All Episodes

From DeepMind to 200 Customers in 20 Countries: Building the Execution Layer for Sales | Adam Liska, CEO of Airspeed

VC: How Benchmark Picks AI Winners - Max 10 Bets a Year, 5 Partners | Chetan Puttagunta (GP)

Ads in ChatGPT Are Coming. What B2B Marketers Should Do Right Now | Keith Delany, CEO Primer

He's Seen 300+ Sales Comp Plans. 90% Make the Same Mistake | Siva Rajamani (Everstage CEO)

"We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau

How Esper Is Building the Operating System for Government Policy | Maleka Momand

How He Built a $250M Company With Zero Employees | Ben Cera, Polsia

The $575B AI Bet (Biggest Since the World Wars) and the New Two-Buyer Reality in Software | Tomasz Tunguz, Theory Ventures

SEO Is Not Enough Anymore: Webflow's CEO on the Rise of AEO | Linda Tong

Inside Reevo's $80M Bet to Kill the $10B Frankenstein Stack | David Zhu, Cofounder & CEO

VC: "Software Is Basically Worth Zero Now" | Tyler Hogge, Ex-Pelion

How AI Will Go From Influencing 20% to Making 90% of Your Decisions | Steve Lucas, Boomi CEO

Okta's CRO: From $850M in Losses to $760M Profit (The AI Agent Bet) | Jon Addison

VC: Inside a16z's $1.7B Infrastructure Bet | Jennifer Li, General Partner

How Figma Scaled From $2M to IPO | Kyle Parrish (First Sales Hire)

How AI Killed the Discovery Call | Sam Senior, Founder & CEO of TestBox

VC: Your First VC Meeting Will Be Agent-to-Agent | Auren Hoffman (Flex Capital)

How One Hackathon Took Zapier’s AI Usage From 10% to 97% | CEO of Zapier

VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart)

How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience

Bonus Episode: GTMfund Hires a New Partner!

Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps

What Wins When Anyone Can Build Anything with Brett Queener, Partner at Bonfire Ventures

AI at the Edge: How Armada is Taking Compute Everywhere the Cloud Can't Go | Dan Wright (CEO of Armada)

GTM: Lessons from Figma, Dropbox, and Building Iconic Brands in the Age of AI with Figma’s CMO, Sheila Vashee

VC: 116 Quarters on Quota and What Every Sales Leader Should Be Tracking, with Bill Binch, Operating Partner at Battery Ventures

GTM: BREAKING: Inside Nooks’ Launch: Why AI-Native Sales Tools Are Challenging Legacy Platforms, with Co-Founder & CEO Dan Lee

GTM: The End of GTM Sprawl: How HockeyStack is Rebuilding Go-to-Market Around AI, with Co-Founder Emir Atli

VC: How VCs Evaluate Technical Founders (TAM, Moats & Diligence), with Amanda Robson, Founder and GP of Modern Technical Fund

GTM: How Intercom Built the Highest-Performing AI Agent on the Market Using Outcome-Based Pricing with Archana Agrawal, President at Intercom

GTM: Why Most Founders Build the Wrong Company (And Realize It Too Late), with Lou Shipley, Former CEO and Co-Author of Unlikely Entrepreneurs

GTM: Why AI Is Killing Your Outbound and Making In-Person GTM Inevitable, with Healey Cypher, CEO at BoomPop

GTM: Why Most Go-To-Market Motions Collapse at Scale, with Jeanne DeWitt Grosser, COO at Vercel

VC 3: Investing Philosophy for 2026: What Founders Should Know

GTM 174: The 7% Rule: How AI Is Rewriting Customer Success Budgets (From 10% to 7%) with Abbas Haider Ali

GTM 173: The PLG→Enterprise Playbook: Turning Product Signals into 9-Figure Revenue with Adam Carr

VC 2: How Cassie Young Picks Winners Before They Even Leave Their Jobs

GTM: Why Old Playbooks Are Breaking and How AI Assisted GTM Actually Works | Dave Boyce

GTM 171: How to Build a Partner Ecosystem That Sells for You | Brian Weinberger

MOMENT: How to Identify Exceptional People Early | Cristina Cordova (Stripe, Notion, Linear)

VC 1: Inside the New Exit Economy: IPOs, Secondaries & AI with Meritech’s Alex Clayton

GTM 170: 0 Customers → $4B: Inside Snowflake’s GTM Machine with Chris Degnan

GTM 169: How Airbyte Hit $1B: The Open-Source, Community-First Playbook

GTM 168: How ZoomInfo Built a $1B RevOps Engine, The Operating Cadence Behind Breakout Growth | Tessa Whittaker

GTM 167: Competing with Giants: Inside You.com’s Battle Against OpenAI & Google | Peter Grant

MOMENT: ‘I joined Meta at 900, left at 90,000’ — Rick Kelley on Building and Scaling International Sales Teams

GTM 166: SEO → AEO: The Next Big Shift in How People Discover Your Product

GTM 165: Vibe prompting, AI fluency, and the new rules of go-to-market | Kieran Flanagan

GTM 164: 28th at Stripe → Billions: Cristina Cordova’s GTM Playbook (Linear, Notion)

GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton

GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood

GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson

GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He

GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth

GTM 158: From Startup to $4B+ Unicorn: How Vanta Scaled Past $100M ARR and Beat 40+ Competitors | Stevie Case

GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal

GTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John Fernandez

GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman

MOMENT: The Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext)

GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup

GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes

GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia

GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore)

GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat

GTM 149: How to Scale International Sales Teams with Rick Kelley

GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI)

GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password

GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext

GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell

GTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly)

GTM 143: Why Most AI Messaging Fails and How to Actually Stand Out in a Crowded Market | Harmony Anderson

GTM 142: Why Most B2B Marketing Fails (And How to Fix It) with Udi Ledergor

GTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry

GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford

GTM 139: AI Agents Are Changing Everything — Microsoft’s VP of AI Agents on the New Era of Work and Software | Ray Smith

GTM 138: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei

GTM 137: The Biggest Business Turnaround You've Never Heard Of & The Growth Levers to Pull When Things Go Wrong | Cassie Young

GTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica Gilmartin

GTM 135: How Marketing Creates Million-Dollar Exits: 6 SaaS Success Stories | Katrina Wong

GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento

GTM 133: Build your AI Outbound Machine with ChatGPT | Jordan Crawford

GTM 132: The Rise of the Operator with Casey Woo + Special Announcement

GTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRs

GTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canva’s CCO

GTM 129: 6 Proven Tactics Driving B2B Growth

GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet

GTM 127: B2B Bull$*** to Avoid

GTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy Yalif

GTM 125: From Flip-Flops to a $500M Exit as CRO, Secrets to Scaling with Martin Roth

GTM 124: The State of Sales with Mark Kosoglow

GTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim Peretti

GTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil Hernandez

GTM 121: Listening to Your Customers Without Obeying with Crunchbase's CRO Neal Patel

GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy

GTM 119: Design Products Backwards From GTM: Lessons from Scaling to $1B+ with David Knight

GTM 118: 5 Must-Try PLG Tactics to Accelerate Growth with Kyle Poyar

GTM 117: From 0 to Acquisition in 3.5 Years Through Community-Led Growth with Cliff Simon

GTM 116: The Future of SEO and AI's Impact, with a $100M+ Product-Led SEO Framework with Eli Schwartz

GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe

GTM 114: Audience-First GTM, Fueling Startup Growth via LinkedIn with Adam Robinson

GTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max Altschuler

GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay

GTM 111: Behind the Scenes on Apollo.io's PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman

GTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis Lyandres

GTM 109: Behind the Scenes on Building Braze and Incubating 2 Companies with Mark Ghermezian

GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin

GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner

GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston

GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond

GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi

GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne

GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger

GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik

GTM 100: GTMnow, Building a Media Brand on Top of GTMfund

GTM 99: Mastering Customer Success in the AI New Age with Jon Dick

GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl

GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks

GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping

GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick

GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen

GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks

GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin

GTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda Lian

GTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James Kaikis

GTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel Ruiz

GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy

GTM 87: The Future of Media and Marketing with Anthony Kennada

GTM 86: Learnings From 6 Successful SaaS Exits with Katrina Wong

GTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob Moore

GTM 84: Outbound Isn’t Dead: This is How to Reach the Inbox with Stephen Hakami

GTM 83: Redefining Marketing with AI and Personalization | Amanda Cole

GTM 82: Use These Sales Negotiation Tactics to Win with Richard Harris

GTM 81: Signal-Based Sales and Entering GTM 5.0 with Alexa Grabell

GTM 80: AI in GTM Deep Dive | Overcoming Analysis Paralysis and Tactical Use Cases with Andy Jolls

GTM 79: Surviving and Thriving with Frugal, Gorilla GTM Against Giant Incumbents | Amit Pande

GTM 78: 2024 Predictions with GTMfund's General Partner, Max Altschuler

GTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena Joshi

GTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike Molinet

GTM 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong’s EVP Eran Aloni

GTM 74: It's Bull$***. 50+ GTM Leaders Share Which Widely Held Beliefs They Disagree With

GTM 73: 50+ GTM Leaders on What’s Working and Career Learnings

GTM 72: Avoiding Agency and Fractional Roulette: How to Pick the Right Partner with Daniel Weiner

GTM 71: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib (Revisited Bonus Episode)

GTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamon

GTM 69: Behind the Scenes on Building and Selling Wisely for $187 Million with Mike Vichich

GTM 68: Klaviyo’s Blueprint for Sales Success of $25M to $450M+ Growth with Sean Marshall

GTM 67: Stop and Celebrate Your Wins with Scott Gifis

GTM 66: How to Land your Dream Role in a Competitive Market with Sophie Buonassisi

GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk

GTM 64: Hiring Ethereal Talent with Chuck Brotman and David Teichner

GTM 63: Community Mashup with The Best in the Game ft. Kathleen Booth, Erica Kuhl, & Holly Firestone

GTM 62: The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney (Revisited Bonus Episode)

GTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan Reich

GTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKenna

GTM 59: Weekly Active Users Up 33% by Making the Hard Decisions Faster with Melanie Fellay

GTM 58: How Stripe SuperCharged their SMB Team with Meka Asonye

GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel

GTM 56: The Pioneer of Account Based Sales Development with Lars Nilsson *Revisited Bonus Episode*

GTM 55: Contagious B2B Messaging Mastery with Dave Gerhardt

GTM 54: Resilience is Your Willpower with Anna Baird

GTM 53: Hire Slow & Fire Fast with Justin Welsh

GTM 52: *Special Edition* Monthly Jam Session (August 2023)

GTM 51: A Dream to a Nightmare, and Now a Multi Million Dollar Company with James Isilay

GTM 50: Solving the Age Old Problem, A Sales & Marketing Misalignment with Nicole Wojno Smith

GTM 49: "What Got You Here Won't Get You There" with Adam Schoenfeld

GTM 48: Monthly Jam Session (July 2023)

GTM 47: Elena's "Pinch Me" Moment Going Public with Medallia

GTM 46: "Rest at the End, Not in the Middle" with The CEO and Co-Founder of Outreach, Manny Medina

GTM 45: Employee 36 at Salesforce Built His Career off a Network Approach with Drew Sechrist

How to Activate Customer Data and Drive Business Growth

GTM 44: Taking Tableau from $5 million in Revenue to over $1 Billion with Elissa Fink

GTM 43: Monthly Jam Session (June 2023)

How to Make an Established Process Work Instead of Replacing It With a Trendy One

GTM 42: Earn the Right to Side Hustle with Scott Leese

Boosting Sales Performance: Unearthing the Potential of Women in Sales

GTM 41: Selling The Easy Button Through to Multi Million Dollar Deals with Jamal Reimer

Master the Art of Knowing Who to Call and How to Ask

GTM 40: Refresh Your Mindset, Because the Numbers are Different Today with Sam Jacobs

How to Write Sales Emails That Stand Out

GTM 39: Leveraging Scarcity and Turning it Into Abundance with Stevie Case

How to Go the Extra Mile and Win in Sales

GTM 38: A 7 Year Ride to find Product Market Fit...and then to IPO! with Juan George

GTM 37: Monthly Special Edition Jam Session (May 2023)

Big Announcement!

GTM 36: Slicing/Dicing Data To Go From $0-35M (And a Twitter Acquistion)

GTM 35: How to Unlock 20% Performance Improvement in Your Career with Kevin Bailey

GTM 34: "Community Is the New Google" with Kathleen Booth

GTM 33: The Post Acquisition Pitfalls at SecureLink with Justin Strackany

How to Motivate Your Team and Lead by Example in a Period of Crisis with Ben Dietz

GTM 32: Monthly Jam Session April 2023

GTM 31: The Venture Deal that Crumbled into Pieces with Tyler Short

GTM 30: 19 Million Members and Counting: Meet The Woman Behind The Salesforce Trailblazer Community with Eric Kuhl

GTM 29: Capitalizing on Customer Stories with Dave Kennett

GTM 28: How Auth0 Took Big Risks To Avoid Pipeline Plateau with Martin Gontovnikas

How to Turn Failure Into Opportunity With Mariana Cogan

GTM 27: Monthly GTM Jam Session (March 2023)

GTM 26: The Framework that Will Help you Build an Exceptional GTM Team with Mark Stephenson

GTM 25: Social Impact for Startups with Bryan Breckenridge and Corey Marshall

GTM 24: The Power of Pivoting and Verticalization with Ed Calnan

GTM 23: Diversity, Inclusion, and Sales Team Success with Cara Felleman

GTM 22: AI's Impact on The Sales Profession with John Barrows

GTM 21: Monthly GTM Jam Session (February 2023)

GTM 20: Branding, Negotiation, and Creating Raving Fans with Udi Ledergor

GTM 19: The Art of Sales Leadership with Rick Smolen

GTM 18: How to Grow and Manage Revenue with Bob Elliott

GTM 17: Navigating Life, Legal and Security with Pukar C. Hamal

GTM 16: Monthly GTM Jam Session with Max Altschuler (January Bonus Episode)

GTM 15: How to Position Yourself with Brendan Dell

GTM 14: Understanding the Looming Recession with Erik Kostelnik

GTM 13: How to Hire People who are Wired for Greatness with Suresh Khanna

GTM 12: People-First GTM Leadership with Dini Mehta

GTM 11: Monthly GTM Jam Session with Max Altchuler (December Bonus Episode)

GTM 10: How to Sell to the Enterprise with Chris Donato

GTM 9: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib

GTM 8: Connecting with People with Lars Nilsson

GTM 7: How to Scale Yourself with Ashley Hansen Grech

GTM 6: GTM Fund VC Update with Max Altschuler (BONUS)

GTM 5: Slow is Smooth; Smooth is Fast with Kyle Norton

Friday Fundamentals 186: Patrick Hudgins

How You Can Grow Your Company Even When Facing a Recession

GTM 4: What Defines a Successful Startup with Brian Murray

Friday Fundamentals 185: Ido Niv-Ron

GTM 3: Our First Monthly Jam with Scott Barker and Max Altschuler

GTM 2: The Importance of Community with Holly Firestone

What You Need to Prepare for in an Uncharted Economy

GTM 1: Creating a Winning Culture with Mark Cranney

Friday Fundamentals 184: Haydar Al Saad

Why Your Company Needs a Robust Customer Success Program

Friday Fundamentals 183: Alex Schrecengost

How Young Companies Can Sign Major Clients

Friday Fundamentals 182: Scott Barton

A Holistic Approach to Compensation Structuring

Friday Fundamentals 181: Brandon Barton

How to Make a Major Career Jump

Friday Fundamentals 180: Tim Strickland

What it Takes to Lead 1,200-Person Company like ZoomInfo

Friday Fundamentals: Mike Sadler

Finding the Perfect Fit - Managing and Hiring in the New Sales World

Friday Fundamentals 178: Christian-Kletzl

Why Champion Lifetime Value is Critical

Friday Fundamentals: Shaan Hathiramani

Flockjay Has the Cheat Code For a Successful Team

Branding a Company that Specializes in Account Based Marketing

Friday Fundamentals: Todd Caponi

The Elements of a Great Sales Manager with Todd Caponi

Friday Fundamentals: Celine North

Learning How to Adapt in the Sales Community w/ Celine North

Friday Fundamentals: Don Addington

Increasing Revenue on Cloud Marketplaces with Tackle

Friday Fundamental_173_Selling in the Hospitality Industry_Part 2

Selling in the Hospitality Industry

Friday Fundamentals: Espionage tactics that help you sell

Espionage Tactics That Help You Sell

Friday Fundamentals 171: The Journey of a New CEO Part 2

207. The Journey of a New CEO Part 1

Friday Fundamentals 170: Kathleen Booth

206. Turning Your Marketing Department Into a Revenue Generator

Friday Fundamentals 169: Shruti Kapoor

205. Changing How You Communicate with Buyers

Friday Fundamentals 168: Auseh Brritt

204. How to Implement Effective Account-Based Marketing Strategies

Friday Fundamentals 167: Andy Paul

203. Putting People at the Center of Sales Conversations

Friday Fundamentals 166: Tom Lavery

202. Insights into Founding a Fully Remote SaaS Company

Friday Fundamentals 164: Seamus Ruiz-Earle

201. The Rise of RevOps & Insight into Data Integrity

Friday Fundamentals 163: Asad Zaman

200: From AE to CEO: Entrepreneurial Life Lessons

Friday Fundamentals 162: Jen Igartua

199: Closing the RevOps Skills Gap

Friday Fundamentals 161: Russell Benaroya

198: A 5-Part Framework for Designing Your Best Life

Friday Fundamentals 165: Tom Lavery

Friday Fundamentals 160: Jonathan Friedman

197: How to Fix the Pain Points Around Demoing

Friday Fundamentals 159: Jamal Reimer

196: Cracking the Code to Ultra Large Deals

Friday Fundamentals 158: Ashley Welch

195: 3 Steps to Focus on Your Customer’s Customer

Friday Fundamentals 157: Nelson Gilliat

194: No More Quotas, No More Commission: Sales Without SDRs

Friday Fundamentals 156: Jason Bay

Your New 3-Part Framework for Cold Calling

192: The Holiday Mailbag - Sales Hacker Style

Friday Fundamentals 155: Brian Troutschold

191: Grow Your Startup Organically Outside of a Major Market

Friday Fundamentals: 154 David Hershenson

190: How to Control Your Internal Brand

Friday Fundamentals 153: Kevin Yip

189: Meaningful Recognition: How to Show Your Employees That You Care

Friday Fundamentals 152: Marley Majcher

188. Ask Yourself This: “But Am I Making Any Money?”

Friday Fundamentals 151: Veronika Reiderle

187: Category Creation & What Sets You Apart From Competitors

Friday Fundamentals 150: Gianna Scorsone

Return to Work: Offering the Maximum Flexible Option

Friday Fundamentals 149: Appy Choudhary

185: The Key Is Personalization at Scale

Friday Fundamentals 148: Kerry Hudson

184: Mastering the 2 Ps: People & Process

Friday Fundamentals 147: Tom Glason

183: Dear Sales Team, Set Your Own Quotas

Friday Fundamentals 146: Michelle Pietsch

182: Build a Sales Team from the Ground Up w/ Michelle Pietsch

Friday Fundamentals 145: Keegan Riley

181: Facing Adversity w/ a Growth Mindset

Friday Fundamentals 144: Hakim Myers

180: Talent Retention w/ Whole-Person Benefits Package

Friday Fundamentals 143: Paula Shannon

179: Cultural Insight on Operating a Regional Office w/ Paula Shannon

Friday Fundamentals 142: Amy Frampton

178. Why SDRs Should Report to Marketing w/ Amy Frampton

Friday Fundamentals 141: Moeed Amin

177. Trust-Building Strategies Every Seller Should Own w/ Moeed Amin

Friday Fundamentals 140: Ajit Ghumar

176. How to Rock Product Marketing w/ Ajit Ghuman

Friday Fundamentals 139: Jean Ayoub

175. Protecting Migrant Children: International Social Service w/ Jean Ayoub

Friday Fundamentals 138: Tom Stern

174. Mastering Sales Expression: Use Your Voice to Create Connection w/ Tom Stern

Friday Fundamentals 137: Keith Daw

173. Training Leaders Who Create Other Leaders w/ Keith Daw

Friday Fundamentals 136: Ryan Staley

172. How to Build Out Your Up Market Strategy w/ Ryan Staley

Friday Fundamentals 135: Anjulika Saini

Revenue Innovators: The Future of Leadership in RevOps

171. How to Hire Salespeople with the Future in Mind w/ Anjulika Saini

Friday Fundamentals 134: Zach Rego

170. Building a Company from the Ground Up w/ Zach Rego

Friday Fundamentals 133: George Donovan

Revenue Innovators: Insight Selling: Help Your Buyers Make the Right Decision

169. Becoming a Self Advocate w/ Mike Feldman

Friday Fundamentals 132: Mike Feldman

168. How to Take Risks and Fail Fast w/ George Donovan

167. Announcing: Revenue Innovators Podcast

166. Announcing Pavilion w/ Sam Jacobs

Friday Fundamentals 131. Lee Berkman

BONUS: Exploring the Role of Revenue Operations within Blueboard w/ Jen Nelson

165. How to Transition into Tech Sales from a Non-SAAS Background

Friday Fundamentals 130: Kyle Racki

164. Sales Lessons From a Former Jehovah's Witness w/ Kyle Racki

Friday Fundamentals 129: Neal Patel

BONUS Episode: Revenue Operations w/ Asia Corbett

163. Objections? You've Already Lost the Deal w/ Neal Patel

Friday Fundamentals 128: Gauri Chawla

162. What It Takes To Run a Global Alliance Network w/ Gauri Chawla

Friday Fundamentals 127: Mike Levy

161. The #1 Thing That Will Make You the Most Productive Person on Your Team w/ Mike Levy

Friday Fundamentals 126: Joe Venuti

160. Why Direct Mail Sells to a Zoom-weary Population w/ Joe Venuti

Friday Fundamentals 125: Tiffany Heimpel

159. How to Have a Satisfying Career w/ Tiffany Heimpel

Friday Fundamentals 124: Matt Melymuka

158: Zig Don't Zag: The Power of Focus and Specialization w/ Matt Melymuka

Friday Fundamentals 123: Lloyed Lobo

157: Bootstrapping, Building & Scaling Startups w/ Lloyed Lobo

Friday Fundamentals 122: Michael Hanson

156: How to Sell Without Ego w/ Michael Hanson

Friday Fundamentals 121: Pouyan Salehi

155. How to Improve Your Sales Process w/ Pouyan Salehi

Friday Fundamentals 121: Neil Ringers

154: Guided Selling w/ Neil Ringers

Friday Fundamentals 120: Paul Fifield

153. Don't Learn on the Job w/ Paul Fifield

Friday Fundamentals 119: Sara Archer

152. A Framework for Bringing Ethics to the Sale w/ Sara Archer

Friday Fundamentals 118: Stephanie Cox

151. Leads Don't Matter: Moving From a Sales-led to a Product-growth Orientation w/ Stephanie Cox

Friday Fundamentals 117: Michelle Benfer

150. Driving Sales Home: Tips From an Auto Dealership w/ Michelle Benfer

Friday Fundamentals 116: Hunter Madeley

149. What Makes a Great Sales Leader w/ Hunter Madeley

Friday Fundamentals 115: Kristen Twining

148. Lessons Field Sales Can Learn From Inside Sales w/ Kristin Twining

Friday Fundamentals 114: Fred Mather

147. Top Advice for Rising Leaders: Have a Plan w/ Fred Mather

146. Why Following Your Passion Is Bad Advice (and what the good advice is) w/ Callie Moriarty

Friday Fundamentals 113: Callie Moriarty

Friday Fundamentals 112: Jacco Van Der Kooij

145. Lessons Learned From Winning by Design w/ Jacco van der Kooij

Friday Fundamentals: 111. Mark Levinson on Framework for Driving Productivity

144. How to Drive Productivity: The Key Is Operational Excellence w/ Mark Levinson

Friday Fundamentals: 110. Kata Nyitrai on The Modern Way to Cold Call

143. Getting in Touch: How to Talk to People Who Don't Know You w/ Kata Nyitrai

Friday Fundamentals: 109. Mike McNary on the Trick to Driving Employee Happiness

142. Restructuring CX Through EX w/ Mike McNary

Friday Fundamentals: 108. Mary Grothe on Sales BQ

141. How to Build an Achievable Revenue Plan w/ Mary Grothe

Friday Fundamentals: 107. Zak Hemraj on Advice to Improve Winning More RFPs

140. Habits of a Bootstrap CEO: Depth Not Breadth w/ Zak Hemraj

Friday Fundamentals: 106. Luke Rogers on the 3 Ways to Build Diversity into Hiring Practices

139. Teaching Sales as a Science w/ Luke Rogers

Friday Fundamentals: 105. Jake Sorofman on the 3 Key Differences between Building and Scaling

138. The Journey From Being a Marketer to Serving as CEO w/ Jake Sorofman

Friday Fundamentals: 104. Trish Bertuzzi on Successful Customer Engagement

137. Team Selling: A Comeback Story for 2021 w/ Trish Bertuzzi

Friday Fundamentals: 103. Matt Klepac on Driving Sales and Marketing Alignment

136. From the Opera to the C-Suite: Taking the Leap and Founding a Company w/ Matt Klepac

Friday Fundamentals: 102. AJ Bruno on Fixing Broken Comp Plans

135. Pushing Through the Zone of Discomfort Towards Personal Growth w/ AJ Bruno

Friday Fundamentals: 101. Ilan Jacobson on the #1 Trait that Drives Successful Sales People

134. What Great Teams and Great Leaders Hold in Common w/ Ilan Jacobson

Friday Fundamentals: 100. Jim Donovan on the 3 Tips for Effective Lead Generation for SDRs

Special Episode: Highlights From Top Women in Sales

133. Unexpected Lessons From a 20-Year Sales Veteran w/ Jim Donovan

Friday Fundamentals: 99. John Mark Shaw on a Tangible 4 Step Process to Change Your Life

132. The Internal Game: Coaching Your Way to Success w/ John Mark Shaw

Friday Fundamentals: 98. Ryan Walsh on the Top Factors that Drive Outside Sales Compensation

131. Data, Set, Match: How to Build a Two-Sided Marketplace to Drive Revenue w/ Ryan Walsh

Friday Fundamentals: 97. Eddie Baez on Growing Revenue and Accelerating Growth on Sales Teams

130. Turning Junior-level Talent into Top Sales Professionals w/ Eddie Baez

Friday Fundamentals: 96. Vishal Sunak on Early Stage Companies Closing Deals

129. Building a Company from Scratch w/ Vishal Sunak

Friday Fundamentals: 95. Tom Martin on the Job Market Approach

128. Unshackle Your Career with a Mentor w/ Tom Martin

Friday Fundamentals: 94. Brian Litvack on How Organizations can use Values to Help Them Grow

127. Lessons Learned in 10 Years of Democratizing Youth Sports w/ Brian Litvack

Friday Fundamentals: 93. Jeff Winters on the 3 Things You Need to do to get a Dream Meeting

126. How to Book a Meeting with Nearly Anyone in the World with Jeff Winters

Friday Fundamentals: 92. Mykal White on the 3 Keys to Client and Prospect Success

125. Driving Outcomes Through Your Authentic Self and Human Language w/ Mykal White

Friday Fundamentals: 91. Alyssa Merwin on 3 Things to Remember in Every Sales Conversation

124. Managing People Through a Crisis w/ Alyssa Merwin

Friday Fundamentals: 90. Brandon Meyers on Leading with Empathy

123. The Journey From a Programmatic Transactional Revenue Model to a Subscription Model w/ Brandon Meyers

Friday Fundamentals: 89. Wes Ulysse on the 3 Core Attributes of Great Sellers

122. Tips for Building a Diverse Team w/ Wes Ulysse

Friday Fundamentals: 88. Matt Rizzetta on Sales Success

121. Lessons From Survival Mode: How to Bootstrap Your Business w/ Matt Rizzetta

Friday Fundamentals: 87. Steven Broudy on Hiring Mistakes

120. From Special Ops to Revenue Ops: A Conversation About Soldiering and Selling w/ Steven Broudy

Friday Fundamentals: 86. Brendan Kamm on Ways Gratitude can Help Drive Business

119. Showing Gratitude & Building Relationships Using Small Gestures w/ Brendan Kamm

Friday Fundamentals: 85. Ernest Owusu on Treating your Sales Career like a Professional Athlete

118. Build Your Team’s Culture to Weather Any Storm w/ Ernest Owusu

Friday Fundamentals: 84. Michael Coscetta on Revenue Leadership

117. The Tools You Need If You Want to Succeed at Scale w/ Michael Coscetta

Friday Fundamentals: 83. Andrew Sykes on the Most Important Habit at Work

116. How Do You Form Great Habits at Work? w/ Andrew Sykes

Friday Fundamentals: 82. Leah Chaney on the Methodology to Adapt to Deliver a Great Customer Experience

115. The Magic Key to CX Success w/ Leah Chaney

Friday Fundamentals: 81. With Gleb Tsipursky on Decision Making in a Business Context

114. Understanding Human Cognitive Bias or Why You Can't Trust Your Impulses w/ Dr. Gleb Tsipursky

Friday Fundamentals: 80. With Barrett Boston on Applying Lessons from Moneyball when Hiring Sales People

113. Secrets to Great Leadership During a Pandemic and Beyond w/ Barrett Boston

Friday Fundamentals: 79. With Matthew Gowen on How to Onboard a New Sales Team Member

112. Why Companies Fail Coming to Europe w/ Matthew Gowen

Friday Fundamentals: 78. With Peter Wooster on Modifying go to Market Offering

111. Prospecting and Researching in a Brave New World w/Peter Wooster

Friday Fundamentals: 77. With Tom Williams on Developing Mutual Action Plans

110. Survivors Make Plans: Get Your Mutual Action Plan Into Gear w/ Tom Williams

Friday Fundamentals: 76. With Patrik Svanstrom on Building and Adapting go to Market Sales Motion

109. Why You Should Forget Checkboxes and Ask Better Questions Instead w/ Patrik Svanström

Friday Fundamentals: 75. With Devante Lewis Jackson on the 4 Principles of Great Sales Management

108. An Honest Conversation Around Race in America w/ Devante Lewis-Jackson

Friday Fundamentals: 74. With Lori Richardson on if the Pandemic is the Right Time to Sell?

107. Origin stories and the core principles of sales leadership w/ Lori Richardson

Friday Fundamentals: 73. With Jim Sharpe on the Key Lessons for Gaining Strategic Clarity

106. Want to Be CEO? Here's What You Need to Know w/ Jim Sharpe

Friday Fundamentals: 72. With Jessica Wilkeyson on the Top Ways that You can Streamline Your Tech Stack

105. Factors to Organization Alignment Success w/ Jessica Wilkeyson

Friday Fundamentals: 71. With Shari Levitin on the 4 Pillars of an Effective Coaching and Training Program

104. Embracing Authenticity to Connect and Drive Revenue w/ Shari Levitin

Friday Fundamentals: 70. With Todd Abbott on Why Funnel Reviews are Broken and What you can do to Improve Them

103. Accurate Data Will Set Your Funnels Reviews on Fire w/ Todd Abbott

Friday Fundamentals: 69. Elissa Fink on Category Development

102. How to Build and Scale Marketing Organizations w/ Elissa Fink

Friday Fundamentals: 68. How the World is being Impacted by the Subscription Economy

101. Ownership Is Dead w/ Luigi Mallardo

Friday Fundamentals: 67. 4 Steps You Need to Build a Marketing Organization

100. Succeeding as the First Marketing Hire w/ Nicole Wojno Smith

Friday Fundamentals: Ep 66: The 3 Qualities of a Modern Leader

99. Overcoming Imposter Syndrome and Flourishing at Work w/ Stephanie Blair

Friday Fundamentals: Ep 65: Why Product-Led Growth is Sales Supportive

98. Focus on Product-Led Growth w/ Blake Bartlett

Friday Fundamentals: Ep 64: How AI Impacts The Future of Work

97. How To Approach Changing Trends In The Global Economy w/ Tameka Vasquez

Friday Fundamentals: Ep 63: The Best Way To Run an Interview

96. The 4 Levers of Sales Velocity w/ Pete Crosby

Friday Fundamentals: Ep 62: The Difference Between Strategy and Execution

95. How to Nail Your 1-on-1s w/ Matt Cameron

Friday Fundamentals: Ep 61: The Best Interview Question a Candidate Can Ask

94. Making Malware Disappear w/ Ellie Tamari

Friday Fundamentals: Ep 60: Strategic Factors To Consider with Early-Stage Investment

93. The Journey from 2x Entrepreneur Exec to VC w/ Angus Davis

Friday Fundamentals: Ep 59: The Key Lesson in Software Sales

92. How To Become a More Influential Executive w/ Jay McGrath

Friday Fundamentals: Ep 58: Why Narrative Precedes Strategy

91. The Importance of Creating Narrative w/ Scott Olrich

Friday Fundamentals: Ep 57: The 3 Most Important Steps For Building A Long-Term Career

90. Letting Go of Perfection w/ Justin Welsh

Friday Fundamentals: Ep 56: A Holistic Approach To Organizational Alignment

89. Using CDPs to Scale Your Org w/ Pat O’Brien

Friday Fundamentals: EP 55: Top Prospecting Techniques From A Sales Leader

88. How to Optimize Sales Motions w/ Pete Kazanjy

Friday Fundamentals: EP 54: Our Top 3 Tips For Building a Billion-Dollar Brand

87. The Ultimate Guide to Category Creation w/ Anthony Kennada

Friday Fundamentals: EP 53: How One Entrepreneur Decided To Start Her Consulting Business w/ Mary Rogul

86. Should Every Top Salesperson Pursue Management? w/ Mary Rogul

Friday Fundamentals: EP 52 Advice We Wish We Could Give Our Younger Self

85. Why AI Won’t Be Taking Your Job w/ Dan O’Connell

Friday Fundamentals: EP 51: How To Incorporate Video Into Your Sales Motion

84. BombBomb’s Chief Evangelist Explains Why You Should Use Video w/ Ethan Beute

Friday Fundamentals: EP 50: The Key Questions to Ask

83. How to Operationalize Alignment w/ John Kaplan at Force Management

Friday Fundamentals: EP 49: Hiring Your First Salesperson

82. Meet the Serial Entrepreneur Who Hasn’t Raised Funding Since 2011 w/ Zvi Guterman of CloudShare

Friday Fundamentals: EP 48: Being The CEO of Your Own Career

81. How Candidate Testing Can Improve Employee Retention w/ Amyra Rand of Criteria Cor

Friday Fundamentals: EP 47: The Best Interview Question a Candidate Can Ask

80. Getting More Women Into Sales & Sales Leadership w/ Catie Ivey of Demandbase

Friday Fundamentals: EP 46: How to Pick Your Next Company

79. How to Successfully Navigate Major Transition w/ Bryan Caplin of Andela

Friday Fundamentals: EP 45: Big Co vs. Small Co

78. What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud

Friday Fundamentals: EP 44: Top 3 Things Sales Engineers Need to Be Successful

77. How This Sales Engineer Became Responsible for Revenue of a Start Up w/ Vikas Bhambri of Kustomer

Friday Fundamentals: EP 43: Selling at Freemium Company

76. How Slack is Generating $600MM With a Bottom-Up Approach w/ Kevin Egan at Slack

Friday Fundamentals: EP 42: 3 Steps to Building The Right Sales Enablement Strategy

75. How To Scale Operations for a High Growth Sales Enablement Company w/ Jason Holmes, COO, Showpad

Friday Fundamentals: EP 41: Two Highly Personalized Ways to Get a Meeting

74. From VP Sales back to Individual Contributor: Learnings and Experiences w/ Ryan Lallier

Friday Fundamentals: EP 40: Key Questions to Consider to Becoming a VC

73. What Venture Capital Investors Want w/ Semil Shah

Friday Fundamentals: EP 39: Why You Should Avoid Job Hopping

72. How To Break Down Sales Stereotypes and Hire Better SDRs w/ Rahim Fazal

Friday Fundamentals: EP 38: The Importance of Transparent Leadership

71. Why Account Based Marketing Doesn't Work w/ Latane Conant

Friday Fundamentals: EP 37: How to Set Up Your Remote Sales Team for Success

70. The Executive’s Guide to Building Companies w/ Jonathan Sherry

Friday Fundamentals: EP 36: How to Manage Upwards to Get to the C-Suite

69. Structuring Your Organization Around Your Customer w/ Megan Bowen

Friday Fundamentals: EP 35: The 3 Keys to Driving A Great Enterprise Sale

68. How to Go to Market with an Enterprise Solution w/ Ed Calnan

Friday Fundamentals: EP 34: How to Scale While Course Correcting

67. How Data and Metrics Fuel Revenue and Company Growth w/ David Zwerin

Friday Fundamentals: EP 33: Why Direct Mail Improves Conversion Rates Through Your Sales Cycle (Part 2)

66. Why Direct Mail Improves Conversion Rates Through Your Sales Cycle w/ Kris Rudeegraap

Friday Fundamentals: EP 32: 3 Steps to Scaling a CS Organization

65. How to Render Long-Term Success in The Workforce w/ Kim Rose

Friday Fundamentals: EP 31: Building a Buyer Centric Funnel

64. How to Evaluate a SaaS Company and Align Your Sales Funnels w/ David Skok

Friday Fundamentals: EP 30: Tips For Managing a Board

63. How to Translate Big Company Lessons to Small Company Lessons w/ Ben Wright

Friday Fundamentals: EP 29: Why Sales People Fail

62. How to Create, Manage and Incentivize Teams w/ Kathleen Roberge

Friday Fundamentals: EP 28: 3 Ways to Evaluate Job Opportunity

61. How Edvo Seeks to Change The Job Hunt Narrative w/ Shireen Jaffer

Friday Fundamentals: EP 27: Top Strategies for a Modern Seller

60. How to Effectively Give and Receive Constructive Feedback w/ Alyssa Merwin

Friday Fundamentals: EP 26: How to Be an Order Taker vs. How to Be a Seller

59. How to Focus on the “How” vs. “Why” of Your Product with Scott Armour

Friday Fundamentals: EP 25: How to Improve Your Engagement and Conversion on LinkedIn

58. How to Shape the Future of a Modern Organization w/ Jake Dunlap

Friday Fundamentals EP 24: The 6 Steps to Successful Change Management

57. How to Build Yourself Into a Great Manager w/ Ashley Grech, Global Head of Sales, Square

Friday Fundamentals EP 23: Top Dos and Donts for ABM

56. Drafting an Event Strategy That Works w/ Alon Waks

Friday Fundamentals EP 22: How to Become a Top Performing Sales Rep at Any Company

55. How to Ensure 500 Pieces of Sales Advice Get Executed by Your Sales Team w/ Travis Huff

Friday Fundamentals EP 21: How to Take Control of Your Recruiting Strategy

54. How to Pick Your Next Company to Build a Great Career w/ Nick Worswick

Friday Fundamentals EP 20: The Role of Chatbots in Sales

53. The Secrets to Moving Your Company Upmarket w/ David Katz, Intercom

Friday Fundamentals EP 19: The Top 3 Mistakes You Make in Sales Coaching

52. Why Your Company Needs Sales Coaching and Training to Drive Up Retention w/ Rob Jeppsen

Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career

51. How to Move from Feature Selling to Gap Selling w/ Keenan

Friday Fundamentals EP 17: How to Build Diversity Into Your Sales Team

50. Build Diversity and Inclusion into Your Hiring Practices w/ Simmone Taitt

Friday Fundamentals EP 16: The Power of Silence

49. KPIs to Build World-Class Customer Success Organization w/ Roger Scott

Friday Fundamentals EP 15: How Long Should You Wait Before Quitting?

48. The Secret to Amazing Sales Engagement- Insight and Tactics w/ Max Altschuler

Friday Fundamentals EP 14: How to Deliver Feedback and Have Tough Conversations

47. The Key Qualities of Great Executive and Commercial Leadership with Dan Fougere, CRO of Datadog

Friday Fundamentals EP 13: Top Tricks for Dealing with Procurement

46. How to Use Procurement To Your Advantage in Enterprise Selling w/ Donna and Chris Donato

Friday Fundamentals EP 12: What is a 5 Tool Sales Person?

45. How To Put Your Reps in a Position to Succeed and Crush Quota with Brian Birkett, SVP of Global Sales, Leandata

Friday Fundamentals EP 11: How To Give a Great Demo

44. Career growth from Sales Engineer at Salesforce to building $100M company w/ Travis Bryant

Friday Fundamentals EP 10: How to Get More Referrals From Your Customers

43. How Endurance and Tenacity Can Translate Into an Amazing Sales Career w/ Carson Heady

Friday Fundamentals EP 9: How to Nail The Job Interview

42. The Key to Building Career as Sales Professional w/ Jamie Scarborough, Co-Founder, Sales Talent Agency

Friday Fundamentals EP 8: How to Sell When You’re Facing Off Against a Direct Competitor

41. Helping Marketo IPO, Achieve Hyper Scale, and Take Those Lessons to the Next Great Company with Bill Binch, CRO of Pendo

Friday Fundamentals EP 7: Forecasting Your Pipeline To Hit Your Number

40. How to Lead a Top Performing Inside Sales Team at a Public Company with Amy Appleyard, SVP of Sales, CarbonBlack

Friday Fundamentals EP 6: Phone Presence in Job Interviews

39. How to Build a Startup Inside One of the World’s Biggest Tech Companies with Diane Chang Wardi, Growth Lead, Facebook

Friday Fundamentals EP 5: What's The Goal of The Demo?

Friday Fundamentals EP 4: Send Me More Information

38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry

Friday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger Customer

37: The Fundamentals of Challenger Selling with Challenger Author, Brent Adamson

Friday Fundamentals EP 2: SDR Promotion Paths

36: How to Market to Developers w/ Meghan Gill, VP Sales Operations, MongoDB

Friday Fundamentals EP 1: The Will to Sell

35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack

34: The Benefit of a Finance Background to Help Company Growth w/ Rob Lopez, SVP of Sales, Justworks

33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela

32. Why Curiosity and Passion are Superpowers for Sales Leaders w/ Scott Schnaars

31. Annie Duke, Author of "Thinking in Bets" and Celebrity Poker Player

30. The Secrets to Hyper-Scaling Sales past $50 Million ARR w/ Matt Millen

29. How to Build a World Class Customer Success Organization w/ Nick Mehta

28. The Key Habits and Systems that Power High Growth SaaS Companies w/ Chris Degnan

27. Building a Predictable Revenue Engine for Your Company w/ Mark Roberge

26. From a Big Company to a Startup to an IPO w/Andrea Gellert

25. From SDR to VP of Sales at One of the Best Companies Outside the Valley with Dan Cook

24. Building a Tier-1 SaaS Company from the Investor Perspective w/ Tomasz Tunguz

23. Optimizing Sales Productivity to Drive Exponential Growth w/ Doug Landis

22. The Secret to Becoming a Successful Account Executive w/ John Barrows

21. The Making of a Top-Producing Silicon Valley VP of Sales w/ Mark Cranney

20. How to Negotiate More Effectively to Close More Deals w/ Chris Voss

19. How to Become a Best-in-Class VP of Sales by 25 w/ Liz Young

18. Setting Up the Right Sales Onboarding Plan w/ Roderick Jefferson

17. The True Secrets to Successful Enterprise Sales w/ Dave Govan

16. How to Scale a Tech Startup w/ Amit Bendov

15. The Art and Science of Pipeline Generation w/ Jeff Reekers

14. Quick Guide to Seed Fundraising for Startups w/ Brad Svrluga

13. Using the Science of Perfect Timing to Improve Sales Outcomes w/ Dan Pink

12. Navigating a Career from a Unicorn to a Public Company W/ Jaimie Buss

11. Using Science and Empathy to Improve Your Sales Conversations w/ David Priemer

10. Using Data Driven Decision Making to Align Sales and Marketing w/ Cassie Young

9. How to Sell Enterprise Software Solutions w/ Todd Caponi

8. Build Your Sales Pipeline with the Best Sales Cadences w/ Derek Grant

7. How to Align Marketing and Sales With Demand Gen w/ Andrea Kayal

6. The Secret to Incredible Sales Management and Coaching Culture w/ Marc Jacobs

5. Moving Your Product (And Your Sales Team) Upmarket w/ Rick Smolen

4. How to 10x Your Business Using Customer Success w/ Emmanuelle Skala

3: Why Your CFO Shouldn’t Own the Revenue Model w/ Jess Hunt

2: The 25 Year Evolution of the Sales World w/ Steve Denton

1: Walking the Road From Individual Contributor to Management w/ Kiva Kolstein