Go to Market Mastery

In this episode, Alex and Jan dive deeper into personalization at scale. Often misused by many sellers, but when used and done correctly, it offers huge leverage in sales. This is a must for everyone who wants to take their sales to the next level, with Jan sharing best practices from his own career and job as an Account Executive.
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Questions?

Alex:
[email protected]
Alex's LinkedIn

Jan:
Jan's LinkedIn

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00:00 - 06:26 Introduction

06:30 - 10:11 What is personalization at scale, and how to spent with which target personas?

10:11 - 12:33 How to leverage non decision makers for closing deals

12:33 - 16:10 Personalization at scale used right 

16:10 - 20:25 How to mix up automated steps, while still being meaningful and personalized 

20:25 - 22:45 A/B testing done right

22:45 - 26:35 When do you know your messaging work?

26:35 - 29:10 How to leverage AI in your sales

29:10 - 31:35 The future of email as a sales channel and Pleo's current (creative) sales channel ;)

31:35 - 35:36 Jan's recommendation to reps just starting out in sales 

In this episode, we are joined by Lina, an early-stage founder, as she imparts her wisdom on founder-led sales. Lina offers practical advice and shares her own journey, providing listeners with valuable insights to navigate the challenges and opportunities that arise when founders take on the responsibility of sales. Tune in to gain valuable strategies for successful founder-led salesmanship.

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Questions?

Alex:

[email protected]

Alex's LinkedIn

Carolina:

Linas's LinkedIn 

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00:00 - 04:45 Introduction

04:45 - 09:45 How to approach sales as a founder 

09:45 - 09:45 Starting from scratch 

09:45 - 19:15 Identifying & converting leads 

19:15 - 26:40 When do you know a sales channel works? 

26:40 - 32:34 First processes build up & tools

32:34 - 37:34 Blocks for sales in a crazy founder schedule

37:34 - 40:25 Pitching done right as a founder

40:25 - 47:07 Lina’s advice to founders

In this episode Noah and Alex are talking about how you nail cold calling and if done right create a sales channel for your company or if you already do cold calling just get the most out of it. 

Noah is working in the enterprise segment at MongoDB which is one of the most competitive sales environments on the market.
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Questions?

Alex:
[email protected]
Alex's LinkedIn

Noah:
Noahs's LinkedIn 

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00:00 - 05:10 Introduction

05:10 - 06:33 Cold calling as a sales channel 

06:33 -08:20 Fear of cold calling

08:20 - 11:10 How to structure & approach calls 

11:10 - 13:35 Dealing with rejection 

13:35 - 18:20 Cold calling prep

18:20 - 18:50 Initial call

18:50 - 20:20 Post call

20:20 - 25:30 Cold calling script & guidelines

25:35 - 28:00 Building a connection with the prospect

30:15 - 32:35 Creating feedback loops & improve

32:35 - 33:20 Noah's funniest cold calling story

33:20 - 35:43 Advice for seller just starting out 

In this podcast episode, Alex engages in a conversation with his guest Oliver, who successfully scaled Personio 2 to 50 Million ARR (and beyond).

Oliver shares insights, highlighting the journey, challenges, and strategies involved in achieving this impressive growth. They discuss crucial aspects such as building a strong foundation, avoiding common scaling mistakes, defining growth tactics, finding the right growth engine, and the contrasting sniper vs. shotgun approaches.
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Questions?

Alex:
[email protected]
Alex's LinkedIn

Oliver:
Oliver's LinkedIn

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00:00 - 04:20 Introduction

04:20 - 06:05 Building a solid fundament

06:05 - 10:40 Common mistakes while scaling

10:40 - 13:25 Key tactics & strategies for growth

13:25 - 18:10 Finding your growth engine 

18:10 - 20:35 Sniper vs Shotgun approach

20:35 - 23:50 Role of a founder in a company’s Go-to-Market motion

23:50 - 26:21 Retaining customers while scaling up

26:21 - 28:25 Olivers most valuable lessons during Personio's growth

28:25 - 30:35 Advice for founders in the current market

30:35 - 31:55 How Hanno Renner acquired the first Personio customers

31:55 - 34:04 Outlook on the future

In this Episode Alex and Manuel are deep diving into what it takes to scale from 0-1 Million Revenue.

If you are a founder or GTM professional and currently on the journey to the first Million. THIS IS A MUST HEAR!
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Questions?

Alex:
[email protected]
Alex's LinkedIn

Manuel:
[email protected]

Manuel's LinkedIn

Ressources discussed: 

• Outbound Sales Tracking Cheatsheet  
• Mckinsey Way

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00:00 - 03:34 Introduction

03:34 - 04:35 First Key Steps to Scale

04:35 - 06:56 Achieving Message Market Fit 

06:56 - 11:45 First Outbound Campaigns 

11:45 - 13:20 Tracking Outbound (Cheatsheet from Manuel)

13:20 - 18:05 What CRM to use? 

18:05 - 22:05 Building the right GTM tool stack

22:05 - 26:05 First hires (Who? When? What?)

26:05 - 30:20 Achieving Product Market Fit

30:20 - 32:55 Retaining Customers 

32:55 - 35:05 Advice to Founders  

Welcome to the Go-to-Market Mastery Podcast, hosted by Alex Kohler. Are you a founder or a Go-to-Market professional striving to navigate the intricate journey of business growth? You're not alone. Join us on this captivating podcast where we unravel the art and science of scaling businesses.

Growing a business is a symphony of beauty and challenge, and we recognize that many passionate individuals are grappling with the intricacies of this craft. That's precisely why we're thrilled to present the Go-to-Market Mastery Show. This podcast stands as a comprehensive lexicon tailored for Founders and Go-to-Market Professionals encompassing sales, marketing, customer success, and revenue operations.

Each week, a fresh episode awaits you, featuring an industry expert who delves into a specific facet of the Go-to-Market landscape. Whether it's honing your sales strategy, mastering the art of customer success, orchestrating a compelling marketing campaign, or optimizing revenue operations, we've got you covered. Our guests bring a wealth of experience and insights, making every episode a treasure trove of actionable wisdom.

Your host, Alex Kohler, spearheads engaging conversations that demystify the challenges and unveil the opportunities. With each new episode, a unique Go-to-Market topic takes center stage, explored through the lens of practical experience and industry know-how.

Prepare to embark on a transformative learning experience. Tune in, absorb, and embrace the insights shared on the Go-to-Market Mastery Podcast. Your path to mastering the intricate dance of business expansion starts here.

Enjoy the podcast!