The GTMnow Podcast

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 proce...

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 skil...

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 foster...

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...

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 de...

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 hel...

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 b...

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...

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 r...

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 lau...

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 a...

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 e...

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,...

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 a...

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 earl...

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 a...

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 reces...

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) A...

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...

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 com...

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...

‘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...

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...

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...

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...