The Complex and Quickly Evolving State of Sales Comp in 2022


Today on The GTM Kickback, I had the opportunity to sit down with one of the clear leaders in the Sales Technology and more narrowly, the sale compensation technology space, Graham Collins of QuotaPath. 
Graham is currently the Chief of Staff (and self-proclaimed resident Sales Nerd) at QuotaPath where he helps sales leaders and reps understand their compensation. Prior to that, he led sales and SDR teams at several SaaS companies. He’s passionate about sales compensation, SDR work, sales management, craft beer, woodworking, and petting dogs.
We sat down for 30 minutes to discuss the moving target that is nailing good sales comp plans in 2022. From salaries and OTEs, to more complex insights of quota stability, quota/OTE ratio, resource and benefits offerings - we talked it all. 





The GTM Kickback #49 - Graham Collins

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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.

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In this episode of The GTM Kickback! I sat down with the great Mark Petruzzi, an exceptionally accomplished consultant, operator, and entrepreneur, known deeply as an industry leader with distinct focuses on sales transformation, growth through data science and AI, channel/reseller program development and execution, and outsourced sales and marketing.

We sat down to for a detailed conversation surrounding his expertise in modern SaaS go-to-market strategies, discussing his background, experiences, and insights on leveraging AI and data-driven approaches. Mark touches on topics like ideal client profiles, forecasting accuracy, team assessments, and advice for sales professionals looking to enhance their skills. He also introduces his new consulting business focused on revenue growth solutions, Zanuity.AI.

Give us a listen to learn everything you need to know as a Seller or Sales Leader in 2024 about utilizing AI to it's max in your GTM Strategies.

What Does a Senior GTM Leader need to know about AI in 2024 w/ Mark Petruzzi

Journey of Early Stage Startups: From Go-to-Market Strategy to Winning First Customers

In this episode of 'Go-to-Market Kickback,' we bring you an insightful conversation with Brent Xu, a principal at Blockchain Founders Fund. Brent shares his wealth of experience in consulting early-stage founders and working with niche startups to devise their go-to-market strategies and win their first customers. 

He discusses the vision of Blockchain Founders Fund and reveals how startups transition from zero to a hundred, and then to a million. Brent stresses the importance of starting small, identifying low-hanging fruit, and focusing on customer retention. From fundraising to market segmentation, Brent provides valuable advice for founders and talks about the role of salespersons in early-stage startups. Tune in to learn about achieving scalable success and setting the foundation for a successful entry into the go-to-market journey.

00:00 Introduction and Guest Welcome
00:55 Guest Background and Blockchain Founders Fund
02:07 The Scale of Blockchain Founders Fund
04:27 Pre-Investment Considerations
05:48 Understanding the Customer and Market
10:10 The Journey from Zero to Million in Revenue
15:10 The Importance of Sales Skills in Early Stage Startups
23:37 Aligning Go-to-Market Success with Follow-on Rounds
31:53 Final Thoughts and Advice for Founders

From Go-to-Market Strategy to Winning First Customers - The GTM Kickback #69 - Brent Fulfer

In another exciting episode of the GTM Kickback, I sits down with Ben Slater, SVP of Marketing at Beamery. In this episode, we dive into Ben's remarkable journey of growing Beamery from zero to a significant amount of revenue, reaching the series D stage. Discover Ben's bleeding-edge methodologies as a marketer and his guiding ideologies that have contributed to the success of Beamery's marketing organization. 

Tune in to gain valuable insights and inspiration from Ben's experiences and learn how to overcome challenges and achieve growth in the ever-evolving field of marketing. Don't miss this engaging conversation with one of the most seasoned and experienced marketers in the industry!

From Zero to Series D: Ben Slater's Marketing Success Story - The GTM Kickback #68 w/ Ben Slater

This week on The GTM Kickback! I had the pleasure of sitting down the great Mike Davis – a highly accomplished revenue leader, SaaS Professional, Business Advisory, and Entrepreneur – to discuss some of the his foundational methodologies in GTM strategy, specifically when it comes to early stage businesses. 
We discussed how Mike on found consistent success in helping lay the early building blocks of GTM strategies for growth-stage technology businesses, helping slowly take this off the founder's desks, make the right hires early on, and successfully lead startups to substantial growth.   
A jam packed and insightful conversation for any aspiring startup professionals that want real tactics and tips for building better GTM plans early on. 

Picking up GTM from Founders, Hiring right at Early Stage, and Leading Successful Startups - The GTM Kickback #67 w/ Mike Davis

This week on The GTM Kickback! I had the pleasure of sitting down the Elizabeth Italiano, Co-Founder and Managing Partner at GTM Advisors. 


We discussed the quickly changing economic climate and it's impact on the technology sector, the trends she's seen in those companies still finding commercial success, changes in messaging, buyer personas, pitches, and other elements of your GTM strategy to keep up and win in today's market.


Elizabeth walked us through conducting win/loss analysis and how it can be a valuable tool in identifying ICP and personas that your company is winning and losing with. The rise in importance of the CFO - and how to cater your conversations better for this persona. 

Connect with Elizabeth and find out more about GTM Advisors here:


https://www.linkedin.com/in/elizabethitaliano/
https://gtmadvisors.com/

The GTM Kickback #49 - Graham Collins

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