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
Jan 15, 2019 • 50min
40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack
This week on the Sales Hacker podcast, we talk to Amy Appleyard, the recently appointed SVP of Global Inside Sales at CarbonBlack. Amy walks us through her background from being an SMB entrepreneur to leading large sales teams and why sales emerged as her true calling. Amy combines raw intellect and analytical capability with a passion for sales resulting in an incredible and effective sales leader at a fast growing public company.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.
Jan 11, 2019 • 6min
Friday Fundamentals EP 6: Phone Presence in Job Interviews
What’s your phone presence like? On today’s episode of Friday Fundamentals, we discuss phone presence in both sales and as a candidate in the job market. Give the impression you care. That’s the bottom line.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.
Jan 8, 2019 • 48min
39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook
This week on the Sales Hacker podcast, we talk to Diane Chang Wardi, one of the sales leaders running and building the Workplace by Facebook initiatives within the global Facebook organization. Diane originally hails from the fashion industry before joining entering the tech world via Google and then Facebook. She’s tasked with the daunting role of building a traditional B2B enterprise sales team the most recognizable consumer tech company on the planet.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.
Jan 4, 2019 • 7min
Friday Fundamentals EP 5: What's The Goal of The Demo?
What is the goal of the demo? It's probably not what you think it is. On today's episode of Friday Fundamentals, we chat with Munya Hoto on how you can introduce a new point of view to your prospect and allow your prospect to want to change (and give you a sale). 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.
Dec 21, 2018 • 6min
Friday Fundamentals EP 4: Send Me More Information
On this episode of Friday Fundamentals, we dive into what your response and philosophy should be when someone says “send me more information”. The truth is, you shouldn't send more information. As a sales person, you don't have to do everything your prospect asks you to do. 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.
Dec 18, 2018 • 54min
38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry
This week on the Sales Hacker podcast, we talk to Munya Hoto, Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. Munya is an "accidental" marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.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.
Dec 14, 2018 • 6min
Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer
On this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. 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.
9 snips
Dec 11, 2018 • 47min
37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson
Brent Adamson, a distinguished vice president at Gartner and co-author of influential sales books, shares his expertise on Challenger Selling. He delves into the importance of adapting sales strategies to complex purchasing behaviors and understanding customer mental models. Brent highlights the critical role of 'mobilizers' in driving consensus within organizations, emphasizing that effective selling requires engaging multiple stakeholders. He also offers insights on fostering change through meaningful conversations and establishing credibility in today's dynamic sales landscape.
Dec 7, 2018 • 7min
Friday Fundamentals EP 2: SDR Promotion Paths
Most SDR programs are built on how many pipelines you can generate. We polled The Revenue Collective to discuss the timetable when transitioning from an Entry Level Sales Representative to Junior Account Executive. Should it take 12-18 months before a promotion to a Junior Account Executive position? Should we be focusing on milestones? If you’re promoted too soon, does this affect your ability to succeed? We discuss all things SDR on this week’s episode of Friday Fundamentals.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.
Dec 3, 2018 • 44min
36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB
This week on the Sales Hacker podcast, we interview Meghan Gill, VP of Sales Operations at MongoDB. Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. 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.
