Go to Market Coffee Talks

Mark Jacobs & Rob Kriner

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Brew a cup, snag a slice of pie, and join us for Go to Market Coffee Talks. We’re diving into the full GTM pipeline, from sparking demand to closing the deal (and everything in between). With 40+ years of combined experience in sales, marketing, and product, Mark and Rob serve up real talk, smart strategies, and the GTM pitfalls you’ll want to dodge.

JAN 6

One Shift At A Time: Hockey Lessons For Go To Market with Matthew Rubin

Put hockey fans in a room to talk Go-To-Market and you’ll get observations on line chemistry, grinders vs. goal scorers and why your star sales rep still won’t backcheck That pretty much sums up our new episode: One Shift at a Time. Hockey Lessons for Go to Market. It’s where Go-To-Market strategy meets hockey logic. Because building pipeline, creating pressure, and winning markets looks a lot like winning games. It’s about systems and doing the unglamorous work shift after shift. We talk about: Why line chemistry > lone superstars Why grinders often beat goal scorers in real markets How forechecking = smart pressure in sales and marketing If you like practical GTM thinking, real-world lessons and a little hockey flavor, this one’s for you. New episode just dropped!

34 min
12/21/2025

5 Pricing and Packaging Principles That Work As You Scale

Most startups design pricing the same way they design IKEA furniture: optimistically and without instructions. Pricing isn’t math. Pricing is strategy. It shapes who buys, how fast deals close, whether your sales team discounts endlessly, and whether customers grow with you or stall out. In the latest episode of the Coffee Talk GTM Podcast, we dig into 5 pricing & packaging principles that work in the real world, including: Why underpricing kills trust (not just revenue) How great packaging makes the middle option irresistible Why “flexibility” often becomes chaos at scale How to align pricing with your go-to-market motion And when it’s finally time to change your pricing No academic theory. No fluffy frameworks. Just real stories, real mistakes, and lessons you can use. If you’re a founder, operator, or anyone building a scalable GTM engine, this one might help.

31 min
12/19/2025

Espresso Shot: 4 Things to Get Right When Building A Sales Commission Plan

That first sales commission plan has more influence on growth than most leaders realize. Recent conversations with founders and scale-ups keep surfacing a similar issue. Plans look fine on paper but quietly drive the wrong behavior. Early commission plans shouldn’t be clever. They should be clear, fair and economically sound. In this 2 minute Espresso Shot, I break down four core concepts every business leader should understand before distributing that plan.

3 min
12/02/2025

Espresso Shot: Meditation for Sales Success

You’ve upgraded your CRM, your pitch deck, and your wardrobe. It’s time to upgrade your nervous system. In less than 2 minutes, we explore how a little meditation can help you show up cooler and sharper on every call.

2 min
11/17/2025

Espresso Shot: Ever Ask a Question and Nothing Happens?

In the time it takes to drink a shot of Expresso, Mark spells the beans on the best type of question you can ask.

2 min
10/28/2025

Selling When It Feels Awkward: Practical Tips for Founders

Many founders would rather be building than selling, but sales isn’t a superpower, it’s a skill anyone can learn. In this episode, Mark and Rob break down how founders can sell authentically by talking less, asking smarter questions, building rapport, and mastering the pacing of bigger deals. You’ll learn practical ways to build sales confidence without changing who you are, and how to turn every conversation into real momentum for your business. Looking for Go-to-Market help? Mark's got your sales needs covered at Fractional Full Measure LLC Mark's LinkedIn Mark's Pie Adventures - Pie, Coffee and Conversation Rob's got your GTM needs covered at Sync Strategic Digital Rob's LinkedIn

26 min
09/24/2025

Selling to the Enterprise Buyer with Alex Rushent

Ever wondered what it takes for a small business owner to sell into a giant enterprise organization? This week, Mark Jacobs and Rob Kriner talk to futurist Alex Rushent about the steps entrepreneurs should take and the pitfalls they can avoid when considering selling to a large corporation. Alex has over 20 years of experience in the Intellectual Property industry. He is pre-launching his new venture, ciao.global, and is consulting with companies on how they can effectively manage their portfolio of intangible assets. Looking for Go-to-Market help? Mark's got your sales needs covered at Fractional Full Measure LLC Mark's LinkedIn Mark's Pie Adventures - Pie, Coffee and Conversation Rob's got your GTM needs covered at Sync Strategic Digital Rob's LinkedIn

27 min
09/15/2025

Moving from Founder Seller to Sales Team Leader with Brian Looney

On today's episode, Mark and Rob are talking to Brian Looney, a long-time veteran of sales and sales leadership with multiple successful stints as an entrepreneur mixed in (Gotham Partners, Huski.ai and currently Clozrr, Inc.). Brian loves the art of persuasion and working with sales professionals - a special breed who knowingly embrace a profession where, in the best of all possible worlds, a 30% success rate is considered absolutely crushing it. Scaling from founder-led sales to a full sales team is one of the biggest and trickiest leaps for any business. In this episode, Mark, Rob, and Brian dig into the mindset shifts, must-do steps, and common pitfalls that every founder needs to know when moving from closing every deal themselves to leading a professional sales organization. Looking for Go-to-Market help? Mark's got your sales needs covered at Fractional Full Measure LLC Mark's LinkedIn Mark's Pie Adventures - Pie, Coffee and Conversation Rob's got your GTM needs covered at Sync Strategic Digital Rob's LinkedIn

28 min

Brew a cup, snag a slice of pie, and join us for Go to Market Coffee Talks. We’re diving into the full GTM pipeline, from sparking demand to closing the deal (and everything in between). With 40+ years of combined experience in sales, marketing, and product, Mark and Rob serve up real talk, smart strategies, and the GTM pitfalls you’ll want to dodge.

Creator

Mark Jacobs & Rob Kriner
Years Active

2025 - 2026
Episodes

13
Rating

Explicit
Copyright

© All rights reserved.
Show Website

Go to Market Coffee Talks