Sophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow - the media arm of the GTMfund brand - and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company. She enjoys advising SaaS companies as they build out and optimize their marketin...
Oct 31, 2023•48 min•Season 1Ep. 66
Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005. What You Will Learn: The importance of building long-term relationships at work. The beginning of SaaS SE’s. How the SE/SC role will evolve with AI. Knowing when to bring in SE's as a founder. Highlights: (3:41) How Zach has successfully landed at po...
Oct 24, 2023•50 min•Season 1Ep. 65
This week we have a special 2 guest episode, with the best hiring guru's in the game, Chuck Brotman & David Teichner . Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise ...
Oct 18, 2023•51 min•Season 1Ep. 64
We have a special episode this week, a community mashup with the best community leaders in the game! Pavilion 's SVP of Marketing, Kathleen Booth , The founder of Salesforce 's Trailblazer's Community, Erica Kuhl , and The Former Director of Community for Salesforce's Trailblazer Community as well as The Former Head of Global Community at Atlassian , Holly Firestone . What You Will Learn: The importance of community in 2023. How to stand out as a community in an oversaturated market. How to main...
Oct 10, 2023•52 min•Season 1Ep. 63
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. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot. What You Will Learn: How to create a winning culture. How to keep your competi...
Oct 03, 2023•44 min•Season 1Ep. 62
Dan Reich is a serial entrepreneur, investor, and writer and has been building companies since he was a teenager. Some of the companies that he founded include: TULA Skincare which was acquired by Proctor & Gamble - Troops.ai which was acquired by Salesforce - Spinback which was acquired by Buddy Media and then acquired by Salesforce. Dan is now a co-founder of Dibs Beauty , which is backed by LCatterton and is building more companies. He also invests through his family office, Reich Capital...
Sep 26, 2023•49 min•Season 1Ep. 61
Sam McKenna is the founder of SamSalesConsulting , previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years. What You Will Learn: Knowing when to outsource talent as a founder. Using strategic hooks to capture engagement on social. The p...
Sep 19, 2023•52 min•Season 1Ep. 60
Melanie Fellay is the CEO and Co-Founder of Spekit , a just-in-time platform that is transforming how we learn at work. Spekit meets reps with the process guidance, enablement and knowledge they need, right when they need it, in their flow of work to help them be more efficient, drive more revenue and eliminate the friction of change. She’s a Forbes 30 Under 30 recipient, Top 100 Female Entrepreneur to watch (Entrepreneur) and has been featured across Forbes, Entrepreneur, Fast Company, Business...
Sep 05, 2023•50 min•Season 1Ep. 59
Meka Asonye is a Partner at First Round Capital based in San Francisco. Before moving into venture, Meka was an active angel investor backing companies such as Coda, Alchemy, Rimeto (acq. by Slack), Snackpass and Stytch. Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team. Before Mixpanel, Meka spent four years at Stripe and scaled and matured its sales organization during the company's rapid growth from 250 to 2000 peopl...
Aug 29, 2023•46 min•Season 1Ep. 58
Eli Rubel is the CEO of MatterMade and NoBoringDesign , and has served as a Marketing advisor for companies like Dropbox, Loom, Productboard, Calm, and many others. Prior to MatterMade & NoBoringDesign, Eli was the founding CEO of Glider.com which he led through a successful acquisition to FPX. What You Will Learn: The importance of leveraging Demand Efficiency for your business. Being aware of the bad actors that exist in business. Extreme diligence on contract work should not be overlooked...
Aug 22, 2023•43 min•Season 1Ep. 57
This is a revisited episode from the early GTM Podcast days, and our highest streamed episode. So much value to take away from the Pioneer of the BDR name ! Lars Nilsson is the VP of Global Sales Development at Snowflake . Prior to 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 ...
Aug 18, 2023•46 min•Season 1Ep. 56
Dave Gerhardt worked as a Senior Marketing Manager at Drift in 2015 and quickly grew into their VP of Marketing. Dave left Drift in 2019 to join Privy as their CMO for just under 2 years, then returned to Drift as a Chief Brand Officer. Dave now runs Exit Five , The #1 community for B2B Marketers. What You Will Learn: How to successfully set yourself up as a one-person team. Evolving your strategy and goals as your company's goals change. How to nail your company's messaging. Effectively buildin...
Aug 17, 2023•50 min•Season 1Ep. 55
Anna Baird started her career in Accounting helping with IPOs of companies like Google. She then moved to become an SVP at McAfee and when they sold to Intel she decided to work at start-ups so that she could help build the foundations at scale from the beginning. She became a CFO and then a COO and finally a CRO. Anna is now working on Boards to help other executives take advantage of the opportunities that they saw earlier and avoid some of the mistakes that she's faced at early stages. ◡̈ Wha...
Aug 15, 2023•51 min•Season 1Ep. 54
Justin Welsh helped scale ZocDoc as the Director of Strategic Sales, and later joined PatientPop as the SVP of Sales. Justin currently has over 440k followers on Linkedin and Twitter, and 150k subscribers on the Saturday Solopreneur Newsletter . Justin is also an Angel investor and an advisor for early stage startups. Justin has bundled all of his learnings into 2 courses that he offers today: The Operating System Digital Course , teaching you how to build a viable meaningful business on Linkedi...
Aug 08, 2023•46 min•Season 1Ep. 53
Presenting you with a very special bonus episode this month... Max Altschuler hits us with a very special announcement, Co-Hosted by the CEO and CoFounder of Outreach , Manny Medina Tune in to hear it in full! Hosts Speaker Links: Max's LinkedIn: https://www.linkedin.com/in/maxaltschuler/ Max' Twitter: https://twitter.com/HackItMax Manny's LinkedIn : https://www.linkedin.com/in/medinism/ Manny's Twitter: https://twitter.com/medinism The GTMnow Podcast The GTMnow Podcast is a weekly podcast featu...
Aug 03, 2023•7 min•Season 1Ep. 52
James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. Cognism helps you identify your ideal customers globally, find others like them, and reach out when they are most likely to buy. What You Will Learn: The power of networking as you build your career. The importance of making top-tier hires when scaling your business. Scaling internationall...
Aug 01, 2023•45 min•Season 1Ep. 51
Nicole Wojno Smith is the VP of Marketing at Tackle , where she oversees the strategy and execution across brand, demand gen, content, product, customer, and partner marketing. She’s passionate about building GTM programs aligning cross-functional teams while scaling revenue. Before Tackle, she built and scaled the marketing team from the ground up at two previous SaaS companies.She enjoys advising early-stage SaaS companies as they build their marketing team and strategy. What You Will Learn: T...
Jul 25, 2023•38 min•Season 1Ep. 50
Adam Schoenfeld is the Co-Founder & CEO at Keyplay , as well as the Co-Founder & Analyst at PeerSignal.org . Adam is a 4th time SaaS founder. His past includes Siftrock (acquired by Drift), Simply Measured, Product & Strategy VP at Drift , and a board member at Bizible. What You Will Learn: The importance of having alignment with your cofounder. The concept of building a media channel as a part of every brand. Being overly structured doesn't bring you the best outcomes over time. Nev...
Jul 18, 2023•43 min•Season 1Ep. 49
Guest appearance from the one and only Paul Irving again this month as him and Scott discuss the general trends in the macro environment, predictions and paving the path forward for todays economy. They also dive into the asset class comparisons and their latest US Trade Mission trip to HongKong... Don't miss out! Highlights: (0:45) Little Summer Update. (2:14) Why the VC landscape is different this year. (5:00) Paul’s take on the private and public markets right now. (8:44) Scott and Paul’s rec...
Jul 13, 2023•28 min•Season 1Ep. 48
Elena Hutchison has over 15 years of B2B SaaS experience, including a 10-year run at Customer Experience leader Medallia where she supported the company's growth from Series B through IPO.As Medallia's Chief Strategy Officer, Elena led Product Marketing, Analyst Relations, and PreSales functions, and contributed significantly to the company's M&A and product strategy. Elena has particular expertise in scaling global PreSales functions - she joined Medallia as one of its first Sales Engineers...
Jul 11, 2023•48 min•Season 1Ep. 47
Manny Medina is the CEO and Co-Founder at Outeach . Prior to Outreach, Manny was employee number three on Amazon's AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. What You Will Learn: How to stay driven and motivated while building a multi-billion-dollar company. The importance of staying small in headcount as you begin to scale. Finding product-sales fit as ...
Jun 27, 2023•44 min•Season 1Ep. 46
Drew Sechrist is the Co-founder and CEO at Connect The Dots . Drew spent over 10 years at Salesforce.com as the VP of their High Tech vertical. He started his career in late 1999 as employee number 36 at Salesforce, beginning as the number one AE globally, and later to the number one Sales Manager globally. What You Will Learn: The importance of having a centralized point of contact who can act as a trusted liaison for your business. Leveraging your network to drive revenue. Knowing when to make...
Jun 20, 2023•50 min•Season 1Ep. 45
Episode Summary There's no doubt that companies must become more data-driven if they want to stay relevant in the market. However, in reality, that data sits in silos while the data team and marketing or sales teams rarely communicate. Therefore, companies must bridge the gap between these departments by enabling teams to access and use data in their preferred tools. In this episode of Sales Hacker, we welcome Kashish Gupta, the co-founder and co-CEO of Hightouch, a simple tool enabling business...
Jun 14, 2023•38 min
Elissa Fink serves on several not-for-profit and corporate boards. Retired from Tableau Software in 2019 after 11+ years as their CMO, she helped grow the company from ~$5 million to over $1 billion in revenue and helped lead it through IPO and enterprise growth, leaving right before acquisition by Salesforce . She earned a BA in English and an MBA in Marketing. She now enjoys time with her husband, teenaged daughter and 9 year old son. What You Will Learn: Exercising the power of no. The import...
Jun 13, 2023•51 min•Season 1Ep. 44
Max Altschuler back at it this month leading our monthly bonus episode solo while Scott & Paul take Hong Kong for a US trade mission. Max hits us with some internal company updates, this months PortCo announcements, qualities that we're looking for in founders as we invest in new early stage startups, and a little topical discussion around moats and distribution. Don't miss out! Highlights: (1:30) Update on the fund, network & candidate growth. (3:03) Tailwinds, economic changes, and mic...
Jun 08, 2023•11 min•Season 1Ep. 43
Episode Summary Sales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results. In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn ple...
Jun 07, 2023•53 min
Scott Leese is a 6x Sales Leader, 4x Founder, 3x Author, a Sales Consultant, Advisor, Solopreneur, and Community Builder. Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott founded Surf and Sales in 2017 with the mission to bring valuable events and conferences around the globe to help sales professionals and executives grow and expand their skills. Most recently Scott founded GTM United , which is a private community of go-to-market profession...
Jun 06, 2023•54 min•Season 1Ep. 42
Episode Summary In this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force. Lauren Bailey shares personal experiences in the sales...
May 31, 2023•54 min
Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets , coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors. What You Will Learn: The psychology on how to sell to executives. Knowing which deals to prioritize. Multi-threading and aligning your sellers to your product marke...
May 30, 2023•44 min•Season 1Ep. 41
In the highly competitive B2B tech space, it's easy to market your offer with so many tools and channels available. But, we can't help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. H...
May 24, 2023•51 min
