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The GTM 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 Scott Barker 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.
Friday Fundamentals: EP 34: How to Scale While Course Correcting
Get passed the finish line while course correcting at the same time. You may have to make some hard decisions along the way, but it'll be worth the ROI.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:5826/07/2019
67. How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin
This week on the Sales Hacker podcast, we speak with David Zwerin, Head of Field Operations at TripActions. We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
46:3723/07/2019
Friday Fundamentals: EP 33: Why Direct Mail Improves Conversion Rates Through Your Sales Cycle (Part 2)
Part 2 of our series coming in hot!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
22:1419/07/2019
66. Why Direct Mail Improves Conversion Rates Through Your Sales Cycle w/ Kris Rudeegraap
This week on the Sales Hacker podcast, we speak with Kris Rudeegraap, CEO and co-founder of Sendoso. We’ll dive deep into the origins behind the business, the developments in event and in account based marketing, why direct mail and sending physical objects improves conversion rates through your sales cycle, and a lot of conversations about how to grow and expand an early stage company as the co-founder and CEO.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
34:0016/07/2019
Friday Fundamentals: EP 32: 3 Steps to Scaling a CS Organization
On today's episode, Kim chats about scaling a customer success organization when you're in a hyper growth mindset! Here's a tip... organizationally, try and get on the same page on what success looks like. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
05:4812/07/2019
65. How to Render Long-Term Success in The Workforce w/ Kim Rose
This week on the Sales Hacker podcast, we speak with Kim Rose, VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the workforce and add customer value in your career.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
48:4809/07/2019
Friday Fundamentals: EP 31: Building a Buyer Centric Funnel
Let's do an exercise. Get out a piece of paper and draw your sales funnel. What gaps do you notice? We're chatting about gaps in the sales funnel, how to identify them and asses your funnel from your buyers perspective! The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
15:3505/07/2019
64. How to Evaluate a SaaS Company and Align Your Sales Funnels w/ David Skok
This week on the Sales Hacker podcast, we speak with David Skok. He is one of the pioneers of SaaS. He is a serial entrepreneur and started his first business in 1977. Three of the four businesses that he was involved with went on to IPO. He is an early investor in HubSpot and Zendesk, leading the way to the development and language of SaaS. He's on the pod today chatting about aligning your SaaS company for success. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
48:3002/07/2019
Friday Fundamentals: EP 30: Tips For Managing a Board
How do you deal with a board? Board members want to help your company. It's time we stop thinking of a board meeting as just an event. Instead, think of a board meeting an opportunity to grow and network as a company.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:0328/06/2019
63. How to Translate Big Company Lessons to Small Company Lessons w/ Ben Wright
This week on the Sales Hacker podcast, we speak with Ben Wright, Chief Revenue Officer at EAT Club. He’s been around the block. He’s on the podcast chatting about moving from a big company like Yahoo! to a small company like EAT Club. How did he transition from a large to small company?The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
51:1425/06/2019
Friday Fundamentals: EP 29: Why Sales People Fail
Why do sales people fail? Almost 80% of sales people aren't committed to their job. Becoming committed is the first step. Although it's time consuming, it'll make you a more successful salesperson!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
09:5521/06/2019
62. How to Create, Manage and Incentivize Teams w/ Kathleen Roberge
This week on the Sales Hacker podcast, we speak with Kathleen Roberge, Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
44:3918/06/2019
Friday Fundamentals: EP 28: 3 Ways to Evaluate Job Opportunity
On today's episode of Friday Fundamentals, we're chatting about how to evaluate a job opportunity. Number one tip? The job description doesn't give the full picture of what the job entails. So, do your research, search for someone who has been in the role before and... ask questions!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:4414/06/2019
61. How Edvo Seeks to Change The Job Hunt Narrative w/ Shireen Jaffer
This week on the Sales Hacker podcast, we speak with Shireen Jaffer, CEO at Edvo. Edvo helps people get the best jobs AND finds jobs they may need in the future. She explains how nightmarish the job process used to be and how Edvo strives to change the job search narrative.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
47:4111/06/2019
Friday Fundamentals: EP 27: Top Strategies for a Modern Seller
The world of sales has evolved in the past ten years. On Today's episode of Friday Fundamentals, we're chatting about how and why sales has evolved and how sellers can adapt to constant change. Stand out from all the noise. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
04:4207/06/2019
60. How to Effectively Give and Receive Constructive Feedback w/ Alyssa Merwin
This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become a leader in hiring.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
51:2604/06/2019
Friday Fundamentals: EP 26: How to Be an Order Taker vs. How to Be a Seller
On today's episode of Friday Fundamentals, we're chatting about how to be an order taker vs. how to be a seller. Why do people fall into these two categories? It's easier to be an order taker than a seller. How can you become more of a seller? We'll fill you in!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
04:4231/05/2019
59. How to Focus on the “How” vs. “Why” of Your Product with Scott Armour
This week on the Sales Hacker podcast, we speak with Scott Armour. Scott is the Chief Revenue Officer at Nextiva. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how to assess how effective your product is. Listen in to today’s episode for bite-size takeaways that you can implement with your business!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
42:5928/05/2019
Friday Fundamentals: EP 25: How to Improve Your Engagement and Conversion on LinkedIn
Today on Friday Fundamentals, we're discussing how to convert more leads on LinkedIn and improve engagement at the same time. First up? In your summary section, talk about the impact you've had on companies and industries! The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
05:0724/05/2019
58. How to Shape the Future of a Modern Organization w/ Jake Dunlap
This week on the Sales Hacker podcast, we speak with Jake Dunlap, Founder and CEO of Skaled. Skaled is a Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. Today on the podcast, he discusses how to scale a company while shaping your next startup in a modern organization.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
48:2721/05/2019
Friday Fundamentals EP 24: The 6 Steps to Successful Change Management
Today on Friday Fundamentals, we're discussing 6 successful ways to manage change management (the management of change and development within a business or similar organization). Tune in for bite-sized takeaways for you and your organization!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
05:2317/05/2019
57. How to Build Yourself Into a Great Manager w/ Ashley Grech, Global Head of Sales, Square
This week on the Sales Hacker podcast, we speak with Ashley Grech, Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role. Join us as we discuss how to invest your time into a company before taking the next step in your sales career.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
51:4514/05/2019
Friday Fundamentals EP 23: Top Dos and Donts for ABM
On this week's episode of Friday Fundamentals, we're unpacking the dos and donts for ABM! We'll give you a freebie: don't blindly spend money!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
03:4410/05/2019
56. Drafting an Event Strategy That Works w/ Alon Waks
This week on the Sales Hacker podcast, we speak with Alon Waks, VP of Marketing at Bizzabo. Bizzabo is the leading event management system company. We talk with Alon about drafting an event strategy that works. He discusses how companies can increase their audience and use ABM as a team sport.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
48:2807/05/2019
Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company
On this episode of Friday Fundamentals, we're discussing how YOU can be a top performing sales rep at any company. First piece of advice? Develop a VPC (value per customer). Listen in!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:2203/05/2019
55. How to Ensure 500 Pieces of Sales Advice Get Executed by Your Sales Team w/ Travis Huff
This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is able to take a piece of advice (sometimes 500 pieces of advice) and execute it. Tune in for this week’s episode.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
49:2330/04/2019
Friday Fundamentals EP 21: How to Take Control of Your Recruiting Strategy
On today's episode of Friday Fundamentals, we're talking about taking control of your recruiting strategy. The key? Have a partner in HR who've dipped their toes in hiring sales leaders. Nick Worswick chimes in!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:1226/04/2019
54. How to Pick Your Next Company to Build a Great Career w/ Nick Worswick
This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Nick walks us through one of the more impressive track records in start-up land. He discusses how to scale a multi-billion dollar SaaS company as well as the key elements to navigating a successful career.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
47:2823/04/2019
Friday Fundamentals EP 20: The Role of Chatbots in Sales
Today on Friday Fundamentals, we talk about the role of chat bots in sales. Until bots learn consciousness, bots won't replace sales teams. They're a bionic arm and they're here to help you increase sales. Good idea? David Katz thinks so!The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:0019/04/2019
53. The Secrets to Moving Your Company Upmarket w/ David Katz, Intercom
This week on the Sales Hacker podcast, we speak with David Katz, Senior Director of Sales and Customer Solutions at Intercom. David discusses his impressive career beginning with a productive stint at LinkedIn, remarking on what special skills he has to maintain staying power and tenure amidst a fast paced ever growing organization. He also gives us a framework for how to move upmarket and what the requirements are for taking a company from the SMB space all the way to the enterprise.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
54:4216/04/2019
Friday Fundamentals EP 19: The Top 3 Mistakes You Make in Sales Coaching
Today, we're discussing the seven deadly sins of sales coaching. Don't become a crutch. Become a coach! If that's all you take away from today's episode, you're on your way to becoming a successful sales leader.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
04:5412/04/2019
52. Why Your Company Needs Sales Coaching and Training to Drive Up Retention w/ Rob Jeppsen
This week on the Sales Hacker podcast, we interview Rob Jeppsen, CEO of XVoyant and Host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
49:1709/04/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
04:2505/04/2019
51. How to Move from Feature Selling to Gap Selling w/ Keenan
This week on the Sales Hacker podcast, we interview world famous sales expert, consultant, trainer, and thought leader, Keenan. We walk through his humble beginnings at the Denver Chamber of Commerce and dive deep into the concept of “Gap Selling”, referencing the book Keenan wrote and unpacking how to move from feature-centric to problem-centric selling and, in doing so, transform your win rates and sales effectiveness. The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
50:2002/04/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:0929/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
54:4526/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
04:4922/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
52:3919/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:2215/03/2019
48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler
This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach, Max Altschuler. Max is a two-time author known for building intelligent and scalable businesses and joins us to discuss the new book, Sales Engagement and share some of the insights and tactics that are being adopted to deliver best-in-class revenue growth and sales team performance.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
48:4912/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
07:1308/03/2019
47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog
This week on the Sales Hacker podcast, we interview Dan Fougere, CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader. Dan also discusses his deep background in enterprise sales and how closing $10M+ deals has informed his approach to forecasting.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
49:5505/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:4901/03/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
54:5326/02/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
05:5322/02/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
50:4619/02/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:5015/02/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
53:3911/02/2019
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 GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
06:5808/02/2019
43. How Endurance and Tenacity Can Translate Into an Amazing Sales Career w/ Carson Heady
This week on the Sales Hacker podcast, we talk to author Carson Heady, whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. Carson’s other role is as a leading specialist for Microsoft and he talks about his career in sales, why endurance and tenacity are so important, and how to bring the right perspective to a career in field sales.The GTM Podcast Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of VC firm GTMfund. Visit gtmnow.com to see more content and subscribe.
54:3605/02/2019