The GTM Kickback w/ Joey Brodsky

On this episode of The GTM Kickback - I'm joined by the great and powerful Justin Anovick. A product leader with over 25 years of experience in selling, building, and evangelizing some of the greatest software products on the market. We talked through what it means to make a great product, how to both build for the future & build for the now at the same time, and what you need to consider as a sales person when joining a new product organization - or possibly why absolutely you shouldn't. Enjoy! Justin also runs his own podcast, "Proud Product Peeps", where he discusses with different leaders the moments that truly matter and how they make a positive impact on someone's life through their work. Find it here: https://www.youtube.com/@proudproductpeeps

Jeffrey Gitomer, the King of Sales, has spent the last 3 decades of his life coaching, training, and developing literally millions of sales professionals around the globe. He has over a dozen NYT Best-Selling Books, keynoted & spoke at over 2500 events, published over 600 podcast episodes on his show "Sell or Die," and had quite thoroughly shaped the concept, voice, and the implementation of the new sales ages. He's been kind enough to join us on this episode of The GTM Kickback to answer a vital question for anyone in the GTM space - What's more powerful, a relationship or a friendship? Most know the answer... but do you know exactly why? We discuss that and more - including Jeffrey's newest project - Gitomer.ai - the only AI platform that can give you the right sales answers at the right time from the right source. Launching on August 8th (with discounted pre-orders taking place now) Gitomer AI will help you attract qualified leads, create easy sales conversations, convert more sales, and build friendships that breed referrals. This will be a game changer for many.

In this episode of The GTM Kickback, I had the pleasure of sitting down with an esteemed revenue consultant, Roee Hatuv of Winning by Design, to discuss some of the key strategies he's used to help driven growth in dozens of scale up technology firms over his career. Roee is the Head of Revenue Architecture at Winning by Design, a global B2B revenue consulting and training company that enables recurring revenue teams to architect sustainable growth. Some of the best in the game. We talked through the changing landscape of the SaaS world in the last few years, companies efforts to create more efficient and productive businesses, and his advice for scaling a business through scientific frameworks and proven models - all detailed in the firms new textbook, "Revenue Architecture' Check out the full read here: https://www.amazon.com/Revenue-Architecture-Jacco-van-Kooij/dp/B0CKZHVMDR/ref=sr_1_1?crid=2H4A9KW77D9G3&dib=eyJ2IjoiMSJ9.LiDIGp8XS2pGpUREgB-Bj8x_rLtB1SXpvyY_edkji4ORDsg_1AYluhFKYkSBQkFKkIT2dey85DI6wAHj6ZBKEHMiCIYvg6aEnO9bfDY_WCs3Bt2Vx3L9W3i32lAYm0DRj9EccJPrmkKRzjhpFgyQCSeAazr_WLNwnOdwqCuLGgJ-i_Z_78Q0hdSsqXfdXYogbBLvmY5DPqOiorJaZvDBWDj6ODspB86k5h-LBxK9fS8.xT2ouIYfT5GXeF-KhZ_1Nzml6mQtwDFAFf5R_ohqKDQ&dib_tag=se&keywords=revenue+architecture&qid=1721148869&sprefix=revenue%2Caps%2C150&sr=8-1 Enjoy!

We're back with the latest episode of The GTM Kicback! - #75 with the great and powerful Jonathan Kvarfordt! In this show, we did a double interview also aired on Jordan's podcast, "GTM AI Podcast," found here: https://www.youtube.com/watch?v=e1SV-Bsrigw We dove deep into the impact of and transformation caused by modern AI tools in the space of sales, sales enablement, and my favorite topic - Recruitment. How GTM leaders are structuring their teams differently, focusing on different types of talent/skillsets, and using AI in efficient managers to increase success in their selling motions. Not one to miss!

This week on The GTM Kickback, I had the pleasure of sitting down with the great Keith Abramson - Market Leading GTM Leader, Cyber and GRC Expert, Startup Enthusiast, highly-respected leader, mentor, and partner - Currently the VP of Sales at Cypago. Keith shares his extensive experience and insights into modern SaaS & Cyber sales methodologies, emphasizing the importance of leveraging modern technology and AI for sales enablement, analyzing buyer signals, and integrating closely with marketing. All compiling into the idea he has coined as "Inbound Led OutBound," and how reps can utilize a more analytical approach to their customer outreach, using subtle buying signals, partnering closer with marketing, and being hyper diagnostic against problems in their engagements with new buyers. He explains the significance of content marketing, the evolving nature of cold outreach, and diagnosing buyer needs before prescribing solutions. When it comes to building sales teams in this environment, Keith also highlights the critical need for grit, determination, and constant improvement in sales; sharing his best strategies for building effective sales organizations and adapting to changing market demands. Not one you want to miss! https://app.hardskill.exchange/coaches/4438/

With one of my favorite guests to date, this week on The GTM Kickback, I had the pleasure of sitting down with the great Ronald Wyatt, to discuss his career, strategy in building some of the most impressive OEM-led GTM motions in the world, and his tips for success in the space. Ron is a transformational GTM Leader, OEM, Partnerships, and Strategic Alliances Expert, Mentor, Startup Leader, Founder of a new firm "OEM Technology Partnerships." He helps organizations navigate the ever-changing world of OEM technologies & data partnerships, with the goal to connect those providing technology with those looking to integrate. We discussed how these partnerships are formed, the benefit/ROI they can bring to an organization that implements this model, and some helpful advice for those that would like to round out their partnership skill sets in the OEM domain.

This week on The GTM Kickback, Kyle Rogers and I will be sat down, on LinkedIn Live, to chat about the new FTC Ban on Non-Competes across the US, and our thoughts on how this is going to effect the mobility of sales talent and GTM teams across the market. It's going to vastly change the ability of talent to work across competitive markets, technologies, and businesses - and if you're not accounting for this in your sales recruitment and retention plans, you're going to be putting yourself at a disadvantage.

Thrilled to sit down for another incredible episode of The GTM Kickback, joined by multi-time GTM Leader, Operator, Consultant, and Entrepreneur, Richard Brasser to talk all things AI and it's applications to help teams seller better. Exploring the profound impact of AI on modern go-to-market strategies, Richard delves into its many applications in the space, from enhancing sales forecasting to transforming customer segmentation. Find Richard here: Carltonrichards.com https://www.linkedin.com/in/brasser/

In this episode of The GTM Kickback! I sat down with the great Mark Petruzzi, an exceptionally accomplished consultant, operator, and entrepreneur, known deeply as an industry leader with distinct focuses on sales transformation, growth through data science and AI, channel/reseller program development and execution, and outsourced sales and marketing. We sat down to for a detailed conversation surrounding his expertise in modern SaaS go-to-market strategies, discussing his background, experiences, and insights on leveraging AI and data-driven approaches. Mark touches on topics like ideal client profiles, forecasting accuracy, team assessments, and advice for sales professionals looking to enhance their skills. He also introduces his new consulting business focused on revenue growth solutions, Zanuity.AI. Give us a listen to learn everything you need to know as a Seller or Sales Leader in 2024 about utilizing AI to it's max in your GTM Strategies.

Journey of Early Stage Startups: From Go-to-Market Strategy to Winning First Customers In this episode of 'Go-to-Market Kickback,' we bring you an insightful conversation with Brent Xu, a principal at Blockchain Founders Fund. Brent shares his wealth of experience in consulting early-stage founders and working with niche startups to devise their go-to-market strategies and win their first customers. He discusses the vision of Blockchain Founders Fund and reveals how startups transition from zero to a hundred, and then to a million. Brent stresses the importance of starting small, identifying low-hanging fruit, and focusing on customer retention. From fundraising to market segmentation, Brent provides valuable advice for founders and talks about the role of salespersons in early-stage startups. Tune in to learn about achieving scalable success and setting the foundation for a successful entry into the go-to-market journey. 00:00 Introduction and Guest Welcome 00:55 Guest Background and Blockchain Founders Fund 02:07 The Scale of Blockchain Founders Fund 04:27 Pre-Investment Considerations 05:48 Understanding the Customer and Market 10:10 The Journey from Zero to Million in Revenue 15:10 The Importance of Sales Skills in Early Stage Startups 23:37 Aligning Go-to-Market Success with Follow-on Rounds 31:53 Final Thoughts and Advice for Founders

In another exciting episode of the GTM Kickback, I sits down with Ben Slater, SVP of Marketing at Beamery. In this episode, we dive into Ben's remarkable journey of growing Beamery from zero to a significant amount of revenue, reaching the series D stage. Discover Ben's bleeding-edge methodologies as a marketer and his guiding ideologies that have contributed to the success of Beamery's marketing organization. Tune in to gain valuable insights and inspiration from Ben's experiences and learn how to overcome challenges and achieve growth in the ever-evolving field of marketing. Don't miss this engaging conversation with one of the most seasoned and experienced marketers in the industry!

This week on The GTM Kickback! I had the pleasure of sitting down the great Mike Davis – a highly accomplished revenue leader, SaaS Professional, Business Advisory, and Entrepreneur – to discuss some of the his foundational methodologies in GTM strategy, specifically when it comes to early stage businesses.  We discussed how Mike on found consistent success in helping lay the early building blocks of GTM strategies for growth-stage technology businesses, helping slowly take this off the founder's desks, make the right hires early on, and successfully lead startups to substantial growth.    A jam packed and insightful conversation for any aspiring startup professionals that want real tactics and tips for building better GTM plans early on. 

This week on The GTM Kickback! I had the pleasure of sitting down the Elizabeth Italiano, Co-Founder and Managing Partner at GTM Advisors. We discussed the quickly changing economic climate and it's impact on the technology sector, the trends she's seen in those companies still finding commercial success, changes in messaging, buyer personas, pitches, and other elements of your GTM strategy to keep up and win in today's market. Elizabeth walked us through conducting win/loss analysis and how it can be a valuable tool in identifying ICP and personas that your company is winning and losing with. The rise in importance of the CFO - and how to cater your conversations better for this persona. Connect with Elizabeth and find out more about GTM Advisors here: https://www.linkedin.com/in/elizabethitaliano/ https://gtmadvisors.com/

And we're back with another jam packed episode of The GTM Kickback! with what I don't think could be a more relevant topic in the world of GTM 2023, the art of building and growing through community. Leslie Greenwood, Founder & CEO at Chief Evangelist Consulting - helping founders, start-ups, and community builders bring an Evangelist-Led Growth strategy into their businesses. And yeah... she is THE expert in the field. We sat down to talk about her career path into the world of SaaS and specifically into community building, her early days in the building of what is now Pavilion, and the sheer importance of integrating community and networking into your professional life (before you ever need it). Enjoy! Connection with Leslie here: https://www.linkedin.com/in/leslie-greenwood/ https://thechiefevangelist.com/https:/ /www.gated.com/@leslie

This week I was delighted to sit down with Chris Walker, one of the sharpest and most articulate sales leaders in the game. Chris was kind enough to share his background and the contributing factors that lead to early success in his career, the methodologies that drive his unique and mature leadership style, and the ways in which has been able to not just attract extremely strong talent to his given teams, but 'make' strong talent in environment with what he was given.A fantastic leader for both aspiring and seasoned sales leaders out there. Find Chris on LinkedIn: https://www.linkedin.com/in/christopherkwalker/

This week I'm extremely please to have sat down with Kjael Skaalerud, President of Skaling Ventures, to talk about his journey in the world of software - selling, leading, investing, operating, and everything else in between. Through Skaling Ventures, Kjael acquires and operates Micro SaaS firms - helping implement modern GTM Frameworks to accelerate revenue growth and scale. He was king enough to share many of these insight with us - as well as his personal journey to the world of software investing and how he has documented it all as he goes along. Enjoy! Learn more at www.skalingventures.com Follow along at: skalingventures.substack.com Kjael's LinkedIn: https://www.linkedin.com/in/kjaelskaalerud/

This week I'm extremely pleased to have the accomplished sales leader, Justin Jay Johnson, join us. We sat down to discuss how he got to the place his is in his career, his guiding frameworks building a high performance SaaS Sales team, and how he creates cultures that help all of his reps find their fullest potential in their given roles. This is a great one for any aspiring SaaS Sales leaders or reps looking to invoke similar drive in their own organizations today. Find Justin on LinkedIn: https://www.linkedin.com/in/justinjayjohnson/

This week on The GTM Kickback - we sat down with an esteemed marketing and technology leader, Charles Gold. Charles has a very accomplished careers of marketing and GTM leadership with so of the fastest growing tech, software, and cyber businesses in the world.We discussed some of his methodologies for work in his various roles, what are the most common disconnects between CMOs and other leaders, and how to increase your chance of success as an executive by working better with your team, board, and aligning your goals with the businesses strategic outcomes.

This week on The GTM Kickback - we sat down with Hector Forwood, CEO and Founder of Comtura (https://www.comtura.ai/) to discuss the impressive work he's done in the world of sales enablement technology. It's an ever changing landscape that has come to age nicely in the world of modern technology and AI. We discuss some of the work Hector is doing in the world of conversational AI, it's applications in the sales enablement world, and general methodologies for how to be successful in running these programs at your own organization, large or small. Hector - https://www.linkedin.com/in/hectorforwood/

The PodSquad is back together to kick off 2023 with a bang. Michael FD Anaya, Graham Gill, and myself sat down this week to discuss some big things to kick off the year. There will be a number of new challenges that technology businesses, leaders, and sellers will face this year - and with the combined perspectives of leaders like FD and GG - we're figuring out how to navigate it a bit better. DecodingCyber.com has officially launched as the world's new primary resource for understanding what cyber is all about. I'll encourage you all to check out the website today and connect with FD.

This week we had the pleasure of sitting down with a very accomplished sales leader in the SaaS world, Bijay Mathew. Bijay talks through his leading methodology of BAM (Beat All Markets), leading through the community here in Austin, and his deep experience in leading enterprise software sales teams to incredible feats. Enjoy!

Another lovely sit down with our favorite guest on the show.. Mr. Graham Gill. Graham and I sat down to discuss his new leadership role with a high-growth software organization, Precursive, the Salesforce ISV ecosystem, what it takes to scale and lead a top-tier global CS organization, and other trends we've seen in the current market. Never a bad time when Graham makes and appearance :)

The Most POWERFUL Tool for Expression on the Internet - Using Memes to Recruit This week I sat down with James Donovan, global recruiter, meme coinsure, and thought leader - to discuss some of the strategies he's implemented over the years to find incredible success in the world of recruitment. Not one to miss :)

Leading Early Stage SaaS Founders though GTM Growth – What do you do, when do you do it, when do you hire? This week on The GTM Kickback, we're back with an incredible sit down with the fantastic TK Kader of Unstoppable Strategies, to discuss his key area of expertise - scaling GTM functions in early stage SaaS businesses, the right way. TK was CEO & Founder at ToutApp (backed by a16z, Jackson Square Ventures and prominent angel investors in Silicon Valley). After scaling ToutApp, it was acquired by Marketo where TK went on to join Marketo's executive team and serve as their Senior Vice President of Strategy. After running a 2-year transformation as part of the executive team, Marketo was acquired by Adobe for $4.75bn. TK now spends his time as a Strategic Advisor to 250+ B2B SaaS Founders globally. As Founder of Unstoppable Strategies, he helps Founders grow their startups faster through his weekly Youtube videos (tkkader.com/youtube) and his application-only SaaS Go-To-Market Program (tkkader.com/gtm). We talked about real strategies TK has implemented to help founders build, and win, with their GTM growth.

Wow - this was a good one! This week on The GTM Kickback, in our first episode of the newly reloaded Season 2 of the show, I sit down with the great Jeremey Spijker of Winning By Design to discuss some of his methodologies around scaling and operating the world's greatest sales organizations. Jeremy started his career in Management Consulting and early on transitioned into B2B SaaS sales. In his early days he was exposed to the consulting and training services from Winning by Design. While his career progressed and he moved into Sales leadership roles, he always brought on Winning by Design to help implementing scientific based GTM process and train his teams accordingly. Until 2 years ago WBD approached him to come onboard to help scale the European side of the business. Ever since he has been working with over 50 companies to help them bring science to their GTM strategy and operations as a Revenue Architect and more recently as a Managing Director. He is also advisor to a handful of startups in England and Europe and enjoys playing golf in his spare time. We sat down to discuss how to implement a scientific and quantifiable growth methodology into your sales org, building your team in structured and scalable pods, and general best practices for growing revenue in your SaaS organization.

This week we're back with another episode of the GTM Kickback - Finding the Right Opportunity in an Unsure Market. Over the last few weeks, we've seen some very interesting time and shifts in the tech ecosystem. No real major shifts in demand, but a lot of predictions towards shifts in demand across the software, which has had a reactionary effect across investment, business growth and ultimately hiring. VCs putting out memos on controlling growth and extending run way - and of course companies are doing a bit of course correcting and being more cautious on spending. So what does this mean for the enterprise sales person or sales leader still looking to make a move right now? How do you still find good opportunities, get paid, and stay in a stable organization? That's what we're here to discuss.

This week we're back with another episode of the podcast talking about one of my favorite topics to discuss - Finding, Hiring, and Enabling the RIGHT VP of Sales for your business and setting them up for tremendous success. As an executive search leader for Sales and Marketing leaders at some of the most exciting software companies in the world, I've seen my fare share of VP of Sales successes and failures. Unfortunately, more don't work out than do. 70% of Saas First VP Sales don't make it to 12 Months. It's one of the most common, and also most devastating mishires in startups. For the ones where it works, there is a common theme. It all comes down to clearly defining what your businesses goals and needs are for growth, taking your time to identify and qualify the closest match on a few key qualifiers, and then setting up and investing in an environment that will enable this sales leader to bring you overwhelming success. Here are some of my thoughts on what questions you should ask yourself to prepare for this, understand what type of VP of Sales is best for your business, and make sure you're setting them up to help you make millions of dollars.

Off the back of a conversation Graham Collins of QuotaPath and I had a few weeks ago; we discussed some of the fundamental factors that are changing the SaaS Sales, and more niche-ly the SaaS Sales Compensation world as we know it. Sales Compensation has be influenced by a number of different accelerated variables over the last 2 years. Simply put, people are empowered with more opportunity and more data, put top-performing reps in a one of the best positions they've been in years. As a company trying to hire these reps - it's important to be acutely aware of these trends, why they are happening, and position/adjust your roles and compensation plans accordingly if you want to attract the top 10% of tech sales talent on the market. #sales #careers #leadership #B2Bsales #GTM #SaasSales #salespodcast #talent #leadership #gtmpodcast #salesleadership #b2b #saasleader

What Truly is GTM and How Can You Find Success in the Field? Today on The GTM Kickback, I had to pleasure of sitting down with a true leader in the space, Bertrand Hazard. Bertrand is a highly experienced technology and SaaS marketing executive, with decades of experience leading GTM motions for early stage startups, high-growth product led organizations, and pure enterprise sales vendors. We talked about his deep background as a marketer in the space, how he defines GTM as the true engine that powers a tech companies growth, how to put real GTM tactics in motion, and what exactly it takes to make a career of this.

The Complex and Quickly Evolving State of Sales Comp in 2022 Today on The GTM Kickback, I had the opportunity to sit down with one of the clear leaders in the Sales Technology and more narrowly, the sale compensation technology space, Graham Collins of QuotaPath. Graham is currently the Chief of Staff (and self-proclaimed resident Sales Nerd) at QuotaPath where he helps sales leaders and reps understand their compensation. Prior to that, he led sales and SDR teams at several SaaS companies. He's passionate about sales compensation, SDR work, sales management, craft beer, woodworking, and petting dogs. We sat down for 30 minutes to discuss the moving target that is nailing good sales comp plans in 2022. From salaries and OTEs, to more complex insights of quota stability, quota/OTE ratio, resource and benefits offerings - we talked it all.

PLG and Sales - When and How to Layer These Motions and How to Execute on Growth Today on The GTM Kickback, I sit down Liz Christo of Stage 2 Capital, to discuss new trends in the software sales space, particularly around the modern concepts of Product Led Growth and how many organizations are adopting this business model. Liz is a highly accomplished sales leader turned investor, GTM consultant to a number of high-growth SaaS organizations, and Partner at Stage 2 Capital investing in Seed to A round SaaS companies. We discussed a brief history of the SaaS Sales landscape, the difference in models between PLG and Traditional Direct Sales models, who's currently successful in running a business like this, and where it is appropriate for others to beginning running these type of sales motions.

Back for another episode of The #1 Go to Market Leadership and Strategy Interview Podcast in the world, I'm joined this week for our #47th episode in the series by another fantastic leader in the space, Kaleb Jesse. Kaleb is a tested sales and go-to-market expert in the B2B SaaS arena, spending the last half decade of his sales leadership career working with with leading players in the HR technology space. This background gives Kaleb a very unique perspective on many of the challenges companies face in talent acquisition, retention, and growth in today's world. Kaleb is now the Head of Sales with the startup, Panther, on a mission to solve many of these problems but dropping all the barriers around scaling a global workforce - proving a suite of solutions that create the easiest way to hire anyone, anywhere in the world. https://www.linkedin.com/in/kalebdjessee/ https://www.panther.co/

1 Hour of GTM Content and Nonsense from a World-Class Customer Success Leader and Joey This week on the GTM Kickback - I'm joined be a regular guest, Graham Gill, a world-class customer success leader, currently the VP of Customer Success at Maestro. He has a passion for customer loyalty and software adoption, creating truly insightful content to express his ideas online, leading high-caliber teams, and adding value to the CS Community through a number of different channels. We sat down for an hour to discuss a number of different trends across the general SaaS hiring market, constant evolutions in customer success, and general chit chat about what working in tech in 2021 is like.

Talent Strategy that is Foundational to your Sales Organization's Growth This week on The GTM Kickback - I'm joined by a leader in the SaaS Sales and GTM strategy arena, Ryan Cahill, for a deep discussion on the trends we've seen in the current sales-job market. Ryan is a skilled sales leader, experienced entrepreneur, GTM executive, and currently Managing Director with the top-tier SaaS consultancy, Winning by Design. The "Talent War" that we've seen evolve over the last 12 months as organizations rapidly try to scale has been something we've never seen before. We sat down and talked about some of the driving factors to this change and high demand for talent, as well as some actionable solutions for combatting it. Creating scalable internal employee growth plans, utilizing HR in extremely strategic ways, and creating environments that support long term and sustainable growth for your org.

Creating 'Movement' in Your Sales Process and Driving True Engagement This week we are joined by Gavin Tye - Technology Executive, GTM Strategist, SaaS Consultant and Founder of Sales Market Fit, a Global B2B Sales Consultancy focused on helping early stage technology companies develop their GTM plans and create scalable sales success. We sat down to discuss what it means to create "movement" in your sales process, how you create opportunities off the back of that, and what qualities it takes to be successful in doing so.

Effectively Managing and Scaling International GTM Teams This week on The GTM Kickback! We have a very special guest - a high-level marketing leader, GTM Advisor, technologist, and international team leader - Alon Waks. Alon has extensive experience in demand generation and marketing channels for early stage technology companies, leading teams all across the world along the way. We discussed some of his fundamental GTM strategies for early stage tech companies, how he goes about developing and measuring those plans, and how to create alignment between teams to focus on these goals. Alon has led international teams for much of his career and discusses the benefits, challenges, and nuances of leading in a virtual and globally dispersed environment.

How Teams win Championships - Sales and how to Succeed This week on The GTM Kickback with have a wonderful guest; a natural sales leader, technology executive, recent author, and thought leader in the space - Mattia Bruzzi. Mattia and I dive deep into the common misconceptions of the sales industry, why and how most people get into the 'sport' of sales, and what he believes it takes to be successful in the field. Mattia is the recent co-author of the book "Teams Win Championships" and you can find a copy here: https://www.amazon.com/Teams-Win-Championships-Contribute-Performance/dp/B096ZM6CTF/ref=sr_1_2?crid=2KU1ZDEU0HZFI&dchild=1&keywords=team+win+championships&qid=1633301713&sprefix=teams+win+c%2Caps%2C178&sr=8-2

Developing Natural Leaders and Working as a GTM Unit Today on The GTM Kickback, we sit down with proven leader in the revenue and sales arena, Mike Hook. Mike is a multi-time sales leader with a proven track record of developing high-performing revenue teams. He's a true though leader in the space of B2B SaaS Sales and currently leads as the VP of Sales at ChildcareCRM. He sit's down with us to discuss his methodologies on bringing in proper sales talent, elevating and empowering those on his teams, and helping all the work around him find their greatest potential. Much of this comes in the way of acting synergistically across an organizations departments, and creating a culture of accountability and trust between internal leadership.

5 Steps to an Effective Customer Success Interview Process The week on The GTM Kickback, we sit down with one of the most influential voices in the space of Customer Success, Kristi Faltoruss. Kristi is an extremely accomplished professional in the software industry, 2020 Top 25 Customer Success Influencer, current VP of Customer Success at ClientSuccess, Founder of CS Real Simple, and Award Winning Customer Success Executive. We sat down to discuss her methodologies on how to build the world's greatest customer success teams - and specifically how to recruit, interview, and qualify them. You can find more tips and tools on CS via Kristi's site: https://www.csrealsimple.com/

Recruiting and Building World Class Sales Teams Today on The GTM Kickback, we sit down with another very accomplished sales leader in the B2B SaaS arena, Anthony Zhang. Anthony's background has put him at the ground level of multiple tier-1 software startups, with a consistent record of building well-oiled and high performing teams across multiple industry verticals. We discussed what exactly it takes not just to recruit, hire, and retain the key sales talent you need to grow - but what it really takes to lead them to exponential success and high performance. He answer's the questions, "What intrinsic qualities actually create success in sales and client services," and "How can you enhance these qualities as a leader, helping bring large teams to their fullest potential?"

The Importance of Presenting and Honest Version of Yourself in Sales This week on The GTM Kickback, very accomplished sales professional, Jeff Kirchick, joins us to discuss the importance of honesty in sales, and how simple processes of transparency and openness can help you become a better sell - and better person. Jeff is a highly accomplished sales leader, strategy consultant, and recent author of "Authentic Selling: How to Use the Principles of Sales in Everyday Life." He sits down and discusses what exactly in means to be "Authentic" in sales, and how to carry that tone through to create better relationships and greater success. Jeff's book is the winner of the 2021 Independent Press Award in the 'Sales & Marketing' category, and runner up in the 2021 National Indie Excellence Awards in the ‘Sales' category. It can be found on Amazon via the below link! https://www.amazon.com/Authentic-Selling-Principles-Sales-Everyday/dp/1735956902/ref=sr_1_2?dchild=1&keywords=jeff+kirchick&qid=1630872546&sr=8-2 Learn more about Jeff here: https://jeffkirchick.com/

From FBI Agent to Prominent Tech Figure, How Do You Lead? On this episode of The GTM Kickback, we sit down with Michael FD Anaya, currently Head of Attack Surface Analysis at Palo Alto Networks. Michael has taken a much less traditional path to leadership in the technology space - actually spending almost 14 years serving as a Special Agent in the FBI, before ever getting into the private sector. Michael takes us through what that transition into private tech was like, the leadership skills he's taken away from such a diverse experience, and how he goes about building and leading unstoppable teams at different organizations.

Focusing on Recruitment as a Top Level Executive in Technology Today we sat down with William Walders, CIO and SVP of Operations Support at Health First. We discussed the importance of recruitment as a high-level technology executive at a growing enterprise, and how to develop high-level strategies to get the talent you need to run effectively.

Successfully working with Recruiting Vendors in Supplemental Ways Today we sat down with Liz Hyman, VP of People and Culture at Highkey. We discussed how Highkey has been able to leverage multiple recruitment vendors during high growth periods, while staying organized, moving fast, and upkeeping candidate quality successfully.

Progressive Approach to Employee Engagement and Development in 2021 Today we sat down with Jordan George, Sr director, Head of HR and Talent Development at Addition Financial. Jordan is a highly skilled and accomplished people, and has a passion for help organizations develop creative strategies for employee development. We discussed how the world of employee engagement and retention has changed over the last 12 months, and how people leaders can change to combat current issues.

Relationship Driven and Community Focused Recruitment Approach Today we sat down with Austin Musice, Director of Application Development at Triller. We discussed his recruitment strategy and process, focusing on high levels of community involvement (both local and online) to court talent before he ever needs it.

Using Short and Long Term Recruitment Strategies To Grow your Team Today we sat down with Chelsea Stonerock, Director of People and Culture at 321 The Agency here in Orlando. We discuss how she's been able to implement an enterprise-grade plan to use both short and long term recruitment strategies to grow your team. We speak on exactly why this is so important, and how to put plans into action in a high-growth organization.