Explorez tous les épisodes de Ashley & Katrine's Infinite Revenue Playlist
Plongez dans la liste complète des épisodes de Ashley & Katrine's Infinite Revenue Playlist. Chaque épisode est catalogué accompagné de descriptions détaillées, ce qui facilite la recherche et l'exploration de sujets spécifiques. Suivez tous les épisodes de votre podcast préféré et ne manquez aucun contenu pertinent.
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Date
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15 May 2023
The Art of Social Selling: Finding Your Authentic Voice With Jen Allen-Knuth
00:47:24
In this episode of Ashley and Katrine’s Infinite Revenue Playlist, we're joined by Jen Allen-Knuth, a sales and marketing expert who is passionate about empowering women in the sales industry. Jen candidly shares her experiences, the challenges she faced, and the importance of elevating women's voices in sales. In this conversation, Jen encourages women to be loud, support one another, and break away from the traditional sales stereotypes.
The discussion also dives into the use of artificial intelligence in sales, especially when it comes to email communication. Jen emphasizes the importance of maintaining the human touch while leveraging AI for efficiency, as well as the need for continuous innovation to stay ahead. She expresses her concern about AI-generated content potentially lacking authenticity and how it could hinder effective communication.
Lastly, the conversation touches on the impact of community-building on revenue and the significance of learning out loud. Jen stresses the value of sharing knowledge and experiences, as well as embracing the unique perspectives that early-career professionals can bring to the table. This episode is a must-listen for anyone seeking inspiration and practical advice on navigating the sales landscape as a woman.
Mastering Mindset, Moxie, and Magic in Sales With Nikki Ivey
00:39:42
In this episode of Ashley & Katrine's Infinite Revenue Playlist, we welcome guest Nikki Ivey, sales veteran and Contributing Writer at Sistas in Sales.
From her personal framework — Mindset, Moxie, and Magic — to the importance of connecting on an authentic level with prospects, Nikki unpacks a host of topics and has plenty of insights to share.
We Need to Talk About Representation in Sales — With Ashley Zagst
00:45:54
In this episode, we sit down with Ashley Zagst, Senior Account Executive 2 at Chili Piper. Ashley shares her journey, challenges, and victories — from her first sales job to buying her own house.
As President of Proud Pipers, Ashley digs into the importance of representation and diversity in the industry. She argues that a diverse sales team is a game-changer in catering to diverse buyers.
CEO within your first 10 years in sales? Impossible! Well, not for Alexine Mudawar.
In this episode, the seasoned sales leader unpacks her journey from AE all the way to the top. And true to form, Alexine doesn't shy away from talking through the good, bad, and ugly of her career. She also explores how being a CEO is actually not that different from a sales role (transferable skills, anyone?).
Alexine heads up one of our favorite communities, Women in Sales, so naturally we had to dig into that too — what made her start the community? How did it evolve from 'pajama party' to the bustling network it is today? And why the heck does she let men in? (Spoiler: there's a good reason!)
How Gong Made Community a Touchpoint in Their Sales Cycle — With Nisha Baxi
00:35:05
We have Gong's Visioneer's community to thank for connecting us — so how could we not have the mastermind behind it on the show?
As the Head of Community and Digital Customer Success at Gong, Nisha knows how a community impacts business growth. She unpacks exactly how the community impacts every point in the Gong sales cycle, and the simple way her team tracks the ROI of their work.
As always, we dig into the challenges faced by women leaders and how communities can help them overcome them (Nisha's got some great advice on this, too!)
Navigating the Buyer's Journey — With Hannah Ajikawo
00:50:29
Meet Hannah Ajikawo, CEO & Founder of Revenue Funnel!
In this value-packed episode, Hannah shares her deep (and down-to-earth) insights on the buyer's journey. She explains how to influence and nurture early-stage prospects, ensuring that when they're ready to buy, they turn to you.
Hannah also digs into how she balances work and life, highlighting the challenges and pressures from the workplace, rather than prospects. She shares a personal anecdote about prioritizing her son over work — and how people reacted!
Coaching BDRs in Social Selling — With Cynthia Handal
00:43:35
On this week's episode, our hosts Ashley and Katrine dive into the world of business development and social selling with Cynthia Handal, Head of Global Sales at Simera.
Cynthia, an experienced business development leader, is a founding member as well as the first sales hire at Simera, an AI-powered on-demand supply and demand matching platform. There she has built the BDR team from the ground up, bringing in over $5MM in pipeline and over 1000 demos over just 6 months.
Cynthia has been named on multiple lists such as Crunchbase's 2023 Women in Sales, Demandbase's 25 Sales Executives to Learn From in 2023, and she considers herself to be a "Fanatical Prospector".
Cynthia shares her personal experiences as a BDR, BDR leader, why AI will not be replacing sales people, and emphasizes the importance of creativity and building a strong personal brand to have a well-rounded and successful business development strategy.
Most importantly, Cynthia highlights the biases that are still alive and well in the sales industry. She advocates for sellers that come from unique and "different" backgrounds, explaining why diversity is critical for a sales team. This episode is a must-listen for anyone looking to excel as a BDR and stay ahead of the curve in the ever-evolving world of sales.
Talking With Prospects (Not At Them) - With Leslie Venetz
00:53:10
In this episode of Ashley & Katrine’s Infinite Revenue Playlist, hosts Ashley and Katrine explore the philosophy of “talk with prospects, not at them” with Leslie Venetz, the founder of Sales Team Builder LLC.
A LinkedIn Top Sales Voice of 2023, Leslie has headed up sales departments at three different organizations, spent 15 years in C-Suite enterprise selling, and has closed enterprise deals at companies like Walmart and JP Morgan herself.
Now the founder of Sales Team Builder, a corporate sales trainer and sales-led GTM consulting firm, Leslie specializes in empowering sales teams to engage with prospects in a meaningful way. Her mission is to help teams shift from talking at prospects to talking with them, by creating genuine connections that drive results.
The conversation takes a deep dive into the six elements required to master her philosophy; being curious, active listening, relevance over personalization, meeting buyers where they’re at, negotiating for a win-win, and practicing sales skills.
Leslie's expertise shines through as she unpacks these complex topics, making them accessible and actionable for listeners, all the while sharing her unique experience as a woman in a male-dominated field.
Tune in to hear from the master of talking with prospects, not at them, herself.
Navigating Tough Conversations with Confidence — With Kate Reed
00:47:40
In this episode of Ashley and Katrine's Infinite Revenue Playlist, we welcome to the stage Kate Reed, Head of Customer Experience at Commsor, an expert on handling tough conversations.
Whether you’re dealing with a difficult customer, discussing sensitive topics with an employee, or trying to manage upwards, Kate reminds us that maintaining confidence and the right mindset is key.
Kate has a diverse professional background that includes everything from being a music journalist, to sales, to marketing, and then of course, Customer Success. She has over 10 years experience managing enterprise and mid-market clients, including 6+ years in the Customer Success field. Kate leaves a legacy at various companies like Hubspot and Commsor by building end-to-end customer experiences through holistic, consistent and integrated journeys for customers.
Part of building a successful customer journey is learning to handle tough conversations which Kate dives into in this episode. To navigate any difficult professional situation, Kate educates listeners on confidence, effective communication, and bringing your authentic self to the workplace.
Listen to the episode and take some of Kate's confidence with you!
Enterprise Sales: Lessons from a Trailblazer — With Amy Volas
00:50:30
In this episode of Ashley & Katrine's Infinite Revenue Playlist, we talk all things enterprise sales with trailblazer Amy Volas, (otherwise known as Amy 007, International Selling Agent).
With more than $100MM in revenue sold, a LinkedIn Insider and Top Sales Voice, Founder, Strategic Advisor, and LP at Stage 2 Capital, Amy Volas is a sales fanatic turned entrepreneur. While she once dreamt of becoming a secret agent, she was bitten by the “startup bug” many moons ago and couldn't imagine spending her time anywhere else. She’s currently the Founder & CEO of Avenue Talent Partners, a group dedicated to helping early-stage startups grow through some of their most valuable assets - hiring executive revenue leaders.
According to Amy, the key to being a successful enterprise salesperson is learning how to do everything. From knowing how to open a conversation, to performing proper discovery, to paying attention to the tiniest of details, Amy credits not being a “one trick pony” to her success in selling massive deals, her biggest one being $30 million.
Throughout this episode you’ll learn from Amy how to master enterprise selling by understanding different perspectives, always being prepared, and of course, using the right tools and data.
Whether you’re an AE or SDR currently selling enterprise deals or hoping to in the future, tune in to this episode to get secret tips from top “sales agent” Amy Volas.
What it Takes to be a Good Sales Manager with Lori Harmon
00:51:54
There’s more to being a good manager than making sure your team is hitting their goals, and in this episode of Ashley & Katrine’s Infinite Revenue playlist, Lori Harmon shares what it takes from the perspective of a sales leader.
Lori is an experienced sales leader who specializes in helping customers maximize their returns, driving sales innovation, and empowering teams in a digital era. She is also the author of the book 42 Rules for Building a High Velocity Inside Sales Team and speaks frequently at events. Currently, Lori is the VP & Global Head of Business Development at Cloudflare.
Passionate about helping sales people, especially women, realize their full potential, Lori joins us to discuss what good sales management looks like. Her approach includes evaluating three aspects with every action a manager takes: 1) is it beneficial for the employee, 2) is it beneficial for the team, and 3) is it beneficial for the company.
Listen to this weeks episode to learn more about Lori’s unique management perspective.
Show Me You Know Me: Modern Selling With Sam McKenna
00:55:10
B2B sellers currently live in a world where the same cold outreach strategies and cold calling tactics that have been taught for decades, are simply repackaged and re-shared as "the best new tactics" year after year.
This week we are privileged to be joined by a guest who shares a refreshing perspective on the state of sales that does not simply give a retelling of the status quo. We welcome to the stage the queen of "Show Me You Know Me" herself, Sam McKenna, Founder & CEO of #samsales Consulting.
Sam is an award-winning sales leader, brand ambassador for LinkedIn, LinkedIn Sales Insider, angel investor, board member, and highly sought-after speaker. She has broken 13 sales records, believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts. Sam has been named a Top 50 Woman in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, appears as one of the faces of LinkedIn Sales Navigator’s marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over.
Sam was a no-brainer to have as a guest of Ashley & Katrine's Infinite Revenue Playlist because she has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds.
Throughout her episode, Sam inspires with her tangible sales tips and actionable advice that can be used daily by sales leaders and individual sellers alike. Listen to this episode hear her authentic and sobering perspective on the state of sales and what leaders can do to modernize, if they want to keep bringing in revenue.
How To Be A Marketer That 'Gets' Sales with Trinity Nguyen
00:46:15
The story of sales and marketing teams feuding with each other over metrics, processes, and credit is a tale as old as time.
According to Trinity Nguyen, VP of Marketing at UserGems, it’s not surprising considering sales and marketing teams are taught to speak ‘different languages’ at most companies.
Her solution? Set up your entire revenue function to work together with the right incentives and shared metrics.
Trinity’s process for aligning sales and marketing comes from her 10+ years in B2B marketing, sales, and go-to-market. She's passionate about helping technology companies accelerate their growth while also building great teams as well as helping teams “kiss pipeline anxiety goodbye”.
On this episode of Ashley & Katrine’s Infinite Revenue Playlist, Trinity joins us specifically to chat about how to be a marketer who not only understands sales, but successfully keeps the peace between sales and marketing.
Tune in to hear Trinity’s take on how revenue leaders can align the ‘languages’ of these two, notoriously feuding, departments.
The Reality For Women Founders - With Jessie Shipman
00:53:49
Only 2% of VC funding goes to women founders.
This isn’t shocking news for Jessie Shipman, Founder & CEO of Fluincy, given women and other minority groups don’t fit the “pattern” when it comes to a VCs vision of a startup opportunity worth investing in.
In this episode of Ashley & Katrine's Infinite Revenue Playlist, Jessie breaks down the reality women face as founders by sharing her own journey of entrepreneurship.
According to Jessie, while male founders typically must only prove they have potential (a creative idea), women founders are expected to prove they have an innovative idea plus the ‘right experience’ because they’re viewed as ‘higher risk’ investments purely for not fitting the historic Silicon Valley "pattern".
Join us for the latest episode as Jessie discusses both the challenges and rewards of building her own business, emphasizing that the freedom starting your own business brings outweighs the extra hurdles a woman may have to jump to get there.
Combating Toxicity at Work and on LinkedIn With Zoe Hartsfield
00:54:12
Welcome back to another episode of Ashley & Katrine's Infinite Revenue Playlist!
Today's guest, Zoe Hartsfield, is the Senior Manager of Evangelism & Community at Apollo.io. She describes herself as "a salesperson trapped in a marketer's body" because if sales is batman, then she is Robin.
Zoe is an advisor, keynote speaker, and content creator. She has extensive experience in sales, community, marketing, and all things Go-To-Market. In her 9am-5pm you can find her running executive presence and evangelism at Apollo on their community team but during her 5pm-9am you might run into her at the gym, a coffee shop or hanging with her grandma.
Given Zoe's quick rise to leadership and LinkedIn notoriety, she has had her fair share of toxic leaders and environments to navigate. From combatting managers that made her feel "less than" to receiving negative comments or DMS on her LinkedIn content, Zoe has learned how to deal with various toxic situations and turn them into learning opportunities.
Today Zoe joins us to talk about her "why" behind choosing to be extremely vulnerable with her LinkedIn audience, shares how she personally combats toxic work environments both on and off Linkedin and of course, her experience as a woman in revenue.
This is not an episode you want to miss, so tune in!
Teaching Ladies How to Get Paid (& other things) With Ashley Louise
00:51:11
We're back and kicking off Season 2 of Ashley & Katrine's Infinite Revenue Playlist with a topic that most women shy away from (but want to learn how to navigate better): money.
Ashley Louise, Co-Founder and CEO of Ladies Get Paid, isn't scared of answering the question, "Ladies, are you sick and tired of being underpaid and undervalued at work?"
Ashley's mission is to provide the space, resources, and community needed to help teach women how to succeed in their careers, negotiate their salaries, land jobs, and build their wealth.
From learning how to negotiate early in life from her father to then building and running one of the largest online communities for professional women, Ashley imparts her wisdom on how we can get comfortable "talking money" and advocating for ourselves.
Using Video In Your Sales Outreach With Bethany Stachenfeld
00:44:28
There is a TON of noise in the world of selling.
To cut through that noise, sellers must find creative, meaningful, and effective ways to reach prospects. According to Bethany Stachenfeld, the key is video prospecting.
Bethany Stachenfeld is a co-founder & CEO of Sendspark, a video based platform built for sellers. Prior to founding Sendspark, Bethany was Head of Marketing for two B2B SaaS Startups: Filestack and VidGrid. Bethany is deeply involved in the startup community, and has been part of Venture for America, 500 Startups, OnDeck, and the Stage2 Accelerator (Catalyst). Bethany currently lives in New York City where she enjoys acroyoga, hydroponic gardening, and practicing martial arts (fun fact: Bethany is a 3rd degree black belt in Isshinryu Karate).
Listen to today's episode to learn about Bethany's experience as a female founder as well as get a better understanding of how video allows sellers to up their prospecting game and crush quota.
How This AE Hit President's Club in 2023 With Christie Young
00:56:31
Selling in the tech space in 2023 was an incredibly difficult job. Some reports show only 28% of sellers actually hit quota.
Yet, cohosts Ashley and Katrine had the opportunity to sit down with Christie Young, an Account Executive (AE) who not only hit her ramping new hire quota - she went on to hit a fully ramped sellers quota to qualify for President’s Club.
At the time of this recording, Christie was a Senior Enterprise Account Executive at Collibra, a data intelligence cloud. She began her tech sales career almost four years ago as a Business Development Representative (BDR) and specializes in data & analytics SaaS. Last year she was 154% to quota and made President’s Club, an annual contest that is awarded to an elite group of sales reps for attaining their quota.
Tune into today's episode to listen to Christie to talk about how she found success in a tough year, how she navigates the tech space as a woman, and how she’s leaned on mentors to guide her through tough times.
Professional Wing Woman: Winning Business By Making Real Connections With Shaena Harrison
00:47:04
Have you ever heard of a "Professional Wing Woman"? Until meeting Shaena Harrison, we hadn't either. But given it's Valentine's Day, a day all about connection, we figured it would be a great time to figure out what exactly it means.
On this weeks episode, Shaena Harrison breaks down how she became the tech spaces's go-to "Professional Wing Woman". Her unique roll is all about weaving powerful connections between ideas and individuals, drawing from her experiences with iconic events like TEDx and roles at places like LinkedIn and Singularity University.
She harnessed her superpower launching Tjena (pronounced Shaena), where she champions "Human Connection as a Service" – a fresh B2B spin, melding event matchmaking with the playful "have you met TED" strategy.
Give Shaena's episode a listen to hear more about how the future of business is all about relationship-building, as she acts are your personal guide on how to turn each connection and relationship in your network into a business opportunity.
Breaking Barriers: Founding Uncapped with Zoya Segelbacher
00:42:13
Only 15.7% of founders in North America are women.
Our good friend Zoya Segelbacher joins that small percent of women this week as she formally announces the launch of her company, Uncapped.
Uncapped is a sales platform designed to bring more diversity into tech sales and improve sales rep retention by providing networking opportunities and B2B sales education to individuals and company sales teams.
It's important for Ashley & Katrine's Infinite Revenue Playlist to constantly feature and highlight women founders and entrepreneurs, because there are so few of them but we know there are so many aspiring female leaders in all corners of the world.
As the saying goes "you can't be what you can't see", and Zoya is a very real role model that women everywhere can look up to.
Zoya's journey to founding Uncapped reminds us that success in entrepreneurship is attainable for women and her story inspires others to pursue their ambitions. Young, a woman, and a person of color, Zoya is breaking barriers one by one, not just by candidly sharing stories of overcoming obstacles and achieving success, but also by building a company that is all about empowerment and community.
Join us in celebration of Zoya's launch of Uncapped by listening to her episode.
Cyclical Bodies in A Linear World - With Danielle Keiser & Haley White
01:05:11
Happy International Women’s Day!
March 8th serves as a global day to celebrate the achievements of women and marks a call to action for accelerating women's equality.
This years theme, as set by the United Nations, is “Invest in Women: Accelerate Progress”, and what better way to invest in women than by understanding how women’s health is impacted by the workplace and how we can make it better?
Which is why cohosts Ashley and Katrine have invited women’s health experts, Danielle Keiser and Haley White, to talk about how we can build towards making the workplace more inclusive for those with uteruses.
Why? Because the workplace was literally designed to be optimal for a man’s body. Everything from working from 9am to 5pm to the temperature of offices are meant to create the best working conditions for men specifically.
Women and those with uteruses have been trained to live in a linear world with cyclical bodies, which poses many challenges and prevents them for showing up as their best selves.
This podcast, our mission, our purpose, is not about ignoring brilliant men or about making the work place ‘less comfortable’ for them. It’s what about all those women whose names should easily fall off the tongue too? It’s what about all those women whose achievements should also be recognized? It’s why can’t we create a workplace where women are also able to experience optimal working conditions?
Today's episode dives into all of these questions.
Join us to celebrate International Women’s Day by listening to our bonus episode with Danielle Keiser and Haley White.
The Best Sellers Are Multifaceted With Mafalda Johannsen
00:51:22
It's tough out there as a seller right now. So what can you do to stand out?
According to Mafalda Johannsen, the best sellers bring lot of different skills and qualities to the table. Everything from top-notch organizational skills to copywriting to dabbling in social selling to having a decent understanding of technical matters is required if you want to be the best.
Mafalda is the Director of Growth at Wonderway, a German Sales Enablement Startup that just developed an AI coaching tool called Wonderway COACH. She has reviewed and improved hundreds of sales onboarding and trainings which has given her unique expertise and knowledge in understanding what will genuinely help a sales rep succeed.
Combatting Biases and the Scarcity Mindset With Christina Brady
00:54:01
According to Christina Brady, women, especially at work, can possess a scarcity mindset. And there is a reason.
Women tend to protect "what they have". It stems from being biologically wired to grow and nurture. So when roles, especially leadership roles, are far and few between, it's unsurprising that some women feel like there's only "room for one at the top".
Why? Because only 15.7% of founders are women. Becayse only 2.3% of VC funding goes to all-female founding teams. Because only 31.7% of top executive positions across all industries are women. Because for every $1 a man makes, on avg a woman makes $0.82. Because it will take 131 years to see gender economic parity – which keeps increasing every year.
Christina Brady, Co-Founder and CEO of Luster, is on a mission to change this narrative. With 16+ years of overall SaaS sales experience and 10+ years of executive leadership in the SaaS space, she has a proven track record of leading individuals and organizations to growth & profitability through creative, scalable, and targeted strategy.
And now, finally a CEO herself, she's made it a point to lead with diversity and make sure women know that there is room for everyone at the top.
Tune in to today's episode to hear more about how Christina teaches us how to combat biases, avoid the scarcity mentality, and even share some trade secrets on how to become the best seller on your team (hint, it has to do with improv).
It's not everyday that you're joined by "The GTM People's Champion".
And luckily, that's exactly who today's guest is, Corrina Owens.
Corrina is an award-winning revenue marketer with 13+ years of experience. Her specialities lie in account-based marketing, demand generation, content creation, and go-to-market strategies. She currently co-hosts the GTM podcast, [Direct], formerly the Chief Evangelist Officer of Purple Cork, and advises several tech start-ups such as Aptivio and Postal.
Corrina joins us to talk about all things Account-Based Marketing, GTM first strategies, as well as her experience as a woman working in revenue.
Account-based marketing (ABM) is a strategic approach that focuses on high-value accounts in a market or business. ABM strategies focus on creating personalized buying experiences for better customer acquisition, relationship-building, and business growth.
Tune into today's episode to talk all things ABM with the queen of ABM herself, Corrina.
You Get What You Give: Sales Enablement With Paty Araiza
00:42:25
If you're a seller, you've probably rolled your eyes or huffed and puffed at having to do a sales training at some point during your career (we've all been there).
But according to Paty Araiza, you get what you give when it comes to sales trainings. To have a successful sales enablement program, you need both leadership and individual sellers to invest effort.
Paty is the Sales Enablement Manager at iMatrix, a sales coach, and a brand new founder of her SDR training academy, Ignite Sales Academy. Throughout her sales career, she has been an SDR Team Lead, an SDR Manager, and, now, a Sales Enablement Manager, where she mentors, coaches, and nurtures countless sales professionals at every level to achieve their goals. Most importantly, Paty is a proud mom.
Listen to the full episode to hear Paty's share what it takes to create a successful sales enablement and training program as well as her experience as a woman in revenue.
A Sales Leader With A Crush On Marketing With Laura Erdem
00:46:37
Today’s guest is a ‘sales leader with a crush on marketing”.
Welcome to the stage Laura Erdem, all the way from Copenhagen!
Like many sellers, Laura describes finding herself in a sales career as a total accident. And yet, she now runs the North America Sales team at a startup called Dreamdata, a fully automated B2B Customer Data Platform.
While Laura is a first time sales leader, she has a ton of experience in enterprise sales and excels in helping reps build their own personal brand on LinkedIn to bring in inbound leads. She’s even known to get creative with her sales demos, taking prospects for walks, runs, and even bike rides while she gets to know them.
Laura joins us today to take all things sales, pipeline generation, social selling, and of course, sharing her experience as a woman in revenue.
Hiring the Right People Starts with Removing Unconscious Biases
00:51:24
Hiring the right people and promoting a great culture is the only foundation that matters to business execution. Without the right people on your team, how can you expect to be aligned to achieve your goals?
Today we welcome Co-Founder and CEO of Blueprint Expansion, Krissy Manzano, to talk about how making the GTM space more inclusive for women and other minorities, all starts with how we hire.
Krissy is a transformative leader with 13 years of experience reshaping businesses across middle Tennessee. Starting as an individual contributor, she ascended to sales leadership before making the bold leap to become an entrepreneur. She’s passionate about supporting women in leadership and promoting diversity in hiring through actions, not merely words.
Throughout her years as a working professional, Krissy has became a stanch believer in a few matters.
First, she believes that if hiring feels like a guess to your team, then you're doing it wrong. Second, she knows hiring is largely broken because of the unconscious biases that we all have about other people.
Lucky for us, she's joins us today to talk about how we can make our hiring processes feel predictable and begin removing our team's biases to ultimately make the GTM space more inclusive (and therefore more successful).
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