What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow....
Jan 11, 2019•6 min
This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization. Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet. The GTMnow Podcast The GTMnow Podcast is ...
Jan 08, 2019•48 min
What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strat...
Jan 04, 2019•7 min
On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”. The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-m...
Dec 21, 2018•6 min
This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal...
Dec 18, 2018•54 min
On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VC...
Dec 14, 2018•6 min
This week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results . Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GT...
Dec 11, 2018•47 min
Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive. Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones? If you’re promoted too soon, does this affect your ability to succeed? We discuss all things SDR on this week’s episode of Friday Fundamentals. The GTMnow Podcas...
Dec 07, 2018•7 min
This week on the Sales Hacker podcast , we interview Meghan Gill , VP of Sales Operations at MongoDB . Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they ha...
Dec 03, 2018•44 min
We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field. What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founder...
Nov 30, 2018•11 min
This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack . Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. Check it out! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the ...
Nov 27, 2018•51 min
This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. While Rob has a background in finance, he really jumped into the startup world first at Groupon, where he was the GM for their Latin American division. After moving to New York, he became the first sales hire for Justworks. He has helped the company grow to well over $50M in ARR and he walks us through that jour...
Nov 20, 2018•49 min
This week on the Sales Hacker podcast , we interview Ilir Sela , the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US. Slice helps pizzerias compete with Big Pizza by transforming the way they manage their business. Scaling a company this day in age is all about navigating the digital age. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations revea...
Nov 13, 2018•47 min
This week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal...
Nov 06, 2018•50 min
This week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes. In this episode, we take those concepts and apply them to sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how th...
Oct 30, 2018•1 hr
This week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations revea...
Oct 23, 2018•51 min
Nick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and...
Oct 16, 2018•49 min
We sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales organization. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmno...
Oct 09, 2018•43 min
This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark walks us through his time at Hubspot, provides detailed insights into the factors driving predictable r...
Oct 02, 2018•45 min
This week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Tune in as we chat with Andrea Gellert— marketing expert, CRO of OnDeck, and former American Express executive! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. C...
Sep 25, 2018•48 min
This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City. Dan originally hails from the East Coast and came of age in finance, working at Polaris Venture Partners, a Boston-based VC after graduating from Harvard Business School. He then moved out to Lucidchart to become an Operations executive before quickly transitioning to Sales. Dan walks us through the mechanics and beli...
Sep 18, 2018•53 min
E24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interest...
Sep 11, 2018•45 min
Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune in! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Sep 05, 2018•45 min
Talking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week's episode! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Aug 28, 2018•50 min
On this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and othe...
Aug 22, 2018•45 min
Tune in to for expert tips on managing the sales negotiation process with Chris Voss, renowned author, and negotiation expert. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Aug 14, 2018•44 min
Liz Young is the Founder of Pump Women and on this week's podcast episode, she shares her tips on how to become a VP of Sales by 25. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Aug 07, 2018•46 min
This week on the Sales Hacker podcast, we feature Roderick Jefferson, a leader in the sales enablement space to talk about sales enablement and onboarding new sales reps. Tune in! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and ot...
Jul 31, 2018•49 min
This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Jul 24, 2018•43 min
On E16 of the Sales Hacker podcast, we're chatting w/ Amit Bendov, CEO & Founder, Gong.io about how to scale a tech startup in 2018. Tune in! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Jul 17, 2018•30 min
