GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs

The GTM Podcast

Player FM - Internet Radio Done Right

96 subscribers

تمت الإضافة منذ قبل six عام

المحتوى المقدم من GTMnow by GTMfund. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة GTMnow by GTMfund أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

Uncuffed

1
S4, E1 - Day One 7:38

منذ 4 weeks7:38

التشغيل لاحقا

قوائم

إعجاب

احب

7:38

Last summer, something monumental happened. One of Uncuffed's founding producers, Greg Eskridge, came home after more than 30 years in prison. In this episode we’ll bring you back to that emotional day last summer when he walked out of the San Quentin gates, free at last. Our work in prisons is supported by the California Arts Council, the California Department of Corrections and Rehabilitation, independent foundations, and donations from listeners like you. Learn more, sign up for Uncuffed news, and support the program at www.weareuncuffed.org Follow us @WeAreUncuffed on Instagram and Facebook Transcripts are available within a week of the episode coming out at www.kalw.org/podcast/uncuffed…

منذ عام واحد 56:06

MP3•منزل الحلقة

Discussed in this Episode:

The parallels between the disruption caused by SaaS and AI
How pricing strategies are changing for AI products
Why SaaS companies need to earning their renewals
The impact of AI SDRs on your pipeline

Highlights:
13:26 The importance of product marketing in the growth of Salesforce
20:17 Exploring the innovator's dilemma
25:59 The next generation of software & building for non-human users
39:05 Obsessing over your customers is key to success
46:44 Using the V2MOM framework to drive company alignment
50:43 The adage of 'hire fast, fire fast' is bs
Guest Speaker Links (Kraig Swensrud):
LinkedIn: https://www.linkedin.com/in/kraigswensrud/
V2MOM Framework: https://www.salesforce.com/blog/how-to-create-alignment-within-your-company/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/
Sponsor Offer:
We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams.
Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too.

To claim this offer, go to www.superhuman.com/gtmnow

The GTM Podcast
The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.

فصول

1. GTM 131 - Kraig Swensrud - Full Episode (00:00:00)

2. Introducing Kraig Swensrud, Founder & CEO of Qualified (00:04:48)

3. The genesis of Kraig's entrepreneurial path (00:06:42)

4. The importance of Product marketing in the growth of salesforce (00:13:26)

5. Exploring the Innovator's Dilemma (00:20:17)

6. The Next Generation of Software & Building for Non-Human Users (00:25:59)

7. Obsessing over your customers is key to success (00:39:05)

8. Using the V2MOM Framework to drive company alignment (00:46:44)

9. The adage of 'hire fast, fire fast' is bs (00:50:43)

699 حلقات

GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs

The GTM Podcast

96 subscribers

published منذ عام واحد

MP3•منزل الحلقة

Discussed in this Episode:

The parallels between the disruption caused by SaaS and AI
How pricing strategies are changing for AI products
Why SaaS companies need to earning their renewals
The impact of AI SDRs on your pipeline

To claim this offer, go to www.superhuman.com/gtmnow

فصول

1. GTM 131 - Kraig Swensrud - Full Episode (00:00:00)

2. Introducing Kraig Swensrud, Founder & CEO of Qualified (00:04:48)

3. The genesis of Kraig's entrepreneurial path (00:06:42)

4. The importance of Product marketing in the growth of salesforce (00:13:26)

5. Exploring the Innovator's Dilemma (00:20:17)

6. The Next Generation of Software & Building for Non-Human Users (00:25:59)

7. Obsessing over your customers is key to success (00:39:05)

8. Using the V2MOM Framework to drive company alignment (00:46:44)

9. The adage of 'hire fast, fire fast' is bs (00:50:43)

699 حلقات

كل الحلقات

1
GTM 135: How Marketing Creates Million-Dollar Exits: 6 SaaS Success Stories | Katrina Wong 55:26

منذ 4 أيام55:26

55:26

Katrina Wong is the CMO of New Relic and a top marketing leader. She specializes in launching products, entering new markets, and scaling companies to the enterprise. With 15 years of experience at Twilio, Zuora, Salesforce, and SAP, she has led award-winning campaigns and helped six companies exit successfully. Discussed in this Episode: Why you should be using "marketing sprints" Importance of operational excellence and agility in marketing The role of marketing in preparing for a successful exit Is 'fire fast' the right approach for managing your teams Highlights: 07:08 Secrets to picking winners 09:30 Attaining operational excellence in startups 15:43 Marketing's role in successful exits 29:12 Transforming PIP programs for successful employees 31:26 Challenging the 'fire fast' mentality 35:20 The importance of team dynamics 40:24 Navigating getting acquired successfully 48:58 Tactics for modern marketing Guest Speaker Links (Katrina Wong): LinkedIn: https://www.linkedin.com/in/katrinawong11/ New Relic Website: https://newrelic.com/ Host Speaker Links (Scott Barker): LinkedIn: https://www.linkedin.com/in/ssbarker/ Newsletter: https://thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: / @gtm_now Sponsor: Pursuit The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis . As a key GTMfund partner, they equip sales and marketing teams with top performers. If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento 56:55

منذ 11 يومًا56:55

56:55

Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. He began his career at Google and Bain & Company and holds an MBA from Stanford GSB. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you 'hire the buyer' to be your sales rep? Highlights: 05:03 When to hire your first sales reps. 13:17 Characteristics of top early-stage sales reps. 22:25 Designing a sales compensation plan. 31:55 Hiring for grit, curiosity & determination. 42:03 Fast-tracking your sales career. Guest Speaker Links LinkedIn: https://www.linkedin.com/in/joedimento/ Host Speaker Links (Scott Barker): LinkedIn: https://www.linkedin.com/in/ssbarker/ Newsletter: https://thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: / @gtm_now Sponsor: Pursuit The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis . As a key GTMfund partner, they equip sales and marketing teams with top performers. If you're hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 133: Build your AI Outbound Machine with ChatGPT | Jordan Crawford 1:05:48

منذ 18 يومًا1:05:48

1:05:48

Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Jordan explains how to use AI tools like ChatGPT, Deep Research, and Claude to create your own AI workflow for prospecting accounts and creating highly targeted and extremely valuable messages for target decision-makers. Jordan demonstrates how to use the FIND (Focus, Investigate, Narrate, Deploy) process for your go-to-market strategy and how to speed this up with OpenAI's Deep Research AI tool. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue. Highlights: 08:12 Examples of messages that people would pay to receive 17:30 How tech is transitioning to an AI-empowered future 27:07 Using ChatGPT Deep Research to learn about customer segments 35:05 Maximizing your sales team's efficiency with AI 36:39 The importance of process over prompts 39:38 Deep dive into prompt engineering 50:00 Future of outbound sales Guest Speaker Links (Jordan Crawford): LinkedIn: https://www.linkedin.com/in/jordancrawford/ Jordan's AI course: https://www.linkedin.com/posts/jordancrawford_the-299-agent-7-course-is-here-youll-learn-activity-7247669670940401665-xrjq/ Blueprint: https://blueprintgtm.com/ ChatGPT conversation from the episode (on Gaiia): https://chatgpt.com/share/67a2551e-af74-8004-81b8-b415d473ca72 Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Sponsor: Superhuman We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too. To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 132: The Rise of the Operator with Casey Woo + Special Announcement 49:08

منذ 25 يومًا49:08

49:08

Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. He is also the General Partner and Founder of FOG Ventures. He is a seasoned, multi-stage operator, bringing over two decades of experience in investment banking advisory, public equity investing, high-growth operational and military leadership roles. His last role was the CFO of Landing, where he oversaw the company’s Finance, Legal and People operations. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork. Discussed in this Episode: The rise of the operator How to communicate with CFOs and cross-functional teams What matters most to every CEO and founder How to recruit the top operators Why funding no longer has the impact it once did Highlights: 08:33 Building effective CFO-CRO relationships. 18:13 The role of cross-functional communication. 26:59 The commoditization of funding. 32:53 The rise top operators and how to recruit them. 38:33 The commoditization of technology in the age of AI. 44:31 The power of community and in-person events. Guest Speaker Links (Casey Woo): LinkedIn: https://www.linkedin.com/in/caseywoo/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Sponsor: Superhuman We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too. To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs 56:06

منذ 5 weeks56:06

56:06

Kraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey. Kraig also led marketing as the CMO of Salesforce during very formative years of the company's history. Discussed in this Episode: The parallels between the disruption caused by SaaS and AI How pricing strategies are changing for AI products Why SaaS companies need to earning their renewals The impact of AI SDRs on your pipeline Highlights: 13:26 The importance of product marketing in the growth of Salesforce 20:17 Exploring the innovator's dilemma 25:59 The next generation of software & building for non-human users 39:05 Obsessing over your customers is key to success 46:44 Using the V2MOM framework to drive company alignment 50:43 The adage of 'hire fast, fire fast' is bs Guest Speaker Links (Kraig Swensrud): LinkedIn: https://www.linkedin.com/in/kraigswensrud/ V2MOM Framework: https://www.salesforce.com/blog/how-to-create-alignment-within-your-company/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Sponsor Offer: We recently became a Superhuman customer, and the response across our GTMfund community Slack and social channels was a clear testament to how Superhuman has been a game-changer for efficiency among leaders and teams. Superhuman is generously offering the GTMnow community exclusive access to 1 month free on the platform. If you add any teammates in January to your team, they’ll get a free month too. To claim this offer, go to www.superhuman.com/gtmnow The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canva’s CCO 1:00:14

منذ 6 weeks1:00:14

1:00:14

Rob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. Rob joins Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. Discussed in this Episode: Why B2B marketers should embrace the CPG tactic of "concept testing." How to embrace segmentation by differentiating your solution. Loyalty as a necessary part of every customer journey. Why substance beats sizzle every time in sales and marketing. Leading a large, remote-first team. Highlights: 06:07 - 3 lessons from B2C to that B2B marketing needs to learn. 12:25 - What is concept testing and how can marketers use it in B2B. 19:38 - Selling a massive transition to enterprise customers. 35:14 - How DocuSign overcame major user experience challenges. 39:50 - How HubSpot addressed issues with remote leadership. 44:34 - The importance of in-person interaction. 55:56 - The power in simplicity. Guest speaker links (Rob Giglio): LinkedIn: https://www.linkedin.com/in/robgiglio/ Host speaker links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Product GTMfund is Using: Superhuman " Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive. I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow " - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 129: 6 Proven Tactics Driving B2B Growth 23:54

منذ 7 weeks23:54

23:54

There's a ton of talk about what isn't working today in go-to-market. However, companies are still finding ways to grow which means there a some things that are working. In this special episode, Scott Barker is looking at some of the big themes he's seen in how the top go-to-market leaders are driving growth today. You'll hear from founders, sales leaders, and marketing leaders from G2, CrunchBase, GitHub, TestBox, Atrium, Intellimize and Kahua. You'll walk away from this episode with some great ideas from top operators on how to increase revenue, align your teams, and make a huge impact for your company in 2025. Discussed in this Episode: How to build the habits and fundamentals for sustainably generating pipeline. The importance of in-person interactions for the development of your team. Taking a customer-centric approach in your go-to-market strategy. Changing how you talk about your company to resonate better with the C-suite. Why intentionally aligning your teams is worth the effort. How to capitalize on the returns that building strong relationships provide. Highlights: (3:22) The first theme: Getting back to the go-to-market basics. (6:56) The second theme: The importance of in-person interactions. (10:38) The third theme: Taking a customer-centric approach in your go-to-market strategy. (16:04) The fourth theme: Elevating the conversation to the C-level. (19:29) The fifth theme: Intentional alignment of your teams. (21:17) The sixth theme: Playing the long game. Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: https://gtmnow.com/tag/newsletter/ Product GTMfund is Using: Superhuman " Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive. I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow " - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet 49:37

منذ 8 weeks49:37

49:37

Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth. Discussed in this Episode: The differences between selling in APAC and North America markets The evolving role of partnerships and channels in software sales Strategies for effective annual revenue planning The impact of AI on sales processes and team structures The future of SaaS pricing models and their implications for sales organizations Highlights: (3:29) Differences between selling in APAC and North America. (9:10) The importance of understanding your ICP in partnerships. (15:07) Advice on avoiding job-hopping early in your career. (19:59) The impact of AI on sales team structures. (24:34) The potential of AI to level the playing field for SMBs. (30:10) Mistakes to avoid in annual revenue planning. (35:46) The shift from demo-centric selling to value-based conversations (41:38) Strategies for aligning sales and marketing teams. (31:55) One thing revenue leaders believe to be true that Fred thinks is bull$***. (43:28) One thing that is working for Fred/Aircall in go-to-market right now. Guest Speaker Links (Fred Viet): LinkedIn: https://www.linkedin.com/in/fredviet/ Host Speaker Links (Scott Barker): LinkedIn: https://www.linkedin.com/in/ssbarker/ Newsletter: https://gtmnow.com/tag/newsletter/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Product GTMfund is Using: Superhuman " Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive. I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow " - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 127: B2B Bull$*** to Avoid 19:24

منذ 9 weeks19:24

19:24

Each week, host Scott Barker asks guests two key questions, and this week, we're diving into their responses to: What is one widely held belief that revenue leaders have that you think is bull$** or no longer serving us? Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025. Discussed in this Episode: The problem with putting too much weight on volume over value Is outbound actually dead Should you hire for specialized skills or domain expertise Highlights: (3:47) The first theme: value matters more than volume. (4:10) The importance of prioritizing value, not volume. (6:29) The second theme: the future of outbound. (7:12) Why sellers need to generate demand. (10:38) The third theme: hiring based on past experience. (11:46) Why you shouldn't hire a sales leader for their playbook. (15:44) Dennis Lyandres on what experience to look for when hiring. Episodes Mentioned: https://gtmnow.com/gtm-99-mastering-customer-success-in-ai-new-age-jon-dick/ https://gtmnow.com/scaling-to-100m-arr-with-creative-demand-gen-sam-blond/ https://gtmnow.com/gtm-98-from-ic-to-cro-at-git-hub-building-high-performing-revenue-growth-engine-elizabeth-pemmerl/ https://gtmnow.com/gtm-121-listening-to-customers-without-obeying-crunchbase-neal-patel/ https://gtmnow.com/gtm-110-vertical-saas-secrets-unlocking-growth-prices-law-dennis-lyandres/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: https://gtmnow.com/tag/newsletter/ Product GTMfund is Using: Superhuman " Most people know that I am almost always on, regardless of holidays, but I certainly am not checking email as much as I normally would. And this year I came back to work and had so many emails in my inbox… the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. It helps me and the team be so much more productive. I don’t know how I didn’t start on Superhuman sooner. It was the most seamless onboarding experience - everything in my inbox synced within minutes. Superhuman works with your existing Gmail or Outlook accounts. New year, time to take back control - 2025 is the year of inbox zero. If anyone also wants to take back control of their inboxes and empower their teams to do so, check out Superhuman at superhuman.com/gtmnow " - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy Yalif 53:28

منذ 11 weeks53:28

53:28

Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. Guy holds a bachelor's degree in Mechanical and Aerospace Engineering from Princeton University and an MBA from Stanford University. Discussed in this Episode: Learnings from each major company in Guy's 20+ leadership career: Microsoft, Tradeweave (first employee and executive committee), Yahoo, Twitter, BrightRoll and Intellimize. Building 'opinionated products' and the importance of customer intimacy Lessons learned from scaling Twitter's ad business from zero to $650 million in three years. The challenges and rewards of founding and growing a startup for nine years. Strategies for building relationships with PR outlets, reporters, and analysts. Highlights: (5:22) The power of customer intimacy in product development. (15:41) Scaling Twitter's ad business and managing hyper-growth. (26:54) The existential dread of being a startup founder. (37:56) Building relationships with PR outlets and reporters. (45:40) Debunking the myth of sacrificing personal life for startup success. (49:07) The effectiveness of small group events in go-to-market strategies. (31:55) One thing revenue leaders believe to be true that Guy thinks is bull$*** (49:07) One thing that is working for Guy in go-to-market right now. Guest Speaker Links (Guy Yalif): LinkedIn: https://www.linkedin.com/in/gyalif Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/SalesHacker YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Resource we Recommend: HG Insights . Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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GTM 125: From Flip-Flops to a $500M Exit as CRO, Secrets to Scaling with Martin Roth 1:02:49

منذ 12 weeks1:02:49

1:02:49

Martin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Currently, he's the founder of MartinRoth.com, specializing in helping startups scale from $1M to $10M in ARR. Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Discussed in this Episode: Martin's journey from selling flip-flops to leading a $500M exit The challenges and lessons learned in scaling Levelset from $1M to $25M+ ARR Insights on building effective sales playbooks and team structures The importance of in-person customer interactions in today's digital world Debunking myths about cold outreach and micromanagement in sales Highlights: (08:58) Building the first SaaS product and transitioning to recurring revenue. (14:58) The evolution of Levelset's sales motion and pricing strategy. (29:06) The importance of sales playbooks and codifying the sales process. (35:30) Optimal team structures for SMB sales organizations. (52:25) Why in-person sales environments are crucial for early-career development. (53:46) Debunking the myth that cold outreach is dead. (57:57) The effectiveness of in-person field events and road shows. (52:25) One thing revenue leaders believe to be true that Martin thinks is bull$***(57:57) One thing that is working for Martin in go-to-market right now Guest Speaker Links (Martin Roth): LinkedIn: https://www.linkedin.com/in/martinrothsaas/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: https://gtmnow.com/tag/newsletter/ Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/SalesHacker YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Resource we Recommend: HG Insights . Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start? The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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GTM 124: The State of Sales with Mark Kosoglow 53:34

منذ 13 weeks53:34

53:34

Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode: The fallacy of "what got you here won't get you there" in revenue leadership. The current state of sales technology and its impact on buyer engagement. The vision for Operator and how it aims to revolutionize the sales process. The importance of personalization and relevance in sales outreach. Strategies for breaking through the noise and attracting buyers into conversations. Highlights: (1:35) Mark's journey from Outreach to founding Operator. (4:33) Challenging the notion of constantly changing leadership in growing companies. (10:00) The problem with current sales automation and AI strategies. (20:25) The concept of "the great ignore" in sales messaging. (24:11) How Operator aims to change the day-to-day activities of salespeople. (37:47) The importance of creativity, connection, and focus in sales. (45:48) One thing revenue leaders believe to be true that Mark thinks is bull$***. (47:48) One thing that is working for Mark in go-to-market right now. Guest Speaker Links (Mark Kosoglow) LinkedIn: https://www.linkedin.com/in/mkosoglow/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Product Recommendation: Apollo " The revenue tech stack is messy right now. If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both." - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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GTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim Peretti 56:27

منذ 14 weeks56:27

56:27

Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results. Kim's extensive background also includes leadership positions in Customer Success at renowned technology companies such as Adobe, Qlik, and Symantec. Her career reflects a strong commitment to driving customer impact and achieving business results. Discussed in this Episode: The importance of building a customer-first culture from day one Strategies for aligning sales, marketing, and customer success teams The role of data in understanding and driving customer health How to implement an effective voice of the customer program The misconception that customer success managers alone can solve churn The impact of shared compensation goals on cross-functional collaboration Highlights: (1:56) Kim's journey through top tech companies and the power of networking. (5:39) The importance of customer experience from the first marketing touch. (8:38) Shifting focus from new logos to customer retention and expansion. (15:10) Implementing shared compensation goals across teams. (20:37) Building a voice of the customer program. (35:17) The role of partnerships in customer success. (40:37) Using data to understand what makes customers healthy. (45:58) One thing revenue leaders believe to be true that Kim thinks is bull$***. (47:58) One thing that is working for Kim in go-to-market right now. Guest Speaker Links (Kim Peretti): LinkedIn: https://www.linkedin.com/in/kim-peretti-2b719730/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: www.gtmnow.com/tag/newsletter/ Product Recommendation: Apollo " The revenue tech stack is messy right now. If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both." - Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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GTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil Hernandez 43:53

منذ 15 weeks43:53

43:53

Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and Private Equity operating environments as well as driving many transformational initiatives. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey. Discussed in this Episode: The importance of cross-functional alignment in go-to-market strategies Balancing strategic planning with day-to-day sales execution Tactics for breaking down silos between marketing, sales, and customer success The myth of work-life balance and finding personal equilibrium Strategies for incentivizing sales teams and driving desired behaviors The danger of seeking "silver bullet" solutions in sales leadership Highlights: (2:49) Phil's journey from Coca-Cola delivery driver to sales leader. (9:41) Challenges in aligning different go-to-market functions. (14:12) Time-blocking strategies for sales leaders. (20:26) How TaskUs increased opportunity conversion 4x through better lead engagement. (24:20) Designing effective sales compensation plans. (32:33) The importance of focusing on micro-wins rather than silver bullets. (35:09) Phil's framework for evaluating go-to-market success: People, Process, Platforms, and Performance. (38:05) One thing revenue leaders believe to be true that Phil thinks is bull$***. (39:36) One thing that is working for Phil in go-to-market right now. Guest Speaker Links (Phil Hernandez): LinkedIn: https://www.linkedin.com/in/hernandezphillip/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Product Recommendation: Apollo " The revenue tech stack is messy right now. If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack” - with Apollo I believe you can accomplish both." -Scott Barker The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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GTM 121: Listening to Your Customers Without Obeying with Crunchbase's CRO Neal Patel 53:35

منذ 16 weeks53:35

53:35

Nealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. As the leader of Crunchbase's go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Under his leadership, Crunchbase has more than 4X'd its unique users, increased its annual recurring revenue by over 75x, and secured partnerships with large brands like S&P, LinkedIn, Meta, Oracle, NASDAQ, Amazon, and Snowflake. Neal is also an active board member, advisor, and investor in several high-growth startups. Discussed in this Episode: The importance of listening to customers without blindly obeying their requests How Crunchbase adapted to the rise of ChatGPT and generative AI The value of conducting ongoing customer tours to inform product development and strategy Insights on career growth and taking risks in professional development The future of sales management in the age of AI and rev tech platforms Highlights: (03:45) The concept of "listening to customers without obeying" (09:12) Crunchbase's response to the release of ChatGPT (13:58) Developing predictive signals using Crunchbase's proprietary data (19:32) Career advice: The importance of curiosity and authenticity (22:15) Taking risks and daring to be "stupid" in your career (25:37) The ongoing need for human sales managers in the age of AI (30:42) Why traditional sales playbooks may become obsolete (34:21) Institutionalizing customer tours as a core business practice (37:55) One thing revenue leaders believe to be true that Neal thinks is bull$*** (39:47) One thing that is working for Neal in go-to-market right now Guest Speaker Links (Neal Patel): LinkedIn: https://www.linkedin.com/in/nealeshpatel/ Host Speaker Links (Scott Barker): LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.com/ Sponsors: Apollo . The revenue tech stack is messy right now. All the leaders that I’m talking to are reevaluating their stacks from the ground up. Do we really need ten different solutions? If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of our list. There’s a reason Rippling and Stripe switched over. We worked with their team to create an interactive demo page - you can check it out at: https://www.apollo.io/gtm The GTM Podcast The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they 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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