The GTMnow Podcast

This week on the show, we welcomed Paul Fifield, the founder and CEO of Sales Impact Academy. We dive deep into how investing in learning is one of the best ways to drive sales effectiveness, and why learning programs in the profession of sales and marketing,have not existed to date. We also talk about how that's hindered our professional development, particularly because sales is such a tough job.What You’ll Learn Fred's Floors and other startup ideas that didn't make itWhy learning on the job is a horrendous idea (but we do it all the time)How people process informationWhy starting your own business isn't a get-out-jail-free cardPredictable revenueShow Agenda and TimestampsShow Introduction [00:49]Fred's Floors and other startup ideas that didn't make it [7:02]Why learning on the job is a horrendous idea [13:20]How people process information [17:44]Why starting your own business isn't a get-out-jail-free card [24:02]Predictable revenue [26:58]Sam’s Corner [31:26] 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.

Friday Fundamentals 119: Sara ArcherThe 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.

Overview:This week on the show, we welcomed Sara Archer,the head of sales and marketing for ChartMogul. This company provides analytics and insights around recurring revenue and subscription businesses. We talk with Sara about the whole framework she created for how to think about ethical sales.What You’ll Learn From neuroscience to revops: How Sara used her brain to start her sales career The difference between success and failureGet out of the dollar bin... or... Why discounts aren't your friendsThe hardest non-technical job in the organization and how to get it How to be ethical and avoid shady deals Show Agenda and TimestampsShow Introduction [00:10]From neuroscience to revops: How Sara used her brain to start her sales career [5:56]The difference between success and failure [10:06]Get out of the dollar bin... or... Why discounts aren't your friends [13:53]The hardest non-technical job in the organization and how to get it [19:49]How to be ethical and avoid shady deals [22:09]Sam’s Corner [26:02] 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.

Friday Fundamentals 118: Stephanie CoxThe 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.

Overview:This week on the show, we welcomed Stephanie Cox, VP of sales and marketing at Lumavate. She talks about building a modern sales and marketing organization along with what it's like for marketers to run the sales team and why coming from a marketing background prepares you to lead a sales organization. Stephanie also discusses how to transition from a sales-led organization to product-led growth. Plus, she shares a major strategic decision that her company encountered over the last year and a half.What You’ll Learn The power of a coffee meeting: How Stephanie amped up her careerHow to shift from marketing to sales without losing steamThe great reset: From sales-led to product-growth orientation"Leads don't matter" — Stephanie wades into the controversyFor the love of all things Burger KingShow Agenda and TimestampsShow Introduction [00:10]The power of a coffee meeting: How Stephanie amped up her career [6:33]How to shift from marketing to sales without losing steam [14:11]The great reset: From sales-led to product-growth orientation [19:11]"Leads don't matter" — Stephanie wades into the controversy [24:17]For the love of all things Burger King [30:02]Sam’s Corner [32:56] 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.

Friday Fundamentals 117: Michelle BenferThe 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.

Overview:This week, we've got Michelle Benfer, VP and head of North American sales for HubSpot. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. Today, Michelle leads a large team at HubSpot, which just came off a strong year, despite — or perhaps because of — the pandemic. What You’ll Learn From hubcaps to Hubspot: Michelle's sales careerWhat has changed in sales leadership since 2005How to establish trust and credibility as a leaderLessons Michelle learned in 2020Michelle's advice for women leadersShow Agenda and TimestampsShow Introduction [00:02]From hubcaps to Hubspot: Michelle's sales career [1:27]What has changed in sales leadership since 2005 [8:43]How to establish trust and credibility as a leader [14:41]Lessons Michelle learned in 2020 [20:37] Michelle's advice for women leaders [25:00]Sam’s Corner [31:24] 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.

Friday Fundamentals 116: Hunter MadeleyThe 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.

Overview:This week, we've got a great show for you with Hunter Madeley, the CEO of Vena Solutions. Hunter is a long-time sales executive and sales leader at HubSpot, helping take them from $80 to $600 million. He was at Salesforce when it went from $2 to $4 billion, and he helped grow the Canadian business of ADP from $30 to 300 million. Hunter has had a hand in massive, enterprise-changing growth over the course of his career.What You’ll Learn Hunter's storied career in sales leadershipA good path to the CEO's spotSurprises in the top job Hunter on lessons learned during COVID The keys to successful agile planningShow Agenda and TimestampsShow Introduction [00:09]About Hunter Madeley and Vena Solutions [1:42]A good path to the CEO's spot [9:23]Surprises in the top job [17:32]Hunter on lessons learned during COVID [19:19] The keys to successful agile planning [23:16]Sam’s Corner [34:47]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.

Friday Fundamentals 115: Kristen TwiningThe 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.