GTMnow

The GTMnow Podcast

Technology EN ↓ 645 episodes

The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down. This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC f...

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GTMnow

Episodes

Friday Fundamentals EP 6: Phone Presence in Job Interviews 11.01.2019 6:18

What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line. 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...

39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook 08.01.2019 47:48

This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization. Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team...

Friday Fundamentals EP 5: What's The Goal of The Demo? 04.01.2019 6:53

What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and found...

Friday Fundamentals EP 4: Send Me More Information 21.12.2018 5:56

On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”. The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, V...

38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry 18.12.2018 54:04

This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies. The GTMnow Podcast The GTMnow Podcast is...

Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer 14.12.2018 5:45

On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. The GTM...

37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson 11.12.2018 47:19

This week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results . Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sal...

Friday Fundamentals EP 2: SDR Promotion Paths 07.12.2018 6:55

Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive. Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones? If you’re promoted too soon, does this affect your ability to...

36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB 03.12.2018 43:54

This week on the Sales Hacker podcast , we interview Meghan Gill , VP of Sales Operations at MongoDB . Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with th...

Friday Fundamentals EP 1: The Will to Sell 30.11.2018 10:46

We are launching a brand new series: Friday Fundamentals! For the next few Fridays, we're sharing tips, case studies and real life stories from the field. What makes a great salesperson? Today, we're sharing how desire, commitment, outlook and responsibility play a key role in success and drive reasonable sales goals. Are you committed? Your goals are well within reach. The GTMnow Po...

35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack 27.11.2018 51:16

This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack . Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. Check it out! The GTMnow Podcast The GTMnow Podcast is a weekly podc...

34: The Benefit of a Finance Background to Help Company Growth w/ Rob Lopez, SVP of Sales, Justworks 20.11.2018 48:52

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. While Rob has a background in finance, he really jumped into the startup world first at Groupon, where he was the GM for their Latin American division. After moving to New York, he became the first sales hire for...

33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela 13.11.2018 47:29

This week on the Sales Hacker podcast , we interview Ilir Sela , the Founder and CEO of Slice, one of the fastest growing companies focused on the small business space in the US. Slice helps pizzerias compete with Big Pizza by transforming the way they manage their business. Scaling a company this day in age is all about navigating the digital age. The GTMnow Podcast The GTMnow Podcast is a we...

32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott Schnaars 06.11.2018 50:26

This week on the Sales Hacker podcast, we speak to sales veteran, executive, and leader, Scott Schnaars. Scott has a long background in sales and has experienced the highs and lows of a long career selling different products. Scott has a great attitude on success and is one of the top leaders in SaaS, now overseeing global sales at Dynamic Signal. The GTMnow Podcast The GTMnow Podcast is a weekly...

31. Annie Duke, Author of "Thinking in Bets" and Celebrity Poker Player 30.10.2018 59:52

This week on the Sales Hacker podcast, we are delighted to speak with world-famous author and teacher, Annie Duke. Annie is a former World Series of Poker winner and has written an incredible book detailing how thinking in bets can improve outcomes. In this episode, we take those concepts and apply them to sales. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with t...

30. The Secrets to Hyper-Scaling Sales past $50 Million ARR w/ Matt Millen 23.10.2018 51:17

This week on the Sales Hacker podcast, we chat with Matt Millen, SVP of Revenue at Outreach.io. Matt is a longtime sales executive having worked at large companies, like T-Mobile, and even sold at Tony Robbins. Matt walks us through his playbook for building high-performing sales teams and how to build the right kind of culture and sales mentality. The GTMnow Podcast The GTMnow Podcast is a weekly...

29. How to Build a World Class Customer Success Organization w/ Nick Mehta 16.10.2018 49:23

Nick Mehta, CEO of Gainsight, joins us to share his keys to building a customer success organization that aligns with the rest of the business to drive revenue and delight customers. 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...

28. The Key Habits and Systems that Power High Growth SaaS Companies w/ Chris Degnan 09.10.2018 43:28

We sat down with Chris Degnan, CRO of Snowflake Computing, one of the fastest growing SaaS businesses in the world, to learn how he went from being the first rep to leading the sales entire sales 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 ha...

27. Building a Predictable Revenue Engine for Your Company w/ Mark Roberge 02.10.2018 45:13

This week on the Sales Hacker podcast, we interview famous CRO, thought leader, and author, Mark Roberge. Mark was the first sales hire at Hubspot and helped scale that business from $0 to $100M. During his time, he developed the key concepts that would lead to the “The Sales Acceleration Formula”, the foundational factors that help a company deliver predictable consistent revenue growth. Mark...

26. From a Big Company to a Startup to an IPO w/Andrea Gellert 25.09.2018 48:29

This week on the Sales Hacker podcast, we interview Andrea Gellert, one of the most respected marketing and sales executives in the industry. Andrea is currently CMO and CRO of OnDeck and has built an incredible career as a marketer over the past 20 years. Tune in as we chat with Andrea Gellert— marketing expert, CRO of OnDeck, and former American Express executive! The GTMnow Podcast The GTMnow P...

25. From SDR to VP of Sales at One of the Best Companies Outside the Valley with Dan Cook 18.09.2018 52:33

This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest growing SaaS companies in the US, based in Salt Lake City. Dan originally hails from the East Coast and came of age in finance, working at Polaris Venture Partners, a Boston-based VC after graduating from Harvard Business School. He then moved out to Lucidchart to become an Op...

24. Building a Tier-1 SaaS Company from the Investor Perspective w/ Tomasz Tunguz 11.09.2018 45:00

E24 is a gold mine of information on what goes into building a scalable, successful SaaS company. Tune in as we chat with Tomasz Tunguz — legendary VC and SaaS expert! 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 s...

23. Optimizing Sales Productivity to Drive Exponential Growth w/ Doug Landis 05.09.2018 45:10

Doug Landis is a Growth Partner at Emergence Capital and on E23, he chats about his top strategies to improve sales productivity. Tune 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 sha...

22. The Secret to Becoming a Successful Account Executive w/ John Barrows 28.08.2018 50:22

Talking about his background, secrets to prospecting, and top tips to becoming a successful account executive is John Barrows on this week'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, and the go-to-market strategies res...

21. The Making of a Top-Producing Silicon Valley VP of Sales w/ Mark Cranney 22.08.2018 45:29

On this 1x1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. 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-t...