Ep # 183: The Sales Psychology Behind Better Outreach, Better Coaching, and Better GTM ft. Zac Blakely (CEO & Co-Founder, Foundations)

In this episode of Across The Funnel, Adil Saleh and Ioanna Mantzouridou Onasi sit down with Zac Blakely, Co-Founder at Foundations, to explore what actually makes modern Go-To-Market teams work: not just better tools, but better judgment, better coaching, and better use of data. Zac shares how his path from door-to-door sales to building sales engines for scaling tech companies shaped his view that selling is still a deeply human craft rooted in psychology, trust, and reading people. The conversation then moves into how growing companies should think about GTM foundations, from choosing the right tech stack and avoiding overreliance on software alone, to building systems that let managers coach reps with precision using conversion data, activity metrics, and clear performance signals. They also dig into why usage is the clearest leading indicator for customer health, why account management and customer success need tighter links with product and sales, and why the teams that win are the ones that connect customer insight to action across the full revenue journey.