GTM Strategist Podcast Maja Voje

Bruno Estrella is Head of Growth at Clay, a company that offers data enrichment and outbound features. More than 30,000 GTM teams use Clay.

Prior to this, Bruno was Director of Marketing at Webflow, a popular low-or-no-code website builder that is a product-led business. Webflow grew to 9 figures in ARR and raised +300M.

Interestingly, Bruno started his career in content marketing and paid digital, giving him a comprehensive understanding of the entire spectrum of GTM Motions. In this episode, we focused on outbound, which is often undervalued. We discussed whether there is some bias we should overcome or if we should simply learn how to sell better before we can sell at scale?

Links:
https://www.linkedin.com/in/brunoestrella/
https://www.clay.com/?via=299452
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GTM Strategist: 

⁠⁠⁠⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠⁠⁠⁠

⁠⁠⁠https://www.linkedin.com/in/majavoje/⁠⁠⁠

⁠⁠⁠⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

Aakash Gupta is an EPIC Product and Growth leader. He has vast experience in product leadership roles at hyper-growing companies such as affirm, EPIC games, and Apollo.io, where he rose to VP of Product at $1.6B Series C. He also has a mega-popular Substack (109K followers) and LinkedIn, where he has more than 200K followers.

I love to joke that all the other 4Ps of marketing spend money, and pricing makes it. So why do so many people shy away from it? In this episode, we discussed pricing and packaging hands-on using examples.

Links:
https://www.linkedin.com/in/aagupta/ - Aakash on LinkedIn (205K)
https://www.news.aakashg.com/ - Aakash’s Substack (109K)
https://twitter.com/aakashg0?lang=en - Aakash on X
The Ultimate Guide to B2B SaaS Pricing & Packaging (https://www.news.aakashg.com/p/ultimate-guide-b2b-saas-pricing)
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GTM Strategist: 

⁠⁠⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠⁠⁠

⁠⁠https://www.linkedin.com/in/majavoje/⁠⁠

⁠⁠⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

Jason Knight is a product management consultant and fractional CPO. He is the host of "One Knight in Product" podcast and the accompanying community.
We discussed product management, consulting, fractional roles, how to get the best value out of consultants/advisors/mentors/experts, and how to go solo if you want to.

Links:
https://www.linkedin.com/in/jason-knight/
https://www.oneknightinproduct.com/
https://twitter.com/onejasonknight
https://oneknightinproduct.substack.com/
The article about fractional leadership: https://oneknightinproduct.substack.com/p/the-ultimate-guide-to-fractional
--
GTM Strategist: 

⁠⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠⁠

⁠https://www.linkedin.com/in/majavoje/⁠

⁠⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

If you are a B2B company, it is almost inevitable that one of your top 3 GTM motions will either be cold outreach or account-based sales. It just works.

And most companies that I train, mainly technical founders, would like to avoid it at all costs.

They find it cringe. No one likes to be rejected, and finding high-quality resources to do it yourself is hard.

I asked Matúš Kučera, a seasoned B2B sales expert and a Head of Delivery / Partner of SALESDOCk, to review my top 3 offers and give me feedback on how to improve them.

Matúš helped me realize which offers are more profitable for me, how long it would take me to deliver on the promise, and what I should be pushing more of. He also consulted me on pricing models.

I liked his input so much that I wanted to bring his wisdom to the GTM Strategist podcast. I hope you will benefit from listening to Matúš as much as I did.

Links: 

https://www.linkedin.com/in/matus-kucera-1a166426/ 

https://www.salesdock.com/ 

https://www.salesdock.com/sales-academy  GTM Strategist: 

⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠

https://www.linkedin.com/in/majavoje/

⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

Eleanor Thompson is Founder & Principal Consultant at Branchworks, a London-based consultancy specializing in partnerships. In this episode, Eleanor will help us navigate the wonderful world of “stronger together” and share tactics on how to develop successful and sustainable partnerships.

Eleanor has a strong portfolio of building partnerships for tech companies. She built 10 partner programs for over $50m of ARR and successfully activated over 100 partnerships. Prior to setting up Branchworks, Eleanor worked with a range of companies, including Microsoft, Softcat, Blue Prism & Fivetran.



Links: 

https://www.linkedin.com/in/eleanorthompson10/ 

https://www.branchworks.io/



GTM Strategist: 

⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠

https://www.linkedin.com/in/majavoje/

⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

Meet Maja every THU at 18:00 CET - Register for free office hours here:  https://forms.gle/w9WXUWRkSTbWR2tX6

Andrej Peršolja is a positioning expert who helps tech companies create a clear and compelling message for their products. Andrej believes products fail not because the product is bad, but because the product is miscommunicated and users don’t see the value in it.

He worked with more than 200 companies so far, including names like the LinkedIn superstar Richard van der Blom.

Andrej aims to make company positioning practical with his proprietary positioning framework that focuses on executing tangible tests leading to a sustainable and growing funnel.



Links: 

https://www.linkedin.com/in/apersolja/ 

https://tidycal.com/tangible-growth/discovery-call 

https://miro.com/miroverse/startup-positioning-framework-template/ 

Sign up for a live positioning roast by Andrej: https://forms.gle/cgVtqsUedu1hNyn16 



GTM Strategist: 

⁠⁠⁠https://gtmstrategist.com/⁠⁠⁠

https://www.linkedin.com/in/majavoje/

⁠⁠⁠https://gtmstrategist.substack.com/⁠⁠⁠

Meet Maja every THU at 18:00 CET - Register for free office hours here:  https://forms.gle/w9WXUWRkSTbWR2tX6