In our first bonus episode of 2023, Max Altschuler and Scott Barker share updates for the new year and insights into how the year of 2022 unfolded. Max also shares his top tips and guidance for goal-setting at the beginning of a new year to set yourself up for personal and professional success. Highlights: (3:26) New Year’s Resolutions. (11:56) Max’s Goal-Setting Exercises. (17:58) What are we most proud of? (20:59) What to expect in 2023 and beyond. (24:17) The IPO Backlog. Guest Speaker Link: ...
Jan 05, 2023•25 min•Season 1Ep. 16
Brendan Dell is a positioning and messaging expert with over ten years' experience in helping businesses optimize high impact sales and investment pitches, and build and execute high-growth GTM strategies. What You Will Learn: Why it’s important for a business to hone it’s messaging to better position itself. When the business should broaden its messaging. Love for the customer Vs Love for the Tech. Highlights: (2:55) About Brendan Dell. (5:40) Brendan’s thoughts on the Sam-Bankman Fried trial. ...
Dec 27, 2022•37 min•Season 1Ep. 15
Friday Fundamentals 188: Carl-Erik Michaelson 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.
Dec 23, 2022•10 min•Ep. 421
In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg , CEO and Co-founder at TicketCo, an event sales solution for organizers and venues. Join us for a playfulconversation about a wild guy who took a wild ride to become wildly successful at selling tickets. What You’ll Learn Why money alone will will never be enough Find love in what you do and for the people around you How your early career will inform the later part of your career Show Agenda and Timestamps About Car...
Dec 20, 2022•31 min•Ep. 420
Erik Kostelnik is the CEO and founder of Postal. He is an award-winning entrepreneur and sales leader that has founded and scaled multiple tech companies that have led to hyper revenue growth and major capital investments. Erik gives his take on the possibility of a recession by explaining indicators like the IPO traffic jam, the commercial real estate situation, and rising debt. What You Will Learn: The value of strong network (and how to build one). Reading the current economic downturn. The t...
Dec 20, 2022•45 min•Season 1Ep. 14
Friday Fundamentals 187: Alex Buckles 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.
Dec 16, 2022•7 min•Ep. 419
In this episode of the Sales Hacker Podcast, we have Alex Buckles, Co-Founder and CEO of Forecastable, which helps people sell in partnership with other vendors to deepen traction, penetration and integration to extend customer lifetime value. Join us for an engaging conversation about developing and implementing new, effective go-to-market strategies. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations r...
Dec 13, 2022•33 min
Suresh Khanna is the Co-Founder and COO at Pieces. He is the former CRO and president of AdRoll Group, where he led the go-to-market strategy, scaled sales, success, and support teams from 10 to 400 people, and increased revenue from about $3 million to over $150 million when he left. Suresh also established award-winning training and development programs that helped the company win Best Place to Work multiple times What You Will Learn: How to build a performance culture that works. How AI advan...
Dec 13, 2022•55 min•Season 1Ep. 13
Dini Mehta is the former CRO of Lattice, a people management software for growing companies. She’s an operating partner at Operator Collective, bringing together 150+ of the world’s most successful tech operators from a variety of backgrounds as Limited Partners (LPs), each with current experience building, growing, and running the world’s most admired companies. Additionally, Dini serves as a mentor, advisor, and angel investor. She discusses her journey from hating sales to deciding on it as a...
Dec 06, 2022•43 min•Season 1Ep. 12
In this month’s bonus episode, Max Altschuler and Scott Barker share updates and insights into what’s going on in the venture capital landscape. How do companies stay afloat during a recession? How do they build the right foundation to set themselves up to operate efficiently? When is the right time to ‘restart the car’? These and more are the questions they answer in this update. Highlights: (1:06) - Thanksgiving. (3:18) - The latest from GTMfund. (3:56) – Why is capital going to more experienc...
Dec 01, 2022•17 min•Season 1Ep. 11
In this week’s episode, we are joined by Chris Donato who shares his journey: lessons, losses, and wins in the Sales profession. Chris is the CEO of Esellas, a company that helps salespeople sell. He discusses finding purpose in work, taking big risks in sales, and some lessons in his career. Chris shares stories from his experiences in turning a napkin idea into a $300-million contract, losing an $850-million deal, being instinctive in making business partnerships, being strategic in attempting...
Nov 30, 2022•36 min•Season 1Ep. 10
May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online. She sits on the board of TechWadi, a...
Nov 23, 2022•45 min•Season 1Ep. 9
Lars Nilsson is the VP of global sales development at Snowflake. Prior Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Before that he was the VP of Global Inside Sales for Cloudera. Lars and his team at Cloudera developed the sales methodology known as account-based sales development, which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today. Lars has also served in sales exec roles at ArcSight, Hewlett P...
Nov 15, 2022•47 min•Season 1Ep. 8
Ashley Hansen Grech is the Chief Operating of Recharge, a company that empowers merchants through recurring commerce. She spent her first 12 years climbing the ranks at JPMorgan before joining Square (now Block) and becoming the Global Head of Sales for four-and-a-half years. In this episode, she discusses how she manages teamwork, tasks, and decisions when there are several people involved. She describes how she makes her impact felt in a team of 700+, and how she succeeds at it. What You Will ...
Nov 08, 2022•44 min•Season 1Ep. 7
What's new in the world of venture capital and the GTM Fund? Get up to speed in this update as Max Altsuchler , the firm's founder and general partner, joins Scott Barker. In this update, Max shares why first-mover advantage doesn't exist and cites examples where being first to market didn't help a company. He also talks about the deals and investments GTM Fund is doubling down on, why LPs are valuable for the future of the fund and the value of community to the fund. Make it a point to listen i...
Nov 04, 2022•17 min•Season 1Ep. 6
Kyle Norton was the VP of sales at Shopify, and now is the SVP of Sales at Owner.com and a super-active Limited Partner of GMTfund. Compared to trying to get so much done in little time, Kyle demonstrates how taking things slow while maintaining focus, patience, and prioritization will lead to more sustained success in the long term. What You Will Learn: Whether or not the e-commerce sector is a good place to put your money right now. Why it's important to take care of your physical and mental h...
Nov 01, 2022•48 min•Season 1Ep. 5
Friday Fundamentals 186: Patrick Hudgins 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.
Oct 28, 2022•7 min•Ep. 186
In this episode of the Sales Hacker Podcast, we have Patrick Hudgins , Co-Founder and CEO at Delegate . Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession. What You’ll Learn Creating careers with incentive compensation to prevent off-shoring Running a business on profitability when not sourced through outside capital Focusing on the employee retention for company growth The GTMnow Podcast The GTMnow Podcas...
Oct 25, 2022•30 min•Ep. 223
Brian Murray , partner and COO of Craft Ventures and the co-founder of Cabal, joins Scott Barker to discuss his experience in the startup world and the metrics that define a successful startup. Brian discusses the burn multiple and why it's a better indicator than ARR for gauging a startup's performance. He elaborates on the idea of intellectual honesty, the distinction between genuine and false signals, and the importance of recognizing the difference between the two when gathering information....
Oct 25, 2022•41 min•Season 1Ep. 4
Friday Fundamentals 185: Ido Niv-Ron 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.
Oct 21, 2022•8 min•Ep. 185
Host Scott Barker holds a jam session with regular guest, friend and mentor, Max Altschuler . Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry. Guest Speaker Link: LinkedIn: https://www.linkedin.com/in/maxaltschuler/ Host Speaker Links: LinkedIn: www.linkedin.com/in/ssbarker/ Newsletter: thegtmnewsletter.substack.co...
Oct 20, 2022•38 min•Season 1Ep. 3
In this episode of The GTM Podcast, we have Holly Firestone . She is in charge of creating the vision, strategy, and roadmap for the Venafi Community , which includes the Venafi Warrior and Jetstack Communities, on a worldwide scale. Holly discusses her inspiring career journey, working with both Salesforce and Atlassian, and how she was involved in the growth of Community in two of these companies. She discussed her experience building this Community from scratch and talks about the misconcepti...
Oct 19, 2022•42 min•Season 1Ep. 2
In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron , CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies . Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. . What You’ll Learn It’s never too late to make a career change, be open-minded to it Keeping a level head in an uncertain economy for 2023 Finding opportunities in the economy with...
Oct 18, 2022•43 min•Ep. 222
Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. What You Will Learn: How to create a winning culture. How to keep your competition at bay. How to hire talent that culturally fits your organization. Highlights: (02:25) Introducing Mark Cranney. ...
Oct 18, 2022•44 min•Season 1Ep. 1
Friday Fundamentals 184: Haydar Al Saad 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.
Oct 14, 2022•12 min•Ep. 184
In this episode of the Sales Hacker Podcast, we have Haydar Al-Saad , Founder of RevSetter , a customer success platform that helps companies raise their customer retention . Join us for an honest conversation about creating a customer success program to expand your business. What You’ll Learn Mitigating churn by finding your happy customers and expanding with them Profiling your customer success teams Customer success investment as revenue generation Show Agenda and Timestamps About Haydar and ...
Oct 11, 2022•29 min•Ep. 412
Friday Fundamentals 183: Alex Schrecengost 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.
Oct 07, 2022•8 min•Ep. 183
DESCRIPTION In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost , Founder of Culture With Us, which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences. What You’ll Learn You don’t need to be perfectly qualified for every opportunity. The importance of getting started and having a plan Why you need to give yourself permission to be successful The GTMnow Podcast The GTMnow P...
Oct 04, 2022•36 min•Ep. 220
Friday Fundamentals 182: Scott Barton 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 30, 2022•5 min
In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Incentives at Varicent . Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. What You’ll Learn Building a compensation structure that works for both salespeople and the company A holistic thinking about compensation, which includes development opportunities, benefits, advancement oppo...
Sep 27, 2022•30 min
