Ep.201: Alex (@aebridgeman) is joined by Gary Walter Jr. (@GaryWalter).

My guest on this episode is Gary Walter, Jr, who took over running Infutor, a consumer identity data business, as CEO after his father passed. Infutor took on investment from Norwest Venture Partners and experienced rapid growth before selling to Verisk for $250m in 2022. Today he advises other data companies and CEOs, with specialties in data and sales orgs.

Gary and I talk about building great sales teams and go-to-market strategies, developing effective 5 year plans, and empowering your team.

I want to tell you about our audience survey we are currently running. These surveys help us create the best content for listeners and better understand your needs and interests. Thank you in advance for sharing your feedback, we greatly appreciate it. After 30 days we are giving $250 cash to 4 survey responders, just add your email at the end of the survey.

Take the survey here: https://bit.ly/3QLBB1N

Links:

Verisk

Invest Like the Best: Brad Jacobs

Topics:

(00:00:00) - Intro

(00:03:39) - Gary’s intellectual curiosity

(00:06:35) - Gary’s career in data and the state of Infutor

(00:15:20) - Learnings from Gary’s father

(00:18:59) - Hiring an executive team

(00:21:21) - Empowering your team

(00:23:38) - Finding your zone of genius

(00:26:28) - Building a sales-driven culture

(00:31:12) - Creating an effective strategic plan

(00:32:50) - Handling disagreements

(00:34:26) - Finding inspiration in others

(00:37:25) - The sales strategy is more important than data being proprietary

(00:40:32) - Synching product priorities

(00:43:25) - The emotional side of selling a company

(00:45:30) - How CEOs can effectively approach selling the company

AI Umpires in the MLB, Base Power Updating American Power, Trump & Big Tech | Oct 9, 2025

The Information's TITV

Presidential pressure beyond normal scope

The AI-powered Podcast Player