What Truly is GTM and How Can You Find Success in the Field?

Today on The GTM Kickback, I had to pleasure of sitting down with a true leader in the space, Bertrand Hazard. Bertrand is a highly experienced technology and SaaS marketing executive, with decades of experience leading GTM motions for early stage startups, high-growth product led organizations, and pure enterprise sales vendors.

We talked about his deep background as a marketer in the space, how he defines GTM as the true engine that powers a tech companies growth, how to put real GTM tactics in motion, and what exactly it takes to make a career of this.

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. 

PLG and Sales - When and How to Layer These Motions and How to Execute on Growth

Today on The GTM Kickback, I sit down Liz Christo of Stage 2 Capital, to discuss new trends in the software sales space, particularly around the modern concepts of Product Led Growth and how many organizations are adopting this business model.

Liz is a highly accomplished sales leader turned investor, GTM consultant to a number of high-growth SaaS organizations, and Partner at Stage 2 Capital investing in Seed to A round SaaS companies. 

We discussed a brief history of the SaaS Sales landscape, the difference in models between PLG and Traditional Direct Sales models, who's currently successful in running a business like this, and where it is appropriate for others to beginning running these type of sales motions.

Back for another episode of The #1 Go to Market Leadership and Strategy Interview Podcast in the world, I'm joined this week for our #47th episode in the series by another fantastic leader in the space, Kaleb Jesse.

Kaleb is a tested sales and go-to-market expert in the B2B SaaS arena, spending the last half decade of his sales leadership career working with with leading players in the HR technology space. This background gives Kaleb a very unique perspective on many of the challenges companies face in talent acquisition, retention, and growth in today's world. 

Kaleb is now the Head of Sales with the startup, Panther, on a mission to solve many of these problems but dropping all the barriers around scaling a global workforce - proving a suite of solutions that create the easiest way to hire anyone, anywhere in the world.

1 Hour of GTM Content and Nonsense from a World-Class Customer Success Leader and Joey

This week on the GTM Kickback - I'm joined be a regular guest, Graham Gill, a world-class customer success leader, currently the VP of Customer Success at Maestro. He has a passion for customer loyalty and software adoption, creating truly insightful content to express his ideas online, leading high-caliber teams, and adding value to the CS Community through a number of different channels.

We sat down for an hour to discuss a number of different trends across the general SaaS hiring market, constant evolutions in customer success, and general chit chat about what working in tech in 2021 is like.

Talent Strategy that is Foundational to your Sales Organization's Growth

This week on The GTM Kickback - I'm joined by a leader in the SaaS Sales and GTM strategy arena, Ryan Cahill, for a deep discussion on the trends we've seen in the current sales-job market. Ryan is a skilled sales leader, experienced entrepreneur, GTM executive, and currently Managing Director with the top-tier SaaS consultancy, Winning by Design.  

The "Talent War" that we've seen evolve over the last 12 months as organizations rapidly try to scale has been something we've never seen before.

We sat down and talked about some of the driving factors to this change and high demand for talent, as well as some actionable solutions for combatting it. Creating scalable internal employee growth plans, utilizing HR in extremely strategic ways, and creating environments that support long term and sustainable growth for your org. 

Creating 'Movement' in Your Sales Process and Driving True Engagement

This week we are joined by Gavin Tye - Technology Executive, GTM Strategist, SaaS Consultant and Founder of Sales Market Fit, a Global B2B Sales Consultancy focused on helping early stage technology companies develop their GTM plans and create scalable sales success. 

We sat down to discuss what it means to create "movement" in your sales process, how you create opportunities off the back of that, and what qualities it takes to be successful in doing so. 

Effectively Managing and Scaling International GTM Teams

This week on The GTM Kickback! We have a very special guest - a high-level marketing leader, GTM Advisor, technologist, and international team leader - Alon Waks.

Alon has extensive experience in demand generation and marketing channels for early stage technology companies, leading teams all across the world along the way. We discussed some of his fundamental GTM strategies for early stage tech companies, how he goes about developing and measuring those plans, and how to create alignment between teams to focus on these goals.

Alon has led international teams for much of his career and discusses the benefits, challenges, and nuances of leading in a virtual and globally dispersed environment.

How Teams win Championships - Sales and how to Succeed

This week on The GTM Kickback with have a wonderful guest; a natural sales leader, technology executive, recent author, and thought leader in the space - Mattia Bruzzi.

Mattia and I dive deep into the common misconceptions of the sales industry, why and how most people get into the 'sport' of sales, and what he believes it takes to be successful in the field. 

Mattia is the recent co-author of the book "Teams Win Championships" and you can find a copy here: https://www.amazon.com/Teams-Win-Championships-Contribute-Performance/dp/B096ZM6CTF/ref=sr_1_2?crid=2KU1ZDEU0HZFI&dchild=1&keywords=team+win+championships&qid=1633301713&sprefix=teams+win+c%2Caps%2C178&sr=8-2

Developing Natural Leaders and Working as a GTM Unit

Mike is a multi-time sales leader with a proven track record of developing high-performing revenue teams. He's a true though leader in the space of B2B SaaS Sales and currently leads as the VP of Sales at ChildcareCRM.

He sit's down with us to discuss his methodologies on bringing in proper sales talent, elevating and empowering those on his teams, and helping all the work around him find their greatest potential. Much of this comes in the way of acting synergistically across an organizations departments, and creating a culture of accountability and trust between internal leadership.