This episode is sponsored by Riverside, your all-in-one podcast and video platform. Go to ⁠https://creators.riverside.fm/Anna⁠ and use the code MSM23 for 15% off.

This episode is also sponsored by PDCflow, payment management made easy. Visit ⁠pdcflow.com/flow-billing⁠ to learn more.

I’d just like to take a brief moment of silence to remember those innocent lives that have been lost during the terrorist attacks committed by Hamas in Israel. Especially the children, babies, and families that were asleep in their homes. For all the victims of unspeakable terror, let’s please take a moment.

Daniel O’Reilly (CEO and Founder of Fuel Sales and FuelK12) joined me on the show for the second time for this BONUS episode. Dano is an edtech sales guru and my partner in crime for the Edtech GTM Bootcamp we run for edtech startup founders. I’ve had Dano on before, you should also check out Ep. 117 “Marketing & Sales: Show Some Respect.”

In this episode:

Why does fully understanding your buyer’s pain matter so much for salespeople AND marketers;

How do you know if you really do understand your buyer’s pain;

What results should you expect from a conference if you’re an early stage startup, and should conferences even be part of your GTM strategy;

When is the right time to bring in SDRs versus Head of Sales at your early stage startup;

AMA - Dano asks me his burning question.

You can find Dano on LinkedIn: ⁠https://www.linkedin.com/in/danoreilly/

Learn more about Fuel Sales including the GTM Bootcamp: ⁠https://gofuelsales.com/

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1. fractional head of marketing for early stage startups >> ⁠www.furmanovmarketing.com⁠

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You can also find me hanging out on LinkedIn, definitely say hello and tell me which episodes you've listened to >> ⁠www.linkedin.com/in/annafurmanov