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

01/06/21 • 50 min

Show notes:
Professional Journey [:55]Expanding on being a CEO [2:00]Building SDR Organizations [3:51]Going from Adhoc to capability [5:30]Describing what data to look at [10:00]Thoughts on onboarding and managing remotely [11:46]Mental framework on coaching [14:58]Building Trust [17:01]The time when something didn’t work [20:01]Evaluating Operations Excellence [24:42]Breaking down ideas [28:02]Lessons learned from family [34:30]Mentors and resources [40:02]Personal development [43:02]Advice on career [46:00]Last message [49:50]Stuff Mention:Gong Cloudwords Act-On Software Cloudability Infutor Data Solutions Capability Matrix Pathlight Revenue Collective John Gilman Kevin Dorsey

Previous Episode

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

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Outline of the show
Elias introduction [:41]How does Elias apply his Charlton background to B2B strategy [1:30]Exciting things in B2B marketing [2:30]Decision-making marketing [4:10]Why is authentic marketing more prevalent [9:50]Elias projections of 2nd and 3rd order effects of the pandemic [11:35]What patterns of what companies are doing wrong [13:40]How to validate marketing messaging is working [15:00]Communication cadence with different parts of the Go-To Marketing team[17:10]How rev-op is an essential part of Go To Market [19:44]How to start aligning marketing and sales and what metrics matter [22:00]How Elias developed different mental frameworks [24:00]How to think about recruitment? [27:20]What habits and process help Elias in his day to day [30:10]Recommendations [34:48]Advice [36:56]Last Message for listener [38:10]People mentionedDavid Cancel Connor Drake Marc BenioffStuff MentionedDropbox Calm Gong Drift Mindmaven Grain Descript Marc Benioff - Raising awareness on social issues. (North Carolina bathroom issue).

Next Episode

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

Lessons from being a door to door sales rep [0:00]How do you think about GTM Strategy [5:38]How to hit the number and breaking different channels [8:38]Tactical advice on sales [11:30]Coaching reps [14:10]Recruiting reps, qualities, and questions to ask [19:10]Change in the landscape, product-led growth, changes in buyers [25:01]Framework on making questions [28:10]Humanizing Sales [33:41]Professional failure and lessons learned [38:51]Habits/Process that has helped [42:50]Last message [48:01]Stuff MentionCutco Cutlery Naval GAP Selling Nasim Talib Skin in the game