The GTM Kickback w/ Joey Brodsky

Joey Brodsky

The #1 Go to Market Leadership and Strategy Interview Podcast in the world! The GTM Kickback is an opportunity for established GTM leaders to share there successes/strategies in the way of building, scaling, and delivering results for revenue focused teams. Weekly we interview the brightest minds in business, entrepreneurship, and GTM leadership to discuss how to truly enable SaaS growth in today's market. We dissect strategies for team development, managing internal employee growth, technology solutions, sales/marketing strategies and more. Hosted by Joey Brodsky.

  1. Oct 6

    Sales: The Most Neglected Discipline in Modern Business - The GTM Kickback #88 w/ Gregg Rotenberg

    Gregg Rotenberg has lived three careers in one: turning around energy and climate-tech companies (including a BlackRock- and JPMorgan-backed turnaround), co-founding Keystone Strategy with Harvard Business School professors, and now serving as GTM Operating Partner at DCVC, one of the largest deep-tech venture firms in the world. At DCVC, Gregg splits his time three ways — commercial diligence on new investments, embedding with portfolio companies on go-to-market, and a research project that took him deep into 100+ AI sales-enablement companies. In this episode, Gregg lays out his core thesis: sales is the most neglected, least-disciplined function in modern business — treated as an art when it should be run as a science. We get into what separates a real "partner ally" from just a friendly contact, why sales training has never gotten the rigor of law, medicine, or engineering, and what a hundred-plus interviews with AI sales-enablement startups taught him about why the science still isn't sticking. He also shares an early look at Hudl, the company he's incubating inside DCVC to rebuild commercial intelligence from the ground up.What we cover:Why sales remains the most neglected, least disciplined function in business — and why Gregg believes that changes completely within 10 to 15 yearsThe two specific, evidence-based criteria that separate a real "partner ally" from someone who's just friendlyWhat 100+ AI sales-enablement company interviews revealed about why sales science isn't sticking (and the Salesforce "dot dot dot" story that proves it) Hudl: the company Gregg is incubating inside DCVC to fix commercial intelligence at the rootThe two layers of a great sales leader — sales science vs. personal style — and why chasing "triple black belts" is the wrong hiring strategyIf you're a revenue leader, operator, or investor looking to understand where selling is headed in an AI-native world, this one is worth your time. The GTM Kickback is a podcast for go-to-market leaders, revenue operators, and the investors who back them. New episodes released quarterly.

  2. Jun 16

    Sales-Led, Marketing-Supported: GTM Philosophy That Scales | The GTM Kickback #87 w Trent Waterhouse

    Trent Waterhouse has spent 35+ years scaling B2B technology and software businesses as CEO and CMO at private equity-backed companies across Gores Group, Marlin Equity, and Angeles Equity Partners. He's driven EBITDA swings of up to $80M and led successful exits to acquirers including GE, Constellation Software, and Enghouse.In this episode, Trent breaks down the GTM philosophy that has guided his work across every business he's touched: build a sales-led, marketing-supported organization — and do what you say you're going to do. We get into what that model actually looks like in practice, why so many organizations fail to execute it despite claiming to, and how that foundation of trust and accountability compounds over time into a culture that genuinely drives revenue.What we cover:- Why the sales-led, marketing-supported model holds up across different industries, company sizes, and PE mandates- What true sales and marketing alignment looks like structurally — and what has to change when it breaks down- How "do what you say you're going to do" functions as more than a personal value — and why it's the operating principle behind high-performing GTM teams- How Trent applies this philosophy when walking into a new portfolio company for the first timeIf you're a revenue leader, operator, or investor looking to build GTM organizations that actually scale, this one is worth your time.The GTM Kickback is a podcast for go-to-market leaders, revenue operators, and the investors who back them.

  3. Apr 14

    Why Average is Too Expensive for Your Sales Org in 2026 | The GTM Kickback #86 w/ Abigail Maines

    In this episode of The GTM Kickback, we sit down with Ab Maines to break down what’s actually working in modern go-to-market—and where most teams are getting it wrong.We get into the realities of building and scaling GTM organizations today, from early-stage ambiguity to enterprise complexity, and what it really takes to drive consistent, repeatable revenue. This is a tactical conversation grounded in experience—not theory.We cover:- How GTM strategy needs to evolve across stages of growth- The biggest mistakes operators make when scaling revenue teams- Where most sales and marketing orgs misalign—and how to fix it- What strong execution actually looks like inside high-performing teams- Practical frameworks for diagnosing and improving GTM performanceIf you’re a founder, operator, or investor trying to build a more effective go-to-market engine, this episode will give you a clear lens on what matters—and what doesn’t.---------------The GTM Kickback is a podcast focused on real conversations with GTM leaders, operators, and investors—breaking down how companies actually grow.Subscribe for more episodes on sales, marketing, and revenue strategy in growth-stage software companies.

  4. Mar 24

    The 4 Decisions CEOs Must Make to Drive GTM Growth in 100 Days | #85 w/ Vanessa Goolsby

    What actually drives predictable GTM growth in today’s PE-backed SaaS environment?In this episode of The GTM Kickback, Joey sits down with Vanessa Goolsby — GTM & AI Growth Advisor, former PE Operating Partner, and creator of the Push Framework™ — to break down the four critical decisions every CEO must make to build a scalable, high-performing go-to-market engine.This isn’t another tactical playbook. It’s a clear order of operations for CEOs navigating growth, turnaround, or post-investment execution.If you’re a founder, CEO, CRO, or operating partner trying to align strategy with execution — this is required listening.What You’ll Learn:- Why most GTM strategies fail before execution even begins- The 4 decisions that determine whether your GTM motion actually scales- How to define your true ideal customer (and avoid wasted pipeline)- Why pipeline is a system — not just a sales problem- How to align CEO, board, and GTM leadership in the first 100 days- What “good execution” actually looks like (even if you’re not a GTM expert)- How to build momentum fast — and what to expect inside a 100-day windowThe Push Framework™:- Ideal Customer → Who actually buys- Pipeline System (SLA) → How deals move- Contribution → Who owns the number- OKRs → How growth ties to enterprise valueWhy This Matters:- Most companies jump straight into tactics — hiring reps, buying tools, launching campaigns.- But without alignment on these four decisions, execution becomes fragmented, pipeline stalls, and growth becomes unpredictable.- This episode breaks down how top operators and PE-backed CEOs fix that — fast.About Vanessa Goolsby:- GTM & AI Growth Advisor- Former Operating Partner across leading private equity firms- 15+ years scaling SaaS companies across GM, marketing, and product roles- Creator of the Push Framework™ (used across 100+ SaaS engagements)- Author of The $100M Push (launching March 2026) - ORDER HERE: https://a.co/d/0j11LXl8Subscribe for more GTM insights: Weekly conversations with operators, investors, and leaders building the next generation of software companies.Connect with Joey / Lunar Executive Search: Helping growth-stage software companies hire elite GTM talent across Sales, Marketing, and RevOps.If this episode hit, drop a like and share it with a founder or operator who’s in the middle of scaling — or resetting — their GTM engine.

  5. Feb 24

    Command the Room - The 7 Skills of Tonality | The GTM Kickback #84 w/ Michael Hewitt

    Today I’m joined by Michael Hewitt — an executive voice coach who works privately with founders, executives, and operators on vocal authority and presence under pressure.Michael is also a former enterprise account executive in cybersecurity, and before that, spent over a decade performing at the highest levels as a professional opera singer and stage actor — commanding rooms of 1,500+ people without a microphone.He now leads Command a Room, where he trains leaders using frameworks like The 7 Skills of Tonality to help their voice match their responsibility.

  6. 09/30/2025

    Scaling to CRO: Lessons from Google Cloud, Nutanix & Beyond #83 w/ Dominick Delfino

    On this episode of The GTM Kickback!, I sit down with Dominick Delfino—Board Member, Advisor & Investor, and former CRO of Google Cloud Cyber Security. With over 25 years of experience leading sales, systems engineering, and global go-to-market teams at Google, Nutanix, Pure Storage, VMware, and Cisco, Dominick brings a wealth of hard-earned lessons from scaling some of the world’s most influential enterprise software and cloud infrastructure businesses. We explore the biggest inflection points in his career, from frontline seller to global CRO, and what separates leaders who break through the “ceilings” from those who stall out. Topics we cover include: - How CRO responsibilities shift from closing deals to building scalable systems & processes - Designing global GTM infrastructure: enablement, tooling, and launch readiness - Lessons from leading at massive scale across Cisco, VMware, and Google Cloud Cyber Security - Balancing short-term revenue execution with long-term transformation - Pitfalls startups should avoid when building their first GTM organizations Actionable takeaways: - The top 3 things an aspiring CRO should do today to prepare for scale - The most overlooked skill GTM leaders need to succeed at the executive level - This episode is a must-listen for founders, sales leaders, and anyone aspiring to reach the CRO seat. 🎧 Listen now and subscribe for more conversations with the top minds in GTM leadership.

  7. 09/02/2025

    AI, Sales, and the Future of GTM Leadership #82 w/ Chris Doggett

    In this episode of The GTM Kickback!, I sit down with Chris Doggett, one of the most accomplished CROs in enterprise software and SaaS. With over 25 years of experience scaling companies from startup to enterprise, Chris has now turned his focus to advising go-to-market teams on how to adopt new tools, processes, and strategies that drive growth and efficiency.We dive deep into the impact of AI on sales organizations—why marketing has been faster to adopt these tools, why sales is lagging, and how leaders can start experimenting without overwhelming their teams. Chris shares tactical advice for:- Identifying the best entry points for AI in your sales process- Running small, low-risk pilots to drive adoption- Leveraging AI for sales leadership: forecasting, coaching, and pipeline insights- Balancing human-led selling with AI-powered efficiencyWe also touch on the rise of AI SDRs, hybrid human-AI sales approaches, and what early-stage CROs should be doing to stay relevant in this AI-driven GTM landscape.If you’re a founder, CRO, or sales leader curious about where AI fits into your GTM motion, this episode is packed with actionable insights you won’t want to miss.Connect with Chris Doggett → revenuepi.com | Email: chris@revenuepi.com

  8. 07/01/2025

    Creative Marketing Strategies for Revenue Growth | The GTM Kickback #81 w/ Kyle Sutton

    In this episode of The GTM Kickback!, Joey sits down with Kyle Sutton, a seasoned revenue marketing leader who has helped scale SaaS companies through two IPOs and a private equity acquisition. From startups to enterprise brands like Talkdesk, IBM, and SolarWinds, Kyle has built and led marketing teams that know how to drive results at every stage of growth.The conversation dives into how modern marketing leaders can rethink field events and digital campaigns to generate meaningful pipeline—not just impressions. Kyle shares how to measure the ROI of events, activate prospects before and after, and bridge the gap between brand and performance marketing.Topics include:Why most event marketing is broken—and how to fix itHow to align digital strategy with field events for maximum impactWhat metrics actually matter when evaluating marketing performanceBuilding and scaling high-performing teams with a culture of experimentationTrends that are shaping the next era of B2B marketingKyle also talks about his nonprofit, Butts for Babies, which has helped fund over 150 adoptions through barbecue fundraisers and culinary events—showing how personal passion can fuel purpose-driven leadership.If you’re a marketing or GTM leader navigating growth, transformation, or turnaround, this episode is full of tactical insight and practical frameworks you can apply today.Subscribe to The GTM Kickback! on Spotify, Apple Podcasts, or wherever you get your shows.

See All (57)

About

The #1 Go to Market Leadership and Strategy Interview Podcast in the world! The GTM Kickback is an opportunity for established GTM leaders to share there successes/strategies in the way of building, scaling, and delivering results for revenue focused teams. Weekly we interview the brightest minds in business, entrepreneurship, and GTM leadership to discuss how to truly enable SaaS growth in today's market. We dissect strategies for team development, managing internal employee growth, technology solutions, sales/marketing strategies and more. Hosted by Joey Brodsky.

Information