GTM 29: Capitalizing on Customer Stories with Dave Kennett

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 Replayz - a predictive SaaS platform that uses Data Science to analyze Call Scoring Results to predict what skills matter the most.

What You Will Learn:

• The importance of role-playing, how to communicate to the CFO.
• Steps to building trust and rapport through credibility.
• How to cultivate and leverage customer stories for a competitive advantage.
• 5 leadership tools to arm your team with.
• Ways to visibility improve your win rate.
• How to lead from the front, and learn the most from past mistakes.
• Strategies to navigate career path options in the current environment .

Highlights:
(5:20) Call coaching culture & Replayz pain point solution strategy.

(7:45) Blind spots in discovery/demos & how to avoid them.

(13:22) Common threads of sales reps that consistently crush it.

(18:10) How to introduce a customer story?

(21:45) The importance of role-playing.

(25:00) Digitally transforming AutoTrader to Trader.ca.

(27:10) Leadership lessons from experience.

(34:25) How to think about career pathing.

(39:10) Rounding out your leadership skills.

(40:25) Widely held beliefs that are wrong.

(44:30) Actionable moves available now.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/dkennett/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

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 shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.