The GTM Podcast

Elissa Fink serves on several not-for-profit and corporate boards. Retired from  Tableau Software in 2019 after 11+ years as their CMO, she helped grow the company from ~$5 million to over $1 billion in revenue and helped lead it through IPO and enterprise growth, leaving right before acquisition by  Salesforce. She earned a BA in English and an MBA in Marketing. She now enjoys time with her husband, teenaged daughter and 9 year old son.What You Will Learn:Exercising the power of no.The importance of surrounding yourself with exceptional individuals.Always hire folks whose best years are ahead of them.Highlights:(4:00) What made Elissa stay at Tableau for 11 years.(7:27) Elissa explains her experience as a leader at Tableau and having to adapt as a marketer.(12:56) What Elissa attributes her career growth to.(17:42) Elissa explains Tableau’s decision to start the Tableau conference at 12M in revenue.(33:10) The importance of exercising the power of no.(36:08) Elissa’s vital mistake attacking a competitor.(39:37) How to make a big impact in your first 90 days at a new role.(44:27) A brand touch is a demand touch.(46:57) How to hire the best folks.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/elissafink/Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Max Altschuler back at it this month leading our monthly bonus episode solo while Scott & Paul take Hong Kong for a US trade mission. Max hits us with some internal company updates, this months PortCo announcements, qualities that we're looking for in founders as we invest in new early stage startups, and a little topical discussion around moats and distribution.Don't miss out!Highlights:(1:30) Update on the fund, network & candidate growth.(3:03) Tailwinds, economic changes, and micro qualities that we continue to look out for at the fund.(4:30) Types of entrepreneurs/founders that stand out to us when evaluating an investment.(6:22) PortCo announcements.(7:04) "We have no moat, and neither does OpenAI." Unpacking the concept of moats and how to succeed through distribution.(9:13) Max's 4-part Series on the GTM Newsletter (Decoding Community).Host Speaker Link:LinkedIn: https://www.linkedin.com/in/maxaltschuler/The GTM Podcast The GTM 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.

Episode SummarySales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results. In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders. Richard may be the founder of The Harris Consulting Group, but he is still fighting impostor syndrome. As a result, he reminds everyone — including himself — to be kind and friendly to themselves, prioritizing self-care and mental health. Guest-at-a-Glance💡 Name: Richard Harris💡 What he does: Richard is the founder of The Harris Consulting Group and the co-founder of Surf and Sales.💡 Company: The Harris Consulting Group💡 Noteworthy: Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience. 💡 Where to find Richard: LinkedInThe GTM Podcast The GTM 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.

Scott Leese is a 6x Sales Leader, 4x Founder, 3x Author, a Sales Consultant, Advisor, Solopreneur, and Community Builder. Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. Scott founded Surf and Sales in 2017 with the mission to bring valuable events and conferences around the globe to help sales professionals and executives grow and expand their skills. Most recently Scott founded GTM United, which is a private community of go-to-market professionals united by a mission to put their development first. Get feedback, ask questions, practice self-care, and make real connections.What You Will Learn:How to land advisory work & how to hire the best advisors.Identifying which early-stage startups to join.The importance of asking deeper questions in your career.The 'Go-To-Network' approach.Highlights:(4:40) Defining advisory work in SaaS.(7:57) What to look for when bringing on an advisor.(11:07) How to land an advisory role.(17:21) The big resume blip that Scott encountered in his career.(25:50) Building strategies to discover different sales archetypes.(32:35) Earning the right to side hustle.(34:45) What Scott would've done differently throughout his career.(41:30) Scott's advice on hiring the best sales individuals.(44:20) Hot take: Go-to-market strategies won't be relevant in a couple of years.(48:54) Creating a partner channel to accelerate your business.Guest Speaker Link:Linkedin: https://www.linkedin.com/in/scottleese/GTM United: https://www.gtmunited.com/join-nowScott Leese Consulting: https://scottleeseconsulting.comSurf and Sales: https://www.surfandsales.comHost Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Episode SummaryIn this insightful episode, Colin Campbell of Sales Hacker engages Lauren Bailey from Sales Bar, Factor Eight, and Girls Club in a thoughtful discussion on the dynamics of the sales industry. They delve into the underrepresentation of women in sales and the initiatives aimed at bridging the gender gap. The conversation emphasizes the importance of mentorship and community in fostering a more inclusive and diverse sales force.Lauren Bailey shares personal experiences in the sales industry, discussing the challenges and triumphs that have marked the journey. The conversation also explores imposter syndrome, a common occurrence among sales professionals, and ways to overcome it. Lauren Bailey highlights the essential role of confidence in navigating sales.The episode wraps up with a light-hearted discussion about the prospect of men joining initiatives traditionally designed for women, underlining the importance of inclusivity in all professional development programs. This episode is a must-listen for sales professionals seeking to understand and navigate the complexities of the sales landscape.Guest-at-a-Glance💡 Name: Lauren Bailey💡What they do: Founder and President💡Company: The Sales Bar, Factor Eight, Girls Club💡Noteworthy: Lauren Bailey builds happy teams, powerful online experiences, learning cultures, engaging workshops, and solutions to help people fall in love with sales and look forward to coming to work.💡 Where to find them: LinkedInThe GTM Podcast The GTM 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.

Over the past 20 years, Jamal closed multiple $50m deals as an individual contributor enterprise seller, authored the best selling book, Mega Deal Secrets, coached hundreds of ambitious sellers to sell the largest deals of their lives, and founded the Enterprise Sellers Community, a community of practice for individual contributors.What You Will Learn:The psychology on how to sell to executives.Knowing which deals to prioritize.Multi-threading and aligning your sellers to your product market message.Earning clout and respect from executives.Highlights:(3:09) Things to think about when starting to sell to larger enterprises.(5:48) The story behind Jamal's best-selling sales book “Mega Deal Secrets”.(9:36) How to get access to the right people in the room when closing a deal.(15:12) The framework for identifying and prioritizing the right deals.(18:00) How to earn clout and respect from executives.(22:31) How to keep executives invested in your relationship.(31:26) Key components necessary in an enterprise sales playbook.(36:30) Practicing patience in sales.(41:25) The importance of co-selling as a CEO.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/jamal-reimer/Jamal Reimer's Book: Mega Deal SecretsHost Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

In the highly competitive B2B tech space, it's easy to market your offer with so many tools and channels available. But, we can't help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito explains when it makes sense to prioritize customer acquisition vs. retention and vice versa. He also shares how company culture impacts productivity and morale, primarily within sales teams. Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect's organization. Finally, we asked Tito to talk about how he got into angel investing and his consulting endeavors. Guest-at-a-Glance💡 Name:  Tito Bohrt💡 What he does:  Tito is the CEO of AltiSales. 💡 Company:  AltiSales💡 Noteworthy:  Tito is an expert in sales development and all things sales. 💡 Where to find Tito:  LinkedInThe GTM Podcast The GTM 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.

Sam Jacobs is the founder & CEO of Pavilion and was Host of The Sales Hacker Podcast, Sam is focused on helping people unlock and achieve their professional potential. He believes there is greatness within all of us and sometimes it just needs a mechanism through which it can be brought forth. This philosophy led him to build a company called Pavilion and the purpose of that company is to help members, employees, and stakeholders realize the greatness within themselves.Pavilion is a paid membership for leaders of all levels dedicated to providing support, assistance, education, and career growth. They  are a global organization with over 9,000 members and hubs in every major city in the world. Sam created Pavilion based both on his personal experience and the experiences of friends, partners, and colleagues in the high growth community.What You Will Learn:Pre-negotiating your severance pay and equity when joining a company.Adjusting comp plans and aligning each contributor's goals to the company's.Pivoting away from the zero-interest rate era.Highlights:(3:16) SVB banking analysis.(11:06) Pavilion’s origin story.(15:00) Stepping into Pavilion's next chapter.(23:48) What people should be thinking about and negotiating for in their contract as they move into their next roles.(35:41) How to handle getting paid not at market rate.(41:29) Hot take: Sales people don’t actually generate the money in the business.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/samfjacobs/Pavilion's Wesbite: https://www.joinpavilion.com Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Will Allred, co-founder and COO of Lavender, shares his expertise in writing standout sales emails. He emphasizes that personalization trumps generic templates for engaging prospects. The conversation dives into leveraging AI tools like ChatGPT to enhance outreach strategies and crafting emails that truly resonate. Will highlights the significance of clear messaging with brevity and authenticity. Plus, he reveals how tailored postscripts can boost response rates by 35%. This insightful discussion is a goldmine for sales professionals!

Stevie oversees Vanta’s go-to-market team to support the company’s rapid growth. Stevie brings over 20 years of sales and business development experience to the role, most recently serving as Vice President of Mid-Market Sales at Twilio, running a $425 million business for the market-leading cloud communications platform. Joining as one of their first account executives, Stevie played a pivotal role in establishing Twilio’s enterprise business with key Fortune 500 customers. She helped to grow the sales team from a dozen to over 1,000 team members. Stevie also supports startups, serving as an angel investor and advisor for the past decade.What You Will Learn:How to succeed in technical sales as a non-technical person and with a non-technical resume.How to look for curiosity in candidates when in the hiring process.Turning a lack of belongingness into an abundance mindset and greater success.Don't undermine the power of networking.Highlights:(1:48) What Stevie attributes her early success to.(4:20) How revenue leaders and their teams are currently using AI today - building a team for AI revops.(10:48) What made Stevie reach all-time success in sales during her time at Twilio & how to break into technical sales as a non-technical person.(13:30) 2 fundamental ways to test for curiosity in an interview process.(16:10) Stevie’s career-shaping story that turned rejection into fuel.(22:45) Transitioning from changing from a scarcity mindset to an abundance mindset.(26:35) Stevie’s mindset shift on the importance of networking in your career.(33:28) The struggle to hire talent in today's market.(35:47) Vantas open roles as of May 2023.(37:40) Hot take: Resumes don’t matter.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/steviecase/Vanta's Wesbite: https://www.vanta.com Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.