal 72. How To Break Down Sales Stereotypes and Hire Better SDRs w/ Rahim Fazal This week on the Sales Hacker podcast, we speak with Rahim Fazal, Co-Founder and CEO of the SV Academy. 

The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We hear how the SV Academy finds, trains, and releases SDR’s into the wild and the crazy, unconventional success they are finding on the way.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Rahim Fazal, Co-Founder and CEO of the SV Academy. 

The SV Academy is training up an army of non-traditional SDRs who are finding more success than the stereotypical lacrosse players of the 90’s. We hear how the SV Academy finds, trains, and releases SDR’s into the wild and the crazy, unconventional success they are finding on the way.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144850/audio--91253--8936--18747--eee103a1-0721-44b3-add5-ad85d8121d20.mp3?v=1642740041 Mon, 26 Aug 2019 20:30:00 -0700 1933 false Friday Fundamentals: EP 38: The Importance of Transparent Leadership Friday Fundamentals: EP 38: The Importance of Transparent Leadership How transparent is your leadership team? We're talking about WHY it's important to be a transparent leadership team. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> How transparent is your leadership team? We're talking about WHY it's important to be a transparent leadership team. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144849/audio--91254--8936--18747--8938b017-2621-4b25-9fd3-0a691ca82816.mp3?v=1642739992 Thu, 22 Aug 2019 20:30:00 -0700 534 false 71. Why Account Based Marketing Doesn't Work w/ Latane Conant 71. Why Account Based Marketing Doesn't Work w/ Latane Conant This week on the Sales Hacker podcast, we speak with Latane Conant, CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you. Latane is here to talk about market leads… and you won’t want to miss her insights!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Latane Conant, CMO of 6sense. 6sense is the leader in intent data. So if you’re ever wondering if a prospect is researching you before you’ve begun researching them, 6sense can tell you. Latane is here to talk about market leads… and you won’t want to miss her insights!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144851/audio--91255--8936--18747--50ba55e0-dbf2-4b78-9013-af72b497d4af.mp3?v=1642740041 Mon, 19 Aug 2019 20:30:00 -0700 1955 false Friday Fundamentals: EP 37: How to Set Up Your Remote Sales Team for Success Friday Fundamentals: EP 37: How to Set Up Your Remote Sales Team for Success In a world where sales teams are remote, how can you set your team up for success? Tune in today as we chat through actionable strategies to get YOUR team functioning as one in a remote setting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In a world where sales teams are remote, how can you set your team up for success? Tune in today as we chat through actionable strategies to get YOUR team functioning as one in a remote setting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144852/audio--91256--8936--18747--c6a52179-e908-4f36-9d06-84ed3e296a63.mp3?v=1642740033 Thu, 15 Aug 2019 20:30:00 -0700 1242 false 70. The Executive’s Guide to Building Companies w/ Jonathan Sherry 70. The Executive’s Guide to Building Companies w/ Jonathan Sherry This week on the Sales Hacker podcast, we speak with Jonathan Sherry, Co-Founder and COO at CB Insights. 

John has some incredible first-hand experience on how to scale a business, build culture intentionally, and retain the allegiance, alliance, and credibility of the people who work for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jonathan Sherry, Co-Founder and COO at CB Insights. 

John has some incredible first-hand experience on how to scale a business, build culture intentionally, and retain the allegiance, alliance, and credibility of the people who work for you.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144854/audio--91257--8936--18747--720c314e-bc6d-42c0-b8ff-6bb2760ec412.mp3?v=1642740069 Mon, 12 Aug 2019 20:30:00 -0700 2111 false Friday Fundamentals: EP 36: How to Manage Upwards to Get to the C-Suite Friday Fundamentals: EP 36: How to Manage Upwards to Get to the C-Suite On today's episode, we're chatting about how to manage upwards. Recognize perception as reality. That's number one. Number 2? Reflect on your successes and failures.

Megan Bowen weighs in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's episode, we're chatting about how to manage upwards. Recognize perception as reality. That's number one. Number 2? Reflect on your successes and failures.

Megan Bowen weighs in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144853/audio--91258--8936--18747--bad4a34c-7757-45bd-b7a8-4c2587d4eaa5.mp3?v=1642740010 Thu, 08 Aug 2019 20:30:00 -0700 323 false 69. Structuring Your Organization Around Your Customer w/ Megan Bowen 69. Structuring Your Organization Around Your Customer w/ Megan Bowen This week on the Sales Hacker podcast, we speak with Megan Bowen, SVP of Business Operations at Managed By Q. 

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Megan Bowen, SVP of Business Operations at Managed By Q. 

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144855/audio--91259--8936--18747--4a17a4be-3198-4d19-b4eb-d5deb6998092.mp3?v=1642740092 Mon, 05 Aug 2019 20:30:00 -0700 2713 false Friday Fundamentals: EP 35: The 3 Keys to Driving A Great Enterprise Sale Friday Fundamentals: EP 35: The 3 Keys to Driving A Great Enterprise Sale We're chatting about the top 3 ways to drive enterprise sales.

Pioneer your enterprise. Put your customers concerns FIRST. Sales will follow.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We're chatting about the top 3 ways to drive enterprise sales.

Pioneer your enterprise. Put your customers concerns FIRST. Sales will follow.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144856/audio--91260--8936--18747--3d22df4e-8f8e-472d-b29b-275307458554.mp3?v=1642740030 Thu, 01 Aug 2019 20:30:00 -0700 323 false 68. How to Go to Market with an Enterprise Solution w/ Ed Calnan 68. How to Go to Market with an Enterprise Solution w/ Ed Calnan This week on the Sales Hacker podcast, we speak with Ed Calnan, co-Founder and CEO of Seismic. Ed has taken the business from $0 to $100 million. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ed Calnan, co-Founder and CEO of Seismic. Ed has taken the business from $0 to $100 million. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144858/audio--91261--8936--18747--5eea2bbb-d664-442d-a6aa-be3bee679cbf.mp3?v=1642740123 Mon, 29 Jul 2019 20:30:00 -0700 2754 false Friday Fundamentals: EP 34: How to Scale While Course Correcting Friday Fundamentals: EP 34: How to Scale While Course Correcting Get passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Get passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144857/audio--91262--8936--18747--167024d2-734a-4328-9e00-9b8dc1bf7bd4.mp3?v=1642740042 Thu, 25 Jul 2019 20:30:00 -0700 418 false 67. How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin 67. How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin This week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions. 

 

We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions. 

 

We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144860/audio--91263--8936--18747--6212dc55-aeae-4fb9-be92-38b3a41f71cd.mp3?v=1642740127 Mon, 22 Jul 2019 20:30:00 -0700 2797 false Friday Fundamentals: EP 33: Why Direct Mail Improves Conversion Rates Through Your Sales Cycle (Part 2) Friday Fundamentals: EP 33: Why Direct Mail Improves Conversion Rates Through Your Sales Cycle (Part 2) Part 2 of our series coming in hot!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Part 2 of our series coming in hot!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144861/audio--91264--8936--18747--18a8d19f-f1f0-4b47-90da-e1734c98e59c.mp3?v=1642740087 Fri, 19 Jul 2019 16:03:15 -0700 1334 false 66. Why Direct Mail Improves Conversion Rates Through Your Sales Cycle w/ Kris Rudeegraap 66. Why Direct Mail Improves Conversion Rates Through Your Sales Cycle w/ Kris Rudeegraap This week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of conversations about how to grow and expand an early stage company as the co-founder and CEO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of conversations about how to grow and expand an early stage company as the co-founder and CEO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144862/audio--91265--8936--18747--c5aba5c9-bc2d-42d9-a71c-80fe039f1d01.mp3?v=1642740118 Mon, 15 Jul 2019 20:30:00 -0700 2040 false Friday Fundamentals: EP 32: 3 Steps to Scaling a CS Organization Friday Fundamentals: EP 32: 3 Steps to Scaling a CS Organization On today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144863/audio--91266--8936--18747--d648acd7-8e64-4ed7-b2f5-63bedf713875.mp3?v=1642740080 Thu, 11 Jul 2019 20:30:00 -0700 348 false 65. How to Render Long-Term Success in The Workforce w/ Kim Rose 65. How to Render Long-Term Success in The Workforce w/ Kim Rose This week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the workforce and add customer value in your career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the workforce and add customer value in your career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144864/audio--91267--8936--18747--648a8125-1073-4e70-be34-a63fdacb1150.mp3?v=1642740153 Mon, 08 Jul 2019 20:30:00 -0700 2928 false Friday Fundamentals: EP 31: Building a Buyer Centric Funnel Friday Fundamentals: EP 31: Building a Buyer Centric Funnel Let's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Let's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144865/audio--91268--8936--18747--eeb17442-6194-4dcc-a85d-1181c2967b3a.mp3?v=1642740114 Thu, 04 Jul 2019 20:30:00 -0700 935 false 64. How to Evaluate a SaaS Company and Align Your Sales Funnels w/ David Skok 64. How to Evaluate a SaaS Company and Align Your Sales Funnels w/ David Skok This week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an early investor in HubSpot and Zendesk, leading the way to the development and language of SaaS. He's on the pod today chatting about aligning your SaaS company for success. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an early investor in HubSpot and Zendesk, leading the way to the development and language of SaaS. He's on the pod today chatting about aligning your SaaS company for success. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144866/audio--91269--8936--18747--8da76919-ed61-4fc1-b16b-fb7b5997ebc7.mp3?v=1642740176 Mon, 01 Jul 2019 20:30:00 -0700 2910 false Friday Fundamentals: EP 30: Tips For Managing a Board Friday Fundamentals: EP 30: Tips For Managing a Board How do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> How do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144867/audio--91270--8936--18747--6de24f0b-9c69-45e9-bdfb-80464fd2e070.mp3?v=1642740109 Thu, 27 Jun 2019 20:30:00 -0700 363 false 63. How to Translate Big Company Lessons to Small Company Lessons w/ Ben Wright 63. How to Translate Big Company Lessons to Small Company Lessons w/ Ben Wright This week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he transition from a large to small company?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he transition from a large to small company?

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144868/audio--91271--8936--18747--170b2a4c-df6e-4733-b73e-ac6ec2929df7.mp3?v=1642740191 Mon, 24 Jun 2019 20:30:00 -0700 3074 false Friday Fundamentals: EP 29: Why Sales People Fail Friday Fundamentals: EP 29: Why Sales People Fail Why do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Why do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144869/audio--91272--8936--18747--467fcb9f-252b-4e38-a645-245cb78415e1.mp3?v=1642740130 Thu, 20 Jun 2019 20:30:00 -0700 595 false 62. How to Create, Manage and Incentivize Teams w/ Kathleen Roberge 62. How to Create, Manage and Incentivize Teams w/ Kathleen Roberge This week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144871/audio--91273--8936--18747--ed418298-55c0-4024-89c0-510063cd7645.mp3?v=1642740206 Mon, 17 Jun 2019 20:30:00 -0700 2679 false Friday Fundamentals: EP 28: 3 Ways to Evaluate Job Opportunity Friday Fundamentals: EP 28: 3 Ways to Evaluate Job Opportunity On today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who has been in the role before and... ask questions!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who has been in the role before and... ask questions!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144870/audio--91274--8936--18747--0e7686c3-75fe-4f63-98b4-e513bb23421e.mp3?v=1642740131 Thu, 13 Jun 2019 20:30:00 -0700 464 false 61. How Edvo Seeks to Change The Job Hunt Narrative w/ Shireen Jaffer 61. How Edvo Seeks to Change The Job Hunt Narrative w/ Shireen Jaffer This week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144872/audio--91275--8936--18747--aa4051bc-7bd1-4a79-9d2e-387be547498f.mp3?v=1642740223 Mon, 10 Jun 2019 20:30:00 -0700 2861 false Friday Fundamentals: EP 27: Top Strategies for a Modern Seller Friday Fundamentals: EP 27: Top Strategies for a Modern Seller The world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> The world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144873/audio--91276--8936--18747--36cf5146-e9bb-4cac-b6fb-8d11b5d04f20.mp3?v=1642740147 Thu, 06 Jun 2019 20:30:00 -0700 282 false 60. How to Effectively Give and Receive Constructive Feedback w/ Alyssa Merwin 60. How to Effectively Give and Receive Constructive Feedback w/ Alyssa Merwin This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become a leader in hiring.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become a leader in hiring.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144876/audio--91277--8936--18747--3503aef9-ceae-4e0d-acde-cbb3852aaab8.mp3?v=1642740246 Mon, 03 Jun 2019 20:30:00 -0700 3086 false Friday Fundamentals: EP 26: How to Be an Order Taker vs. How to Be a Seller Friday Fundamentals: EP 26: How to Be an Order Taker vs. How to Be a Seller On today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller. 

Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a seller? We'll fill you in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller. 

Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a seller? We'll fill you in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144874/audio--91278--8936--18747--6f820631-a46e-4a15-9d37-bdcc979b65be.mp3?v=1642740155 Thu, 30 May 2019 20:30:00 -0700 282 false 59. How to Focus on the “How” vs. “Why” of Your Product with Scott Armour 59. How to Focus on the “How” vs. “Why” of Your Product with Scott Armour This week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product is. Listen in to today’s episode for bite-size takeaways that you can implement with your business!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product is. Listen in to today’s episode for bite-size takeaways that you can implement with your business!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144875/audio--91279--8936--18747--8b7860df-82f0-4643-b436-d976e26a7952.mp3?v=1642740226 Mon, 27 May 2019 20:30:00 -0700 2579 false Friday Fundamentals: EP 25: How to Improve Your Engagement and Conversion on LinkedIn Friday Fundamentals: EP 25: How to Improve Your Engagement and Conversion on LinkedIn Today on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144877/audio--91280--8936--18747--ac9621f4-6242-4270-a446-81e0df615bef.mp3?v=1642736747 Thu, 23 May 2019 20:30:00 -0700 307 false 58. How to Shape the Future of a Modern Organization w/ Jake Dunlap 58. How to Shape the Future of a Modern Organization w/ Jake Dunlap This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the podcast, he discusses how to scale a company while shaping your next startup in a modern organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the podcast, he discusses how to scale a company while shaping your next startup in a modern organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144879/audio--91281--8936--18747--e2ac64b9-5297-4c76-86f2-fd69bd029560.mp3?v=1642736821 Mon, 20 May 2019 20:30:00 -0700 2907 false Friday Fundamentals EP 24: The 6 Steps to Successful Change Management Friday Fundamentals EP 24: The 6 Steps to Successful Change Management Today on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144878/audio--91282--8936--18747--156d7b8f-e49e-421d-8a03-e1f6d0a8211e.mp3?v=1642736748 Thu, 16 May 2019 20:30:00 -0700 323 false 57. How to Build Yourself Into a Great Manager w/ Ashley Grech, Global Head of Sales, Square 57. How to Build Yourself Into a Great Manager w/ Ashley Grech, Global Head of Sales, Square This week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your time into a company before taking the next step in your sales career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your time into a company before taking the next step in your sales career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144880/audio--91283--8936--18747--3bdcca4c-eaac-436c-ae8a-1f92066beb15.mp3?v=1642736834 Mon, 13 May 2019 20:30:00 -0700 3105 false Friday Fundamentals EP 23: Top Dos and Donts for ABM Friday Fundamentals EP 23: Top Dos and Donts for ABM On this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144881/audio--91284--8936--18747--1b286155-1de7-4464-b5a7-001ed4b30ba8.mp3?v=1642736748 Thu, 09 May 2019 20:30:00 -0700 224 false 56. Drafting an Event Strategy That Works w/ Alon Waks 56. Drafting an Event Strategy That Works w/ Alon Waks This week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase their audience and use ABM as a team sport.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase their audience and use ABM as a team sport.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144883/audio--91285--8936--18747--3198ad34-1c5c-48ae-9d6c-dc70a66725be.mp3?v=1642736832 Mon, 06 May 2019 20:30:00 -0700 2908 false Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company On this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144882/audio--91286--8936--18747--dd666aa7-f840-43f9-b603-bd336fb8ba5a.mp3?v=1642736757 Thu, 02 May 2019 20:30:00 -0700 442 false 55. How to Ensure 500 Pieces of Sales Advice Get Executed by Your Sales Team w/ Travis Huff 55. How to Ensure 500 Pieces of Sales Advice Get Executed by Your Sales Team w/ Travis Huff This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is able to take a piece of advice (sometimes 500 pieces of advice) and execute it. Tune in for this week’s episode.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is able to take a piece of advice (sometimes 500 pieces of advice) and execute it. Tune in for this week’s episode.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144884/audio--91287--8936--18747--65dd2661-4555-48f8-985d-c1427ede0e23.mp3?v=1642736831 Mon, 29 Apr 2019 20:30:00 -0700 2963 false Friday Fundamentals EP 21: How to Take Control of Your Recruiting Strategy Friday Fundamentals EP 21: How to Take Control of Your Recruiting Strategy On today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders.

Nick Worswick chimes in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders.

Nick Worswick chimes in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144885/audio--91288--8936--18747--1ae203e0-47d7-4418-a6f6-042b29bd3e72.mp3?v=1642736760 Thu, 25 Apr 2019 20:30:00 -0700 432 false 54. How to Pick Your Next Company to Build a Great Career w/ Nick Worswick 54. How to Pick Your Next Company to Build a Great Career w/ Nick Worswick This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as well as the key elements to navigating a successful career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as well as the key elements to navigating a successful career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144887/audio--91289--8936--18747--f0d5e59e-5005-450f-90cb-f7415e55b579.mp3?v=1642736831 Mon, 22 Apr 2019 20:30:00 -0700 2848 false Friday Fundamentals EP 20: The Role of Chatbots in Sales Friday Fundamentals EP 20: The Role of Chatbots in Sales Today on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144886/audio--91290--8936--18747--6a34ba9c-7cd4-4af0-b10a-e051c9ffb289.mp3?v=1642736758 Thu, 18 Apr 2019 20:30:00 -0700 420 false 53. The Secrets to Moving Your Company Upmarket w/ David Katz, Intercom 53. The Secrets to Moving Your Company Upmarket w/ David Katz, Intercom This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast paced ever growing organization.  He also gives us a framework for how to move upmarket and what the requirements are for taking a company from the SMB space all the way to the enterprise.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast paced ever growing organization.  He also gives us a framework for how to move upmarket and what the requirements are for taking a company from the SMB space all the way to the enterprise.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144888/audio--91291--8936--18747--eb4bbd65-5269-46a2-8f40-3a3f494c503d.mp3?v=1642736847 Mon, 15 Apr 2019 20:30:00 -0700 3282 false Friday Fundamentals EP 19: The Top 3 Mistakes You Make in Sales Coaching Friday Fundamentals EP 19: The Top 3 Mistakes You Make in Sales Coaching Today, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach! 

If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach! 

If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144889/audio--91292--8936--18747--5baea688-8057-434b-9ae1-be4a16cbe4f4.mp3?v=1642736756 Thu, 11 Apr 2019 20:30:00 -0700 294 false 52. Why Your Company Needs Sales Coaching and Training to Drive Up Retention w/ Rob Jeppsen 52. Why Your Company Needs Sales Coaching and Training to Drive Up Retention w/ Rob Jeppsen This week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast.  Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast.  Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144890/audio--91293--8936--18747--ab950788-db9b-4288-8f4f-016b9061a252.mp3?v=1642736834 Mon, 08 Apr 2019 20:30:00 -0700 2957 false Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144891/audio--91294--8936--18747--0023e4ae-fef1-4186-bc04-b929cfc75c26.mp3?v=1642736755 Thu, 04 Apr 2019 20:30:00 -0700 265 false 51. How to Move from Feature Selling to Gap Selling w/ Keenan 51. How to Move from Feature Selling to Gap Selling w/ Keenan This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan.  We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”, referencing the book Keenan wrote and unpacking how to move from feature-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan.  We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”, referencing the book Keenan wrote and unpacking how to move from feature-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144892/audio--91295--8936--18747--003d3144-d6a2-49b6-a323-294922ea895c.mp3?v=1642736838 Mon, 01 Apr 2019 20:30:00 -0700 3020 false Friday Fundamentals EP 17: How to Build Diversity Into Your Sales Team Friday Fundamentals EP 17: How to Build Diversity Into Your Sales Team On this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales along the way? 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales along the way? 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144893/audio--91296--8936--18747--efe953b5-a18a-4dd1-97a1-875219380e92.mp3?v=1642736764 Thu, 28 Mar 2019 20:30:00 -0700 429 false 50. Build Diversity and Inclusion into Your Hiring Practices w/ Simmone Taitt 50. Build Diversity and Inclusion into Your Hiring Practices w/ Simmone Taitt This week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community.  Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community.  Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144895/audio--91297--8936--18747--fd3c3152-838e-42a4-a1bf-fcd58f4d822c.mp3?v=1642736848 Mon, 25 Mar 2019 20:30:00 -0700 3285 false Friday Fundamentals EP 16: The Power of Silence Friday Fundamentals EP 16: The Power of Silence On this episode of Friday Fundamentals, we discuss the power of silence. 

When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly effective! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss the power of silence. 

When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly effective! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144894/audio--91298--8936--18747--688248c2-7f13-44c0-ac25-44e49d348a3c.mp3?v=1642736760 Thu, 21 Mar 2019 20:30:00 -0700 289 false 49. KPIs to Build World-Class Customer Success Organization w/ Roger Scott 49. KPIs to Build World-Class Customer Success Organization w/ Roger Scott This week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and alignment.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and alignment.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144897/audio--91299--8936--18747--bb762075-61fc-4ac2-9630-d5b4473eddc8.mp3?v=1642736849 Mon, 18 Mar 2019 20:30:00 -0700 3159 false Friday Fundamentals EP 15: How Long Should You Wait Before Quitting? Friday Fundamentals EP 15: How Long Should You Wait Before Quitting? Today, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144896/audio--91300--8936--18747--fc482c63-2c1a-4868-bc2f-b43c2ae0ddd9.mp3?v=1642736766 Fri, 15 Mar 2019 05:35:17 -0700 382 false 48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler 48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler.  Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales Engagement and share some of the insights and tactics that are being adopted to deliver best-in-class revenue growth and sales team performance.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler.  Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales Engagement and share some of the insights and tactics that are being adopted to deliver best-in-class revenue growth and sales team performance.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144898/audio--91301--8936--18747--91e240be-1963-4547-82e0-2db5dfcd8c51.mp3?v=1642736844 Mon, 11 Mar 2019 20:30:00 -0700 2929 false Friday Fundamentals EP 14: How to Deliver Feedback and Have Tough Conversations Friday Fundamentals EP 14: How to Deliver Feedback and Have Tough Conversations It's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> It's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144899/audio--91302--8936--18747--8957e9b2-9e13-4f86-bc7e-91ab9e4c4bc4.mp3?v=1642736770 Thu, 07 Mar 2019 20:30:00 -0800 433 false 47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog 47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog This week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog.  Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns.  Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.  Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog.  Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns.  Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.  Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144901/audio--91303--8936--18747--20dc856c-fc66-429d-a306-9ed3d1fe9a1b.mp3?v=1642736841 Mon, 04 Mar 2019 20:30:00 -0800 2995 false Friday Fundamentals EP 13: Top Tricks for Dealing with Procurement Friday Fundamentals EP 13: Top Tricks for Dealing with Procurement Today on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you and your sales team.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Today on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you and your sales team.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144900/audio--91304--8936--18747--e04a2e9f-b9dd-424e-a009-248c8261dd4d.mp3?v=1642736768 Thu, 28 Feb 2019 20:30:00 -0800 409 false 46. How to Use Procurement To Your Advantage in Enterprise Selling w/ Donna and Chris Donato 46. How to Use Procurement To Your Advantage in Enterprise Selling w/ Donna and Chris Donato This week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation.  Donna is a career procurement professional currently at American Express and Chris is a career enterprise seller. Between the two of them, they walk us through how to properly engage a true enterprise and deliver outstanding sales results at any level.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation.  Donna is a career procurement professional currently at American Express and Chris is a career enterprise seller. Between the two of them, they walk us through how to properly engage a true enterprise and deliver outstanding sales results at any level.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144902/audio--91305--8936--18747--c0c4b161-85d0-4144-a1b3-20377a13f630.mp3?v=1642736852 Mon, 25 Feb 2019 20:30:00 -0800 3293 false Friday Fundamentals EP 12: What is a 5 Tool Sales Person? Friday Fundamentals EP 12: What is a 5 Tool Sales Person? On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean?

Here are the skills you need to be that person.

1. The ability to prospect

2. The ability to work a cycle and close a sale

3. The ability to build report 

4. A positive attitude  

5. The desire to provide relentless effort 

Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean?

Here are the skills you need to be that person.

1. The ability to prospect

2. The ability to work a cycle and close a sale

3. The ability to build report 

4. A positive attitude  

5. The desire to provide relentless effort 

Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144903/audio--91306--8936--18747--78a33b39-33ba-40b0-a74e-3886d637d5d0.mp3?v=1642736770 Thu, 21 Feb 2019 20:30:00 -0800 353 false 45. How To Put Your Reps in a Position to Succeed and Crush Quota with Brian Birkett, SVP of Global Sales, Leandata 45. How To Put Your Reps in a Position to Succeed and Crush Quota with Brian Birkett, SVP of Global Sales, Leandata This week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata.  Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks.  After a few more jobs, he has now spent over 5 years at Leandata building the team and organization from nothing. He talks about the lessons he’s learned, how to be a great manager, and what he views as the keys to success in a sales career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata.  Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks.  After a few more jobs, he has now spent over 5 years at Leandata building the team and organization from nothing. He talks about the lessons he’s learned, how to be a great manager, and what he views as the keys to success in a sales career.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144905/audio--91307--8936--18747--aca7eb8a-2d3b-4eae-ad26-7f6ae6bf8171.mp3?v=1642736856 Mon, 18 Feb 2019 20:30:00 -0800 3046 false Friday Fundamentals EP 11: How To Give a Great Demo Friday Fundamentals EP 11: How To Give a Great Demo On this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo.

A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when you were showing them your demo. 

Speak to the 'why'. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo.

A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when you were showing them your demo. 

Speak to the 'why'. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144904/audio--91308--8936--18747--d7364291-01ad-437e-9fe8-0efd99469abf.mp3?v=1642736772 Thu, 14 Feb 2019 20:30:00 -0800 410 false 44. Career growth from Sales Engineer at Salesforce to building $100M company w/ Travis Bryant 44. Career growth from Sales Engineer at Salesforce to building $100M company w/ Travis Bryant This week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144906/audio--91309--8936--18747--713bed62-2697-4572-9c85-1975961f860b.mp3?v=1642736856 Mon, 11 Feb 2019 09:00:00 -0800 3219 false Friday Fundamentals EP 10: How to Get More Referrals From Your Customers Friday Fundamentals EP 10: How to Get More Referrals From Your Customers On this episode of Friday Fundamentals, we discuss how to put referrals into your sales system. 

Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales process. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss how to put referrals into your sales system. 

Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales process. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144907/audio--91310--8936--18747--96cfb4fe-9381-4131-916b-79ad786ccc47.mp3?v=1642736778 Thu, 07 Feb 2019 20:30:00 -0800 418 false 43. How Endurance and Tenacity Can Translate Into an Amazing Sales Career w/ Carson Heady 43. How Endurance and Tenacity Can Translate Into an Amazing Sales Career w/ Carson Heady This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books.  Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144909/audio--91311--8936--18747--4f37554a-73a2-4cb0-baef-3e924cf1cc68.mp3?v=1642736863 Mon, 04 Feb 2019 20:30:00 -0800 3276 false Friday Fundamentals EP 9: How to Nail The Job Interview Friday Fundamentals EP 9: How to Nail The Job Interview On this episode of Friday Fundamentals, we discussing nailing a job interview. 

What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview.

Don’t be in buying mode. Give yourself a chance to fully understand the job market before jumping in. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discussing nailing a job interview. 

What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview.

Don’t be in buying mode. Give yourself a chance to fully understand the job market before jumping in. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144908/audio--91312--8936--18747--4fdf6ebf-baa3-4d62-8bdb-d5de7b8cac4e.mp3?v=1642736777 Thu, 31 Jan 2019 20:30:00 -0800 356 false 42. The Key to Building Career as Sales Professional w/ Jamie Scarborough, Co-Founder, Sales Talent Agency 42. The Key to Building Career as Sales Professional w/ Jamie Scarborough, Co-Founder, Sales Talent Agency This week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie can share ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie can share ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144911/audio--91313--8936--18747--6a7d0004-f43c-4945-a218-af272d2e4884.mp3?v=1642736862 Mon, 28 Jan 2019 20:30:00 -0800 3170 false Friday Fundamentals EP 8: How to Sell When You’re Facing Off Against a Direct Competitor Friday Fundamentals EP 8: How to Sell When You’re Facing Off Against a Direct Competitor On this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor.

Listen in today for actionable tips on today's episode. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor.

Listen in today for actionable tips on today's episode. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144910/audio--91314--8936--18747--f72ff211-ff8f-42c1-a104-bbb22fdb13aa.mp3?v=1642736774 Thu, 24 Jan 2019 20:30:00 -0800 260 false 41. Helping Marketo IPO, Achieve Hyper Scale, and Take Those Lessons to the Next Great Company with Bill Binch, CRO of Pendo 41. Helping Marketo IPO, Achieve Hyper Scale, and Take Those Lessons to the Next Great Company with Bill Binch, CRO of Pendo This week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. Bill is the consummate commercial leader, sales manager, and team player and walks us through his career insights.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. Bill is the consummate commercial leader, sales manager, and team player and walks us through his career insights.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144913/audio--91315--8936--18747--3d5b43fa-bcd0-43eb-8160-d1990eefd02d.mp3?v=1642736860 Mon, 21 Jan 2019 20:30:00 -0800 3075 false Friday Fundamentals EP 7: Forecasting Your Pipeline To Hit Your Number Friday Fundamentals EP 7: Forecasting Your Pipeline To Hit Your Number Focus on hitting your numbers. 

Grow your pipeline. 

What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Focus on hitting your numbers. 

Grow your pipeline. 

What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144912/audio--91316--8936--18747--8744f8cd-5fd7-4ce1-97fb-0b34e0b370d3.mp3?v=1642736784 Thu, 17 Jan 2019 20:30:00 -0800 430 false 40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack 40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack.  Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144915/audio--91317--8936--18747--cbb8c184-fac5-4775-9621-9175330430b7.mp3?v=1642736869 Mon, 14 Jan 2019 20:30:00 -0800 3016 false Friday Fundamentals EP 6: Phone Presence in Job Interviews Friday Fundamentals EP 6: Phone Presence in Job Interviews What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144914/audio--91318--8936--18747--034677ef-2983-4e59-a87e-8e38757d9479.mp3?v=1642736781 Thu, 10 Jan 2019 20:30:00 -0800 378 false 39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook 39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization.  Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization.  Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144916/audio--91319--8936--18747--e0e0c5b7-e2cc-4179-84e1-789c98d4b08f.mp3?v=1642736859 Mon, 07 Jan 2019 20:30:00 -0800 2868 false Friday Fundamentals EP 5: What's The Goal of The Demo? Friday Fundamentals EP 5: What's The Goal of The Demo? What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144917/audio--91320--8936--18747--51d7ff7b-7ca1-45b6-ac9e-1d2e6208e524.mp3?v=1642736786 Thu, 03 Jan 2019 20:30:00 -0800 413 false Friday Fundamentals EP 4: Send Me More Information Friday Fundamentals EP 4: Send Me More Information On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”.  The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”.  The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do.

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144918/audio--91321--8936--18747--6e654eb0-27cf-40dc-9b59-5f35c3ba4061.mp3?v=1642736784 Thu, 20 Dec 2018 20:30:00 -0800 356 false 38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry 38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144919/audio--91322--8936--18747--6b1fd7c2-0ebe-4ede-a44b-392debf9c0eb.mp3?v=1642736877 Mon, 17 Dec 2018 20:30:00 -0800 3244 false Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144920/audio--91323--8936--18747--e7a9bfe5-76ab-4868-80c8-73bbb81bf95e.mp3?v=1642736786 Thu, 13 Dec 2018 20:30:00 -0800 345 false 37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson 37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson This week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results.  Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results.  Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144922/audio--91324--8936--18747--3f2ad266-0b51-40af-af26-59705eb18e72.mp3?v=1642736861 Mon, 10 Dec 2018 20:30:00 -0800 2839 false Friday Fundamentals EP 2: SDR Promotion Paths Friday Fundamentals EP 2: SDR Promotion Paths Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive.

Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones?

If you’re promoted too soon, does this affect your ability to succeed? We discuss all things SDR on this week’s episode of Friday Fundamentals.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive.

Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones?

If you’re promoted too soon, does this affect your ability to succeed? We discuss all things SDR on this week’s episode of Friday Fundamentals.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144921/audio--91325--8936--18747--705a6c24-6c0c-4d2a-b257-edffcd3bc497.mp3?v=1642736790 Fri, 07 Dec 2018 02:00:00 -0800 415 false 36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB 36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB This week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB.  

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB.  

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144923/audio--91326--8936--18747--c5c99f09-5a97-4cff-a672-21639f9d6d56.mp3?v=1642736851 Mon, 03 Dec 2018 10:04:29 -0800 2634 false Friday Fundamentals EP 1: The Will to Sell Friday Fundamentals EP 1: The Will to Sell We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field. 

What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach. 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field. 

What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach. 

 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144924/audio--91327--8936--18747--69bff5bf-1445-40de-94b8-6b5071babf57.mp3?v=1642736802 Fri, 30 Nov 2018 02:11:59 -0800 646 false 35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack 35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack This week on the Sales Hacker podcast, we interview Dannie Herzberg, Head of Mid-Market Sales at Slack.

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. Check it out! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Dannie Herzberg, Head of Mid-Market Sales at Slack.

Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. Check it out! 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144925/audio--91328--8936--18747--737fdc04-c1ef-4f19-8b3c-1af3bfd36cd3.mp3?v=1642736872 Mon, 26 Nov 2018 21:00:00 -0800 3076 false 34: The Benefit of a Finance Background to Help Company Growth w/ Rob Lopez, SVP of Sales, Justworks 34: The Benefit of a Finance Background to Help Company Growth w/ Rob Lopez, SVP of Sales, Justworks This week on the Sales Hacker podcast, we interview Rob Lopez, SVP of Sales at Justworks, one of the fastest growing businesses focused on HR including payroll, benefits and the like.

While Rob has a background in finance, he really jumped into the startup world first at Groupon, where he was the GM for their Latin American division. After moving to New York, he became the first sales hire for Justworks. He has helped the company grow to well over $50M in ARR and he walks us through that journey on the show.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Rob Lopez, SVP of Sales at Justworks, one of the fastest growing businesses focused on HR including payroll, benefits and the like.

While Rob has a background in finance, he really jumped into the startup world first at Groupon, where he was the GM for their Latin American division. After moving to New York, he became the first sales hire for Justworks. He has helped the company grow to well over $50M in ARR and he walks us through that journey on the show.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144926/audio--91329--8936--18747--eb901b3f-2ba1-45a3-a2f4-5d648dec0875.mp3?v=1642736866 Mon, 19 Nov 2018 22:00:00 -0800 2932 false 33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela 33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela This week on the Sales Hacker podcast, we interview Ilir Sela, the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US.  

Slice helps pizzerias compete with Big Pizza by transforming the way they manage their business.  Scaling a company this day in age is all about navigating the digital age. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Ilir Sela, the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US.  

Slice helps pizzerias compete with Big Pizza by transforming the way they manage their business.  Scaling a company this day in age is all about navigating the digital age. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144927/audio--91330--8936--18747--b3f23aa2-d41f-46bf-960b-54eb8ef1fe58.mp3?v=1642736865 Mon, 12 Nov 2018 22:00:00 -0800 2849 false 32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott Schnaars 32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott Schnaars This week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144928/audio--91331--8936--18747--488bdc5c-0b65-452a-9322-2458df4d0f1f.mp3?v=1642736867 Mon, 05 Nov 2018 22:00:00 -0800 3026 false 31. Annie Duke, Author of "Thinking in Bets" and Celebrity Poker Player 31. Annie Duke, Author of "Thinking in Bets" and Celebrity Poker Player This week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes. In this episode, we take those concepts and apply them to sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes. In this episode, we take those concepts and apply them to sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144929/audio--91332--8936--18747--f13a5bff-0ad8-43f6-a63a-b445b07e3be9.mp3?v=1642736885 Mon, 29 Oct 2018 22:00:00 -0700 3592 false 30. The Secrets to Hyper-Scaling Sales past $50 Million ARR w/ Matt Millen 30. The Secrets to Hyper-Scaling Sales past $50 Million ARR w/ Matt Millen This week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144930/audio--91333--8936--18747--ba9597dd-0151-4a31-a7d3-e06eb932231d.mp3?v=1642736872 Mon, 22 Oct 2018 22:30:00 -0700 3077 false 29. How to Build a World Class Customer Success Organization w/ Nick Mehta 29. How to Build a World Class Customer Success Organization w/ Nick Mehta Nick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Nick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144931/audio--91334--8936--18747--6dad0ed0-8999-4f85-b7f2-2261c2c478e9.mp3?v=1642736870 Mon, 15 Oct 2018 22:00:00 -0700 2963 false 28. The Key Habits and Systems that Power High Growth SaaS Companies w/ Chris Degnan 28. The Key Habits and Systems that Power High Growth SaaS Companies w/ Chris Degnan We sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> We sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144932/audio--91335--8936--18747--571caa5f-b02b-4d59-a8c2-9dd54a4c971a.mp3?v=1642736867 Mon, 08 Oct 2018 22:30:00 -0700 2608 false 27. Building a Predictable Revenue Engine for Your Company w/ Mark Roberge 27. Building a Predictable Revenue Engine for Your Company w/ Mark Roberge This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge.  

Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M.  During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth.

Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge.  

Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M.  During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth.

Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable revenue growth, and breaks down the essence of his new framework centering around go-to-market fit.


The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144933/audio--91336--8936--18747--97cd46f0-e266-4720-8b97-f2c583cdf689.mp3?v=1642736873 Tue, 02 Oct 2018 09:00:00 -0700 2713 false 26. From a Big Company to a Startup to an IPO w/Andrea Gellert 26. From a Big Company to a Startup to an IPO w/Andrea Gellert This week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Tune in as we chat with Andrea Gellert— marketing expert, CRO of OnDeck, and former American Express executive!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Tune in as we chat with Andrea Gellert— marketing expert, CRO of OnDeck, and former American Express executive!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144934/audio--91337--8936--18747--69c24477-09ae-45ba-96f7-a717d19a8df8.mp3?v=1642440539 Mon, 24 Sep 2018 22:00:00 -0700 2909 false 25. From SDR to VP of Sales at One of the Best Companies Outside the Valley with Dan Cook 25. From SDR to VP of Sales at One of the Best Companies Outside the Valley with Dan Cook This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City.

Dan originally hails from the East Coast and came of age in finance, working at Polaris Venture Partners, a Boston-based VC after graduating from Harvard Business School.  He then moved out to Lucidchart to become an Operations executive before quickly transitioning to Sales.

Dan walks us through the mechanics and beliefs required to help the company build out a fully-functioning sales team and how, in his view, “culture eats strategy for breakfast.”

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City.

Dan originally hails from the East Coast and came of age in finance, working at Polaris Venture Partners, a Boston-based VC after graduating from Harvard Business School.  He then moved out to Lucidchart to become an Operations executive before quickly transitioning to Sales.

Dan walks us through the mechanics and beliefs required to help the company build out a fully-functioning sales team and how, in his view, “culture eats strategy for breakfast.”

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144935/audio--91338--8936--18747--af3aaead-bdf1-4816-9cea-6b6a4d8840ad.mp3?v=1642440499 Tue, 18 Sep 2018 05:18:36 -0700 3153 false 24. Building a Tier-1 SaaS Company from the Investor Perspective w/ Tomasz Tunguz 24. Building a Tier-1 SaaS Company from the Investor Perspective w/ Tomasz Tunguz E24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> E24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144936/audio--91339--8936--18747--167496e2-78db-44ad-92b9-8fd7815000dd.mp3?v=1642440568 Mon, 10 Sep 2018 22:00:00 -0700 2700 false 23. Optimizing Sales Productivity to Drive Exponential Growth w/ Doug Landis 23. Optimizing Sales Productivity to Drive Exponential Growth w/ Doug Landis Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144937/audio--91340--8936--18747--28a2f8ec-34a7-4f6f-9932-5cee8177f182.mp3?v=1642440519 Tue, 04 Sep 2018 22:00:00 -0700 2710 false 22. The Secret to Becoming a Successful Account Executive w/ John Barrows 22. The Secret to Becoming a Successful Account Executive w/ John Barrows Talking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Talking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144938/audio--91341--8936--18747--ca215e85-9af1-4281-961a-65ef6ffd852a.mp3?v=1642440498 Mon, 27 Aug 2018 22:00:00 -0700 3022 false 21. The Making of a Top-Producing Silicon Valley VP of Sales w/ Mark Cranney 21. The Making of a Top-Producing Silicon Valley VP of Sales w/ Mark Cranney On this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144939/audio--91342--8936--18747--68224156-407d-4593-b419-2eb2a4b3e0e0.mp3?v=1642440501 Tue, 21 Aug 2018 22:00:00 -0700 2729 false 20. How to Negotiate More Effectively to Close More Deals w/ Chris Voss 20. How to Negotiate More Effectively to Close More Deals w/ Chris Voss Tune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Tune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144940/audio--91343--8936--18747--bd15a5ba-f888-41f9-a0d7-aed331a852f0.mp3?v=1642440493 Mon, 13 Aug 2018 22:00:00 -0700 2627 false 19. How to Become a Best-in-Class VP of Sales by 25 w/ Liz Young 19. How to Become a Best-in-Class VP of Sales by 25 w/ Liz Young Liz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Liz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144941/audio--91344--8936--18747--edcab97a-3f45-4d1a-998e-d63b54786813.mp3?v=1642736869 Mon, 06 Aug 2018 22:00:00 -0700 2777 false 18. Setting Up the Right Sales Onboarding Plan w/ Roderick Jefferson 18. Setting Up the Right Sales Onboarding Plan w/ Roderick Jefferson This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144942/audio--91345--8936--18747--e14a2ac9-083c-4ee4-a6ad-7fd0a229926d.mp3?v=1642736872 Mon, 30 Jul 2018 22:00:00 -0700 2932 false 17. The True Secrets to Successful Enterprise Sales w/ Dave Govan 17. The True Secrets to Successful Enterprise Sales w/ Dave Govan This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144943/audio--91346--8936--18747--275a3c30-45f9-4bd8-8006-bc6676d0835a.mp3?v=1642440438 Mon, 23 Jul 2018 22:00:00 -0700 2602 false 16. How to Scale a Tech Startup w/ Amit Bendov 16. How to Scale a Tech Startup w/ Amit Bendov On E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144944/audio--91347--8936--18747--e6834689-a6ac-48c7-a6ac-bd32ea6e68b6.mp3?v=1642736852 Mon, 16 Jul 2018 22:00:00 -0700 1800 false 15. The Art and Science of Pipeline Generation w/ Jeff Reekers 15. The Art and Science of Pipeline Generation w/ Jeff Reekers Jeff Reekers, VP of Marketing, Aircall, talks about creating and executing lead generation marketing campaigns on E15 of the Sales Hacker podcast. Tune in now!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Jeff Reekers, VP of Marketing, Aircall, talks about creating and executing lead generation marketing campaigns on E15 of the Sales Hacker podcast. Tune in now!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144945/audio--91348--8936--18747--63ab0028-3261-4e48-859e-986aed9c9667.mp3?v=1642736881 Mon, 09 Jul 2018 22:00:00 -0700 2787 false 14. Quick Guide to Seed Fundraising for Startups w/ Brad Svrluga 14. Quick Guide to Seed Fundraising for Startups w/ Brad Svrluga On episode 14 of the Sales Hacker podcast, we speak w/ Brad Svrluga Founding Partner at Primary Venture Partners about the top seed funding tips for startups.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On episode 14 of the Sales Hacker podcast, we speak w/ Brad Svrluga Founding Partner at Primary Venture Partners about the top seed funding tips for startups.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144946/audio--91349--8936--18747--81abbc8a-e26e-42ae-be9d-8f7ddb6c6852.mp3?v=1642736877 Mon, 02 Jul 2018 22:00:00 -0700 2790 false 13. Using the Science of Perfect Timing to Improve Sales Outcomes w/ Dan Pink 13. Using the Science of Perfect Timing to Improve Sales Outcomes w/ Dan Pink Tune in to episode 13 of the Sales Hacker podcast with Dan Pink, WSJ and NYT bestselling author as we talk about the importance of time management in sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Tune in to episode 13 of the Sales Hacker podcast with Dan Pink, WSJ and NYT bestselling author as we talk about the importance of time management in sales.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144947/audio--91350--8936--18747--d6e6a312-724a-4613-92e8-4158cd6ad85a.mp3?v=1642736871 Tue, 26 Jun 2018 08:56:11 -0700 2667 false 12. Navigating a Career from a Unicorn to a Public Company W/ Jaimie Buss 12. Navigating a Career from a Unicorn to a Public Company W/ Jaimie Buss Talking about startup careers and transitions is this week's guest on the Sales Hacker podcast—Jaimie Buss, VP of Sales, North America for Zendesk. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Talking about startup careers and transitions is this week's guest on the Sales Hacker podcast—Jaimie Buss, VP of Sales, North America for Zendesk. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144948/audio--91351--8936--18747--3f67c857-f5ec-4444-8125-629e33d15d03.mp3?v=1642736876 Mon, 18 Jun 2018 22:00:00 -0700 2559 false 11. Using Science and Empathy to Improve Your Sales Conversations w/ David Priemer 11. Using Science and Empathy to Improve Your Sales Conversations w/ David Priemer On this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode with David Priemer, Founder of Cerebral Selling, we discuss the right tools and tactics to help reps effectively manage their sales conversations.  

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144949/audio--91352--8936--18747--883dfdd3-15f0-4dc5-9e99-895c6e55aa0b.mp3?v=1642736879 Tue, 12 Jun 2018 08:23:45 -0700 2569 false 10. Using Data Driven Decision Making to Align Sales and Marketing w/ Cassie Young 10. Using Data Driven Decision Making to Align Sales and Marketing w/ Cassie Young You hear "data-driven decision-making" being thrown around a lot. Here's how real businesses go about it. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> You hear "data-driven decision-making" being thrown around a lot. Here's how real businesses go about it. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144951/audio--91353--8936--18747--4dfb33b6-d289-4a52-940b-79567e9b6393.mp3?v=1642736893 Tue, 05 Jun 2018 13:02:07 -0700 3052 false 9. How to Sell Enterprise Software Solutions w/ Todd Caponi 9. How to Sell Enterprise Software Solutions w/ Todd Caponi On this episode of the Sales Hacker podcast, we talk with Todd Caponi, CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Todd Caponi, CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144950/audio--91354--8936--18747--4817caa9-2672-4c50-8e84-108e4e9af53d.mp3?v=1642736883 Mon, 28 May 2018 22:00:00 -0700 2883 false 8. Build Your Sales Pipeline with the Best Sales Cadences w/ Derek Grant 8. Build Your Sales Pipeline with the Best Sales Cadences w/ Derek Grant On this episode of the Sales Hacker Podcast, we talk with Derek Grant, VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. Tune in now!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker Podcast, we talk with Derek Grant, VP of Sales from SalesLoft about building a successful pipeline with the best sales outreach strategies. Tune in now!

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144952/audio--91355--8936--18747--fbdf3f7a-f813-4aea-a5a4-f64598e8f34b.mp3?v=1642736889 Tue, 22 May 2018 22:00:00 -0700 2801 false 7. How to Align Marketing and Sales With Demand Gen w/ Andrea Kayal 7. How to Align Marketing and Sales With Demand Gen w/ Andrea Kayal On this episode of the Sales Hacker podcast, we talk with Andrea Kayal, Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Andrea Kayal, Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144954/audio--91356--8936--18747--f6426a5a-e9a9-4baa-8bbb-804de2127015.mp3?v=1642736897 Mon, 14 May 2018 22:00:00 -0700 2920 false 6. The Secret to Incredible Sales Management and Coaching Culture w/ Marc Jacobs 6. The Secret to Incredible Sales Management and Coaching Culture w/ Marc Jacobs On this episode of the Sales Hacker podcast, we talk with Marc Jacobs, SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a coaching culture.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Marc Jacobs, SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a coaching culture.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144953/audio--91357--8936--18747--eef1a6e3-7541-4d5a-b8e9-54ad7bfe73eb.mp3?v=1642736887 Mon, 07 May 2018 22:00:00 -0700 2588 false 5. Moving Your Product (And Your Sales Team) Upmarket w/ Rick Smolen 5. Moving Your Product (And Your Sales Team) Upmarket w/ Rick Smolen On this episode of the Sales Hacker podcast, we talk with Rick Smolen, VP of Sales at Greenhouse about moving your product upmarket and how to sell your software to a big company. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Rick Smolen, VP of Sales at Greenhouse about moving your product upmarket and how to sell your software to a big company. 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144955/audio--91358--8936--18747--3bc9bd20-ab8b-4112-8714-7ce620ede1a6.mp3?v=1642440524 Mon, 30 Apr 2018 22:00:00 -0700 2548 false 4. How to 10x Your Business Using Customer Success w/ Emmanuelle Skala 4. How to 10x Your Business Using Customer Success w/ Emmanuelle Skala On this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala, VP of Customer Success at Toast.
 What You’ll Learn:

  • How to organize and structure a Customer Success team with a specific focus on Customer Experience
  • The transformative moments in customer experience that driver customer delight
  • How to use NPS to improve revenue growth and reduce churn
  • The benefits of focusing on the post-sale moment
  • The importance of investing in Customer Success early in a company’s growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Emmanuelle Skala, VP of Customer Success at Toast.
 What You’ll Learn:

  • How to organize and structure a Customer Success team with a specific focus on Customer Experience
  • The transformative moments in customer experience that driver customer delight
  • How to use NPS to improve revenue growth and reduce churn
  • The benefits of focusing on the post-sale moment
  • The importance of investing in Customer Success early in a company’s growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144956/audio--91359--8936--18747--0c930cec-d268-4570-9d5b-6b9235eb3fec.mp3?v=1642736899 Mon, 23 Apr 2018 22:00:00 -0700 2714 false 3: Why Your CFO Shouldn’t Own the Revenue Model w/ Jess Hunt 3: Why Your CFO Shouldn’t Own the Revenue Model w/ Jess Hunt On this episode of the Sales Hacker podcast, we talk with Jessica Hunt, Executive Vice President, GM of North America, & Head of Global Marketing, Sales & Strategy for Axiom.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Jessica Hunt, Executive Vice President, GM of North America, & Head of Global Marketing, Sales & Strategy for Axiom.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144957/audio--91360--8936--18747--265f1e58-bd3c-426b-b185-225d8e226f25.mp3?v=1642736892 Tue, 17 Apr 2018 08:40:46 -0700 2359 false 2: The 25 Year Evolution of the Sales World w/ Steve Denton 2: The 25 Year Evolution of the Sales World w/ Steve Denton On this episode of the Sales Hacker podcast, we talk with Steve Denton, President and Chief Revenue Officer of Collective.

What You’ll Learn

  • How to adapt in a sales world that is constantly changing
  • How to avoid wasting your existing opportunities and close the deals in front of you
  • Why you have to be the most prepared person in the room
  • The three biggest decisions you can make in your career

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> On this episode of the Sales Hacker podcast, we talk with Steve Denton, President and Chief Revenue Officer of Collective.

What You’ll Learn

  • How to adapt in a sales world that is constantly changing
  • How to avoid wasting your existing opportunities and close the deals in front of you
  • Why you have to be the most prepared person in the room
  • The three biggest decisions you can make in your career

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144958/audio--91361--8936--18747--7c7f35e1-dcb5-4c56-bc6c-871caad8c51a.mp3?v=1642440502 Tue, 17 Apr 2018 08:40:00 -0700 2441 false 1: Walking the Road From Individual Contributor to Management w/ Kiva Kolstein 1: Walking the Road From Individual Contributor to Management w/ Kiva Kolstein In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein, Chief Revenue Officer at AlphaSense. 

What You’ll Learn  

  • How to map your career from individual contributor to manager 
  • Why you should spend time with and invest in your new hires 
  • How to know if a company is a good fit for you and your skills 
  • How a cohesive leadership team should function 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein, Chief Revenue Officer at AlphaSense. 

What You’ll Learn  

  • How to map your career from individual contributor to manager 
  • Why you should spend time with and invest in your new hires 
  • How to know if a company is a good fit for you and your skills 
  • How a cohesive leadership team should function 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content. 

]]> Sales Hacker & Sam Jacobs migration-https://cdn2.sounder.fm/144959/audio--91362--8936--18747--a8af9863-015d-43d6-9d7c-5fe9d5f3a39c.mp3?v=1642736908 Mon, 09 Apr 2018 14:10:41 -0700 2821 false