In this episode of the Sales Hacker Podcast, we have Ajit Ghuman , Head of Product Marketing at Narvar and author of Price To Scale . Join us for a conversation about Ajit’s pricing philosophy, the effect that price has on customer satisfaction, and why the truth is better than feeling good.

What You’ll Learn

- The role of product marketing, perfectly summarized

- Why pricing is too often an afterthought

- How to make pricing decisions upstream

- The importance of truth telling

Show Agenda and Timestamps

- About Ajit Ghuman & Narvar [3:40]

- The role of product marketing [5:30]

- A pricing philosophy that works [8:55]

- The relationship between price & customer satisfaction [14:15]

- Why truth trumps feeling good [22:28]

- Paying it forward: shout-outs [27:16]

- Sam’s Corner [29:40]

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 139: Jean Ayoub

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 Jean Ayoub, Secretary General and CEO at International Social Service (ISS), a nonprofit organization that specializes in complex cross-border case management to protect migrant children. Join us for a convicting conversation about some of the challenges facing workers who reunite children with families and how sales plays into their success.

1. What ISS is and the work it does
2. Challenges that advocates for migrant children face
3. How Jean came to work with nonprofits
4. Fundraising, financing, sales skills, and advocacy awareness

1. About Jean Ayoub & ISS [4:50]
2. Challenges facing advocates for migrant children [10:14]
3. Jean’s love for nonprofits [13:28]
4. Migratory patterns and causes for separation [15:48]
5. How sales is present in nonprofits [19:45]
6. Sam’s Corner [26:03] 

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 138: Tom Stern

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 Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.

What You’ll Learn

1. Voice, tone, and language manipulation techniques
2. How sales expression relates to human empowerment
3. Investigating the story you tell about yourself
4. The role of fear in sales

Show Agenda and Timestamps

1. About Tom Stern & Stern Executive Search [4:16]
2. What sales expression means [11:38]
3. Using mirroring to close a deal [19:51]
4. Listening, absorbing, synthesizing [26:50]
5. Paying it forward: shout-outs [31:09]
6. Sam’s Corner [36:03]

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 137: Keith Daw 

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 Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.

1. Know why you’re training your team before you start
2. Keep the four S’s in mind when setting goals
3. Create a personal, customized learning path
4. Look for leaders with vulnerability and professional humility

1. Keith Daw & McDonell Consulting [3:21]
2. Training during the last 15+ months [10:43]
3. Dos and don’ts on training the 4 S’s [14:04]
4. Key ingredients for great leaders [20:17]
5. Paying it forward: shout-outs [25:14]
6. Sam’s Corner [28:12]
    

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 136: Ryan Staley 

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 repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.

1. Framing the economic impact of moving upmarket
2. Why companies should verticalize
3. Building an enterprise sales motion gradually
4. Strategies for raising money… or not

1. Ryan Staley & Whale Scale [3:15]
2. Your biggest enterprise sales mistake [7:23]
3. Implementing a winning deals-tracking system [14:30]
4. Why your org doesn’t need funding [18:26]
5. Paying it forward: shout-outs [28:55]
6. Sam’s Corner [32:46] 

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 135: Anjulika Saini

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.