The GTM Podcast

Sales is a number-driven business. And if you want to win over your customers, you need to put in a lot of time, energy, and effort. But the only thing that will set you apart from your competitors is going the extra mile.In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Rex Biberston, the principal at No Fluff Selling. They talk about the importance of relevance and resonance, why you need to start with the fundamentals first, and how to stand out in the crowd.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.

Juan George (JG) is the Co-Founder of 858 Partners, a boutique restaurant technology management & investment firm that he Co-Founded with his former CRO in January 2023. 858 Partners provides go-to-market expertise, capital, and connections to restaurant technology organizations possessing the ingredients to achieve extraordinary success within the Enterprise Restaurant Vertical.Prior to launching his agency, JG was the former SVP of Enterprise Sales at Olo, the leading on-demand commerce platform for the multi-unit restaurant space. JG joined Olo as a Seed Stage start-up and over the course of a 15+ year run helped the company go public on the NYSE under the ticker OLO. During his tenure as an IC/Leader, Olo signed 71% of the Enterprise Restaurant Market (82,000 locations) and become the gold standard for enterprise software in the restaurant tech ecosystem. Olo’s growth story is a masterclass in focused, lean, and efficient GTM execution in a period of market excess. Of the 2021 vintage of SaaS IPOs, Olo was the single most efficient in 2 categories: 1) Lowest Sales to Revenue Ratio (8%) and 2) Lowest Burn Multiple (0.05%).What You Will Learn:Patience is a virtue in startup land.Know your buyer beyond what may be presented.Go lean in your team to win.The importance of saying no in sales.Why hiring good sales leadership is fundamental in scaling your company.Highlights:(3:05) JG’s background and experience at Olo.(11:53) Update on 858 Ventures and JG’s recent transition from Operator to VC.(21:00) Enterprise sales efficiency and the new vertical SaaS playbook.(35:44) How Olo began its winning streak straight into IPO.(43:02) JG’s biggest mistake as an operator hiring insider sales reps.(44:48) Biggest learning throughout JP’s 15-year stint at Old.(51:42) JG’s controversial claim that Outbound is dead.(54:29) Hot take: You better be using ChatGPT at all times of the day.Guest Speaker Link:Linkedin: https://www.linkedin.com/in/juangeorge/858 Partners Website: https://858partners.com/ Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/Referenced Resource: Food on Demand Article about JG's: With New Venture, Ex-Olo Execs Launch 858 Partners.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.

Back at it for another monthly Jam session but this time with an ultra special guest... The man, the myth, the legend; our very own Paul Irving. Not just a handsome devil but also the brains behind the GTMfund operation takes Max's seat this week to hit us with all the GTMfund updates in the last month.Talking AI's influence on the GTM stacking process, How partnerships and referrals are going to play a huge role in pipeline velocity, Paul's career advice to folks starting out in a role... and tons more!Highlights:(2:51) The truth behind Scott & Paul's friendship.(3:48) The birth of DormVIP, Scott & Paul's first business.(5:45) Paul's experience leading up to joining the GTMfund.(9:12) Unpacking common conversational themes discussed with our LP's and Founders at our latest GTM dinners.(14:57) Upcoming events including a dinner at the US Embassy in Hong Kong.(18:04) The new GTMfund rebrand.(20:10) GTMfund deals in April and the value in our community.(23:13) Paul's personal career advice to folks starting out in their new role and hoping to make an immediate impact.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/paulsirving/ 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.

Sales leaders play a critical role in a business's success because they are responsible for driving revenue growth and developing and executing sales strategies. And some of the benefits of being a sales leader are high earning potential, the ability to impact the bottom line, and the opportunity for career advancement, flexibility, and building and leading a team. But, on average, revenue executives have a shockingly short tenure due to various factors, including the stressful nature of the job, the need for constant results, and the fact that sales leaders are often the first to be held accountable when revenue targets are unmet. In this episode we make a huge announcement and Sam Jacobs, the founder and CEO of Pavilion discusses the challenges facing sales leaders, how the Sales Hacker podcast helped his career, and how you can succeed with kindness.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.

Julia Gilinets is currently the Head of Sales at Pocus, also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching. What You Will Learn: The importance of forming deeper relationships within your companyUnderstanding trends for the greater good of your productThe positive outcome derived from the pursuit of data Resorting to discovery in order to better understand people’s behaviour Why outbound and the SDR role is outdated Highlights:(1:40) How Julia started doing PLG before PLG became widely known.(9:05) How to make sense of your product’s data.(12:06) Julia’s experience working in AdTech: going from 0-35 Million and later acquired by Twitter.(18:53) How to carve out equity for yourself after an exit.(26:48) How to overcome mismanagement by your CEO.(31:51) Hot take: Outbound in the SDR role is broken.Guest Speaker Links:Linkedin: https://www.linkedin.com/in/juliagilinets/Pocus' Website: https://www.pocus.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.

Kevin Bailey is the Co-founder and CEO of Dreamfuel, a mental performance coaching platform for winning teams. Kevin Bailey is 3 time tech Founder who has done mindset coaching for over a thousand Sales professionals and currently completing his masters in applied neuroscience. What You Will Learn:Habit formation coaching.Best recovery tools to equip yourself for success.Guided visualization as a form of healing.How to guarantee success in your career through a flow state.Highlights:(2:32) Kevin’s philosophy and thinking of being a mental performance coach.(6:18) Kevin’s connection with mental performance and deep-rooted story.(13:01) Tools that Kevin used to turn his life around (including Wim Hof breathing).(17:03) Coaching people on habit formation.(25:45) A walk through of some of the best exercises to do when feeling mentally trapped.(27:38) Guided visualization as a mental performance exercise.(39:55) What good recovery looks like.(43:30) Hot take on grind culture.Guest Speaker Links:Linkedin: https://www.linkedin.com/in/kevinjamesbailey/Deamfuel's Website: https://www.dreamfuel.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.

Kathleen Booth is the SVP of Marketing and member of experience at Pavilion, The modern union for go-to-market leaders. Prior to her time at Pavilion, she founded Quintain Marketing a full service marketing agency that she sold after over 10 years of operating.Kathleen has held a multitude of Marketing Leadership roles at VC backed B2B Tech companies. She continues to serve as an advisor to early stage SaaS companies and B2B startups. Kathleen shares a ton of tactical advice on B2B leadership, including how to show up in your community, how to properly draw lines when founding a company, and her biggest learnigs from her exit after operating Quinatain Marketing for 11 years. What You Will Learn:Best ways to overcome your Imposter Syndrome.How to leverage your community in order to elevate your career and drive pipeline.How to better understand your company's objectives.An in-depth explanation of Kathleen's entrepreneurial journey and the importance of drawing lines in the sand when starting out.Highlights:(6:20) The mission behind Pavilion and how Kathleen first kicked off her role with the team.(8:09) Strategies to overcome Imposter Syndrome.(12:33) Tips & tricks for managing a board.(15:47) Why community is more important than ever.(21:17) Who should be showing up in your community to drive actual revenue and demand.(27:45) Incentivizing your team to show up in the community.(31:11) Kathleen’s experience building and selling her company.(40:50) Tactical advice to founders who haven’t yet found product-market fit.(44:27) The importance of investing in your personal brand.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/  Pavilion's Website: https://www.joinpavilion.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.

Justin Strackany is an early stage software vet, investor, GTM executive, and worked as the first employee at SecureLink for a total of 18 years. Throughout his career at SecureLink, Justin played a multitude of different roles including Director of CSM, VP of Sales, and most recently as their Chief Customer Officer. Justin shares an impactful story at SecureLink that led his CEO to bring him in as an acquisition partner. Discussing the journey of an acquisition through a private equity firm and the pivotal decision of rolling his shares post acquisition. What You Will Learn:Knowing your values when joining a company.The benefits of startup learnings and acquisitions.How to manage and level up in the private equity and venture capital space.The importance of relinquishing control as a leader.How to work within an executive team.How to manage up to a board & private equity firm.Highlights:(3:05) Hot take on Bitcoin’s trajectory.(8:33) Building and starting out SecureLink as an Acquisition Partner.(16:12) Knowing what your equity equates to when joining a company.(19:05) What Justin implemented on the Go-to-Market front after being brought on.(21:20) Blind spots encountered post acquisition.(29:47) What Justin did to triple sales post acquisition.(32:10) Things to do to set yourself up for a CRO role.(35:57) Actionable ways to improve revenue retention.Guest Speaker Links:Linkedin: https://www.linkedin.com/in/justinstrackany/GTM Consulting: https://www.linkedin.com/company/gtmdotconsulting/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.

Ben Dietz, general manager of Mintel, discusses the challenges they faced during the pandemic and how to lead in a crisis. He emphasizes the importance of trust, support, and feedback in motivating a team. They also explore the concept of leadership and highlight influential figures in the guest's life.

Max Altschuler and Scott Barker back at it for yet another monthly jam session!Touching base on the latest internal and external updates, our official GTM retreat announcement, newest deals, the secret sauce in throwing executive level events, & Max's hot tips on his 36th birthday and everything he's been working on in regards to personal and career development.Highlights:(1:33) Annual GTM retreat details.(2:10) GTM Job Board updates.(3:33) How to host a white-glove experience event for executives?(5:40) Building and fostering a deeply authentic community (through our annual retreat).(7:20) The value and takeaways from our GTM sessions - how we look at businesses, how we size up opportunities, etc.(16:48) Max's 36th Birthday fueled with reflection, recalibration, self growth.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/maxaltschuler/ 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.