The GTMnow Podcast

This week on the Sales Hacker podcast, we speak with Angus Davis, VC and Partner at Foundation Capital. Angus is an amazing person — who never went to college. After graduating from high school, he moved out to Mountain View to work at Netscape, the first massive modern internet success story, with Marc Andreessen. He founded Tellme Networks, sold it to Microsoft, founded Upserve, and sold it to Vista Equity Partners. Now he's a partner making investments on the VC side at Foundation Capital with over 20 years of operational experience.  What You’ll Learn    You don’t necessarily need college to have a fantastic career An entrepreneur does need confidence, perseverance, and authenticity Build what you’ve already sold, don’t sell what you’ve already built  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.

On this episode of Friday Fundamentals, we talk about getting your customers comfortable with the idea of why they need to make a change in order to move their business forward.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.

This week on the Sales Hacker podcast, we speak with Jay McGrath, the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing, and cross-selling strategies. He has an MBA in marketing from Temple University and still resides in the Philadelphia area with his family. What You’ll Learn    Why you should offer value first when selling How to influence people that don't report to you Why you need empathy and perspective The importance of how you get your results  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.

Your prospects/customers buy narrative more than they buy products and services. On this episode of Friday Fundamentals, we talk about how narrative needs to drive everything you do.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.

This week on the Sales Hacker podcast, we speak with Scott Olrich, the Chief Operating Officer at DocuSign. Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign's vision strategy, marketing, and enablement efforts around the world. Scott brings over 25 years of leadership experience, and a proven track record for driving innovation, market adoption, and hyper-growth to his role at DocuSign. What You’ll Learn  How & why to create narrative What the agreement cloud is How to get started in category creation Changing the sales game for smaller companies How to know what you’re good at  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.

This week on Friday Fundamentals, we give you ideas and frameworks for you to develop during your long-term career.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.

This week on the Sales Hacker podcast, we speak with Justin Welsh, Founder at The Official Justin. Justin is the former SVP of sales at PatientPop and a current advisor to it, as well as a tremendous number of SMB SaaS companies. When he left PatientPop, he helped grow it to over 60 million in recurring revenue. They've raised over $75 million in funding and he's putting out a lot of amazing content on LinkedIn, including a Sunday newsletter, called the Weekly Content Rundown. What You’ll Learn    Lessons Justin learned from a career in startups Top mistakes companies make (hint: it’s hiring) Data isn’t the whole answer -- you need anecdotal feedback, too How to manage downwards and upwards Creating a culture of winning means investing in employees  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.

When thinking about alignment, where's the first place to start? On this episode of Friday Fundamentals, we talk about the #1 thing we should keep in mind when driving organizational alignment.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.

This week on the Sales Hacker podcast, we speak with Pat O’Brien, the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. He spent many years building and scaling large and small teams and companies. He's been through two successful exits with LinkedIn and Dun and Bradstreet. Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups. He holds an MA in publishing and design management from the University of Baltimore Today, we’ll hear about what happens when you take on a senior leadership position at a very early stage company, and how to think about growing and scaling that organization. What You’ll Learn  Your org needs one set of data One place for data to live One team to own the data Oh, and KPIs for Early Stage Growth 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.

On this episode of Friday Fundamentals, we talk about effective, valuable, and high ROI prospecting.    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.