The GTM Podcast

Justin Welsh helped scale ZocDoc as the Director of Strategic Sales, and later joined PatientPop as the SVP of Sales. Justin currently has over 440k followers on Linkedin and Twitter, and 150k subscribers on the Saturday Solopreneur Newsletter. Justin is also an Angel investor and an advisor for early stage startups.Justin has bundled all of his learnings into 2 courses that he offers today: The Operating System Digital Course, teaching you how to build a viable meaningful business on Linkedin and the The Content OS Digital Course, which gives you a more holistic strategy around content.What You Will Learn:How to nail your LinkedIn presence and strategy.Common mistakes and misconceptions folks come across when building their social presence.How to navigate burnout.How Justin cracked the Twitter code on growth.The importance of giving yourself KPIs as a thought leader.The best hacks on how to use your social channels to drive an abundance of inbound leads.Highlights:(3:18) The evolution of Justin’s career growth as a solopreneur.(4:48) The courses Justin built on how to excel as a thought leader on LinkedIn.(6:33) How to crack the Twitter code.(13:25) Outsourcing creativity.(14:50) Using a scheduler for content - which platforms Justin uses for scheduling.(16:40) Justin’s take on threads.(19:15) The impactful results that Justin saw as he kickstarted his solopreneur journey.(22:17) Tips for executives and founders looking to build on LinkedIn.(25:00) Common mistakes that folks should avoid on LinkedIn.(27:00) Justin’s experience with burnout before he decided to bet on himself.(31:35) Justin’s best advice to his younger self.(33:26) How to motivate your hires to be more active on social.(37:48) Hot take: Fire Fast!(41:55) Actionable tips that SaaS teams can implement to drive more inbound.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/justinwelsh/Twitter: https://twitter.com/thejustinwelshWebsite: https://www.justinwelsh.me Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Presenting you with a very special bonus episode this month...Max Altschuler hits us with a very special announcement, Co-Hosted by the CEO and CoFounder of Outreach, Manny Medina  Tune in to hear it in full!Hosts Speaker Links:Max's LinkedIn: https://www.linkedin.com/in/maxaltschuler/Max' Twitter: https://twitter.com/HackItMax Manny's LinkedIn : https://www.linkedin.com/in/medinism/Manny's Twitter: https://twitter.com/medinismThe GTM Podcast The GTM 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.

James Isilay founded Cognism a B2B sales intelligence company together with Stjepan Buljat in 2015. James had previously worked as a quantitative trader and analyst and studied Information Systems Engineering. Cognism helps you identify your ideal customers globally, find others like them, and reach out when they are most likely to buy.What You Will Learn:The power of networking as you build your career.The importance of making top-tier hires when scaling your business.Scaling internationally is how you win in today's market.Why SDRs should be working in the office.Highlights:(3:05) James’ career journey that led him to become a founder.(8:09) Factors that drew James into being a financial trader early on in his career.(14:55) James’ inflection point quitting his 9-5 to start Cognism.(18:12) James’ learnings from his early days building Cognism.(20:33) How James calibrated excellence across his team.(27:08) Cognism's take on in-office vs remote work.(31:28) Listener question: The “need to haves” on a go-to-market tech stack.(36:40) Hot take: Every company should be expanding and building a sales capacity globally.(42:38) Value loops and ungated content are the way to succeed.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/james-isilay/Cognism's Website: https://www.cognism.comHost Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/Referenced Resource: Book by Alice de Courcy (Cognism): The Diary of a First Time CMO.The GTM Podcast The GTM 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.

Nicole Wojno Smith is the VP of Marketing at Tackle, where she oversees the strategy and execution across brand, demand gen, content, product, customer, and partner marketing. She’s passionate about building GTM programs aligning cross-functional teams while scaling revenue. Before Tackle, she built and scaled the marketing team from the ground up at two previous SaaS companies.She enjoys advising early-stage SaaS companies as they build their marketing team and strategy.What You Will Learn:The importance of taking ownership as a business and leaning on your team for support.Building the strongest possible cross-functional team in order to collectively tackle the problem you're solving.Nicole's 4-part framework: 1 shared revenue goal, executing integrated campaigns across the org, and a multi-touch attribution model.The importance of infusing an integrated theme across the organization.Highlights:(3:17) The meaning of alignment between sales, marketing, & partnerships.(5:35) The framework Nicole built to create better alignment between sales & marketing.(11:03) How to extract data and diagnose a breakdown where problems are happening.(13:10) The impact on Nicole’s company after rolling out her framework.(16:08) What led Nicole to make changes within the sales and marketing org.(17:45) How Nicole motivated her team to adjust to these changes.(20:40) The importance of leading with data in every situation.(23:47) Nicole’s operational shift error.(26:53) Nicole’s biggest learnings and takeaways.(28:07) Listener question: Where to allocate marketing dollars in demand gen today.(30:15) Decreasing ad performance in today’s market.(31:35) Hot take: 1 Marketer with 10 different roles isn’t the way to succeed.(33:59) How to leverage AI for every possible role today.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/nicolewojno/ Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Adam Schoenfeld is the Co-Founder & CEO at Keyplay, as well as the Co-Founder & Analyst at PeerSignal.org. Adam is a 4th time SaaS founder. His past includes Siftrock (acquired by Drift), Simply Measured, Product & Strategy VP at Drift, and a board member at Bizible.What You Will Learn:The importance of having alignment with your cofounder.The concept of building a media channel as a part of every brand.Being overly structured doesn't bring you the best outcomes over time.Never stop interfacing with your customers as a founder.Highlights:(2:57) The thinking and execution behind Keyplay.(6:06) How to get people to care about your early-stage startup.(10:28) Adam’s advice to founders building a Media and community arm.(13:50) Adam’s pivotal career story.(20:44) The importance of the Co-founder relationships.(23:30) Not losing track of your customer.(27:25) How to get past the 1M mark as a startup.(33:30) Gating content is no longer needed in tech.(36:30) What's replacing gated content.(38:17) Offering a free version of your product will help your company's growth at the earlier stage.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/elenahutchison/KeyPlay's Website: https://keyplay.ioPeerSignal Website: https://peersignal.org Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Guest appearance from the one and only Paul Irving again this month as him and Scott discuss the general trends in the macro environment, predictions and paving the path forward for todays economy. They also dive into the asset class comparisons and their latest US Trade Mission trip to HongKong... Don't miss out!Highlights:(0:45) Little Summer Update.(2:14) Why the VC landscape is different this year.(5:00) Paul’s take on the private and public markets right now.(8:44) Scott and Paul’s recap on the US Trade Mission in Hong Kong last month.(13:45) Last month's GTM dinners in Toronto and NYC.(15:57) A GTMfund Portfolio Company story/update from Paul.(21:00) Expanding on the concept of “flight to quality.”(26:00) Whether founders are going to start rethinking their value propositions.Guest Speaker Link:LinkedIn: https://www.linkedin.com/in/paulsirving/ Host Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Elena Hutchison has over 15 years of B2B SaaS experience, including a 10-year run at Customer Experience leader Medallia where she supported the company's growth from Series B through IPO.As Medallia's Chief Strategy Officer, Elena led Product Marketing, Analyst Relations, and PreSales functions, and contributed significantly to the company's M&A and product strategy. Elena has particular expertise in scaling global PreSales functions - she joined Medallia as one of its first Sales Engineers and eventually led the 150-person org.S he has also built a reputation as an elite Analyst Relations practitioner, with multiple leading Forrester Waves and Gartner MQs under her belt.Prior to Medallia, Elena spent 5 years in Professional Services and Customer Success roles. (She also earned some phenomenal stories from her days as a political pollster and focus group moderator).What You Will Learn:How to stay motivated and stick with a company for 10+ years.Defining the role of Analyst Relations.Learning to step into an era of “yes” and an era of “no” equally in business.The importance of a peer group that gives you strength.Distinguishing which companies need Sales Engineers and which don’t.Highlights:(3:48) How Elena built her way up from Sales Engineer to C-Suite at Medallia.(7:22) How to fill the gaps when starting a new role.(13:10) Elena’s transition from engineering to analyst relations at Medallia.(18:24) Defining analyst relations.(25:16) Analyzing the concept of “Pay to Play”.(30:00) The metrics that matter for analyst relations.(31:41) Elena’s biggest mistake sitting at the executive table.(35:00) The power of outside mentorship.(37:20) The importance of bringing on Sales Engineers early on.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/elenahutchison/Elena's Consulting: uprightar.comHost Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Manny Medina is the CEO and Co-Founder at Outeach. Prior to Outreach, Manny was employee number three on Amazon's AWS team, and led the Microsoft mobile division from launch to $50M in annual revenue. He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania.What You Will Learn:How to stay driven and motivated while building a multi-billion-dollar company.The importance of staying small in headcount as you begin to scale.Finding product-sales fit as fast as you can as a first-time founder.Manny shares his first sale that helped pivot the company from recruiting to sales.Why managing by forecast has changed in the last year.The best sales fundamentals to help founders succeed in today’s down market.Highlights:(2:42) Where Manny’s sustained motivation to win comes from.(5:14) Manny’s take on AI’s impact on rev tech.(9:35) Manny’s take on the competitive landscape with the emergence of AI.(19:40) An impactful story that happened to Manny recently came across.(27:24) How to maintain a strong company culture as you start to scale.(33:35) Manny’s valuable advice to first-time founders.(35:03) The story of Manny’s first memorable sale.(37:08) 2 fundamental things that have changed in SaaS over the last couple of years.(40:40) Best tip to founders.Guest Speaker Links:LinkedIn: https://www.linkedin.com/in/medinism/Twitter: https://twitter.com/medinismHost Speaker Link:LinkedIn: https://www.linkedin.com/in/maxaltschuler/The GTM Podcast The GTM 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.

Drew Sechrist is the Co-founder and CEO at Connect The Dots. Drew spent over 10 years at Salesforce.com as the VP of their High Tech vertical. He started his career in late 1999 as employee number 36 at Salesforce, beginning as the number one AE globally, and later to the number one Sales Manager globally.What You Will Learn:The importance of having a centralized point of contact who can act as a trusted liaison for your business.Leveraging your network to drive revenue.Knowing when to make strong asks in sales.Introducing a Sales Ambassador role in your company.Highlights(2:50) The premise behind Connect The Dots & Drew’s story building his career.(12:56) The evolution of LinkedIn and problems we face with it today.(19:05) The importance of patience and creativity to elevate your career.(21:05) Scott's infamous play that he rolled out at Outreach that brought in hundreds of millions of dollars.(27:35) How they built Connect The Dots.(32:25) Drew’s successful play he ran at Salesforce.(39:34) Knowing when to leverage your network.(42:15) Introducing a Sales Ambassador to your sales organization.Guest Speaker Links:Linkedin: https://www.linkedin.com/in/drewsechrist/E-mail: Drew@ctd.aiConnect The Dots Website: https://www.ctd.aiHost Speaker Links:LinkedIn: www.linkedin.com/in/ssbarker/Newsletter: thegtmnewsletter.substack.com/The GTM Podcast The GTM 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.

Episode SummaryThere's no doubt that companies must become more data-driven if they want to stay relevant in the market. However, in reality, that data sits in silos while the data team and marketing or sales teams rarely communicate. Therefore, companies must bridge the gap between these departments by enabling teams to access and use data in their preferred tools. In this episode of Sales Hacker, we welcome Kashish Gupta, the co-founder and co-CEO of Hightouch, a simple tool enabling businesses to transfer customer data from warehouses to their tools of choice. Kashish discusses the mission and vision of his company and why they decided to be an inbound-driven business, at least at the early stage. He also shares his take on AI and whether teams, especially sales teams, should use tools like ChatGPT. Finally, Kashish explains how his teams use Hightouch internally and the sales team's role as consultants in providing value, building trust, and maintaining long-term customer relationships. Guest-at-a-Glance💡 Name: Kashish Gupta💡 What he does: Kashish is the co-founder and co-CEO of Hightouch.💡 Company: Hightouch💡 Noteworthy: Along with his team, Kashish is on a mission to help businesses transfer customer data easily from their data warehouses to their chosen tools.💡 Where to find Kashish: LinkedInThe GTM Podcast The GTM 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.