Shows
Funny In FailureTroy Kinne - 'Nothing Special'Troy Kinne is an award-winning comedian, actor, writer, producer and director. In the early days of his stand-up comedy career, Troy won almost every new comic competition in Australia. The Comic’s Lounge ‘You Gotta be Joking’ competition saw him receive the prize of a trip to New York to attend the American Institute of Comedy. He went on to perform at several well-known clubs in the U.S. including Caroline’s on Broadway, Stand Up New York, Gotham Comedy club, the Laugh Factory, The Hollywood Comedy Store and The Comedy Cellar. On returning to Australia Troy became a sought-af...2025-06-021h 46
gtmPROPutting The 'Success' Back In: Customer SuccessThis episode highlights the evolution of customer success, advocating for a shift from process-driven strategies to genuinely solving customer problems. By implementing an understanding of ideal customer profiles and leveraging AI and analytical tools, companies can profoundly improve their customer success efforts. • Redefining customer success to focus on client outcomes rather than metrics • The importance of an Ideal Customer Profile for targeted support • Empathetic communication and knowledge of customer challenges are essential • Utilizing conversational intelligence to inform proactive support • Product analytics must contextualize usage within customer circumstances • Rethinking organization structures to include analytical resourc...2025-02-0342 mingtmPRO#55: 2025 Customer Success = Empathetic EngagementEvery business leader knows that understanding customers is key to thriving in challenging markets. In our latest episode, we delve into the game-changing role of empathy in customer success By focusing on genuine customer needs and democratizing communication within teams, organizations foster deeper connections that ultimately lead to sustainable success.• Reflections on the challenges of customer acquisition in the current market • Democratizing customer insights using AI tools • The Spiced framework for sales and empathy • Need for clear communication on product features and their benefits • Emphasizing opportunities with “open to change” customers 2025-01-1126 mingtmPRO#54: The Best of Digital Sales RoomsThe best of our last series. Unlock the keys to enhancing buyer decision confidence in the world of modern B2B sales through the transformative power of digital sales rooms. You'll gain a deep understanding of how delivering focused, relevant content can help simplify complex software purchasing decisions, as emphasized by the wisdom of "The JOLT Effect." Discover strategies for aligning sales methodologies with the buyer's journey, leveraging frameworks like Winning by Design's SPICED to craft mutual action plans that truly resonate.2024-12-1637 mingtmPRO#53: Digital Sales Rooms and AI Integration with Andy MewbornExplore how digital sales rooms are not just a trend but a necessity in creating a buyer-focused selling process. From Andy's journey at Outreach and Tapleo to the inception of Distribute, learn how integrating AI and leveraging existing data can streamline content creation, empowering salespeople to captivate buyers and close deals faster. This episode promises to help you cut through the clutter of sales tools by concentrating on essentials, ensuring your team stands out in the competitive market.Andy MewbornDistribute.so2024-12-0927 min
Science VsWhen Vaginas Attack![VIDEO available on Spotify.] Imagine a vagina. You might be thinking of a passive tube, patiently waiting for a penis to shoot out sperm — and you wouldn't be alone. From Aristotle to Darwin, tons of prominent nerds classified males as the active sexual players: They're coercing, manipulating and harassing to reproduce, while the females are passive, coy, chaste. But animal ecologist Dr. Tiana Pirtle is here to give us the real story.Because once scientists started investigating what really goes on in the vaginas of the animal queendom, they realized that — far from being docil...2024-12-0533 mingtmPRO#52: Revolutionizing Sales Enablement with Ross from AccordEver wondered how to balance visionary ideas with practical reality in the startup world? Our discussion with Ross takes you through the rollercoaster of startup funding within the lower middle market, emphasizing the importance of well-defined customer profiles and resource allocation. Learn from his experiences at companies like Stripe, where thoughtful, deliberate growth and collaboration led to sustainable success. By focusing on core issues and avoiding premature scaling, Ross shares how startups can achieve innovative and robust product-market fit. Finally, the episode explores the evolving sales landscape, particularly the shift towards a more prescriptive sales approach. Ross explains how...2024-12-0134 mingtmPRO#51: Transforming Tech Sales: Buyer-Centric Digital Sales Rooms with Gal AgaEver wondered how to transform your B2B tech sales strategy into a buyer-centric powerhouse? Join us as Gal, the visionary co-founder and CEO of Aligned, unpacks the revolutionary digital sales rooms his platform offers. This episode equips you with the tools to streamline customer interactions, reduce the clutter of scattered emails, and foster seamless collaboration. Discover how Aligned is not just modernizing sales workflows but also turning sales representatives into trusted enablers who thrive by aligning their approach with the buyer’s journey.Gal Aga2024-11-2250 mingtmPRO#50: AI Empowerment in Sales: Building Momentum with Ashley WilsonDiscover the journey of Ashley Wilson, co-founder of Momentum, as she takes us from her early career in marketing and sales at SoftLab to her innovative work with developer tools. With a unique blend of creativity and strategic insight, Ashley's story is a testament to how diverse experiences can lay the groundwork for groundbreaking ventures. Explore the cutting-edge world of sales enablement as we discuss the vital role of sellers as enablers in the digital age. Uncover how AI-driven tools and quality content are reshaping the landscape, providing sellers with the means to help buyers make informed decisions. With p...2024-11-1547 mingtmPRO#49: The 'Messy Middle' Of The Sales Cycle - Featuring Mark FershteynWhat if you could revolutionize your sales process and empower your buyers like never before? Join us for a compelling discussion with Mark Fershteyn, the co-founder of Recapped, as we dissect the evolving landscape of buyer enablement in sales. Mark's transition from VP of sales to CEO offers a treasure trove of insights, especially for B2B software and services companies with revenues under $50 million. We navigate the 'messy middle' of the sales cycle, where deals often stall, and uncover how mastering the science of selling through process and preparation can transform sales outcomes. Discover how Recapped emerged as...2024-11-0854 min
Idol Talk: A Survivor PodcastSurvivor 47 | Episode 7: The Role of 'Randomness' in SurvivorThis week Peyton and Jacob delve into Survivor 47, Episode 7 titled 'Our Pickle on Blast.'
SPOILER WARNING: Spoilers are discussed in the episode as well as the show notes below.
They discuss the unique split tribal twist, the fairness of randomized game elements, and how these impact the players' strategies. They analyze key moments, including Rachel's game-saving advantage and Tiana's emotional exit. The hosts explore the evolving gameplay dynamics and make predictions for potential finalists, debating the roles of players like Andy, Caroline, and Gabe. The episode wraps with thoughts on strategic implications and possible f...2024-11-021h 15gtmPRO#48: Redefining ICP: The Real DealMaster go-to-market strategies by redefining your Ideal Customer Profile (ICP). Our latest episode challenges the traditional approaches to ICP and reveals how a nuanced understanding can transform your business success. With insights from industry professionals, we promise you’ll learn the importance of precise ICP alignment and how it serves as the backbone for effective market engagement. We introduce our GTM Pro Accelerator process, a powerful tool designed to fill the gaps in your current ICP strategy, ensuring your company targets the right audience with laser-focused precision.2024-11-0136 mingtmPRO#47: Optimizing Sales with Precision and InsightCan freemium models still shine in a crowded marketplace? Join us as we unravel customer acquisition, exploring how to stand out amidst an overwhelming array of choices. We emphasize the importance of understanding and meeting customers where they are, leveraging in-app messaging, and interpreting signals beyond mere product usage. Learn from our hands-on experience with a client, where refining the sales process and structuring initial calls made a significant impact on closing deals. In a competitive landscape, precision and efficiency are key. With the Smartsheet acquisition setting the stage, we bring insights into maximizing go-to-market efficiency in a world...2024-10-2839 mingtmPRO#46: Selling From The Outside InImagine a sales process that's as intuitive and reliable as buying from Amazon—our latest episode of the GTM Pro Podcast promises to show you how. We explore the groundbreaking role of digital sales rooms in complex sales processes and why understanding the buyer's procurement journey is crucial for decision-making confidence. Plus, learn from industry leaders and a compelling CEO conversation about the power of asking the right questions to decode customer priorities.2024-10-1831 mingtmPRO#45: Package Recommendation Over Pricing: The Real Sales PitchHave you ever wondered how a simple purchase, like a toilet, could transform your understanding of sales dynamics? Inspired by April Dunford's unique shopping experience, we shed light on how strategic package recommendations can transform the way B2B sales are conducted. Join us as we uncover the art of positioning yourself as a trusted advisor, focusing on building buyer confidence and trust, even if it occasionally means putting aside personal commission incentives. In this episode, we tackle the challenge of balancing quick wins with deep, meaningful solutions in package recommendations. By understanding a client's readiness and capacity, we...2024-10-1138 mingtmPRO#44: The Ultimate Sales Discovery FrameworkWhat if traditional sales methods are no longer serving you or your clients? In our latest GTM Pro Podcast episode, we unravel the SPICED framework—Situation, Pain, Impact, Critical Event, and Decision—as a transformative tool for sales discovery. Say goodbye to superficial data approaches and hello to a deeper understanding of your clients' macro conditions and unique business models. We promise you'll gain clarity on creating more meaningful sales engagements that build trust and lead to better outcomes.2024-10-0542 mingtmPRO#43: Enhancing GTM Efficiency With Buyer ZonesReady to transform your Go-To-Market strategy and drive sustainable growth? We discuss actionable insights for boosting GTM efficiency and securing customer retention for B2B software and service companies under $50 million in revenue. We'll break down David Spitz's critical observations on the decline in sales and marketing productivity and provide you with incremental steps to enhance your buyer's journey. You'll learn the significance of clearly articulating your value and of starting small with solutions tailored to various stages of customer engagement. We’ll discuss the complexities of managing customer acquisition through partnerships, the potential conflicts this brings, and the st...2024-09-2935 mingtmPRO#42: Overcoming 'No Decision' Outcomes and Boosting Buyer Confidence (Part two)How can small B2B software and service companies overcome the growing trend of 'no decision' outcomes? Join us to find out why traditional go-to-market strategies are struggling to keep up and how incremental improvements can lead to significant growth. Our conversation highlights how educating buyers—not just selling to them—can guide them toward the most suitable solutions, ultimately ensuring a smoother sales journey.2024-09-2344 mingtmPRO#41: Stop Losing Customers to 'No Decision'Is your B2B tech company struggling to make sense of today's chaotic market landscape? Discover the secrets to economic uncertainty in our latest GTM Pro Podcast episode. We promise you'll gain actionable insights on getting through the saturated software market, understanding buyer cynicism, and leveraging capital efficiency. We'll also dissect the reasons behind the decline of predictable revenue models and explore why traditional marketing strategies like paid ads and SEO are losing their edge. Uncover the complexities of modern marketing as we discuss the escalating costs and diminishing returns of digital advertising. Don't miss out on this c...2024-09-1448 mingtmPRO#40: The End of The Content Series - Forgetting the Funnel with Gia LaudiGia from Forget the Funnel joins us to unpack her transformative journey from traditional digital marketing to pioneering customer-led growth in the SaaS world. Struggling with customer research? This episode breaks down common challenges and misconceptions, emphasizing the understanding of ideal customers before diving into feedback and win-loss analysis. Gia advocates for the Jobs to be Done (JTBD) framework to uncover deep customer insights efficiently. We explore why companies often hit roadblocks despite knowing the value of customer research, offering practical solutions like bringing in third-party experts to overcome initial biases and kickstart impactful research efforts....2024-09-0648 mingtmPRO#39: Emma Stratton on Clear Messaging and Value-Driven CommunicationMastering B2B messaging with clarity and precision has never been so easy. Join us as special guest -Emma Stratton unveils her journey from journalism and travel writing to becoming a renowned consultant in B2B tech messaging. Ever wondered how to humanize complex B2B products? Find out how shifting from feature-heavy descriptions to value-driven messaging can make all the difference. Delve into techniques like:-The "so what" game and creative exercises designed to help even the most technically-minded founders communicate their products effectively-Leveraging B2C strategies for B2B success, emphasizing on u...2024-09-0252 mingtmPRO#38: Content From a Sales POV - Featuring Jen Allen-KnuthLearn how to build resilient GTM sales strategies with our special guest, Jen Allen-Knuth. Discover how understanding your customer's world and addressing their problems, rather than showcasing solutions, can revolutionize your sales approach. Jen's experiences highlight the power of delivering a compelling sales experience without relying on product demos, making this episode a must-listen for revenue leaders at B2B software and services companies.In this episode we explore:The two pivotal moments that transformed Jen's approach: the realization that 53% of B2B purchasing decisions are influenced by the sales experience and the importance of focusing...2024-08-2552 mingtmPRO#37: Brendan Hufford on Structuring the Content EngineHow do you transform a rough patch in your life into an inspiring and thriving career? Join us in this episode as we sit down with Brendan Hufford, a former high school teacher who conquered personal and professional hurdles to become a leading authority in content, SEO, and marketing. Now the founder of Growth Sprints, Brendan discusses how his multifaceted background has shaped his innovative approach to marketing, offering invaluable lessons for revenue leaders in the B2B software and services sector. Don't miss out on Brendan's remarkable journey and the wealth of knowledge he brings to the table.2024-08-191h 02gtmPRO#36: Fuel For Your Content Engine - The Content August Series IntroWe are SO excited to present our latest gtmPRO series🥁 🥁 🥁 🥁 🥁 "Content August" with THE ultimate special guests who preach the buyer led growth language 🙌 This episode will give you a sneak peak on our starring guests:Mary Keough (OUT NOW!!) - Where Product and Content Marketers meet Georgiana Laudi - Co-Founder and CEO of Forget The FunnelBrendan Hufford - Founder of Growth SprintsJen Allen-Knuth - also known as DemandJenEmma Stratton - Founder of Punchy | Positioning & MessagingMake sure you don't miss out!Hosts: Gary Schwake, Andy Monahan and Tiana Quiroga2024-08-1022 mingtmPRO#35: Where Product and Content Marketers Meet: Insights from Mary KeoughWelcome to our first episode of the Content August Series!This episode is packed with wisdom on conducting insightful customer research and translating those insights into compelling content. Unlock the secrets of strategic content creation and product marketing with our special guest, Mary Keough, a luminary in the world of B2B marketing. Learn the art of recognizing customer pain points, tipping points for change, and downstream impacts, all while enhancing your product pages, feature pages, and use case pages to boost sales and marketing strategies. Mary sheds light on prioritizing depth over breadth in content marketing...2024-08-0549 mingtmPRO#34: The Real Competitive Landscape In The Mind of Your BuyerDo you really know who is your competition in the mind of the buyer?On this episode of the GTM Pro Podcast, we promise to decode buyer behavior, examining both the emotional and logical factors that influence purchasing decisions. Discover how to build buyer confidence, convey best practices, and position your product as a comprehensive solution. Finally, we’ll discuss our philosophy for solving market challenges, emphasizing simplified decision-making and consistent messaging. You'll understand the critical role of marketing, customer success, and product teams in de-risking decisions for potential customers early in the process. ...2024-07-2934 mingtmPRO#33: Mid-Year Reboot: From Struggles To SuccessWhat if missing your first-half revenue targets didn't spell disaster but an opportunity for strategic recalibration? Join us as we dissect the complex revenue challenges faced by B2B Lower Middle Market SaaS companies during the chaotic mid-year period. We tackle everything from soaring costs and pricing pressures to extended sales cycles and internal bureaucracy. Yet, amidst these struggles, we offer actionable strategies to transform anxiety into a sustainable success model, priming you for a robust 2025.2024-07-2138 mingtmPRO#32: Putting On Your Buyer HatAre your B2B sales strategies truly buyer-focused, or are you missing the mark? Join us as we explore the transformative shift towards a buyer-led growth framework tailored for lower middle market B2B software and services companies.We discuss the critical importance of understanding buyer concerns beyond just the product, covering stakeholder impact, implementation timelines, and total deployment costs.Learn how to hone your active listening skills during sales calls and adjust your go-to-market strategies to genuinely support the buyer's journey, making your company stand out in a crowded marketplace.2024-07-1336 min