Go to Market this Week

No matter how great your product or service is you need to see it to grow. The reality is that most founders are technical so how do you sell as a founder? When do you start hiring sellers? Wayne Morris of Morris Consulting breaks down the ups and downs of founder led sales and how to transition to growing a sales organization.

A strong demo keeps your prospect engaged. But how do you improve those skills to allow for faster velocity through the sales cycle? Chris White from Tech Sales Advisors breaks down how to up your skillset.

What’s your why? How does your why connect to what you do in your work life? This week we have Travis Ashby, the Founder of Worklyfe - employee inspiration software. Nick and Travis discuss his journey from inception to launch for Worklyfe. This episode will leave you feeling inspired and excited to find your why in the pursuit of happiness.

Surprise, we're not in Scottsdale! Nick and this week's co-host, James Buckley, the Host & Sales Content Creator at JB Sales, take Toronto. Nick and James discuss how to make your SDR productive right out of the gate, the importance of working well with your SE counterpart, and how content can help you make connections. Bonus - tips on overcoming imposter syndrome. Kerry Sokalsky, President & Founder of Presales Mastery, shares his expertise on how SEs and AEs can work together more effectively.

Nick and this week's co-host, Scotty Lyons from Demostack, discuss the AE experience - how it started, how it's going, and where it's headed. This episode is jam-packed with stories and tips from talented AEs across leading SaaS companies. Jack Doheny, Account Executive at Grin, Barrett Unger, Account Executive at Immersa, and Mike Wander, Sales Partnership Leader at SaaStr, join the conversation on all things AE  - approach to discovery, developing a sales playbook, working cross-functionally, full cycle selling, navigating the SDR/AE relationship, learning on the job, selling today, social selling, dark social - the list goes on and on.

Go-to-market is a term used across organizations but can have a broad interpretation. Nick and this week's co-host, Paige Robinson from Demostack, talk to industry leaders about the basics of what go-to-market means and how to approach, set, and refine your strategy. Jen Allen, Chief Evangelist at Challenger, Kristin Kulpinski, Marketing Director at Demostack, and Rob Napoli, Host of the Bear Necessities Podcast, discuss their philosophy and methods for defining and evolving GTM strategies.

A sales consultant's primary objective is simple - increase sales. Right? That just scratches the surface - it's all about identifying critical problems and creating solutions to correct them. Nick and this week's co-host, Mike Simmons from Catalyst Sale, dive deep into the world of sales consulting, discussing when to hire a consultant, how to find the right client-consultant fit, and how to define your objectives early in the relationship. Chris White, CEO of TechSalesAdvisors, Adam Jay, Vice President of Revenue at Oncue, and Craig Simons, Director of Marketing at Allego, join the convo to weigh in on presales consulting, creating a productive working relationship and where marketing comes into the dynamic.

IRL events are back! After attending back to back conferences - Inbound, SaaStr, Dreamforce - Nick and this week's co-host, Christine Rodgers from Aspireship, recap event strategy, the advantages of connecting in person, and the importance of creating a unique brand experience.  Peter Cohen, Founder of the Great Demo! Methodology, Will Aitken, Head of Sales Content at Sales Feed, and Will Allred, Co-founder of Lavender, join Nick and Christine to share their event survival tips -  from how to approach in person demos, who had the sweetest swag, and how to create a can't miss after party.