On today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders. Nick Worswick chimes in! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtm...
Apr 26, 2019•7 min
This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as well as the key elements to navigating a successful career. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have...
Apr 23, 2019•47 min
Today on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for sha...
Apr 19, 2019•7 min
This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast paced ever growing organization. He also gives us a framework for how to move upmarket and what the requirements are for taking a company from the SMB space all the way to the enterprise. The GTMnow...
Apr 16, 2019•55 min
Today, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach! If that's all you take away from today's episode, you're on your way to becoming a successful sales leader. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtm...
Apr 12, 2019•5 min
This week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind ho...
Apr 09, 2019•49 min
On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and fo...
Apr 05, 2019•4 min
This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan. We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”, referencing the book Keenan wrote and unpacking how to move from feature-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring intervi...
Apr 02, 2019•50 min
On this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales along the way? The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market stra...
Mar 29, 2019•7 min
This week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community. Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversat...
Mar 26, 2019•55 min
On this episode of Friday Fundamentals, we discuss the power of silence. When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly effective! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies r...
Mar 22, 2019•5 min
This week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and alignment. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM execu...
Mar 19, 2019•53 min
Today, we ask you one simple question: how long should you wait before quitting? The answers may surprise you! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content....
Mar 15, 2019•6 min
This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler. Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales Engagement and share some of the insights and tactics that are being adopted to deliver best-in-class revenue growth and sales team performance. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, ...
Mar 12, 2019•49 min
It's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.c...
Mar 08, 2019•7 min
This week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting. The GTMnow Podcast The GTMnow Podcast is a weekl...
Mar 05, 2019•50 min
Today on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you and your sales team. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-marke...
Mar 01, 2019•7 min
This week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation. Donna is a career procurement professional currently at American Express and Chris is a career enterprise seller. Between the two of them, they walk us through how to properly engage a true enterprise and deliver outstanding sales results at any level. The GTMnow Podcast...
Feb 26, 2019•55 min
On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean? Here are the skills you need to be that person. 1. The ability to prospect 2. The ability to work a cycle and close a sale 3. The ability to build report 4. A positive attitude 5. The desire to provide relentless effort Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featu...
Feb 22, 2019•6 min
This week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata. Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks. After a few more jobs, he has now spent over 5 years at Leandata building the team and organization from nothing. He talks about the lessons he’s learned, how to be a great manager, and what he views as the keys to success in a sales career. The GTMnow Pod...
Feb 19, 2019•51 min
On this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo. A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when you were showing them your demo. Speak to the 'why'. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown...
Feb 15, 2019•7 min
This week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM execu...
Feb 11, 2019•54 min
On this episode of Friday Fundamentals, we discuss how to put referrals into your sales system. Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales process. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies res...
Feb 08, 2019•7 min
This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% ...
Feb 05, 2019•55 min
On this episode of Friday Fundamentals, we discussing nailing a job interview. What'd we learn? You can’t turn down a job offer you can’t get. The most important thing you’ll sell is yourself in an interview. Don’t be in buying mode. Give yourself a chance to fully understand the job market before jumping in. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they h...
Feb 01, 2019•6 min
This week on the Sales Hacker podcast, we talk to Jamie Scarborough, Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. Jamie’s team worked with over 18,000 sales professionals in 2018 alone and Jamie can share ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and...
Jan 29, 2019•53 min
On this episode of Friday Fundamentals, we discuss competitive selling strategies. If you're going against a direct competitor, stay on the high road. Teach your sales team to differentiate between your product and your competitor. Listen in today for actionable tips on today's episode. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, an...
Jan 25, 2019•4 min
This week on the Sales Hacker podcast, we talk to Bill Binch, Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. Bill is the consummate commercial leader, sales manager, and team player and walks us through his career insights. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and f...
Jan 22, 2019•51 min
Focus on hitting your numbers. Grow your pipeline. What's your formula? How many booking do you need to make? On this episode of Friday Fundamentals, we chat about forecasting your pipeline to hit your numbers. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmn...
Jan 18, 2019•7 min
This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack. Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featur...
Jan 15, 2019•50 min
