The GTMnow Podcast
GTMnow
The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.
Episodes
Mentioned books
Apr 5, 2019 • 4min
Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career
On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked. 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.
Apr 2, 2019 • 50min
51. How to Move from Feature Selling to Gap Selling w/ Keenan
Keenan, the founder of A Sales Guy and author of 'Gap Selling,' shares his transformative journey in sales and the principles of problem-centric selling. He emphasizes the importance of understanding buyer needs and bridging the gap between their current and desired states. The conversation covers the shift from traditional product demos to engaging dialogues, the significance of discovery in sales, and how effective questioning and active listening can enhance sales effectiveness. This insightful episode is a masterclass for any sales professional.
Mar 29, 2019 • 7min
Friday Fundamentals EP 17: How to Build Diversity Into Your Sales Team
On this episode of Friday Fundamentals, we discuss how to build diversity in your sales team. You will WIN at sales if you add diversity. By adding a diverse team to your roster, you learn the perspectives of others... and you'll increase your sales along the way? 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.
Mar 26, 2019 • 55min
50. Build Diversity and Inclusion into Your Hiring Practices w/ Simmone Taitt
This week on the Sales Hacker podcast, we interview Simmone Taitt, CEO of HeartSpace Consulting, and a longtime sales leader and consultant in the New York community. Simmone talks about her experience building Gilt City and Kidpass as a woman of color and how she advises companies to build diversity and inclusion into their hiring practices and sales teams.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.
Mar 22, 2019 • 5min
Friday Fundamentals EP 16: The Power of Silence
On this episode of Friday Fundamentals, we discuss the power of silence. When is the right time to let the customer talk? We want the customer to talk more, and the sales person to talk less. You must be comfortable with silence. It's incredibly effective! 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.
Mar 19, 2019 • 53min
49. KPIs to Build World-Class Customer Success Organization w/ Roger Scott
This week on the Sales Hacker podcast, we interview Roger Scott, Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and 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.
Mar 15, 2019 • 6min
Friday Fundamentals EP 15: How Long Should You Wait Before Quitting?
Today, we ask you one simple question: how long should you wait before quitting? The answers may surprise you!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.
Mar 12, 2019 • 49min
48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler
In a captivating discussion, Max Altschuler, founder of Sales Hacker and VP of Marketing at Outreach, shares insights from his book on Sales Engagement. He highlights the shift towards consultative sales practices and the vital role of modern engagement tools in enhancing B2B sales. Altschuler dives deep into the dynamics between marketing and sales, stressing the impact of authenticity on platforms like LinkedIn. He also teases the upcoming Unleash conference, aiming to redefine sales engagement for industry leaders.
Mar 8, 2019 • 7min
Friday Fundamentals EP 14: How to Deliver Feedback and Have Tough Conversations
It's not easy to delivery feedback. What should you keep in mind when the feedback is necessary? Be respectful and constructive. All feedback is a gift. Stay positive and remember, you are in this together. 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.
21 snips
Mar 5, 2019 • 50min
47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog
Dan Fougere, Chief Revenue Officer at Datadog, brings over 20 years of tech sales experience, having contributed to four unicorns. He dives into the nuances of effective leadership versus mere management. Dan highlights the significance of empathy and emotional intelligence in fostering strong sales teams. He also shares insights on the importance of structured sales operations and the art of closing $10M+ deals. Additionally, he discusses how to evaluate startups effectively, emphasizing the need for collaboration and alignment in executive roles.
