Qualifying Time and Focusing on Progressive Sales Opportunities

This episode centers around the life and thinking behind Eric Marterella, Chief Revenue Officer at GTM Hub. 

In the episode, Marterella is asked a series of questions that helps the viewer gain insight into his character, viewpoints, and work ethic- further helping him come across as a very genuine and honest person. The podcast covers a wide range of topics such as: family life, current global events, the work of the company, and where Marterella feels he fits into this as well as his own personal views on what it means to be an “authentic” person.

(0:46-2:38) One of the first things that is easily noticed from the very beginning of the episode is the candid nature behind Eric Marterella. He speaks of being a family-driven man, being a father of four, and how this is the driving force behind his work ethic. Marterella also mentions starting his journey into the workforce from the early age of 15 and how this has helped him gain experience in his field. From the get-go, the viewer can observe Marterella as a very family-driven man who cares deeply about his career and home life equally.

(3:53-6:24) As the episode progresses, the viewer may see a change in the direction of conversation towards current events of the world and the impact that the COVID-19 pandemic has had on the trade. Marterella speaks of his change in work ethic and how he views his own adaptive mindset. The discussion moves on to talk about how much he values the interpersonal relationships between himself and the people that he works with, whether that is “shaking hands, giving hugs or simply meeting in backyards”. Marterella begins to mention how he feels that this is vital to helping him gain insight into making decisions. This helps the viewer see the importance he feels towards the relationships he has with his clients and how the lack of in-person communication affects his work.

(20:59-22:27) Furthermore, the episode begins to take a self-reflective turn with Marterella speaking of his desire to be “authentic” and what his definition of that term is. He outlines his change in perspective from having a very productive mindset that “is only contributing to the machine” towards a more outcome-focused, efficient one. He mentions to the viewer that he has become more conscious about how he is contributing to the discussion and ensuring that when he does speak on a matter that what he says will be something valuable. This helps the viewer to gain further insight into his personality and viewpoints, showing them that he is an individual with forward-thinking ideas who isn’t afraid to say that he has changed his perspective on a matter 

(37:40-38:50) As the viewer progresses further into the episode, the conversation drifts to discuss Marterella’s occupation- Three-time Chief Revenue Officer at GTM Hub. He denotes that measuring effectiveness is vital in a fully functioning company and it is more important for a team to remain outcome-focused than to get swept up in minor issues. He also speaks of the difficulties in his line of work with the example that often it is not the selling or managing product but instead the changing and adapting of management. This helps the viewer to see Marterella’s honesty due to how freely he talks of how he overcomes any troubles he faces in his line of work. Despite the difficulties, he speaks fondly of his time being able to give to non-profit organizations furthering the positive view on his character by the viewer.

(46:47- 50:24) To end the episode, there is discussion surrounding the theme of opportunity, namely excess of opportunity. Eric speaks of having to combat this over the lockdowns due to the pandemic and that it was a challenge to remain motivated, as well as keeping his teams motivated alongside him. However, he solved these issues by maintaining discipline within his teams to continue to move his deals forwards. 

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