GTM Crossroads Podcast

RevPartners
  • 0.0 (0)
  • BUSINESS
  • UPDATED WEEKLY

Where Go-to-Market Leaders Solve for Growth, Scale, and Efficiency. The GTM landscape is evolving fast. Rising acquisition costs, misaligned teams, and broken revenue engines are forcing leaders to rethink their strategies. GTM Crossroads brings together RevOps experts, CROs, and GTM innovators to tackle real challenges and deliver actionable insights. Join the GTM revolution. Subscribe on Spotify, Apple Podcasts, and wherever you listen. Listen. Learn. Execute. Win.

Episodes

  1. 07/04/2025

    From Hiring Scrappy Teams to Rethinking AI Pricing | GTM Crossroads #11

    In this episode of GTM Crossroads, the hosts explore how AI is reshaping business strategy, with a focus on HubSpot’s new Breeze AI. They break down its practical applications, pricing structure, and implications for growth-stage teams. The conversation also highlights the challenges of hiring in a startup environment and the critical role of company culture and values during scaling. Chapters: 00:00 - Intro03:06 - Exploring Breeze AI and Its Impact05:57 - Use Cases and Practical Applications of Breeze09:14 - Recent Developments in HubSpot and AI Integration12:01 - The Shift from Seat-Based to Consumption-Based15:08 - Hiring Challenges and Growth in Startups22:09 - Building a Gritty and Savvy Team24:16 - The Challenge of Scaling as Founders27:11 - The Importance of Purpose in Recruitment29:34 - Establishing Expectations and Company Culture32:26 - Creating a Strong Cultural Framework34:49 - Final Thoughts and Future Directions Mentions: Yamini Rangan Jeremey Donovan Horst Schulze Julian Tempelsman HubSpot Dashworks Clay Supered Salesforce Chick-fil-A DocuSign GTM Crossroads Podcast: ⁠⁠⁠⁠⁠⁠⁠Brendan Tolleson⁠⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠⁠RevPartners⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Zach Vidibor⁠⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠⁠Octave⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠Harris Kenny⁠⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠⁠OutboundSync⁠⁠⁠⁠⁠⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    37 min

  2. 05/21/2025

    Navigating CRM Choices: HubSpot vs Salesforce | GTM Crossroads #10

    In this episode, the hosts explore key aspects of building a tech startup, including choosing the right CRM, developing a product-led growth motion, and refining pricing strategies. They share real-world challenges with tools like Stripe, discuss how market uncertainty influences decision-making, and examine how AI can be used effectively to scale operations. Chapters: 01:42 - Exploring CRM Options for a PLG Motion 03:25 - Choosing Between HubSpot and Salesforce 06:14 - The Real Differences in Lead Objects and Data Models 10:00 - Stripe Frustrations and Subscription Complexity 12:09 - Why Pricing Changes Can Unlock Growth 14:06 - Simplifying Metrics to Drive Conversions 16:52 - Psychology Behind Pricing Models 18:25 - How Pricing Affects Sales Conversations 20:02 - Navigating Market Uncertainty and Macroeconomic Impact 22:13 - How Changes in the Economy Affect Startups 25:38 - What to Monitor When Markets Shift 27:31 - Opportunities to Scale Without Constraints 30:57 - Making AI Useful Beyond the Hype 32:52 - Why Human Plus AI is the Real Solution 33:34 - AI Adoption is Still Hard Even with Tools Mentions:Tobi LütkeCarter GibsonShopifyClaySegmentChartMogulbill.comPardotMarketoLinkedInCNBC GTM Crossroads Podcast: ⁠⁠⁠⁠⁠⁠Brendan Tolleson⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠RevPartners⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Zach Vidibor⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠Octave⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Harris Kenny⁠⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠⁠OutboundSync⁠⁠⁠⁠⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    34 min

  3. 05/09/2025

    Navigating the Pricing Landscape in SaaS | GTM Crossroads #09

    In this episode of GTM Crossroads, Brendan, Harris, and guest host Rob dive into the evolving landscape of pricing strategy in SaaS and services. They unpack the real-world implications of usage-based pricing, the role of buyer psychology, and how to position value clearly without causing confusion. The conversation highlights the power of retention, the difference between experience and impact, and how long-term relationships often lead to business returns years later. They also explore the trade-offs between capturing value and driving adoption, the limitations of results-based pricing models, and why traction often matters more than perfection. The episode wraps with a look at RevPartners' new DIY product, built to serve the SMB segment with speed, autonomy, and best-in-class RevOps frameworks. Chapters: Pricing That Keeps You Up at Night – 02:22The Three Eras of Pricing Strategy – 04:37DIY, Self-Service, and Perceived Value – 07:02Value Metrics and Speaking the Buyer's Language – 10:35RP’s Pricing and Frictionless Framing – 14:43Experience vs Impact: What Drives Retention? – 24:04Ruthless Prioritization and Founders’ Focus – 27:12Can Results-Based Pricing Work? – 32:25Democratizing RevOps Through DIY – 39:52 Mentions: Rob Walling Marcos Rivera Donald Miller Clay Instantly MicroConf Smartlead TinySeed HubSpot Zapier GTM Crossroads Podcast: ⁠⁠⁠⁠⁠Brendan Tolleson⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠RevPartners⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Zach Vidibor⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠Octave⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Harris Kenny⁠⁠⁠⁠⁠ – ⁠⁠⁠⁠⁠OutboundSync⁠⁠⁠⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    44 min

  4. 04/25/2025

    The Human Side of Go-To-Market AI Can't Replace | GTM Crossroads #08

    In this episode, the hosts unpack key takeaways from MicroConf, debating why human relationships remain irreplaceable in go-to-market, even as AI tools proliferate. They share candid stories of pricing experiments (from bootstrapped constraints to consumption models), the pitfalls of ‘feature-first’ thinking, and why webinars unexpectedly work. With insights on fake revenue trends, Tiny Seed’s funding philosophy, and the tension between PLG and partner-led motions, this conversation is a masterclass in balancing automation with authenticity. Chapters: MicroConf Event Recap – 00:17Human Connection in GTM – 01:33Pricing and Packaging Strategies – 05:22PLG vs. Partner-Led Motion – 10:14Technical Risk vs. GTM – 15:22Closing Remarks & Southbound – 16:38 Mentions: Rob Walling Liana Patch Liz Christo Tiny Seed MicroConf Southbound Clay Smartlead GTM Crossroads Podcast: ⁠⁠⁠⁠Brendan Tolleson⁠⁠⁠⁠ – ⁠⁠⁠⁠RevPartners⁠⁠⁠⁠ ⁠⁠⁠⁠Zach Vidibor⁠⁠⁠⁠ – ⁠⁠⁠⁠Octave⁠⁠⁠⁠ ⁠⁠⁠⁠Harris Kenny⁠⁠⁠⁠ – ⁠⁠⁠⁠OutboundSync⁠⁠⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    17 min

  5. 04/05/2025

    The Power of Omni-Channel Outbound and Product Data | GTM Crossroads #07

    In this episode of GTM Crossroads, the hosts discuss their personal experiences with spring activities, transitioning into a reflection on their business performance in Q1 and strategies for Q2. They explore the importance of hiring, the shift towards API integration and first-party data, and the growing need for omni-channel marketing strategies. The conversation also delves into transforming email marketing from a transactional approach to a more relational one, emphasizing the significance of customer experience and relationship building in today's business landscape. Chapters: Q1 Reflections and Q2 Priorities – 04:48Hiring and Scaling at Octave – 06:58Partner-Driven Growth and Focus at Intro CRM – 07:08Sales Process Improvements and Moving Upmarket – 09:11Using Product Data and Signals for Sales Assist – 11:37The Rise of Omni-Channel Outbound – 15:08Email as a Private Ad Network and Programmatic Strategy – 17:51The Evolution of Messaging and Brand Experience – 23:51Applying B2C Lessons to B2B GTM Strategy – 25:47From Transactional Funnels to Continuous Relationships – 27:33 Mentions: Derek Rahn Intro CRM GTM Crossroads Podcast: ⁠⁠⁠Brendan Tolleson⁠⁠⁠ – ⁠⁠⁠RevPartners⁠⁠⁠ ⁠⁠⁠Zach Vidibor⁠⁠⁠ – ⁠⁠⁠Octave⁠⁠⁠ ⁠⁠⁠Harris Kenny⁠⁠⁠ – ⁠⁠⁠OutboundSync⁠⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    32 min

  6. 03/28/2025

    What the LinkedIn Crackdown Means for GTM Strategy | GTM Crossroads #06

    In this episode, the hosts discuss the recent ban of Apollo and Seamless from LinkedIn, exploring the implications for sales tools and prospecting strategies. They share personal anecdotes, including baking adventures, and emphasize the importance of adapting to LinkedIn's evolving landscape while maintaining ethical practices in data usage. The conversation highlights the need for a balanced approach to leveraging LinkedIn as a valuable resource for sales and marketing. Chapters: What Happened with Apollo and Seamless on LinkedIn – 05:22Why LinkedIn Cracked Down and the Game Theory Behind It – 07:44The Risk of Automation and Scraping on LinkedIn – 09:57What Revenue Leaders Should Do Differently – 14:39Balancing Risk and Reward in Outreach Strategy – 16:58The Ethics and Gray Areas of Data Use – 19:22Hedging Your Strategy Across Data Providers – 22:42How Platforms Like LinkedIn Detect Bots and Automation – 23:08Final Thoughts on Behavior Change and Platform Strategy – 24:36 Mentions: Brandon Bornancin Apollo.io Seamless.AI LinkedIn GTM Crossroads Podcast: ⁠⁠Brendan Tolleson⁠⁠ – ⁠⁠RevPartners⁠⁠ ⁠⁠Zach Vidibor⁠⁠ – ⁠⁠Octave⁠⁠ ⁠⁠Harris Kenny⁠⁠ – ⁠⁠OutboundSync⁠⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠⁠RevPartners.io⁠⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    25 min

  7. 03/15/2025

    The Shift from Growth Hacking to Sustainable Strategies | GTM Crossroads #05

    In this episode of GTM Crossroads, hosts Rob Jones, Zach, and Harris discuss the evolving landscape of growth strategies, the importance of transparency and vulnerability in leadership, and the distinction between personalization and humanization in marketing. They emphasize the significance of storytelling in sales and explore the changing dynamics of the buyer journey and trust in the digital age. In this conversation, the speakers explore the evolving dynamics between buyers and sellers, emphasizing the importance of understanding customer needs and the role of human interaction in the sales process. They discuss the impact of the Amazon effect on B2B sales expectations and the necessity of thoughtful friction in sales interactions. The conversation also touches on predictions for the future of sales, highlighting a shift towards marketing and customer success roles. Chapters: Why GTM Crossroads Exists and What It Means – 01:02Adapting GTM Strategies to Constant Market Changes – 05:17The Death of Nuance and the Rise of Authenticity – 06:45The Difference Between Personalization and Humanization – 10:21The Evolution of Buyer Trust and Sales Cycles – 17:09The Amazon Effect and the Changing Role of the Buyer – 23:15Why the Future of Sales is More Like Customer Success – 26:52The Role of Thoughtful Friction in Sales Processes – 31:27Bold Predictions for the Future of GTM – 36:34 Mentions: Lenny Rachitsky Chili Piper GTM Crossroads Podcast: ⁠Brendan Tolleson⁠ – ⁠RevPartners⁠ ⁠Zach Vidibor⁠ – ⁠Octave⁠ ⁠Harris Kenny⁠ – ⁠OutboundSync⁠ Want to elevate your revenue leadership game? Visit ⁠⁠⁠RevPartners.io⁠⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    40 min

  8. 03/11/2025

    Mastering Intent Data, Partnerships, and Inside-Out GTM Strategies | GTM Crossroads #04

    In this episode of GTM Crossroads, Brendan, Zach, and Harris dive into key go-to-market strategies, emphasizing the power of intent data, market signals, and evolving data utilization. They discuss the shift from traditional outside-in approaches to more personalized inside-out strategies, highlighting the importance of understanding unique value propositions and customer needs. The conversation also explores the balance between current capabilities and aspirational goals, the role of partnerships in driving market success, and why segmentation and trust are essential for building effective go-to-market motions. Plus, they announce the upcoming Southbound 2025 event, sharing insights on what to expect and how it will help revenue leaders refine their strategies. Chapters: Market Insights and Recent Learnings – 01:29​Announcing the Southbound Revenue Event – 05:33​Beyond Intent Data: How to Drive Conversions – 07:46​Inside-Out vs. Outside-In GTM Strategies – 14:19​Balancing Product Roadmap and Go-to-Market Strategy – 24:21​The Impact of Partnerships on Sales Strategy – 25:09​Educating Partners and Revenue Attribution – 29:36​Final Thoughts and Key Takeaways – 31:03 Mentions: Endstory - https://www.endstory.com Clay - https://www.clay.com Smartlead - https://www.smartlead.ai Want to elevate your revenue leadership game? Visit ⁠⁠RevPartners.io⁠⁠⁠ for expert insights and strategies to drive customer success and business growth!

    34 min

  9. 02/28/2025

    The Truth About Intent Data and How to Use It Right | GTM Crossroads #03

    In this episode of GTM Crossroads, the hosts discuss various topics related to sales, marketing, and the evolving landscape of intent data. They explore the importance of community in go-to-market strategies, the role of RevOps, and the complexities of capturing and analyzing intent signals. The conversation delves into the challenges of attribution in intent data, the distinction between demand capture and demand generation, and the significance of understanding the buyer's journey. The hosts emphasize the need for alignment within organizations and the importance of creating valuable content to engage customers effectively. Chapters: Weekly Highlights and Industry Trends - 00:19 The Role of Community in Go-To-Market Strategies - 03:09 The Growing Importance of RevOps in Business Alignment - 06:27 The Shift from Delight to Deliver in Customer Success - 06:26 The Evolution of Buyer Intent and Its Impact on GTM - 08:49 Breaking Down Intent Data and Its Different Types - 09:29 How Companies Collect and Analyze Intent Data - 16:00 The Debate Over Attribution and Intent Signal Value - 17:17 Demand Capture vs Demand Generation in GTM - 23:11 Challenges in Aligning Marketing and Sales with Intent Data - 24:07 Why Investing in Intent Tools Doesn’t Work for Every Business - 30:50 Want to elevate your revenue leadership game? Visit ⁠RevPartners.io⁠⁠ for expert insights and strategies to drive customer success and business growth!

    35 min

  10. 02/21/2025

    Crafting Sales Emails with AI and Personalization | GTM Crossroads #02

    In this episode of GTM Crossroads, the hosts discuss the importance of effective email copy, market insights, and the evolution of personalization in outbound marketing. They share personal anecdotes related to Valentine's Day, explore user feedback on email strategies, and emphasize the need for brevity and relevance in communication. The conversation also touches on the significance of data utilization and the future trends in outbound marketing, highlighting the necessity of a solid foundation in CRM systems for successful outreach. Chapters: Valentine’s Day Plans and Surprises - 00:17 Challenges of Scaling Email Outreach - 02:18 New Funding in Go-To-Market Tech - 04:04 The Rise of AI in Sales Development - 05:14 Optimizing Email Copy for Engagement - 08:03 Personalization Beyond First Name Tokens - 11:26 Why ICP Data Beats Public Data - 13:33 Cold Email Best Practices and Real-World Example - 15:59 The Importance of Brevity in Sales Emails - 17:59 Avoiding the Mistakes of Over-Personalization - 22:00 The Future of AI Driven Email Testing - 23:46 The Opportunity in Nurture Campaigns - 26:15 Want to level up your GTM strategy? Visit ⁠RevPartners.io⁠ for more insights and resources!

    29 min

  11. 02/10/2025

    Optimizing Email Deliverability | GTM Crossroads #01

    In the first episode ofGTM Crossroads, Brendan Tolleson, Harris Kenny, and Zach Vidibor explore the shifting landscape of go-to-market strategies with a focus on email deliverability. They discuss the impact of AI on sales outreach, the importance of clean infrastructure, and how targeted messaging can improve engagement. Tune in for insights on adapting your approach to ensure effective communication with prospects. Want to level up your GTM strategy? Visit RevPartners.io for more insights and resources!

    31 min
  • 11 Episodes

About

Where Go-to-Market Leaders Solve for Growth, Scale, and Efficiency. The GTM landscape is evolving fast. Rising acquisition costs, misaligned teams, and broken revenue engines are forcing leaders to rethink their strategies. GTM Crossroads brings together RevOps experts, CROs, and GTM innovators to tackle real challenges and deliver actionable insights. Join the GTM revolution. Subscribe on Spotify, Apple Podcasts, and wherever you listen. Listen. Learn. Execute. Win.

Information

  • Creator
    RevPartners
  • Years Active
    2K
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © RevPartners
  • Show Website
    GTM Crossroads Podcast