Episode #8: Phil Heijkoop: Growing through customer obsession, partners, and feedback loops. 

In this episode, we have Phil Heijkoop head of Solutions Engineering at ALM Works. We dig into ALM Go To Market strategy through partners, pay attention to how he describes their role and their partner’s role. And how it creates a win-win for the customer and partners. Phil also goes through the evaluation process of a product and/or service solution and the lessons learned. Stay to the end to find out what ALM Works decided to do.

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#7 Amy Volas – Stop trying to hack your way to success; Do the work.

Amy Volas is the CEO and Founder of Avenue Talent Partners, Cohost of Thursday Night Sales, and contributor for Sales Hacker and Modern Sales Pro where she shares her advice for StartUp Founders on recruiting talent from leaders to individual contributors. Amy brings 20 years of experience with over $100M of deals closed that provides insights on how to build out your Go To Market team. 


Let us know what your favorite quote or part of the show in the comments section!



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#6 Mark Roberge – Science of Scaling, finding North Stars in companies and careers.

Mark Roberge is the Managing Director at Stage 2 Capital, Professor at Harvard Business School, former CRO of Hubspot, where he grew the company from 0 to $100 million. The author of the “Sales Acceleration Formula” and “Science of Scaling,” and in this episode, he reflects on what to pursue professionally. In this episode, Mark provides a systematic approach to the very important questions if a company is going to be a unicorn or a dud.

  • When to scale the sales team? (if so) 
  • How fast should we scale? 

This episode is a must-listen if you are in product-market fit or ideas on how to scale faster as we dig into different parts of the business to find Go To Market fit.  



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#5 Kevin “KD” Dorsey: How Living Better impacts everything else.

Kevin “KD” Dorsey is the VP of sales at PatientPop and runs a Patreon group, Inside Sales Excellence, with the tag line, “Live Better, Sell Better.” He also hosts his own podcast, “Live Better, Sell Better.” He talks about bringing the person in the salesperson. He shares best practices within the sales profession and personal development, leading to numerous recognitions.  After this episode, you will see why. KD goes in-depth on his framework of living a better life, tactical stories on prospecting and closing, and sharing his Go-To-Market Strategy framework.


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#4 Mike Hook – Go-To-Market sales strategy and tactics to execute to hit the number

In this episode, Mike talks about his Go-To-Market sales strategy and tactics to execute his plan. This conversation covers recruiting to the sales process. Mike Hook is the head of sales at ChildcareCRM; he shares how he approaches Go-To-Market strategy and then details how to accomplish it. We dig into the bottoms-up model, recruiting, coaching reps, and so much more.  As a 2020 LinkedIn Sales Star, you will see why he provides so much value on the platform. 


Let us know what was your favorite quote or lesson from this episode? Please let us know in the comments!



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#3 Gabrielle “GB” Blackwell: Being Authentic and framework to build/optimize a segment

In today’s episode of the Go To Market Podcast, we have Gabrielle “GB” Blackwell. I cover a capability matrix, use it to build any segment/organization, and move up in the matrix—also, thoughts on remote work and coaching. We also get into GB’s process of finding mentors and advice on careers/life. This was a fun conversation and with tons of value of information.


Leave a comment on your favorite part or quote in the comments below


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#2 Elias Rubel: B2B Marketing expert on what is on the cutting edge of marketing.  

For our episode, we have Elias Rubel, the Founder Partner/CEO of MatterMade. Where they help the most promising venture-backed B2B companies hit their audacious revenue goals faster. Teams at Dropbox, Calm, and Sticky.io have leveraged Matter Made. Clients are back by Sequoia Capital, True Ventures, NEA, Redpoint, and just about every other big name in the valley. Before MatterMade Elias is a 2x founder. In this episode, Elias dives into the cutting edge of marketing, what decision doing marketing, what are companies commonly doing wrong, and how to fix it. This episode is for anyone interested in accelerating their growth. 


Please tell us your favorite part or quote in the comments below.



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#1 Ryan Williams – Co-Founder, Producer, and Executive Coach on questions that lead to optimizing experience.

For the first episode we have Ryan Williams. You can find him on LinkedIn at /jryanwilliams. Ryan is the Co-Founder of Churro Media and producer for a documentary “Outside the Valley” which can be found at outsidethevalley.tv and executive coach at jryan.coach. Where he coaches executives, emerging leaders and veterans transitioning into civil workforce. Before all of this he has seen the journey of 0-100 million 3 times as an advisor and operator.

In this conversation we cover how he started Churro Media and film his documentary. What 3 things come from writing out your sales process, becoming an expert, advice for sales reps, and thoughts on the upcoming year. This show has a little of everything for everyone and I hope you enjoy it.


Let us know what was your favorite quote or lesson from this episode? Please let us know in the comments!



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About Go To Market Podcast

Join us as we break down GTM strategies and tactics with founders, revenue operators, and investors. Each week you can expect to hear actionable insights to make your GTM plans faster, and more predictable.

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