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The GTM Podcast
GTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica Gilmartin
Mar 4, 2025
In a captivating discussion, Jessica Gilmartin, a seasoned go-to-market leader and former CRO/CMO at Calendly, shares her journey through tech giants like Asana, Google, and Microsoft. She dives into the challenges of transitioning from product-led to sales-led growth and emphasizes the need for clear ideal customer profiles. Jessica also highlights the importance of fostering a culture of experimentation, building trust within teams, and the strategic role of marketing in startup growth. Her insights on hiring and nurturing creativity are invaluable for aspiring leaders.
59:07
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Quick takeaways
- An entrepreneurial mindset fosters ownership and accountability within a business, motivating every team member to contribute towards success.
- Transitioning from product-led growth to sales-led growth requires strategic resource allocation and understanding customer demands for effective market expansion.
Deep dives
The Importance of an Entrepreneurial Mindset
Having an entrepreneurial mindset is crucial for success within any business. This means taking ownership and being proactive in all aspects of the company, regardless of one’s designated role. The focus should solely be on making the business successful and not remaining passive or waiting for direction. Cultivating this mentality fosters a culture of accountability and encourages everyone in the organization to contribute actively towards achieving common goals.
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