Predictable, Scalable, Revenue w/ Ron Gabrisko (CRO, Databricks)
03/26/25 • 31 min
1 Listener
Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want."
Yeah, , we all want that, but the question is how do you get there?
So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook.
Links
- Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
Start the GTM section of your investor pitch deck with three words: Predictable, Scalable, Revenue. I don't know why it works so well. It seems so intuitive, but like every investor's like, "I love this guy! That's what I want."
Yeah, , we all want that, but the question is how do you get there?
So many startups get that wrong. They think it's a sales deck. They think it's a pitch deck. And in fact, that hurts the GTM system. So with the help of Ron Gabrisko (CRO, Databricks) we unpack how to build an effective sales playbook.
Links
- Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
Previous Episode
Sales is Not Magic, It's Math w/ Loren Padelford (Founding CRO, Shopify)
Index on impact, not work. Care about the impact people have, not the work they're doing. It's something too many sales leaders forget.
Loren Padelford, who transformed Shopify Plus from zero to $1 billion in revenue in just seven years, is proudly a non-traditional sales leader. He positioned Shopify Plus as "anti-enterprise," instead looking beyond the current Fortune 500; saying "we want to build the next one."
Loren also reflects on the personal toll that constant grind culture had on his personal life and relationships. Something I encourage every sales leader to hear and reflect on themselves.
Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
Next Episode
Create a Billion Dollar Sales Culture w/ Greg Holmes (CRO, Zoom)
We all know Zoom. The company that helped society get through the global pandemic. But before they even had a dollar in revenue, Greg Holmes was the first sales hire and built the team.
When Greg left the company, Zoom was valued at $140 billion.
He credits his ability to build the foundational team in finding go-to-market fit as a key ingredient to that success. The team to accelerated finding how to build the methodology to support go-to-market fit.
Get our Database! Real Playbooks from Billion-Dollar Companies: https://clickhubspot.com/scienceofscaling
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