🚀 Rocket-fast interviews with GTM operators in sales, success, product, and marketing. Meet go-to-market talent you need to add to your must-recruit watchlist, unless they recruit you first! Hear answers to 6 burning questions from talent across the GTM community. Learn more → https://market-to-revenue.com
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🧗♀️ Shea Cole: Fullscript, VP Marketing
25:10
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25:10
Tell yourself, “I can do hard things.” What does the data say? What is the insight I can pull from the data? What is the creative idea I have based on that insight? Take the hassle out of the purchase journey. What product-market-fit means for a new segment of users. Focus over speed. Strategy over plans. Regaining SEO. Meaning, difference and sali…
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🥳 Anita Toth, Chief Churn Crusher
21:20
21:20
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21:20
Convert for the endgame, retention. Marketing is a lot like dating. Sales is where you're getting a little more serious. The wedding is where they convert to be a customer. You got your onboarding, which is your honeymoon. Woo-hoo! This is going to be awesome! But guess what? The bulk of that whole relationship is the marriage, which is retention, …
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🍷 Darren Sharpe: SuiteSpot, Chief Revenue Officer
15:02
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15:02
15 minutes with Meet Darren Sharpe, Chief Revenue Officer at SuiteSpot. Be maniacal about what’s working. Doing great homework. Connecting inbound and outbound channels. Prospect discovery. Client feedback loops to drive product innovation. Shifting a pricing model from features to platform. Pareto principal. Opportunity costs. A culture of coachin…
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🔮 Anthony Murphy: Product Pathways, Founder
13:26
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13:26
13 minutes with Anthony Murphy: Founder of Product Pathways. Predicting the future. Strategic discovery. Seeking out early adopters. Balancing short-term revenue versus long-term vision. Modeling the future. Hiring. Technical architecture and debt. Capacity. BJ Fogg's behavioral model. Shipping super early, even when it's a concept. Setting goals. …
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🎨 Craig Handy: Shopify, Head of Revenue Automation, Tooling, & Enablement + Jameson Strategies, Founder
24:30
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24:30
Take a long, long, hard look at your go-to-market process, not from the perspective of what you're currently looking at, but put yourself in the shoes of your colleagues. If you're in sales, take a look at the marketing side. If you're in marketing, look at customer success. If you’re in customer success, look at sales. All of those things, if you …
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🌶 Mo McKibbin: Moxion, Head of Customer Support and Success
47:16
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47:16
47 minutes with Mo McKibbin: Head of Customer Support and Success at Moxion. Sales as a strategy, not a skill set. Helping the right customer solve the right problem, in the right way, at the right time. Building the entire customer operational process from scratch. Tight feedback loops between the customer and the business. Making customer success…
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🤔 Vlad Blagojević: Fullfunnel.io, Co-Founder
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22:52
23 minutes with Vlad Blagojević: Co-Founder at Fullfunnel.io. 80/20. Thinking long-term. Account-based demand generation on LinkedIn. Frequent and regular marketing activities. Consistency. Co-creation. Continuously iterating on our offering. Making sure that people actually do the stuff that's important. Entering the US market. The most important …
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🤘 Jason Bay: Blissful Prospecting, Chief Prospecting Officer
15:34
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15:34
16 minutes with Jason Bay, Chief Prospecting Officer at Blissful Prospecting. “Inbound-ish.” Dial in the content. How to get people to ask for help when they need it. Getting people to take action on what they learn. Regret minimization. Socratic method. Bite-sized content that is immediately actionable. Myself as a bottleneck. How to systemize and…
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☮️ Katy McFee: Insights to Action, Founder and Principal
15:15
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15:15
15 minutes with Katy McFee, Founder and Principal of Insights to Action. Helping new, aspiring leaders who are stuck in their career get to the executive level. Distractions. Balance. Lack of patience. Work when you work best. Show up as the person who want to be today. Creating focus and intentionality. Do less to do more. Focus on data, structure…
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🎮 George Valdes: Monograph, Head of Marketing
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17:14
18 minutes with George Valdes, Head of Marketing at Monograph. Don’t be afraid to challenge your market. Ask, “Why do you think it needs to be this way?” Starting the community. Hire subject matter experts who understand the memes and inside jokes of the industry. A lot of those inside jokes are coming from pain. When you understand the memes of th…
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🤖 Matt Baxter: Bestow, Director of Product Management
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14:11
Here’s what Andrew Miller said about Matt: Matt Baxter. He's currently a Director of Product at Bestow, where I worked before Monograph, and he's just a great product leader. He was taking a brand new business unit to market when I was on my way out, and it was a huge project, and it was just so much fun to watch Matt do his work. I know he’d have …
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💥 Kristi Faltorusso: ClientSuccess, Chief Customer Officer
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14:25
Achieving your customer's business outcomes. Develop advocates. If your renewal was up today, would you renew? Solving for in-person events again. Design your customer maturation model. Onboarding 2.0. Introducing automation. Confirmation bias. Inversion. 80/20 principal. Figure out your balance between capturing wallet share of your customer base …
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🤯 Daniel Cmejla: Chili Piper, Director of Partnerships, Community & Social Media
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28:04
Market through your customers. A bad-ass, true social media presence. Your customers are on social? You're on social. Fire your social media consultant and stop producing super basic boring stuff. Nobody wants that corporate version of you. They want an authentic version of you. Invest in community. Dark funnel. Customer referrals and user-generate…
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🦾 Shri Apte: Triplebyte, VP Revenue
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23 minutes with Shri Apte, VP Revenue at Triplebyte. Starting from the outcome. MECE frameworks. Bias to action. Heavily dogfooding your product. Marketing from a position of expertise Overcoming barbell distribution in the performance of different account executives. Understanding what drives renewals. Marketing two separate products. Consistent m…
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🔥 Dani Woolf: Cybersixgill, Director of Demand Generation
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15:42
Meet Dani Woolf, Director of Demand Generation at Cybersixgill. If you focus on the mission, you will make the money. Go talk to your buyer. Pick up the phone. Start building relationships with your buyer. Get out of the echo chamber right now. Do yourself a favor. You owe it to the world to unmute your mic. Becoming more technically literate to ge…
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9 minutes with Antoine Buteau, Business Operations at Replit. Balancing scale and experimentation. The risk of becoming too data-driven and copying playbooks from other companies. Growth attribution. Why Product Market Fit isn't enough. The importance of integrity. Pricing is an underrated lever. The Bowling Alley Framework to make sure users activ…
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🐝 Brandon Fluharty: Founder of Be Focused. Live Great.
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23:40
Meet Brandon Fluharty, Founder of Be Focused. Live Great. The concept of a personal operating system. Transformations over transactions. Thinking bigger with prospects. Staying committed to long-term thinking. Overcoming imposter syndrome. Level up your environment. Leveling up tools. Thinking like a designer. Discipline, flexibility, curiosity. 22…
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☯️ Meghann Misiak: The Path to President’s Club, Founder
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Meet Meghann Misiak, Founder of The Path to President’s Club. What motivates you? The why. Starting a company is like staring all of your weaknesses in the face, or in the mirror, on a daily basis. Leveling up. Radical transparency. Make it okay to talk through the challenges transparently. Quick wins, dream clients and exploratory projects. Learni…
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🎈 Ryan Paul Gibson: Content Lift, Founder
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14:09
Meet with Ryan Paul Gibson, Founder of Content Lift. Asking questions. Why? Why and how do people buy? After you decided on wanting to solve a problem, what did you do next? What made you trust X? Where to fit in the marketing landscape. Networking. Jobs to Be Done. Transcribe and go over everything again. Jump on calls with other peers. 18 insight…
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🔎 Jacob Gebrewold: Klue, Commercial Account Executive
11:47
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11:47
Meet Jacob Gebrewold, Commercial Account Executive at Klue. Consistently educating. Having a relentless focus on educating your market like you're creating a category. Referrals. Happy clients are the best sales team you could possibly ask for. Building a dope competitive enablement function and a killer Customer Success team. Asking: Who do I need…
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😎 Sidney Waterfall: Refine Labs, VP of Demand Generation
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17:34
Meet Sidney Waterfall, VP of Demand at Refine Labs. A go-to-market measurement system. Standardizing key metrics for success. Creating demand through content from subject-matter experts. Dark social. Removing friction for buyers. Route high intent leads directly to subject-matter experts or your best people. Funnel analysis. Habits and structure. G…
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🤓 Sam Kuehnle: Refine Labs, VP of Demand Generation
11:07
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11:07
Meet Sam Kuehnle, VP of Demand Generation at Refine Labs. Today's buyers are very savvy. Talk to your customers more. Stay close to platforms. Seeing from the front. Staying at the cutting edge. Going against the grain. Running a win-loss analysis regularly. Focusing less on the competition. Attracting top talent. Positive word of mouth. Helping cu…
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🚀 Andrew Miller: Monograph, Senior Growth Product Manager
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Meet Andrew Miller, Senior Growth Product Manager at Monograph. Do your research. Deeply understand how your customers make money. Run lots of tests. Trying to understand user behavior. Double diamond model. The rugged landscape model. Feedback loops. AB testing. Fake door tests. Aligning continuous delivery on the engineering side with go-to marke…
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Meet Darren McKee, Director of Growth at Wellthy. Sunday Nights. Social selling. Telling stories. Converting in-person energy to online calls. The power of coaching. Creating a great experience. People talk and people start to see. Understanding and being content with where I am. 16 insights. 6 rapid-fire questions. Show transcript. Here’s what Jen…
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🏔 Sean MacPherson: Alyce, VP of Customer Success & Experience
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12:40
Meet Sean MacPherson, VP, Customer Success & Experience at Alyce. Lead with telling your customer stories. Customer-facing expertise. What will lead to the most impact for our customers? Ruthlessly prioritizing. The upsell flywheel. The scientific method. Constantly testing and iterating on things. Being comfortable with failure. 17 insights. 6 rap…
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🌉 MJ Peters: CoLab Software, VP of Marketing
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12:51
Meet MJ Peters, VP of Marketing of CoLab Software. Understand your customer's job. Figuring out where to start. The marketing discovery call. Establishing credibility in a new role. Time management. Habit stacking. LinkedIn and Twitter organic as a recruiting tactic. Prioritize the segments of the market that are going to be easy to convert to reve…
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🌞 Patrick Coleman: Replit, VP of Growth
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12:08
Meet Patrick Coleman, VP of Growth at Replit. Bias to action. Seek pain. The best way to keep up as the market evolves? Be a perpetual beginner. Start with pricing. Know your persona. Let users realize some of the value before you ask them to pay, but still run a go-to-market motion. Freemium and product-led growth models. 18 insights. 6 rapid-fire…
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🌶 Arthur Castillo: Chili Piper, Senior Manager of Field Marketing & Community
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14:50
15 minutes with Arthur Castillo, Senior Manager of Field Marketing & Community at Chili Piper. Turn champions into raving fans. High leverage principles. A sales rep that broke into marketing. Bypass the SDR qualification. 83% show rates on first inbound meetings. Keep your brain activity as fresh as possible. Scaling the team and delegating. Ask a…
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🤩 Leslie Venetz: Sales Team Builder, Founder
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Meet Leslie Venetz, Founder at Sales Team Builder. Make it about your buyer. Focus very heavily on referrals. Show up authentically to your community and to your market. Clarity about your ICP: it's not good enough to talk about everybody that could potentially buy. We really need to talk about who is most likely to buy immediately, at the highest …
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🎯 Stuart Balcombe: Arrows, Product Marketer
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16:53
Meet Stuart Balcombe, Product Marketer at Arrows. Shifting the pricing model, shifting the ideal customer profile, shifting the positioning, and then aligning. How to use Charlie Munger's inversion, the Cupcake model, and guardrails. Go talk to more customers, repurpose absolutely everything, and look for ways to create proprietary insight. 19 insi…
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🤝 Jen Allen: Challenger, Chief Evangelist
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11:59
Meet Jen Allen, Chief Evangelist at Challenger. Lack of leads? Lack of buyer alignment? Teach where prospects go to learn. When you are teaching in those spaces, don't teach the solution. Once you've won over someone on that message (they look at the problem the same way you do) make sure you don't fall short at the goal line by just assuming that …
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🧠 Carl Ferreira: Refine Labs, Director of Sales
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16:14
Meet Carl Ferreira, Director of Sales at Refine Labs. How community-driven content, a commitment-based sales process, and delivering on promises drives 100% revenue at Chris Walker's Refine Labs. Ask yourself, if you're a sales team or a marketing team, “do I sell in the way that I like to be sold to? Or do I market it in a way that I actually buy …
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🧪 Mark Znutas: Hubspot, VP of GTM Strategy and Operations
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10:38
Meet Mark Znutas, Vice President of GTM Strategy and Operations at Hubspot. The 3 go-to-market motions that drive revenue at Hubspot. Getting people aligned on strategy at different time horizons. Why Mark is focused on scale now. How to use the scientific method. Adding value before extracting value through product-led growth. 18 insights. 6 rapid…
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