Join us as we break down GTM strategies and tactics with founders, revenue operators, and investors. You can expect to hear actionable insights to make your GTM plans faster, and more predictable.
Episode #8: Phil Heijkoop: Growing through customer obsession, partners, and feedback loops.
In this episode, we have Phil Heijkoop head of Solutions Engineering at ALM Works. We dig into ALM Go To Market strategy through partners, pay attention to how he describes their role and their partner’s role. And how it creates a win-win for the customer and partners. Phil also goes through the evaluation process of a product and/or service solution and the lessons learned. Stay to the end to find out what ALM Works decided to do.
#7 Amy Volas - Stop trying to hack your way to success; Do the work.
Amy Volas is the CEO and Founder of Avenue Talent Partners, Cohost of Thursday Night Sales, and contributor for Sales Hacker and Modern Sales Pro where she shares her advice for StartUp Founders on recruiting talent from leaders to individual contributors. Amy brings 20 years of experience with over $100M of deals closed that provides insights on how to build out your Go To Market team. In this episode we dig into lessons as a first time founder, hiring and vetting A players, and her approach to writing. Tons of information and on to the show!
#6 Mark Roberge - Science of Scaling, finding North Stars in companies and careers.
Mark Roberge is the Managing Director at Stage 2 Capital, Professor at Harvard Business School, former CRO of Hubspot, where he grew the company from 0 to $100 million. The author of the “Sales Acceleration Formula” and “Science of Scaling,” and in this episode, he reflects on what to pursue professionally. In this episode, Mark provides a systematic approach to the very important questions if a company is going to be a unicorn or a dud.
When to scale the sales team? (if so)
How fast should we scale?
This episode is a must-listen if you are in product-market fit or ideas on how to scale faster as we dig into different parts of the business to find Go To Market fit. I hope you enjoy it.
#5 Kevin “KD” Dorsey: How Living Better impacts everything else.
Kevin “KD” Dorsey is the VP of sales at PatientPop and runs a Patreon group, Inside Sales Excellence, with the tag line, “Live Better, Sell Better.” He also hosts his own podcast, “Live Better, Sell Better.” He talks about bringing the person in the salesperson. He shares best practices within the sales profession and personal development, leading to numerous recognitions. After this episode, you will see why. KD goes in-depth on his framework of living a better life, tactical stories on prospecting and closing, and sharing his Go-To-Market Strategy framework.
#4 Mike Hook : Go-To-Market sales strategy and tactics to execute to hit the number
In this episode, Mike talks about his Go-To-Market sales strategy and tactics to execute his plan. This conversation covers recruiting to the sales process. Mike Hook is the head of sales at ChildcareCRM; he shares how he approaches Go-To-Market strategy and then details how to accomplish it. We dig into the bottoms-up model, recruiting, coaching reps, and so much more. As a 2020 LinkedIn Sales Star, you will see why he provides so much value on the platform.
#3 Gabrielle "GB" Blackwell: Being Authentic and framework to build/optimize a segment
In today’s episode of the Go To Market Podcast, we have Gabrielle “GB” Blackwell and I cover what is a capability matrix, how to use it to build any segment/organization, and move up in the matrix. Also, thoughts on remote work and coaching. We also get into GB’s process of finding mentors and advice on careers/life. This was a fun conversation and with tons of value of information.
Insightful and focused
Walter nails the pace, choice of guests, and spectrum of topics discussed. If you’re new to the start up world you might have to google some of the vernacular but that’s a good thing because this is a deep dive, not a snorkel.