GTM Uncensored™

Join us for today's episode where Josh Roth, Director of Revenue at Lob and a Top Sales Voice on LinkedIn.

Josh shares his entire playbook that focuses on CUSTOMERS and how important they are to the entire organization.

His journey started as an Inside Sales Rep for the New York Mets, where he dove DEEP into the data, to learn more about his territory.

That propelled him to make 1,800 customer visits in 1 year for the Mets, and making sure he valued ALL of his customers, and eventually become an Enterprise Account Executive.

This customer-focused selling carried Josh from the Mets to multiple Head of Sales, Investor, and Advisor roles for companies in the B2B tech industry.

Join us as he fully unpacks how sales professionals can shift their focus and work with their customers for the long term.

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

In today's episode, Adam & Dale are joined by Jed Marhle, the Director of Sales at Mailshake.

Jed has led and grown multiple sales teams from the early stages both at Mailshake and Pandadoc where he served as Global Manager of Outbound Sales Development.

Today we explored exactly HOW someone can scale their sales team from the ground up and transition from founder-led sales to a full GTM team.

Jed shares how he used the power of WHY to help coach his AEs and SDRs, and also how he challenges his SDRs and AEs to coach each other and level up. 

Anyone in a "Go-to-market" role  (like SDRs/BDRs, Account Executives, Sales Leaders, and Founders) in the B2B industry, Jed's insights will be incredibly valuable for you!

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Join us in a VERY impactful episode all about the current state of women in sales.

In today's episode, we're grateful to be joined by 3 incredible sales professionals and thought leaders in the tech industry:

Ashley Coghill,  Katrine Reddin and Nikki Ivey.

Ashley and Katrine  are hosts of Ashley & Katrine's Infinite Revenue Playlist.

Their podcast’s ultimate goal is empowering and connecting with other women who work in Sales, Customer Success, Marketing, and other revenue roles.

Ashley and Katrine get candid about their unique experiences, help women tackle challenges in the workplace, and uncover ways to grow as revenue pros.

Nikki Ivey is a master strategist in the sales community. 

Her journey from a former CRO to her current role as a Senior Strategic Account 
Broker at OppGen is a testament to her undying passion and dedication to the 
field. 

Known as a LinkedIn Top Voice, Nikki’s insights and innovative strategies echo across the industry, cultivating a culture of success and efficiency. 

Inside this episode, Ashley, Katrine, Nikki, Adam & Dale explore the most prominent issues that women in GTM roles face today.

They discuss what having "more women in sales" actually means and what companies can do about it, speak to specific challenges that women face in the workplace as they advance their careers, and share their raw experiences for the world to hear.

All sales professionals in the tech industry should listen to this episode and reflect on how they can use their current role and company as their mission field to increase diversity and welcome more women into their workplace.

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Stuck on a roller coaster.

Hanging upside down 180ft in the air...

...he made a promise to God.

THIS was the start of Ian's journey from a top software seller, to scaling his sales enablement business to 7-figures in 2 short years.

Take a listen to today's episode as Ian Koniak joins Adam and Dale for an awesome discussion on the mindset, habits, and guiding principles that any revenue-generator NEEDS to work within their genius.

Ian has sold $100M in software, and is a former #1 Enterprise Account Executive at Salesforce.com

As Founder and CEO of Ian Koniak Sales coaching, he has helped thousands of other sellers elevate their skills, careers, and livelihoods by passing along the knowledge he has to them.

Anyone that is in a sales role role  (like SDRs/BDRs, Account Executives, Sales Leaders, and Founders), an entrepreneur, or someone that wants MORE out of life will get value from this episode.

Don't miss out as Ian shares insider secrets that have helped him sky rocket his career, have complete control over his life, and build a successful enterprise.

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

In today's episode, Adam & Dale are joined by Will Allred, Co-Founder & COO of Lavender.ai

Lavender is the #1 AI Sales Email Coach. It assists you in real-time. Helping you to get more positive replies and write better emails, faster.

By analyzing 100s of millions of sales emails in the B2B and B2C space - it's safe to say Will and the team at Lavender have some INCREDIBLE insights.

In this episode, Will shares his thoughts on:

• Effectiveness vs Efficiency - how companies should balance hitting metrics against being humans.
• How SDRs / BDRs and AEs can use 1st and 3rd party data to solve the 'puzzle' of breaking through to prospects.
• Why companies NEED to have their employees talk to customers, and the importance of working cross-functionally as an organization.

If you're in a "Go-to-market" role  (like SDRs/BDRs, Account Executives, Sales Leaders, and Founders) in the B2B industry, Will's insights will be incredibly valuable for you!

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Join us in today's episode where we discuss the "B2B Purge" with Scott Leese.

Scott is a 6x sales leader, 4x Founder, and 3x Best Selling Author.

Scott's main focus now is GTM United - a private community of B2B pros getting feedback, asking questions, and networking in live meetups.

Inside today's 30-minute episode, Scott, Adam and Dale discuss:

• What is this "B2B Purge" (or AI Assassination) of companies and what does it mean for the tech industry?

• How humans have been discarded from the sales process and what their FUTURE holds with the advancement of AI.

• What is going to happen to all of these companies that have been funded, have a little traction, but are stalling?

  And most importantly:

• How YOU as an Account Executive, Sales Leader, or Founder can prepare yourself for the future and avoid the AI Assassination of roles in the economy.

This episode is a MUST LISTEN for anyone that currently is in a revenue-related role in the B2B industry.

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Have you ever heard these common myths about sales? Myth #1: Sales is all
about selling products. Myth #2: Salespeople are born, not made. Myth #3: 
The key to sales success is having a magnetic personality. In this episode, 
our guest Sarah Brazier will debunk these myths and share the truth about 
starting with the problem in sales to provide effective solutions.

Meet Sarah Brazier, 
Sarah Brazier, a beacon within the sales community acclaimed for her 
authentic insights, shared on LinkedIn, surrounding the world of sales. Now 
known as a significant LinkedIn top voice and celebrated woman in sales. 
Sarah's initial career path saw her in the arenas of nonprofits and acting, 
providing her with a unique perspective on mastering the art of 
communication. Now serving as an account executive and the President's 
Club winner, Sarah shares her best practices, derived from her own wins and 
losses in sales, thereby influencing her followers and peers in the sales 
community with her unparalleled expertise.

What's the job to be done, what are the problems that 
happen when we do that job? What's the best way to 
solve it? - Sarah Brazier 

In this episode, you will be able to:
- Discover why effective leadership is a cornerstone to successful sales 
operations. 
- Draw parallels between the nurturing nature of parentship and 
transformative leadership that cultivates growth. 
- Learn how to tailor your sales strategies through an understanding of 
different generational learning styles. 
- Uncover the key to effective problem-solving in sales and how it leads 
to providing effective solutions. 
- Realise the importance of personal branding and maintaining a 
delicate balance between representing your company and advocating 
your personal interests on social media. 

Effective Leadership in Sales
Effective leadership in sales involves championing autonomy and critical 
thinking among team members. By encouraging contributions from all team 
members, strategies can encompass a broader perspective, leading to more 
effective solutions for customers. When leaders demonstrate trust in their 
team's ability to problem solve independently, it fosters a culture that 
promotes creativity and growth, ultimately boosting sales performance.

The resources mentioned in this episode are:
-Check out the Revenue Reimagined newsletter for show notes, 
giveaways, and tactical advice on how to uncomplicate revenue. 
-Visit Gong's website to learn more about their product and how it can 
help your sales team. 
-Follow Sarah Brazier on LinkedIn to see her quicky sales posts and 
learn from her tactics for winning deals. 
-Listen to account executive calls to learn and develop your sales skills,
even if you're an SDR or in another role. 

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Welcome to our conversation with Udi Ledergor, a seasoned expert in 
marketing strategy and current Chief Evangelist at Gong. With over 25 years 
of experience, it's safe to say that Udi brings a uniquely insightful 
perspective to the table. As an early entrant to Gong's team, his prioritisation
of pipeline development before the advent of the sales team has set the gold
standard in marketing approach. Udi’s strategies, focused on aligning 
marketing endeavors with early product-market fit, have proven to be a 
game-changing framework in brand development.

Early attempts at sales should really verify that you 
have that initial product market fit before you can 
expect a standard marketer. - Udi Ledergor

In this episode, you will be able to:

• Unravel the significance of aligning sales and marketing for organizational harmony. 
• Establish a robust revenue function integral to the financial stability of an enterprise. 
• Discover the pivotal role customer success plays in augmenting revenue. 
• Grasp the core concept of product-market fit shaping the success of businesses today. 
• Learn how to mobilize the workforce in enhancing marketing endeavors. 

The resources mentioned in this episode are:

•  Check out the Revenue Reimagined podcast for more episodes on revenue strategies and insights. 
• Subscribe to the Revenue Reimagined newsletter for show notes, giveaways, and tactical advice on revenue optimization. - Visit Gong's website to learn more about their products and services for sales and marketing teams. 

Connect with Udi Ledergor on LinkedIn for valuable content and insights on marketing and revenue generation. 

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Challenge the Status Quo and Ignite Revenue Growth with Marketing Maven 
Sangram Vajre as he breaks free from traditional approaches to captivate 
audiences and drive business success.

Our  guest is none other than Sangram Vajre:

Sangram Vajre is a go-to-market leader, having mastered the art of 
intertwining revenue growth with advanced marketing strategies in his 
current role as the CEO of GTM Partners. This came to fruition from his wealth
of experience which includes founding Terminus, the pioneer account-based 
marketing platform, and working at Pardot under the Salesforce umbrella. He
also brings to the table the unique insight of a three-time author, setting him
apart as an industry thought leader. Known for his profound understanding of
the B2B space, Sangram is highly skilled at solving go-to-market problems 
and reshaping organizational perspectives on marketing.

Marketing is not just about leads and banners, it's about creating a message that hooks people's attention. - Sangram Vajre 

In this episode, you will be able to:

• Discover the significance and impact of an effective Go-to-Market 
• Strategy in the business landscape. 
•  Uncover how the role of marketing has evolved to become a key driver for revenue growth. 
• Explore the power of storytelling in creating compelling marketing narratives. 
• Learn the art and importance of striking a balance between technology and human connection in your marketing efforts. 
• Understand the necessity of continuous learning and adaptation in the ever-changing marketing scene.  

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Discover the secrets to successful outbound sales strategies and the future 
of revenue generation in the B2B tech industry. Join Kyle Coleman as he 
shares his insights on personalized outreach, adapting to change, and the 
importance of customer retention. 

Here's some more info on our guest, Kyle: 
Meet Kyle Coleman, a seasoned expert carrying an inspiring journey in the 
world of B2B tech that began in 2013 with a small firm named Looker. He 
built the formidable SDR team from being the 6th employee to overseeing a 
division of 70 bright talents helping scale the company from an initial ARR of 
hundred thousand dollars to a whopping 110 million. The sheer dedication 
and strategic acumen led Looker to be finally acquired by Google, valuing the
firm at 2.6 billion. He currently holds the coveted position of SVP of 
marketing at Clari, where he applies his diverse experience and persuasive 
skills to lead the marketing and SDR teams.

"I want to own my work so that I can take responsibility
for the failures or the successes. And if I fail, I at least 
want to fail doing it my way. " - Kyle Coleman 

In this episode, you will be able to:

•  Uncover innovative methods to improve your outbound sales in a changing marketplace. 
• Recognize the relevance of tailoring sales strategies to nurture 
  meaningful relationships. 
• Explore emerging trends in generating income to stay one step ahead.
• Appreciate the art of customer retention to secure and increase 
  revenue. 
• Master the practice of maintaining a regular revenue beat that 
  ensures long-term fiscal health. 
• Learn original and personalized approaches in sales

In an era where technology and digitization dominate, maintaining original 
and personalized approaches in sales is imperative for revenue growth. This 
entails hiring SDRs from diverse backgrounds, training them extensively, and
empowering them to experiment, thereby enhancing their abilities to craft 
personalized, research-driven messages. 

Essentially, the objective is to 
transform the SDR role and make it about creating meaningful connections 
with potential clients and customers.

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.