GTM Coalition

Joe Petruzzi & Kellen Casebeer
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Telling the truth about GTM, outbound & B2B sales

Episodes

  1. The New Arms Race, Spam Filters, and Higher Standards for Cold Emails

    07/21/2025

    The New Arms Race, Spam Filters, and Higher Standards for Cold Emails

    Takeaways SmartLead has evolved significantly in three years, focusing on cold email strategies.The importance of copywriting has increased in cold email outreach.Agencies have been key clients for SmartLead, but internal sales teams are now adopting it.Cold email strategies are shifting towards more personalized and variable content.Operational efficiency in email outreach can significantly reduce costs per lead.AI tools are changing the landscape of email categorization and outreach.The future of sales will focus more on insights and less on technicalities.SmartLead is developing features to automate and streamline email workflows.The integration of AI in sales processes is becoming more accepted.Sales teams need to adapt their strategies to remain effective in a changing environment.Chapters00:00 Introduction to Smarly and Cold Email Evolution02:21 The Journey of SmartLead: From Product to Business05:20 Shifts in Outreach Strategy and Performance12:27 The Importance of Copy in Cold Emailing17:11 The Future of Cold Calling and Email Strategies18:38 The Evolving Landscape of Cold Calling and Lead Generation20:47 AI Tools and Email Deliverability Challenges23:49 Skepticism Towards AI in Sales Workflows25:28 The Inefficiencies of Traditional Cold Email Workflows28:52 Future Innovations in SmartLead and Sales Technology Want to know where you stand? Book a Free GTM Audit with Kellen and I and let's see where the fire is burning in your outbound motionhttps://tally.so/r/n0AgqB

    36 min
  2. 140 Demos/Month with 2 BDRs ft. Henry Bell

    07/21/2025

    140 Demos/Month with 2 BDRs ft. Henry Bell

    Takeaways Starbridge booked 140 meetings in one month through cold emailing.Deliverability is crucial for successful email outreach.Understanding intent signals helps in targeting the right prospects.Using lead magnets can increase positive replies and conversions.The BDR workflow should be optimized for efficiency and effectiveness.Cold outreach strategies are evolving towards providing value first.Scaling efforts should focus on unlocking the full total addressable market (TAM).Investing in better data can improve conversion rates significantly.Automation tools can streamline the outreach process.Engaging with customers provides valuable insights for refining strategies.Chapters00:00 Introduction to Starbridge's Success02:44 The Journey to Effective Cold Emailing05:58 Understanding Intent Signals for Targeting08:51 Optimizing the BDR Workflow11:49 The Shift in Cold Outreach Strategies14:55 Scaling and Future Growth Strategies17:54 Tech Stack for Growth and Automation20:58 Final Thoughts and Key Takeaways Want to know where you stand? Book a Free GTM Audit with Kellen and I and let's see where the fire is burning in your outbound motionhttps://tally.so/r/n0AgqB

    26 min
  3. From PDFs to Pipeline, AI Voice Agents & Talking to Computers

    06/30/2025

    From PDFs to Pipeline, AI Voice Agents & Talking to Computers

    Follow Brannon on LinkedIn: https://www.linkedin.com/in/brannon-santos/Sign up for Peel: https://www.getpeel.ai/ Chapters00:00 Introduction to Peel and AI in Sales01:41 Brannons Journey in Tech and Sales05:58 The Birth of Peel: Addressing Data Challenges12:20 Using AI for Market Research and Discovery Calls15:07 Introducing Talkables: Enhancing Engagement with Content22:58 The Future of Voice Agents in B2B Communication Takeaways Brannon's background in sales shaped his entrepreneurial journey.Selling is more scientific than most people realize.Peel was created to address the challenges of bad sales data.AI can automate win-loss analysis effectively.Using AI voice agents can streamline market research.Talkables enhances engagement with content through interactivity.Voice communication is more natural than typing for many users.The future of B2B communication will involve voice agents.Content marketers can benefit significantly from using Peel.Peel's tools aim to reduce friction in the sales process.

    26 min
  4. Auditing an SDR Team, Email Death & GenZ Skepticism

    06/30/2025

    Auditing an SDR Team, Email Death & GenZ Skepticism

    Today we're analyzing the tech stack of an SDR team and giving feedback about what changes need to be made. We'll talk email deliverability, staffing, and the effective use of intent data. Chapters00:00 Introduction to the Teardown Episode01:30 Email Deliverability Challenges04:21 Sales Strategy and Staffing Issues08:32 The Need for Efficient Tools and Processes12:31 Understanding Intent Data and Its Limitations20:26 Final Thoughts and Recommendations Takeaways Email deliverability is a critical issue for SDRs.Less than 1% reply rates indicate a need for change.Reps should take initiative to ensure deals aren't lost.Consolidating training resources can improve performance.Hiring should be strategic, not just about filling seats.Intent data must be understood and used correctly.Messaging needs to resonate with the target audience.Generational shifts affect how sales messages are received.Sales strategies must adapt to current market conditions.Tools alone won't solve sales performance issues.

    25 min
  5. Outbound Science & Getting Back to the Frontline with Harry Sims

    05/10/2025

    Outbound Science & Getting Back to the Frontline with Harry Sims

    Today we're interviewing Harry Sims, the oldest SDR on planet earth, who shares his insights on the importance of viewing outbound sales as an experimental process. Harry discusses his journey in outbound sales, emphasizing the need for constant experimentation and the significance of measuring success at the play level. Key Takeaways 00:00 Introduction to Harry Sims and Outbound Sales 03:00 Harry's Journey in Outbound Sales 05:56 The Experimentation Mindset in Outbound 09:07 Understanding Outbound as an Art, Not a Science 11:58 Measuring Success in Outbound Sales 14:57 Crawl, Walk, Run: The Outbound Experimentation Framework 19:33 The Evolution of Outbound Strategies 22:40 Understanding Buyer Behavior and Internal Circumstances 25:36 The Importance of Targeting and Messaging 29:50 Managing Client Expectations in Outbound 32:40 Leveraging AI in Outbound Marketing 39:20 Closing Thoughts and Future Strategies Want a free GTM audit from Kellen and I? Apply for yours here:https://tally.so/r/n0AgqB

    40 min
  6. Divine Outbound, Terrible Volume Dialers and The Garden of Work

    04/27/2025

    Divine Outbound, Terrible Volume Dialers and The Garden of Work

    Summary In this conversation, Joe Petruzzi and Joey Gilkey dive into how Joey's Christian beliefs shape his approach to entrepreneurship, his learnings from running both service and SaaS businesses, and some hot takes on the radical inadequacy of volume dialers. Takeaways Joey Gilkey emphasizes the importance of cutting through fluff in sales and marketing.He views the workplace as a garden that requires care and attention.Joey believes that work is a holy endeavor, not a result of the fall.He argues that many people misunderstand the nature of work and happiness.Joey transitioned from a service-based business to a SaaS model for scalability.He highlights the challenges of scaling a service business due to human unpredictability.Joey discusses the importance of product-market fit in SaaS.He believes that high-touch support is crucial for reducing churn in SaaS.Joey emphasizes the need for strategic decision-making in business growth.He shares his experience of shutting down a company to focus on what truly matters. Navigating client dynamics is crucial for successful sales implementation.Understanding the technology landscape can significantly impact sales performance.Product-market fit is essential for long-term success.Sales strategies should prioritize intelligence over volume.Rapid growth can be achieved by focusing on outbound sales first.Effective dialing technology can enhance connect rates and overall performance.Sales reps need to adapt to a higher volume of conversations.Cleaning and managing phone numbers is vital for maintaining connect rates.Psychological factors play a significant role in sales rep performance.Data-driven decisions are key to optimizing sales processes.Chapters 00:00Introduction to Joey Gilkey's Perspective 01:01Faith and Business: A Christian's Approach 08:30Transitioning from Services to SaaS 14:39The Challenges of SaaS vs. Service Models 20:03Strategic Decisions in Business Growth 28:01Navigating Client Dynamics in Sales Implementation 35:18The Impact of Dialing Technology on Sales Performance 43:11Strategies for Rapid Growth in Sales 50:58Closing Thoughts and Key Takeaways

    52 min
  7. Over-Promised Sales Tools & Ridiculous Expectations

    04/26/2025

    Over-Promised Sales Tools & Ridiculous Expectations

    In this inaugural episode of The GTM Coalition Podcast, Joe Petruzzi and Kellen Casebeer discuss the prevalent issue of over-promising in sales tools and the implications it has on the sales process. They also explore the evolving landscape of sales and marketing, the role of agencies in enhancing sales efficiency, and the need for buyers to have realistic expectations when investing in sales tools. Takeaways Over-promising in sales tools leads to mismatched expectations.No tool can completely solve sales challenges without human involvement.Specialization in sales tools is crucial for effectiveness.Tool overload can complicate sales processes but can be managed.Agencies can help streamline sales efforts and tool management.Sales and marketing roles are increasingly merging due to industry changes.Quality of outreach is declining as competition increases.Buyers need to be realistic about what sales tools can achieve.Sales strategies should focus on specific needs rather than one-size-fits-all solutions.Understanding the evolving landscape of sales is essential for success. Quality in GTM strategies is declining due to less experienced personnel.Creativity is essential in outbound campaigns; it's not just about following a checklist.Consistency in campaigns is challenging; what works today may not work tomorrow.Ongoing engagement is crucial; businesses should not expect a one-time solution to work forever.Message market fit is as important as product market fit; how you communicate matters.Sales teams must continuously test and adapt their strategies to maintain effectiveness.Automation in sales does not eliminate the need for creativity and strategy.Understanding the buyer's perspective is key to effective messaging.Sales success requires a long-term commitment to strategy and execution.Businesses must be willing to invest in ongoing sales and marketing efforts.Chapters 00:00: The Problem of Over-Promising in Sales Tools 03:01: The Asymmetry of Go-To-Market Strategies 05:51: The Importance of Specialization in Sales Tools 08:53: Navigating Tool Overload in Sales 12:10: The Role of Agencies in Sales Efficiency 15:01: The Evolving Landscape of Sales and Marketing 17:58: Quality vs. Quantity in Sales Outreach 20:57: Understanding Buyer Expectations in Sales Tools 29:44: Quality in Go-To-Market Strategies 32:56: The Creative Element in Outbound Campaigns 35:31: The Nature of Consistency in Campaigns 39:51: The Importance of Ongoing Engagement 46:54: Understanding Message Market Fit

    58 min
  • 7 Episodes

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Telling the truth about GTM, outbound & B2B sales

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  • Creator
    Joe Petruzzi & Kellen Casebeer
  • Years Active
    2K
  • Episodes
    7
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  • Copyright
    © 2025 Joe Petruzzi & Kellen Casebeer