On this episode of Friday Fundamentals, we chat with Gleb Tsipursky on decision making in a business context 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....
Jun 19, 2020•13 min
This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. His expertise stems from over 20 years of ...
Jun 16, 2020•42 min
On this episode of Friday Fundamentals, we chat with Barrett Boston on applying lessons from Moneyball when hiring sales people. 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....
Jun 12, 2020•8 min
This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet . A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn't scratching the itch, though, so he decided that he just had to be in sales. He had to be an operator. So Barrett moved to TravelClick where he became Pr...
Jun 09, 2020•40 min
On this episode of Friday Fundamentals, we chat with Matthew Gowen on how to onboard a new sales team member 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....
Jun 05, 2020•5 min
This week on the Sales Hacker podcast, we speak with Matthew Gowen , the SVP of Sales at Pangea . Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. The GTMnow Pod...
Jun 02, 2020•32 min
On this episode of Friday Fundamentals, we chat with Peter Wooster on modifying go to market offering. 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....
May 29, 2020•6 min
This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was an early employee at Salesforce, he joined in 1999 and really helped scale and build that organization. He was Chief Revenue Officer for Marin Software and now he's running his own consulting firm called Wooster Advisors. But he's really got a lot of deep experience building and scaling SAS busines...
May 26, 2020•41 min
On this episode of Friday Fundamentals, we chat with Tom Williams on what the biggest mistakes are when people are developing mutual action plans. 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....
May 22, 2020•5 min
This week on the Sales Hacker podcast, we speak with Tom Williams , Cofounder and CEO at DealPoint DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on the set of milestones that need to happen in order to achieve success for the buyer. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1%...
May 19, 2020•40 min
On this episode of Friday Fundamentals, we chat with Patrik Svanstrom on what the keys are to decide, build, and adapt the go to market sales motion. 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....
May 15, 2020•6 min
This week on the Sales Hacker podcast, we speak with Patrik Svanström , vice president of EMEA sales for Datadog . Datadog is one of the hottest SaaS IPOs in recent memory. They are actually helping companies accelerate their cloud migration right now, which is happening across the economy, across the landscape as companies accelerate their transition using this COVID crisis as a means of accelerating their IT roadmap. Datadog is right at the center of it. So a really good conversation. Patrik h...
May 12, 2020•33 min
On this episode of Friday Fundamentals, we chat with Devante Lewis Jackson on the 4 Principles of Great Sales Management. 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....
May 08, 2020•7 min
This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse . The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. Devante is the founder of Revenue Collective of Color, which is a sub community that's been created within Revenue Collective for people of color. We talk about h...
May 05, 2020•39 min
On this episode of Friday Fundamentals, we chat with Lori Richardson on is the pandemic the right time to sell? 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....
May 01, 2020•5 min
This week on the Sales Hacker podcast, we speak with Lori Richardson , founder of Score More Sales . Lori is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. To that end, Lori also founded Women Sales Pros, the first community online dedicated to helping smart, savvy women get into B2B sales positions and sales leadership and to help companies find and develop great women sellers. We talk about what makes ...
Apr 28, 2020•36 min
On this episode of Friday Fundamentals, we chat with Jim Sharpe on the Key Lessons for Gaining Strategic Clarity 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....
Apr 24, 2020•6 min
This week on the Sales Hacker podcast, we speak with Jim Sharpe , CEO of Aventri . Aventri provides event management technology that helps companies grow their meetings and events. Prior to assuming the role of CEO, Jim served as managing director and general manager of Gerson Lehrman Group's largest and most profitable business unit, their financial services unit where he grew revenues to more than $200 million. We talk about what it's like to step into the role of CEO for the first time at a l...
Apr 21, 2020•42 min
On this episode of Friday Fundamentals, we chat with Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack 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....
Apr 17, 2020•4 min
This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Today, Jessica helps companies find ways they can optimize their current business processes. The GTMnow Podcast The GTMnow Podcast...
Apr 14, 2020•39 min
On this episode of Friday Fundamentals we talk with Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program. 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....
Apr 10, 2020•7 min
This week on the Sales Hacker podcast, we speak with Shari Levitin , CEO of Levitin Group . Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. We talk about how to make sure that your training and coaching is effective, the value of authenticity, and what is (or isn’t) coachable. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshar...
Apr 07, 2020•36 min
On this episode of Friday Fundamentals, we chat with Todd Abbott on why funnel reviews are broken and what you can do to improve them. 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....
Apr 03, 2020•5 min
This week on the Sales Hacker podcast, we speak with Todd Abbott , the President and COO of InsightSquared . Todd and I discuss the reasons that we're all running our forecasting and pipeline and funnel reviews in the wrong way because we're reliant on reps inputting manual data. What we really need to do is find systems that automate the input of data so that we can spend our time coaching reps and really guiding them to better performance. InsightSquared sells a solution that does that. The GT...
Mar 31, 2020•50 min
On this episode of Friday Fundamentals, we chat with Elissa Fink on category development and creation. 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 27, 2020•4 min
This week on the Sales Hacker podcast, we speak with Elissa Fink , Chief Marketing Officer at Tableau and advisor to our sponsor Outreach . Elissa is best known for her work taking Tableau Software from just 5 million in annual recurring revenue to 1.1 billion through an IPO. She now works as an advisor, offering a wealth of experience and knowledge, especially within the global enterprise software business. Let’s hear more from Elissa on how to build and scale a marketing organization! The GTMn...
Mar 24, 2020•40 min
How the world is being impacted by the subscription economy and the 7 ideas surrounding it with Luigi Mallardo. 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 20, 2020•6 min
This week on the Sales Hacker podcast, we speak with Luigi Mallardo , Chief Revenue Officer at Woffu . Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective . Woffu is an HR SaaS platform for time optimization in companies between 100 and 2,000 employees. Let’s hear from Luigi about the subscription economy and the subscription business model! The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring intervie...
Mar 17, 2020•48 min
On this episode of Friday Fundamentals, we chat with Nicole Wojno Smith on the four steps you need to take to build a fantastic world class marketing 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 gtmnow.com for more episodes and other interesting ...
Mar 12, 2020•6 min
This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io . Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. Prior to Tackle, Nicole was the CMO at UserIQ, where she built the marketing department from scratch. She has 15 years of experience in building brands, implementing inbound marketing programs, and championing team and revenue growth. She also founded and leads the Atl...
Mar 11, 2020•47 min
