The GTMnow Podcast

Jordan Crawford, Founder of Blueprint and a go-to-market innovator, dives into the transformative power of AI in sales and marketing. He reveals how to create targeted outreach messages using tools like ChatGPT and the FIND process for effective go-to-market strategies. Highlights include revolutionizing personalized sales outreach, enhancing operational efficiency, and mastering prompt engineering. Jordan emphasizes the importance of process over mere prompts and shares insights on utilizing Deep Research AI for better customer insights and messaging.

Join Casey Woo, Founder & CEO of Operators Guild and seasoned finance operator, as he dives into the rise of operators in business. He discusses how to effectively communicate with CFOs and cross-functional teams, highlighting the crucial dynamics of trust and collaboration. Casey emphasizes what truly matters to CEOs and founders, and shares insights on recruiting top operators in a world where funding and technology have become commoditized. He also underlines the power of community and in-person events in today’s digital age.

Kraig Swensrud, Founder & CEO of Qualified and former CMO of Salesforce, shares insights from his entrepreneurial journey. He discusses how SaaS and AI disrupt markets and reshaping pricing strategies. Kraig emphasizes customer obsession as vital for startup growth and addresses the risks of hasty hiring practices. He also delves into the role of AI in transforming business dynamics and the importance of effective frameworks like V2MOM for team alignment. A thought-provoking conversation for tech enthusiasts!

Rob Giglio, Chief Customer Officer at Canva with over 20 years in tech leadership roles, shares invaluable insights from his experiences at HubSpot and DocuSign. He discusses the importance of concept testing in B2B marketing and how to apply consumer product strategies to enhance engagement. The conversation also emphasizes cultivating loyalty, the power of simplicity in messaging, and the challenges of leading remote teams. Rob's take on transitioning enterprise customers reveals the need for authentic, human-centered marketing in the evolving landscape.

Discover the secrets behind B2B growth as leaders share proven tactics. Learn how building solid habits can generate a sustainable pipeline. The value of in-person interactions is emphasized for genuine relationships. A customer-centric approach is central to effective strategies. Transforming conversations to resonate with C-suite executives can elevate your presence. Intentional team alignment is highlighted as crucial for success. Finally, the podcast dives into the long-term benefits of nurturing strong business relationships.

Fred Viet, Chief Sales Officer at Aircall, has a rich background in scaling sales at AWS, Microsoft, and Lenovo. He discusses the dynamic differences in selling between APAC and North America, emphasizing market fit and structured approaches. Fred highlights the shift from demo-driven selling to value-based conversations, the role of AI in enhancing sales processes, and effective annual revenue planning strategies. He also advocates for deep skill development over job-hopping and shares insights on aligning sales and marketing teams for success.

Revenue leaders need to rethink their beliefs! Discussions highlight the shift from valuing volume to prioritizing quality in sales leads. Outbound strategies face an evolution, with AI playing a crucial role in targeting. Hiring practices should focus on leadership skills and adaptability, rather than just specialized experience. Guests from top companies share insights that may reshape your approach to sales and leadership in 2025. It's all about generating real demand and fostering sustainable growth!

Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. Guy holds a bachelor's degree in Mechanical and Aerospace Engineering from Princeton University and an MBA from Stanford University.Discussed in this Episode:Learnings from each major company in Guy's 20+ leadership career: Microsoft, Tradeweave (first employee and executive committee), Yahoo, Twitter, BrightRoll and Intellimize. Building 'opinionated products' and the importance of customer intimacyLessons learned from scaling Twitter's ad business from zero to $650 million in three years.The challenges and rewards of founding and growing a startup for nine years.Strategies for building relationships with PR outlets, reporters, and analysts.Highlights:(5:22) The power of customer intimacy in product development.(15:41) Scaling Twitter's ad business and managing hyper-growth.(26:54) The existential dread of being a startup founder.(37:56) Building relationships with PR outlets and reporters.(45:40) Debunking the myth of sacrificing personal life for startup success.(49:07) The effectiveness of small group events in go-to-market strategies.(31:55) One thing revenue leaders believe to be true that Guy thinks is bull$***(49:07) One thing that is working for Guy in go-to-market right now.Guest Speaker Links (Guy Yalif):LinkedIn: https://www.linkedin.com/in/gyalifHost Speaker Links (Scott Barker):LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/Where to find GTMnow (GTMfund’s media brand):Website: https://gtmnow.com/LinkedIn: https://www.linkedin.com/company/gtmnow/Twitter/X: https://x.com/SalesHackerYouTube: https://www.youtube.com/@GTM_nowThe GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/Resource we Recommend:HG Insights. Feeling that AI FOMO? You’re not alone. That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They’ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?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.

Martin Roth, former CRO of Levelset, transformed the company from its first ARR to a $500 million exit. He shares his journey from selling flip-flops to leading sales teams, emphasizing the crucial transition from transactional to recurring revenue. Explore the importance of effective sales playbooks and team structures, and why in-person interactions remain vital in a digital world. Martin also debunks myths about cold outreach and highlights strategies that work for scaling startups from $1M to $10M ARR.

Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode:The fallacy of "what got you here won't get you there" in revenue leadership.The current state of sales technology and its impact on buyer engagement.The vision for Operator and how it aims to revolutionize the sales process.The importance of personalization and relevance in sales outreach.Strategies for breaking through the noise and attracting buyers into conversations.Highlights:(1:35) Mark's journey from Outreach to founding Operator.(4:33) Challenging the notion of constantly changing leadership in growing companies.(10:00) The problem with current sales automation and AI strategies.(20:25) The concept of "the great ignore" in sales messaging.(24:11) How Operator aims to change the day-to-day activities of salespeople.(37:47) The importance of creativity, connection, and focus in sales.(45:48) One thing revenue leaders believe to be true that Mark thinks is bull$***.(47:48) One thing that is working for Mark in go-to-market right now.Guest Speaker Links (Mark Kosoglow)LinkedIn: https://www.linkedin.com/in/mkosoglow/Host Speaker Links (Scott Barker):LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/Product Recommendation: Apollo"The revenue tech stack is messy right now. If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtmAlmost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack.” With Apollo I believe you can accomplish both."  - Scott BarkerThe 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.