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16 May 2023
GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case
00:42:46
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
03 Aug 2023
GTM 52: *Special Edition* Monthly Jam Session (August 2023)
00:07:11
Presenting you with a very special bonus episode this month...
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Apr 2023
GTM 34: "Community Is the New Google" with Kathleen Booth
00:51:27
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 Mar 2023
GTM 27: Monthly GTM Jam Session (March 2023)
00:34:29
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
31 Jan 2023
GTM 20: Branding, Negotiation, and Creating Raving Fans with Udi Ledergor
00:50:23
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Dec 2022
GTM 14: Understanding the Looming Recession with Erik Kostelnik
00:45:14
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
05 Jan 2023
GTM 16: Monthly GTM Jam Session with Max Altschuler (January Bonus Episode)
00:25:12
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
25 Apr 2023
GTM 35: How to Unlock 20% Performance Improvement in Your Career with Kevin Bailey
00:50:31
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
14 Mar 2023
GTM 28: How Auth0 Took Big Risks To Avoid Pipeline Plateau with Martin Gontovnikas
00:47:52
‘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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
01 Nov 2022
GTM 5: Slow is Smooth; Smooth is Fast with Kyle Norton
00:48:23
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Oct 2022
GTM 3: Our First Monthly Jam with Scott Barker and Max Altschuler
00:38:00
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
13 Dec 2022
GTM 13: How to Hire People who are Wired for Greatness with Suresh Khanna
00:55:22
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Oct 2022
GTM 1: Creating a Winning Culture with Mark Cranney
00:43:35
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."
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
21 Mar 2023
GTM 29: Capitalizing on Customer Stories with Dave Kennett
00:48:56
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 .
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
24 Jan 2023
GTM 19: The Art of Sales Leadership with Rick Smolen
00:43:09
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 May 2023
GTM 38: A 7 Year Ride to find Product Market Fit...and then to IPO! with Juan George
00:56:59
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
04 May 2023
GTM 37: Monthly Special Edition Jam Session (May 2023)
00:27:36
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
04 Nov 2022
GTM 6: GTM Fund VC Update with Max Altschuler (BONUS)
00:17:09
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
08 Nov 2022
GTM 7: How to Scale Yourself with Ashley Hansen Grech
00:43:48
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
06 Jun 2023
GTM 42: Earn the Right to Side Hustle with Scott Leese
00:53:35
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
08 Jun 2023
GTM 43: Monthly Jam Session (June 2023)
00:10:34
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).
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
02 Feb 2023
GTM 21: Monthly GTM Jam Session (February 2023)
00:24:25
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
28 Mar 2023
GTM 30: 19 Million Members and Counting: Meet The Woman Behind The Salesforce Trailblazer Community with Eric Kuhl
00:50:24
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
27 Dec 2022
GTM 15: How to Position Yourself with Brendan Dell
00:37:24
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
17 Jan 2023
GTM 18: How to Grow and Manage Revenue with Bob Elliott
00:38:04
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?
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
21 Feb 2023
GTM 24: The Power of Pivoting and Verticalization with Ed Calnan
00:57:18
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
08 Aug 2023
GTM 53: Hire Slow & Fire Fast with Justin Welsh
00:45:53
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 TheContent 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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
13 Jun 2023
GTM 44: Taking Tableau from $5 million in Revenue to over $1 Billion with Elissa Fink
00:50:43
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
15 Nov 2022
GTM 8: Connecting with People with Lars Nilsson
00:46:40
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Jul 2023
GTM 49: "What Got You Here Won't Get You There" with Adam Schoenfeld
00:42:34
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
28 Feb 2023
GTM 25: Social Impact for Startups with Bryan Breckenridge and Corey Marshall
00:55:39
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
23 Dec 2022
Friday Fundamentals 188: Carl-Erik Michaelson
00:10:20
Friday Fundamentals 188: Carl-Erik Michaelson
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Dec 2022
Smart Growth for Global Success
00:31:13
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
Why money alone will will never be enough
Find love in what you do and for the people around you
How your early career will inform the later part of your career
Show Agenda and Timestamps
About Carl-Erik & TicketCo [00:40]
Biggest lessons in building a business [06:35]
The power of remote work [11:03]
Pay it forward [19:48]
Sam’s Corner [00:00]
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
16 Dec 2022
Friday Fundamentals 187: Alex Buckles
00:07:12
Friday Fundamentals 187: Alex Buckles
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
13 Dec 2022
Building Meaningful Connections with Co-Selling
00:32:45
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
01 Feb 2023
The Past, Present, and Future of the Restaurant Industry With Brandon Barton, the CEO of Bite
00:34:32
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.
💡 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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 Mar 2023
How to Turn Failure Into Opportunity With Mariana Cogan
00:27:23
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.
💡 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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
11 Apr 2023
How to Motivate Your Team and Lead by Example in a Period of Crisis with Ben Dietz
00:23:26
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.
💡 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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
03 May 2023
Big Announcement!
00:43:40
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
11 May 2023
How to Go the Extra Mile and Win in Sales
00:44:51
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
17 May 2023
How to Write Sales Emails That Stand Out
00:47:52
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
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
24 May 2023
Master the Art of Knowing Who to Call and How to Ask
00:50:56
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
31 May 2023
Boosting Sales Performance: Unearthing the Potential of Women in Sales
00:53:31
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
07 Jun 2023
How to Make an Established Process Work Instead of Replacing It With a Trendy One
00:52:41
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
14 Jun 2023
How to Activate Customer Data and Drive Business Growth
00:38:21
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.
💡 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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
15 Aug 2023
GTM 54: Resilience is Your Willpower with Anna Baird
00:51:02
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.”
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
17 Aug 2023
GTM 55: Contagious B2B Messaging Mastery with Dave Gerhardt
00:50:01
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Aug 2023
GTM 56: The Pioneer of Account Based Sales Development with Lars Nilsson *Revisited Bonus Episode*
00:46:23
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
22 Aug 2023
GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel
00:42:38
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
29 Aug 2023
GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye
00:45:53
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
05 Sep 2023
GTM 59: Weekly Active Users Up 33% by Making the Hard Decisions Faster with Melanie Fellay
00:49:47
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
19 Sep 2023
GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna
00:52:22
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
26 Sep 2023
GTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan Reich
00:49:13
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
03 Oct 2023
GTM 62: The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney (Revisited Bonus Episode)
00:43:39
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."
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
10 Oct 2023
GTM 63: Community Mashup with The Best in the Game ft. Kathleen Booth, Erica Kuhl, & Holly Firestone
00:51:54
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Oct 2023
GTM 64: Hiring Ethereal Talent with Chuck Brotman and David Teichner
00:50:46
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.
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
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
24 Oct 2023
GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk
00:50:26
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
31 Oct 2023
GTM 66: How to Land your Dream Role in a Competitive Market with Sophie Buonassisi
00:48:25
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
07 Nov 2023
GTM 67: Stop and Celebrate Your Wins with Scott Gifis
01:01:35
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
14 Nov 2023
GTM 68: Klaviyo’s Blueprint for Sales Success of $25M to $450M+ Growth with Sean Marshall
00:53:54
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
21 Nov 2023
GTM 69: Behind the Scenes on Building and Selling Wisely for $187 Million with Mike Vichich
00:57:39
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
28 Nov 2023
GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon
00:50:27
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
05 Dec 2023
GTM 71: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib (Revisited Bonus Episode)
00:45:58
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
12 Dec 2023
GTM 72: Avoiding Agency and Fractional Roulette: How to Pick the Right Partner with Daniel Weiner
00:54:43
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Dec 2023
GTM 73: 50+ GTM Leaders on What’s Working and Career Learnings
00:36:29
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:
What’s one tactic or strategy that’s working for you or the companies that you’re serving?
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
26 Dec 2023
GTM 74: It's Bull$***. 50+ GTM Leaders Share Which Widely Held Beliefs They Disagree With
00:31:39
To cap off the year, we have another special episode. Be warned: It's a spicy one!
At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Last week, you heard the compilation of guest responses to the first question. This week, you’ll hear the compilation of their responses to the second question:
What is one widely held belief that revenue leaders have that you think is bull$*** or no longer serving us?
What You Will Learn:
The perspectives of go-to-market leaders that are counter to many others.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
02 Jan 2024
GTM 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong’s EVP Eran Aloni
00:39:47
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 Jan 2024
GTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike Molinet
00:48:31
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 $1M stage.
(23:11) Heuristic framework of evaluation for taking on bespoke build requests.
(31:29) How hiring great people makes you feel excited to relinquish control.
(43:20) One thing revenue leaders believe to be true that Mike thinks is bull$***.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
23 Jan 2024
GTM 78: 2024 Predictions with GTMfund's General Partner, Max Altschuler
00:22:58
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
17 Jan 2024
GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi
00:40:08
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
30 Jan 2024
GTM 79: Surviving and Thriving with Frugal, Gorilla GTM Against Giant Incumbents | Amit Pande
00:49:31
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
06 Feb 2024
GTM 80: AI in GTM Deep Dive | Overcoming Analysis Paralysis and Tactical Use Cases with Andy Jolls
00:47:11
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
13 Feb 2024
GTM 81: Signal-Based Sales and Entering GTM 5.0 with Alexa Grabell
00:34:42
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.
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 pow
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Feb 2024
GTM 82: Use These Sales Negotiation Tactics to Win with Richard Harris
00:39:14
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.
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 professiona
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
27 Feb 2024
GTM 83: Redefining Marketing with AI and Personalization | Amanda Cole
00:41:29
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
05 Mar 2024
GTM 84: Outbound Isn’t Dead: This is How to Reach the Inbox with Stephen Hakami
00:38:45
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
12 Mar 2024
GTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob Moore
00:47:11
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.
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
19 Mar 2024
GTM 86: Learnings From 6 Successful SaaS Exits with Katrina Wong
00:48:55
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.
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
26 Mar 2024
GTM 87: The Future of Media and Marketing with Anthony Kennada
00:43:20
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.
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 i
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
02 Apr 2024
GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy
00:38:56
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.
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 Apr 2024
GTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel Ruiz
00:47:00
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.
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 forecasti
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
16 Apr 2024
GTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James Kaikis
00:51:27
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.
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 dr
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
23 Apr 2024
GTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda Lian
00:55:18
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
30 Apr 2024
GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin
00:50:30
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.
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
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
07 May 2024
GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks
00:53:23
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
14 May 2024
GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen
00:51:49
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
21 May 2024
GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick
00:54:24
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
28 May 2024
GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping
00:56:21
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
04 Jun 2024
GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks
00:59:30
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
11 Jun 2024
GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl
00:49:50
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
18 Jun 2024
GTM 99: Mastering Customer Success in the AI New Age with Jon Dick
00:55:18
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
26 Jun 2024
GTM 100: GTMnow, Building a Media Brand on Top of GTMfund
01:06:54
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!
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
02 Jul 2024
GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik
01:07:06
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
09 Jul 2024
GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger
00:53:05
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
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
16 Jul 2024
GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne
00:57:39
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
23 Jul 2024
GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi
00:52:13
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.
The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
30 Jul 2024
GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond
01:09:16
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
06 Aug 2024
GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston
00:51:27
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
13 Aug 2024
GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner
00:44:37
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
20 Aug 2024
GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin
00:52:05
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.
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 GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
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