Friday Fundamentals 169: Shruti Kapoor

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode, we've got Shruti Kapoor with us. Shruti is the Co-founder and CEO of Wingman, a company that helps salespeople make better decisions by bringing intelligence into both the conversations in real time and into the overall aggregation of data, so that people can close more deals. Join us for a deep conversation about the lessons Shruti has learned as she has built Wingman from the ground up.

1. Key tips for starting a new company
2. The difference between creators and sellers
3. The importance of self-awareness and honesty for founders
4. Why data and activity metrics aren’t enough  

1. About Shruti Kapoor and Wingman [4:58]
2. The keys to a successful startup [13:16]
3. The difference between creators and sellers [15:31]
4. Observations about selling to salespeople [17:56]
5. The importance of self-awareness and honesty for founders [20:44]
6. Paying it forward [22:02]
7. Sam’s Corner [23:26]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 168: Auseh Brritt

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode, we've got Auseh Britt. Auseh is a seasoned B2B marketer with 20 years of marketing experience across a wide range of industries and companies spanning global hospitality to startups and currently serves as the VP of Growth Marketing at Terminus. Join us for a great conversation about what account-based marketing is and what it means when it’s done well.

1. The keys to being a successful growth marketer
2. How a well-defined ICP makes account-based marketing easier
3. How MQLs are being replaced by qualified pipelines
4. Why sales and marketing alignment leads to better pipeline generation  

1. About Auseh Britt [4:15]
2. Keys to being a successful growth marketer [11:35]
3. Defining account-based marketing [13:25]
4. Comparing ABM and legacy B2B marketing campaigns [17:23]
5. Marketing and sales alignment [22:28]
6. Paying it forward [26:01]
7. Sam’s Corner [30:42]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 167: Andy Paul

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode, we have Andy Paul, author of Sell Without Selling Out. Andy is an award-winning podcast host and a career sales veteran, having seen the growth and evolution of the entire technology industry. Join us for a fascinating conversation about how a more buyer-centric sales process leads to more sales.

1. Efficiently moving buyers through their buying journey
2. Building deeper relationships with your buyers
3. The four pillars of selling
4. Looking at alternative ways to grow  

1. About Andy Paul[3:45]
2. Reflections on how things have changed in sales [6:12]
3. The four pillars of selling [12:30]
4. True personalization at scale [14:51]
5. Winning bigger deals without brand recognition [18:11]
6. Good companies vs. bad companies [22:48]
7. Paying it forward [24:49]
8. Sam’s Corner [27:20]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 166: Tom Lavery

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of the Sales Hacker Podcast, we have Tom Lavery, CEO & Founder at Jiminny, a conversation intelligence platform that helps companies create high performance culture. Join us for an insightful conversation about founding a company that feels both local and international, the right time to start selling, and advice for emerging SaaS founders.

1. The expanding market opportunity in SaaS
2. Emphasizing local identity for an org
3. Slack etiquette and best practices
4. Looking at alternative ways to grow 

1. About Tom Lavery & Jiminny[1:50]
2. The journey of building Jiminny [6:07]
3. The right time to start selling [8:13]
4. Leading a hybrid, international team [11:52]
5. Advice for emerging founders [17:58]
6. Paying it forward [21:03]
7. Sam’s Corner [23:35]

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 164: Seamus Ruiz-Earle

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of the Sales Hacker Podcast, we have Seamus Ruiz-Earle, CEO at Carabiner Group, who cut his teeth on Salesforce at the tender age of 17 and became the youngest Trailblazer in Salesforce history. Join us for an educational conversation about why you haven’t started thinking about RevOps early enough and how to remedy that.

1. Teaching Salesforce to middle schoolers
2. Taking a long-term view on building your business
3. The biggest mistakes companies make about RevOps
4. Finding and retaining talent as a former solopreneur

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.