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Jeffrey Gitomer, the King of Sales, has spent the last 3 decades of his life coaching, training, and developing literally millions of sales professionals around the globe.
He has over a dozen NYT Best-Selling Books, keynoted & spoke at over 2500 events, published over 600 podcast episodes on his show "Sell or Die," and had quite thoroughly shaped the concept, voice, and the implementation of the new sales ages.
He's been kind enough to join us on this episode of The GTM Kickback to answer a vital question for anyone in the GTM space - What's more powerful, a relationship or a friendship? Most know the answer... but do you know exactly why?
We discuss that and more - including Jeffrey's newest project - Gitomer.ai - the only AI platform that can give you the right sales answers at the right time from the right source. Launching on August 8th (with discounted pre-orders taking place now) Gitomer AI will help you attract qualified leads, create easy sales conversations, convert more sales, and build friendships that breed referrals.
This will be a game changer for many.
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In this episode of The GTM Kickback, I had the pleasure of sitting down with an esteemed revenue consultant, Roee Hatuv of Winning by Design, to discuss some of the key strategies he's used to help driven growth in dozens of scale up technology firms over his career.Roee is the Head of Revenue Architecture at Winning by Design, a global B2B revenue consulting and training company that enables recurring revenue teams to architect sustainable growth. Some of the best in the game.We talked through the changing landscape of the SaaS world in the last few years, companies efforts to create more efficient and productive businesses, and his advice for scaling a business through scientific frameworks and proven models - all detailed in the firms new textbook, "Revenue Architecture'Check out the full read here: https://www.amazon.com/Revenue-Architecture-Jacco-van-Kooij/dp/B0CKZHVMDR/ref=sr_1_1?crid=2H4A9KW77D9G3&dib=eyJ2IjoiMSJ9.LiDIGp8XS2pGpUREgB-Bj8x_rLtB1SXpvyY_edkji4ORDsg_1AYluhFKYkSBQkFKkIT2dey85DI6wAHj6ZBKEHMiCIYvg6aEnO9bfDY_WCs3Bt2Vx3L9W3i32lAYm0DRj9EccJPrmkKRzjhpFgyQCSeAazr_WLNwnOdwqCuLGgJ-i_Z_78Q0hdSsqXfdXYogbBLvmY5DPqOiorJaZvDBWDj6ODspB86k5h-LBxK9fS8.xT2ouIYfT5GXeF-KhZ_1Nzml6mQtwDFAFf5R_ohqKDQ&dib_tag=se&keywords=revenue+architecture&qid=1721148869&sprefix=revenue%2Caps%2C150&sr=8-1Enjoy!
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We're back with the latest episode of The GTM Kicback! - #75 with the great and powerful Jonathan Kvarfordt! In this show, we did a double interview also aired on Jordan's podcast, "GTM AI Podcast," found here: https://www.youtube.com/watch?v=e1SV-BsrigwWe dove deep into the impact of and transformation caused by modern AI tools in the space of sales, sales enablement, and my favorite topic - Recruitment. How GTM leaders are structuring their teams differently, focusing on different types of talent/skillsets, and using AI in efficient managers to increase success in their selling motions.Not one to miss!
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This week on The GTM Kickback, I had the pleasure of sitting down with the great Keith Abramson - Market Leading GTM Leader, Cyber and GRC Expert, Startup Enthusiast, highly-respected leader, mentor, and partner - Currently the VP of Sales at Cypago.
Keith shares his extensive experience and insights into modern SaaS & Cyber sales methodologies, emphasizing the importance of leveraging modern technology and AI for sales enablement, analyzing buyer signals, and integrating closely with marketing.
All compiling into the idea he has coined as "Inbound Led OutBound," and how reps can utilize a more analytical approach to their customer outreach, using subtle buying signals, partnering closer with marketing, and being hyper diagnostic against problems in their engagements with new buyers.
He explains the significance of content marketing, the evolving nature of cold outreach, and diagnosing buyer needs before prescribing solutions. When it comes to building sales teams in this environment, Keith also highlights the critical need for grit, determination, and constant improvement in sales; sharing his best strategies for building effective sales organizations and adapting to changing market demands.
Not one you want to miss!
https://app.hardskill.exchange/coaches/4438/ -
With one of my favorite guests to date, this week on The GTM Kickback, I had the pleasure of sitting down with the great Ronald Wyatt, to discuss his career, strategy in building some of the most impressive OEM-led GTM motions in the world, and his tips for success in the space.Ron is a transformational GTM Leader, OEM, Partnerships, and Strategic Alliances Expert, Mentor, Startup Leader, Founder of a new firm "OEM Technology Partnerships." He helps organizations navigate the ever-changing world of OEM technologies & data partnerships, with the goal to connect those providing technology with those looking to integrate.We discussed how these partnerships are formed, the benefit/ROI they can bring to an organization that implements this model, and some helpful advice for those that would like to round out their partnership skill sets in the OEM domain.
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This week on The GTM Kickback, Kyle Rogers and I will be sat down, on LinkedIn Live, to chat about the new FTC Ban on Non-Competes across the US, and our thoughts on how this is going to effect the mobility of sales talent and GTM teams across the market.
It's going to vastly change the ability of talent to work across competitive markets, technologies, and businesses - and if you're not accounting for this in your sales recruitment and retention plans, you're going to be putting yourself at a disadvantage.
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Thrilled to sit down for another incredible episode of The GTM Kickback, joined by multi-time GTM Leader, Operator, Consultant, and Entrepreneur, Richard Brasser to talk all things AI and it's applications to help teams seller better.Exploring the profound impact of AI on modern go-to-market strategies, Richard delves into its many applications in the space, from enhancing sales forecasting to transforming customer segmentation.
Find Richard here:
Carltonrichards.com
https://www.linkedin.com/in/brasser/
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In this episode of The GTM Kickback! I sat down with the great Mark Petruzzi, an exceptionally accomplished consultant, operator, and entrepreneur, known deeply as an industry leader with distinct focuses on sales transformation, growth through data science and AI, channel/reseller program development and execution, and outsourced sales and marketing.We sat down to for a detailed conversation surrounding his expertise in modern SaaS go-to-market strategies, discussing his background, experiences, and insights on leveraging AI and data-driven approaches. Mark touches on topics like ideal client profiles, forecasting accuracy, team assessments, and advice for sales professionals looking to enhance their skills. He also introduces his new consulting business focused on revenue growth solutions, Zanuity.AI.Give us a listen to learn everything you need to know as a Seller or Sales Leader in 2024 about utilizing AI to it's max in your GTM Strategies.
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Journey of Early Stage Startups: From Go-to-Market Strategy to Winning First CustomersIn this episode of 'Go-to-Market Kickback,' we bring you an insightful conversation with Brent Xu, a principal at Blockchain Founders Fund. Brent shares his wealth of experience in consulting early-stage founders and working with niche startups to devise their go-to-market strategies and win their first customers. He discusses the vision of Blockchain Founders Fund and reveals how startups transition from zero to a hundred, and then to a million. Brent stresses the importance of starting small, identifying low-hanging fruit, and focusing on customer retention. From fundraising to market segmentation, Brent provides valuable advice for founders and talks about the role of salespersons in early-stage startups. Tune in to learn about achieving scalable success and setting the foundation for a successful entry into the go-to-market journey.00:00 Introduction and Guest Welcome00:55 Guest Background and Blockchain Founders Fund02:07 The Scale of Blockchain Founders Fund04:27 Pre-Investment Considerations05:48 Understanding the Customer and Market10:10 The Journey from Zero to Million in Revenue15:10 The Importance of Sales Skills in Early Stage Startups23:37 Aligning Go-to-Market Success with Follow-on Rounds31:53 Final Thoughts and Advice for Founders
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In another exciting episode of the GTM Kickback, I sits down with Ben Slater, SVP of Marketing at Beamery. In this episode, we dive into Ben's remarkable journey of growing Beamery from zero to a significant amount of revenue, reaching the series D stage. Discover Ben's bleeding-edge methodologies as a marketer and his guiding ideologies that have contributed to the success of Beamery's marketing organization. Tune in to gain valuable insights and inspiration from Ben's experiences and learn how to overcome challenges and achieve growth in the ever-evolving field of marketing. Don't miss this engaging conversation with one of the most seasoned and experienced marketers in the industry!
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This week on The GTM Kickback! I had the pleasure of sitting down the great Mike Davis – a highly accomplished revenue leader, SaaS Professional, Business Advisory, and Entrepreneur – to discuss some of the his foundational methodologies in GTM strategy, specifically when it comes to early stage businesses.
We discussed how Mike on found consistent success in helping lay the early building blocks of GTM strategies for growth-stage technology businesses, helping slowly take this off the founder's desks, make the right hires early on, and successfully lead startups to substantial growth.
A jam packed and insightful conversation for any aspiring startup professionals that want real tactics and tips for building better GTM plans early on.
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This week on The GTM Kickback! I had the pleasure of sitting down the Elizabeth Italiano, Co-Founder and Managing Partner at GTM Advisors.
We discussed the quickly changing economic climate and it's impact on the technology sector, the trends she's seen in those companies still finding commercial success, changes in messaging, buyer personas, pitches, and other elements of your GTM strategy to keep up and win in today's market.
Elizabeth walked us through conducting win/loss analysis and how it can be a valuable tool in identifying ICP and personas that your company is winning and losing with. The rise in importance of the CFO - and how to cater your conversations better for this persona.
Connect with Elizabeth and find out more about GTM Advisors here:
https://www.linkedin.com/in/elizabethitaliano/
https://gtmadvisors.com/
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And we're back with another jam packed episode of The GTM Kickback! with what I don't think could be a more relevant topic in the world of GTM 2023, the art of building and growing through community.
Leslie Greenwood, Founder & CEO at Chief Evangelist Consulting - helping founders, start-ups, and community builders bring an Evangelist-Led Growth strategy into their businesses. And yeah... she is THE expert in the field.
We sat down to talk about her career path into the world of SaaS and specifically into community building, her early days in the building of what is now Pavilion, and the sheer importance of integrating community and networking into your professional life (before you ever need it).
Enjoy!
Connection with Leslie here:
https://www.linkedin.com/in/leslie-greenwood/
https://thechiefevangelist.com/https:/
/www.gated.com/@leslie
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This week I was delighted to sit down with Chris Walker, one of the sharpest and most articulate sales leaders in the game.
Chris was kind enough to share his background and the contributing factors that lead to early success in his career, the methodologies that drive his unique and mature leadership style, and the ways in which has been able to not just attract extremely strong talent to his given teams, but 'make' strong talent in environment with what he was given.A fantastic leader for both aspiring and seasoned sales leaders out there.
Find Chris on LinkedIn: https://www.linkedin.com/in/christopherkwalker/
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This week I'm extremely please to have sat down with Kjael Skaalerud, President of Skaling Ventures, to talk about his journey in the world of software - selling, leading, investing, operating, and everything else in between. Through Skaling Ventures, Kjael acquires and operates Micro SaaS firms - helping implement modern GTM Frameworks to accelerate revenue growth and scale.He was king enough to share many of these insight with us - as well as his personal journey to the world of software investing and how he has documented it all as he goes along.Enjoy!Learn more at www.skalingventures.comFollow along at: skalingventures.substack.comKjael's LinkedIn: https://www.linkedin.com/in/kjaelskaalerud/
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This week I'm extremely pleased to have the accomplished sales leader, Justin Jay Johnson, join us.
We sat down to discuss how he got to the place his is in his career, his guiding frameworks building a high performance SaaS Sales team, and how he creates cultures that help all of his reps find their fullest potential in their given roles.
This is a great one for any aspiring SaaS Sales leaders or reps looking to invoke similar drive in their own organizations today.
Find Justin on LinkedIn: https://www.linkedin.com/in/justinjayjohnson/
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This week on The GTM Kickback - we sat down with an esteemed marketing and technology leader, Charles Gold. Charles has a very accomplished careers of marketing and GTM leadership with so of the fastest growing tech, software, and cyber businesses in the world.We discussed some of his methodologies for work in his various roles, what are the most common disconnects between CMOs and other leaders, and how to increase your chance of success as an executive by working better with your team, board, and aligning your goals with the businesses strategic outcomes.
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This week on The GTM Kickback - we sat down with Hector Forwood, CEO and Founder of Comtura (https://www.comtura.ai/) to discuss the impressive work he's done in the world of sales enablement technology. It's an ever changing landscape that has come to age nicely in the world of modern technology and AI. We discuss some of the work Hector is doing in the world of conversational AI, it's applications in the sales enablement world, and general methodologies for how to be successful in running these programs at your own organization, large or small.
Hector - https://www.linkedin.com/in/hectorforwood/
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The PodSquad is back together to kick off 2023 with a bang. Michael FD Anaya, Graham Gill, and myself sat down this week to discuss some big things to kick off the year. There will be a number of new challenges that technology businesses, leaders, and sellers will face this year - and with the combined perspectives of leaders like FD and GG - we're figuring out how to navigate it a bit better.
DecodingCyber.com has officially launched as the world's new primary resource for understanding what cyber is all about. I'll encourage you all to check out the website today and connect with FD.
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This week we had the pleasure of sitting down with a very accomplished sales leader in the SaaS world, Bijay Mathew. Bijay talks through his leading methodology of BAM (Beat All Markets), leading through the community here in Austin, and his deep experience in leading enterprise software sales teams to incredible feats.
Enjoy!
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