Sam Jacobs is the founder & CEO of Pavilion and was Host of The Sales Hacker Podcast , Sam is focused on helping people unlock and achieve their professional potential. He believes there is greatness within all of us and sometimes it just needs a mechanism through which it can be brought forth. This philosophy led him to build a company called Pavilion and the purpose of that company is to help members, employees, and stakeholders realize the greatness within themselves. Pavilion is a paid m...
May 23, 2023•49 min•Season 1Ep. 40
Writing good emails is vital in sales, and every salesperson has their own email tactic. But you only get one shot at getting your sales emails opened, so it's critical to do it right. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred, the co-founder and COO of Lavender. They talk about the potential application of ChatGPT in sales, why frameworks are better than templates, and how to personalize your email sequence. Check out Will's killer series "1 email...
May 17, 2023•48 min
Stevie oversees Vanta ’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio , running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow...
May 16, 2023•43 min•Season 1Ep. 39
Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile. In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston, the principal at No Fluff Selling. They talk about the importance of relevance and resonance, why you need to start with the fundamentals first, and how to stand out in the crowd. The ...
May 11, 2023•45 min
Juan George (JG) is the Co-Founder of 858 Partners , a boutique restaurant technology management & investment firm that he Co-Founded with his former CRO in January 2023. 858 Partners provides go-to-market expertise, capital, and connections to restaurant technology organizations possessing the ingredients to achieve extraordinary success within the Enterprise Restaurant Vertical. Prior to launching his agency, JG was the former SVP of Enterprise Sales at Olo , the leading on-demand commerce...
May 09, 2023•57 min•Season 1Ep. 38
Back at it for another monthly Jam session but this time with an ultra special guest... The man, the myth, the legend; our very own Paul Irving . Not just a handsome devil but also the brains behind the GTMfund operation takes Max's seat this week to hit us with all the GTMfund updates in the last month. Talking AI's influence on the GTM stacking process, How partnerships and referrals are going to play a huge role in pipeline velocity, Paul's career advice to folks starting out in a role... and...
May 04, 2023•28 min•Season 1Ep. 37
Sales leaders play a critical role in a business's success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team. But, on average, revenue executives have a shockingly short tenure due to various factors, including the stressful nature of the job...
May 03, 2023•44 min
Julia Gilinets is currently the Head of Sales at Pocus , also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching. What You Will Learn: The importance of forming deeper relationships within your compan...
May 02, 2023•43 min•Season 1Ep. 36
Kevin Bailey is the Co-founder and CEO of Dreamfuel , a mental performance coaching platform for winning teams. Kevin Bailey is 3 time tech Founder who has done mindset coaching for over a thousand Sales professionals and currently completing his masters in applied neuroscience. What You Will Learn: Habit formation coaching. Best recovery tools to equip yourself for success. Guided visualization as a form of healing. How to guarantee success in your career through a flow state. Highlights: (2:32...
Apr 25, 2023•51 min•Season 1Ep. 35
Kathleen Booth is the SVP of Marketing and member of experience at Pavilion , The modern union for go-to-market leaders. Prior to her time at Pavilion, she founded Quintain Marketing a full service marketing agency that she sold after over 10 years of operating. Kathleen has held a multitude of Marketing Leadership roles at VC backed B2B Tech companies. She continues to serve as an advisor to early stage SaaS companies and B2B startups. Kathleen shares a ton of tactical advice on B2B leadership,...
Apr 18, 2023•51 min•Season 1Ep. 34
Justin Strackany is an early stage software vet, investor, GTM executive, and worked as the first employee at SecureLink for a total of 18 years. Throughout his career at SecureLink, Justin played a multitude of different roles including Director of CSM, VP of Sales, and most recently as their Chief Customer Officer. Justin shares an impactful story at SecureLink that led his CEO to bring him in as an acquisition partner. Discussing the journey of an acquisition through a private equity firm and...
Apr 11, 2023•49 min•Season 1Ep. 33
Episode Summary Ben Dietz is the general manager of Mintel, a leading data and analytics company. The company operates across North and South America, Europe, Africa, the Middle East, and Asia-Pacific. In this episode of Sales Hacker, Ben recapitulates his first days in the company, the company's core services, the challenges they faced during the pandemic and are facing now, given the recession and other global events. Ben and host Sam Jacobs talk about the importance of trust and support in a ...
Apr 11, 2023•23 min
Max Altschuler and Scott Barker back at it for yet another monthly jam session! Touching base on the latest internal and external updates, our official GTM retreat announcement, newest deals, the secret sauce in throwing executive level events, & Max's hot tips on his 36th birthday and everything he's been working on in regards to personal and career development. Highlights: (1:33) Annual GTM retreat details. (2:10) GTM Job Board updates. (3:33) How to host a white-glove experience event for...
Apr 06, 2023•22 min•Season 1Ep. 32
Tyler Short joins us this week as we dive into all things Go-To-Market, but this time with a Venture spin on things. We get a deeper glimpse into what's going on across the VC world and the implications of today's market for founders & investors. Tyler currently works as the General Counsel and Director of Operations at SixThirty Ventures . Tyler peels the onion on one of his biggest career learnings to date - a venture deal that crumbled apart. Not one to miss! What You Will Learn: Things t...
Apr 04, 2023•44 min•Season 1Ep. 31
Erica Kuhl joins us this week for an inspiring episode on how to build your community in today's environment, with over 20 years of enterprise community expertise. Erica shares some valuable tips and tricks that she learned after spending over a decade successfully building the Trailblazer community and ecosystem at Salesforce. What You Will Learn: How she built the Trailblazer Salesforce community from scratch and what inspired her to do it. How to run programs with any size budget and any size...
Mar 28, 2023•50 min•Season 1Ep. 30
Dave Kennett joins us on this week's episode to discuss lessons learned throughout his years transforming businesses to adapt for a digital world, the art form of sales, how to lead from the front, and walks us through the genesis and evolution of Replayz. In 2019, after an extensive career at notable companies such as AutoTrader.ca, Strutta, Payfirma, Hootesuite, and MergeBase, Dave founded Replayz - a predictive SaaS platform that uses Data Science to analyze Call Scoring Results to predict wh...
Mar 21, 2023•49 min•Season 1Ep. 29
‘Thinking more out of the box instead of just following playbooks is something that I think is important.’ - Martin Gontovnikas. In this week’s episode, Scott Barker chats with Martin Gontovnikas ‘Gonto’ about taking big risks in marketing, Generative AI, and understanding customer behavior while making marketing strategies. Gonto is the founder of Hyper Growth Partners. He previously worked with Off Zero where he started in branding relations and ended up in marketing and growth, growing with t...
Mar 14, 2023•48 min•Season 1Ep. 28
Episode Summary There are many benefits of the marketing and sales teams working together. It helps generate better leads, improve conversion rates, and eventually, increase company revenue. But how do you align marketing and sales strategy? In this episode of the Sales Hacker podcast, our host Sam Jacobs welcomes Mariana Cogan, the CMO of People.ai. They talk about why buying needs to be a team sport, why forecasting won't lead to the growth you need, and the importance of diversity in technolo...
Mar 09, 2023•27 min
Max Altschuler and Scott Barker back at it for another monthly jam session. Sharing some compelling internal company updates as well as the impact of our candidate placements in the last year (placing over 80 candidates in the last year). We also can't help but discuss some topical stuff, including: Whether companies should begin to ban alcohol at work related events, generational trends, and ChatGPT's takeover on our creativity. Highlights: (1:50) The generational evolution within the work forc...
Mar 09, 2023•34 min•Season 1Ep. 27
Mark Stephenson joins us in this week’s episode to talk about the modern revenue architecture. Mark has 30 years of solution sales leadership experience, with high growth series A through D companies. Currently he's an advisor at Evisort , former VP of Sales at Avi Networks, and has worked at large companies such as HP, Cisco, & Xerox.. We kick off this episode by unpacking the 5 leading and 4 lagging indicators of a strong go-to-market team that drive your business. What You Will Learn: The...
Mar 07, 2023•52 min•Season 1Ep. 26
In this week’s episode, Scott is joined by Bryan Breckenridge and Corey Marshall, the co-founders of VITAL, a company that harnesses impact-powered revenue and culture to accelerate growth. Corey Marshall is a builder, advisor, and investor with a strong background in CRM Data. He previously worked with Splunk, a cybersecurity startup where he built programs around workforce development, employee engagement and volunteerism. Bryan Breckenridge is a social intrapreneur who thrives at the intersec...
Feb 28, 2023•56 min•Season 1Ep. 25
Pivoting and verticalization has the potential to be a game-changer for many companies. A case in point is the story of Seismic. On the podcast today is Ed Calnan , the founder and former CRO of Seismic, a company he led through the pandemic. In this episode, you will learn how Ed, as the company’s first BDR, grew the company to 1,500 people, 2,000 customers, and $300 million in ARR through successful pivoting and verticalization to financial services. What You Will Learn: The power of pivoting ...
Feb 21, 2023•57 min•Season 1Ep. 24
Today on the podcast, we have the privilege of speaking with Cara Felleman - a dynamic advisor, investor, and sales powerhouse. Cara is currently serving as the Vice President of Sales at Vividly and is also an LP at GTM Fund, where she uses her expertise to help startups grow and scale. With a wealth of experience, Cara has a unique perspective on what it takes to succeed in a fast-paced and competitive environment. When it comes to hiring, she identifies two key attributes that she looks for i...
Feb 14, 2023•43 min•Season 1Ep. 23
In this episode, John Barrows , CEO of Sell Better by JB Sales, helps you understand what the new reality of sales looks like and how to stay ahead of the AI curve. With his expertise and experience, John discusses the implications of AI and automation and how it will challenge the sales profession, as well as the importance of remaining human and personalizing your sales approach. What You Will Learn: The future of sales with AI and automation. How sales professionals survive and thrive in a wo...
Feb 07, 2023•49 min•Season 1Ep. 22
Max Altschuler and Scott Barker back at it for another monthly jam session. They share company updates for the month of January, including some exciting PortCo announcements. They also discuss the ongoing layoffs and some strong advice on how to create and maintain solid pipeline in this market, as well as some predictions on the future of the SDR role. Highlights: (1:47) PortCo updates and highlights. (6:55) A behind the scenes intel on the 70+ candidates that the GTMfund placed in the last yea...
Feb 02, 2023•24 min•Season 1Ep. 21
Episode Summary AI is here to stay, and restaurants must follow the trend to stay relevant and grow. However, regardless of the concern around it, technology will not replace human staff. Instead, you can use it to provide an exceptional customer experience. In this episode of Sales Hacker, we are joined by Brandon Barton, a hospitality tech entrepreneur, to discuss his career path, especially his transition from the non-tech to the tech side of the business. Brandon explains the role of AI in t...
Feb 01, 2023•35 min
Udi Ledergor is the former CMO of Gong and the company's current Chief Evangelist. The insights he offers in this episode are invaluable for anyone interested in branding, content development, negotiating, or creating a devoted fan base. What You Will Learn: How Udi Ledergor and Gong achieved 100x growth in a short period of time. The hacks and strategies used to create a powerful brand presence on a limited budget. The impact of providing an exceptional candidate experience even if they are not...
Jan 31, 2023•50 min•Season 1Ep. 20
In this episode, we are joined by Rick Smolen . Rick is the current Head of Sales at Loopio. He is a results-focused revenue leader with over 20 years of experience in tech and enterprise software sales. Rick used to be the Head of Sales at Greenhouse Software, where he oversaw the company's annual recurring revenue tripling to over $65 million in less than three years. Prior to that, he spent over a decade at Interlinks in sales, sales leadership, and international roles, and helped the company...
Jan 24, 2023•43 min•Season 1Ep. 19
Bob Elliott is the former managing director at SAP Canada, former SVP of sales at HootSuite, and former CRO of Built and Forder and limited partner in GTM funds. Bob shares insights from his own story of acquiring $53 million for one of his customer’s SAP, taking a chance on a sales representative, and some of his personal thoughts on work ethic and work-life balance. Highlights: (02:05) Bob’s backstory. (04:50) Shifting the end of year quarter to January. (7:44) Is the old marketing playbook br...
Jan 17, 2023•38 min•Season 1Ep. 18
Pukar C. Hamal is the CEO and founder of SecurityPal, a company that makes security questionnaires. Pukar has a strong background in Startups and Tech having started out in San Francisco in the early 2010s in a time of booming innovation and creativity. He talks about how startups ought to navigate the topic of data privacy. He also shares insights on what security leaders should look out for, understanding the context of your specific organization in managing data security, evolving with the ti...
Jan 10, 2023•46 min•Season 1Ep. 17
