Real Advice for Startup Founders and Managers on Customer Development and Creating a Sales Process and Strategy for Enterprise Sales.
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The GTM Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down. This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio ...
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Community Signal is a podcast for experienced online community professionals, including those working in audience engagement, association management, developer relations, moderation, trust and safety, and more. It's released every two weeks and hosted by industry veteran Patrick O’Keefe. This is a very community-focused program. There are plenty of social media and marketing podcasts out there. That’s not what this is. Social media is a set of tools. Community is a strategy you apply to thos ...
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Helping Sells Radio is the enterprise software podcast for people who want to help customers achieve outcomes with software. We talk to technology professionals who work all over the customer journey, from marketing and sales to customer success and professional services, to unpack innovative ways people are taking a helpful approach with customers. Brought to you by ServiceRocket Media. helpingsells.substack.com
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The Next Level Podcast is a new type of business podcast. In this series, Nextiva conducts in-depth interviews with the people behind the companies, products, technologies, and processes you know and love. Learn their stories and discover how they achieved their goals personally and professionally, so you too can reach your highest potential.
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Helping traditionally-minded sales and marketing pros become relevant by demystifying trending digital approaches. Why? To build stronger customer relationships. We also help curious, non-technical people talk the talk in B2B information tech and software. Hosted by Aaron Abodeely, a curious tech marketer and sales leader, who had a breakthrough when he learned about how tracking pixels, marketing automation, and simple video communications actually augment human interaction with potential c ...
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Join Nils Vinje from Glide Consulting as he learns about top performers in the fields of Customer Success, sales, and SaaS. What makes a great VP of Sales? What is Customer Success, and how can SaaS companies use it to maximize revenue growth over time? Nils is an expert coach and previously worked as the VP of Customer Success at a hyper-growth SaaS company. This podcast is the intersection of business and personal development
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The Case Closed Podcast is the first and only podcast dedicated to helping you to learn, use, and extend the Salesforce Service Cloud to improve customer experiences and run an efficient contact center. Hosted by Salesforce MVPs, Jeff Grosse and Cheryl Feldman, you'll learn the features of Service Cloud, ways to extend functionality with the AppExchange, and hear the success stories that Service Cloud customers have experienced in their company.
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The truth is that Customer Success is not just about amazing experiences and success stories. Here we dive into what did not work, how we could fix it together and the role your Company Culture plays into turning Transactions into Experiences 😜 and delivering amazing Customer Experience #customersuccess #customerexperience Cover art photo provided by Boudewijn Huysmans on Unsplash: https://unsplash.com/@boudewijn_huysmans
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Ep. 162: Enhancing Communication and Training with AI with Chad Burmeister
37:54
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In this episode, Chad Burmeister interviews Scott Sambucci about the evolving landscape of sales in the tech industry. They discuss the role of AI in supporting, rather than replacing, sales teams and the ongoing importance of human connection in an increasingly automated world. The conversation also touches on post-COVID trends, including the rene…
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GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin
52:05
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As Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior…
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Go Farther BONUS Episode #23: My NUTS 100k Race Report with Stephen Steers
54:30
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In this episode of the Go Farther series, Stephen Steers interviews Scott Sambucci about his recent ultra marathon experience and the invaluable lessons he learned along the way. Scott opens up about the mental and physical challenges of the race, the importance of coaching in breaking through personal barriers, and how meticulous preparation and n…
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GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner
44:37
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Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influ…
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Go Farther Episode #22: The Journey is the Joy
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In this episode of the Go Farther series, Scott dives deep into the theme of pushing beyond limits and finding joy in the journey. Inspired by American runner Grant Fisher's remarkable performance at the Olympics, Scott draws compelling parallels between the high stakes of competitive athletics and the relentless pressures of entrepreneurship. He c…
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GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston
51:27
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Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO. Discussed in this Episode: The key differences between product…
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GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond
1:09:16
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Sam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. After his operating roles, Sam joined Founders Fund as an investing partner before leaving to co-found a new startup. Discus…
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GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi
52:13
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Ralph Barsi is the VP of Sales at Kahua, a leading construction management platform. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. While at ServiceNow, he built and led a team of 230 people across the globe, during thecompany’s growth from from $1 billion to over $4 billion in revenue. Prior to ServiceNow, Ralph was the VP o…
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GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne
57:39
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Annelise Osborne is Chief Business Officer at Kadena, a Layer 1, POW blockchain where she is focused on upgrading finance. Annelise has 20 years of experience in traditional finance and seven years in digital assets. She is a thought leader, board advisor, university lecturer and author. Her book, From Hoodies to Suits: Innovating Digital Assets in…
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Go Farther Episode #21: Implementing = Learning
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In this episode, Scott Sambucci delves into the concept of "implementing equals learning," underscoring the importance of experimenting with new strategies in sales. Drawing parallels from his ultra-running experiences, Scott highlights the significance of pushing boundaries to foster growth and achievement. He discusses actionable strategies such …
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GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger
53:05
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David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. C…
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Go Farther Episode #20: Relentless Forward Progress – Patience, Persistence & Perseverance at the 2024 Western States 100
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In this episode, Scott Sambucci explores the theme of "relentless forward progress" through the inspiring story of Patrick, a runner in the Western States 100 race. Scott delves into the key elements of patience, persistence, and perseverance, illustrating how maintaining a positive attitude, overcoming challenges, and adjusting goals can lead to s…
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GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik
1:07:06
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Nick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns. Discussed in this Episode: The current state…
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Go Farther Episode #19: Train Harder Than Your Race – Do the Work
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In this episode, Scott Sambucci explores the importance of making hard tasks routine to achieve success, sharing insights drawn from his experiences as an ultra-runner. Scott discusses key strategies such as committing to the task, starting easy, and creating a dedicated workspace. He emphasizes avoiding overthinking and the significance of trackin…
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GTM 100: GTMnow, Building a Media Brand on Top of GTMfund
1:06:54
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In this milestone 100th episode, Scott is joined by Sophie Buonassisi, VP of Marketing at GTMfund and GTMnow and a key architect behind the media brand's growth. Sophie leads media, marketing and community across the fund and the media company. Discussed in this Episode: The evolution of GTMfund's media strategy to multi-channel brand. Insights on …
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1
When Open Source Community Software is Bought by Private Equity
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When private equity buys online community platforms, who wins? What about if those platforms were built on open source software? Does the company continue to be a good citizen of the open source community that helped build the product? History has shown us that it is often the community managers and pros who lose. They might not just lose a good pl…
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Go Farther Episode #18: Put Yourself First
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In this episode, Scott delves into the importance of putting yourself first to achieve your best in every aspect of life. He explores how setting goals, like training for an ultra marathon, can sharpen your focus and elevate your daily routines. Scott shares his insights on how scheduling everything, from exercise to work commitments, ensures you s…
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GTM 99: Mastering Customer Success in the AI New Age with Jon Dick
55:18
55:18
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Jon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School. Discussed in this Episode: The rising impor…
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Go Farther Episode #17: Keeping Consistent – Motivation vs Discipline
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In this episode, Scott and Stephen discussed the critical importance of consistency and the distinction between discipline and motivation. Discipline gets things done whether you feel like it or not, whereas motivation is merely a temporary boost. Staying consistent is challenging, especially for entrepreneurs with demanding schedules. For tasks su…
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GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl
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Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company's go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise …
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Go Farther Episode #16: You are not alone - Why we do this
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Go Farther Episode #16: You are not alone - Why we do this In this episode, we had a genuine human-to-human conversation. As entrepreneurs, we're often expected to wear a mask or a Superman cape, but what’s real is behind all that. I shared a day where I ended feeling exasperated and frustrated. If you're a parent, spouse, or partner and an entrepr…
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GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks
59:30
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Robert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. Robert started his career at Charles Schwab but joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is …
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In this episode, Scott Sambucci emphasizes the critical role of having a coach, sharing examples of renowned coaches and their impact on top performers. He discusses his personal experiences with coaches and underscores the value of seeking coaching for both personal and professional growth. Scott also highlights the importance of being willing to …
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GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping
56:21
56:21
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Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at HYCU, a series B, venture …
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Go Farther Episode #14: 9 Travel Tips from London
31:24
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In this episode, Scott Sambucci discusses the importance of making the most of unexpected downtime, managing schedules effectively, and maintaining a healthy lifestyle while traveling to maximize productivity. He highlights the need for being prepared and efficient during travel to reduce frustrations and ensure optimal performance. Scott also emph…
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GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick
54:24
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Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem. Discussed in this Episode: The benefits and challenges of going to m…
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Go Farther Episode #13: What’s Your Box of Awesome?
1:05:18
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In this episode, Scott Sambucci sits down with Dan Waldschmidt, a best-selling author, motivational speaker, and business strategist, to explore the application of Dan's EDGY Framework to the life of an entrepreneur and startup CEO. Dan's journey from success to failure and back again, including a moment where he nearly took his own life, brings a …
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GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen
51:49
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Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. …
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Go Farther Episode #12: Automate Decisions
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In this episode, Scott discusses the benefits of automating decisions to maintain discipline and productivity in both personal and professional settings. He emphasizes the importance of time blocking and accountability in overcoming distractions and ensuring consistency in routines. By sharing examples from his own life, such as scheduling specific…
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GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks
53:23
53:23
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Description: Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exceptio…
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Go Farther Episode #11: Be Deliberately Emergent
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In this episode, Scott Sambucci explores the balance between deliberate and emergent strategies in personal and professional settings. Drawing from his ultra running experiences and work life, he shares practical applications of this balance, such as his decision-making process for participating in a 200-mile race and his strategic decision to work…
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GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin
50:30
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Description: Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2's revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling la…
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Go Farther Episode #10: Find Your Routine
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In this episode, Scott emphasizes the crucial role of routines in achieving both goals and happiness. He shares personal examples and strategies to guide listeners on their journey to success. Scott highlights the importance of routine in ultra running and training, as well as establishing structured routines at work. He underscores the value of re…
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