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
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.
Mar 1, 2019 • 7min
Friday Fundamentals EP 13: Top Tricks for Dealing with Procurement
Today on Friday Fundamentals, we're discussing procurement. It's important to build external and internal relationships. The key to it all? Remaining transparent. Join us on this week's episode of Friday Fundamentals for actionable takeaways for you and your sales team. 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.
Feb 26, 2019 • 55min
46. How to Use Procurement To Your Advantage in Enterprise Selling w/ Donna and Chris Donato
This week on the Sales Hacker podcast, we speak with wife and husband duo, Donna and Chris Donato, who founded the Same Side Sales Movement focused on bringing enterprise buyers and sellers together to drive business innovation. Donna is a career procurement professional currently at American Express and Chris is a career enterprise seller. Between the two of them, they walk us through how to properly engage a true enterprise and deliver outstanding sales results at any level. 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.
Feb 22, 2019 • 6min
Friday Fundamentals EP 12: What is a 5 Tool Sales Person?
On this episode of Friday Fundamentals, we discuss what it means to be a 5 tool sales person. So, what exactly does that mean? Here are the skills you need to be that person. 1. The ability to prospect 2. The ability to work a cycle and close a sale 3. The ability to build report 4. A positive attitude 5. The desire to provide relentless effort Listen in to today's episode for a few takeaway points on becoming a 5 tool sales person.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.
Feb 19, 2019 • 51min
45. How To Put Your Reps in a Position to Succeed and Crush Quota with Brian Birkett, SVP of Global Sales, Leandata
This week on the Sales Hacker podcast, we chat with Brian Birkett, SVP of Global Sales at Leandata. Brian walks us through his career journey beginning at Interwoven before finding his calling at Yahoo Hot Jobs and rising up through the ranks. After a few more jobs, he has now spent over 5 years at Leandata building the team and organization from nothing. He talks about the lessons he’s learned, how to be a great manager, and what he views as the keys to success in a sales 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.
Feb 15, 2019 • 7min
Friday Fundamentals EP 11: How To Give a Great Demo
On this episode of Friday Fundamentals, we discuss the nuts and bolts of giving a good demo. A demo is an emotional event. When people see your product, they may not remember the features you've showed them. They remember the feeling they felt when you were showing them your demo. Speak to the 'why'. 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.
Feb 11, 2019 • 54min
44. Career growth from Sales Engineer at Salesforce to building $100M company w/ Travis Bryant
This week on the Sales Hacker podcast, we talk to Travis Bryant, Entrepreneur in Residence at Redpoint Ventures and former global head of Sales at Optimizely. Travis began his career designing web portals for car dealerships before joining Salesforce as a Sales Engineer. He rose up the ranks before moving on to Optimizely where he helped take the company from $7M in ARR to just shy of $100MM.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.
Feb 8, 2019 • 7min
Friday Fundamentals EP 10: How to Get More Referrals From Your Customers
On this episode of Friday Fundamentals, we discuss how to put referrals into your sales system. Referrals can help add value to your product. Invest in these relationships - it's so important. That's just one way referrals can enhance your sales process. 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.
