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Across the Funnel
Across the FunnelEp # 173: Qualification as Risk Management: The Discipline Behind Predictable Pipeline ft. Colin Wood (VP, US Sales, SG Analytics)In this episode of Across The Funnel, Ioanna Onasi sits down with Colin Wood, VP, US Sales at SG Analytics, to explore what it takes to win and coach complex enterprise deals: why buyers care most about ROI and measurable outcomes, how great sellers find urgency instead of forcing it, and how to run tighter discovery through call prep, clear agendas, and structured qualification (MEDDIC and the “initiative, champion, economic buyer” check).Colin also breaks down how he onboards reps with business context, real customer stories, and a technical buddy system, why call recording helps coaching without turn...
2026-01-3047 minThe Neon Show
The Neon ShowIf Big AI Goes Everywhere, What’s Left for B2B SaaS? | 25 Years, 4 Startups, 3 Eras of SaaS w/ Sreedhar Peddineni & Kiran DarisiA full founder’s arc: starting small, building global SaaS companies from Hyderabad, taking one to IPO, another to a billion-dollar exit, and then choosing to begin again (and again).Kiran Darisi began at Zoho, founding team member of Freshworks at 25, and stayed twelve years till the company went public. Today he is building Atomicwork, reinventing service management in the AI era. Sreedhar Peddineni started with Host Analytics back when SaaS was still called application service provider, went on to create the customer success category with Gainsight, and is now on his third venture with GTM...
2025-09-131h 25Bridge the Gap™ by Revenue Reimagined
Bridge the Gap™ by Revenue ReimaginedEpisode #105 Enablement Is DEAD: Why Sales Teams Don’t Trust You Anymore with Sreedhar PeddineniSales enablement sounds great on paper. In practice? It’s a mess.In this episode of Bridge the Gap, we sit down with Sreedhar Peddineni, founder of GTM Buddy and co-creator of Gainsight, to pull apart everything wrong with enablement in modern GTM orgs — and how to fix it.From outdated content and AI hype to onboarding disasters and leadership blind spots, Shridhar holds nothing back. If you’re in sales, marketing, enablement, RevOps — or just tired of pretending like enablement isn’t a mess — this one’s for you.🚨 Topics We Cover:•Why enableme...
2025-07-1635 minThe Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams.
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams.The New Era of Sales Enablement: Content When Reps Need It MostSend me a text (I will personally respond)Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.In this conversation we discuss: 👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement👉 Making enablement a real fo...
2025-05-1346 min30 Minutes to President\'s Club | No-Nonsense Sales
30 Minutes to President's Club | No-Nonsense Sales#438 - Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of FameSign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use...
2025-03-1735 minProduced By with Tommen
Produced By with TommenFrom Zero to Millions: Scaling Businesses with AI & Smart Strategy | #93: MJ JaindlNeed expert help with launching, growing, or marketing your podcast? We’ve got you.⁠https://www.epixtory.digital/MJ Jaindl is an experienced sales and marketing leader with over 20 years of driving growth for SaaS and e-commerce businesses. He’s built and led high-performing GTM teams, developed persuasive sales strategies, and refined marketing systems that deliver results. His achievements include selling over $100M in SaaS subscriptions, scaling Buddy Media from $0 to an $800M acquisition by Salesforce, and doubling Miva’s GTM efficiency in just a year. Now, he’s combining his expertise with AI to explore how it’s t...
2025-03-1756 min30 Minutes to President\'s Club | No-Nonsense Sales
30 Minutes to President's Club | No-Nonsense Sales#388 - How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options. BELAL'S...
2024-11-1935 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E30 | Selen Kartal - Chief Sales Officer at Kolay IKJoin us for an engaging conversation as Divanshu Goyal hosts Selen Kartal in the 30th episode of Voices of Enablement. #voicesofenablement #salesenablement #gtmbuddy
2023-11-2732 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E29 | Shara Simms - Director, Global Sales Enablement at CloudinaryJoin us for an engaging conversation as Divanshu Goyal hosts Shara Simms in the 29th episode of Voices of Enablement. #voicesofenablement #salesenablement #gtmbuddy
2023-11-1728 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E28 | Del Nakhi - CEO @ Lead to Catalyze | VP, Business Transformation at Sales Velocity LabsJoin us for an engaging conversation as Will Kimmel hosts Del Nakhi in the 28th episode of Voices of Enablement. #voicesofenablement #salesenablement #gtmbuddy
2023-11-0328 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1EP27 | Sally Ladrach - Sales Enablement and Marketing Manager at thoughtbotJoin us for an engaging conversation as Will Kimmel hosts Sally Ladrach in the 27th episode of Voices of Enablement. #voicesofenablement #salesenablement #gtmbuddy
2023-10-2636 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E26 | Paul Butterfield - Founder and CEO at Revenue Flywheel Group | President at SESJoin us for an engaging conversation as Will Kimmel hosts Paul Butterfield in the 26th episode of Voices of Enablement. #voicesofenablement #salesenablement #gtmbuddy
2023-10-2032 minMy Biggest Sales Enablement Mistake
My Biggest Sales Enablement MistakeEpisode 1 I The Pitfalls Of A "We've Always Done It This Way" Mentality with Will Kimmel and Kate LewisIf it ain't broke don't fix it....but is Enablement maybe a little bit broken? Has it really been delivering the results we wanted it to? GTM Buddy's Will Kimmel joins Kate Lewis to talk about what can happen if you fall into the trap of doing it like it's always been done and what changes could be made to address the gaps in your enablement strategy.
2023-10-1826 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E25 | Jennifer Dougherty - Head of Enablement at AirwallexAny enablement program you run requires the support of other teams, such as the product marketing team or the sales operations team. They're all part of the sales success puzzle. In this Voices of Enablement episode, Jennifer Dougherty, the Head of Enablement - Americas at Airwallex, discusses the importance of developing strong partnerships and how and why change management needs to be at the heart of every enablement initiative. She is calling all the enablement peers out there to stand up to this moment and be of great value to sales reps across the...
2023-10-1323 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E24 | Samir Doshi - Director of Sales Enablement and Sales Training at simPRO SoftwareHave you ever pondered the distinction between effective and ineffective enablement?Are you wondering about the optimal proximity between sales enablement and revenue operations? Your curiosity aligns with ours, and we're eager to explore the answers.Join us for an engaging conversation as Divanshu Goyal hosts Sam Doshi in the 24th episode of Voices of Enablement.In this episode, Sam delves into the key attributes of an exemplary sales enablement process! 📊Don't miss out on the complete episode for a treasure trove of valuable insights and guidance on enablement!(Link in the comments) 👇#voicesofenab...
2023-10-0333 minThe GTMnow Podcast
The GTMnow PodcastGTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan ReichDan Reich is a serial entrepreneur, investor, and writer and has been building companies since he was a teenager. Some of the companies that he founded include: TULA Skincare which was acquired by Proctor & Gamble - Troops.ai which was acquired by Salesforce - Spinback which was acquired by Buddy Media and then acquired by Salesforce. Dan is now a co-founder of Dibs Beauty, which is backed by LCatterton and is building more companies. He also invests through his family office, Reich Capital. He has a background in electrical engineering and volunteers as a member of national ski patrol.
2023-09-2648 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E23 | Phil Putnam - VP of Sales Enablement at NotifiedTake a journey into the world of sales enablement and strategic leadership with Episode 23 of Voices of Enablement, featuring Phil Putnam and hosted by Will Kimmel. 🎙Phil is VP of Sales Enablement at Notified 💪🔥 During the interview, Phil illuminates the ever-evolving role of sales enablement, offering priceless insights into how it can drive value within an organization, even without the need for new sales hires.🌟 Dive deep into this thought-provoking conversation, and make sure to catch the entire episode to gain a comprehensive understanding of the sales enablement landscape.
2023-09-2240 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E22 | Kunal Pandya - Co-Founder and CEO of Sales Velocity LabsExplore Episode 22 of Voices of Enablement with Kunal Pandya, hosted by Divanshu Goyal, as we deep dive into the realms of sales enablement and strategic leadership. 🎙Meet Kunal, the Vice President of Revenue Enablement at Corsearch and the visionary behind Sales Velocity Labs.🔥 During the interview, Kunal sheds light on the ever-evolving role of sales enablement, offering valuable insights on how it can make a meaningful impact within an organization, even without the need for new sales hires.🌟 Immerse yourself in this insightful conversation, and don't miss the entire episode to gain a deeper understanding of the world of sa...
2023-09-1535 minSales Enablement Innovation
Sales Enablement Innovation“The key to proving enablement value is AI”, Jonathan KvarfordtThis week, we were joined by SEC Ambassador, Head of GTM Revenue Enablement and Product Marketing, and Founder of GTM AI Academy - Jonathan Kvarfordt!Jonathan has been leading the charge on artificial intelligence in the world of enablement, and what he’s calling “AI Enablement”. In this episode, we discussed his use cases for AI, how he sees enablement evolving, and more. Key talking pointsUse cases for popular AI tools in enablementThe evolution of enablement, and why he believes AI enablement is the futureWhy the growth of AI has parallels with the Industr...
2023-09-0832 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E21 | Scott C. Powell - Co-Founder and CEO of Enablepoint, LLC"Just like product roadmaps, we should have enablement roadmaps that we can use to show what we do and the value we bring." Scott Powell, Co-founder at Enablepoint LLC and host Divanshu Goyal, had a fantastic conversation filled with nuggets of wisdom (like the one above) in the latest episode of Voices of Enablement. Here are a few takeaways from the conversation: Never assume that the leadership knows what enablement is doing. Ensure you are shouting from the rooftops, telling them precisely about your contributions to the organization. Getting aligned on the met...
2023-09-0822 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E20 | Lawrence Wayne O'Connor - Director of Global Revenue Enablement at VeriffCheck out Episode 20 of Voices of Enablement featuring Lawrence Wayne O'Connor and hosted by Will Kimmel, where we delve into sales enablement and strategic leadership. 🎙 Lawrence is the Director of Global Revenue Enablement at Veriff. 🔥 In the interview, he sheds light on sales enablement's evolving role, sharing valuable insights on how sales enablement can contribute even when an organization is not hiring new sales reps. 🌟 Immerse yourself in this thought-provoking discussion, and catch the complete episode for further insights into sales enablement.
2023-09-0130 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E19 | Susan Savona - 2023 Enablement One to Watch | Ambassador at SECWe have some key takeaways for you from this episode:  Develop a strategic mindset and align your goals with the organization's objectives. This will increase your effectiveness and impact.  Do you think sales onboarding has become synonymous with sales enablement? Will Kimmel think so too?= Learn what Susan says about it and how to avoid it. Let this fascinating conversation stimulate your mind. Don't miss the full episode for more valuable perspectives on sales enablement
2023-08-2536 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E18 | Christian Palmer - Global Revenue Enablement Manager at RiskifiedCheck out Episode 14 of Voices of Enablement featuring Christian Palmer and hosted by Divanshu Goyal. In this episode, we delve into sales enablement and strategic leadership. 🎙What’s in it for you?Many companies are not adding to capacity in today's economy. Thinking about headcount always creates a bottleneck leading to more layoffs. It's an enabler's job to focus on the quality reps who bring revenue. It's also critical to focus on leveraging that quality over quantity metric to meet C-suite revenue goals. Leverage tenured reps. Don't let the experience superiority complex throw you d...
2023-08-1826 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E17 | Nick Salas - Senior Director, Global Revenue Enablement at SirionDoes sales enablement deserve a seat at the C-level? It is not a one-and-done process when it comes to sales enablement and coaching. Sales enablement departments need the C-suite to align with their efforts. When the enablement function delivers the KPI that the C-suite cares about, it will have a seat at the C-level. Sales enablement leaders aren't the only ones under scrutiny all the time, sales reps do as well, so enablement leaders need to prove the value of the programs they have planned.In this episode of Voices of Enablement, we hosted...
2023-08-1123 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E16 | Malvina EL-Sayegh & Carly Lehner - Hosts of The Enablement BrewWe have a duo of guests for the first time in Voices of Enablement EP 16 ft. Malvina EL-Sayegh and Carly Lehner! 🎙 Divanshu Goyal hosted The Enablement Brew hosts for a captivating conversation on multiple critical topics to which the #salesenablement industry seeks answers. 🎯 What's in it for you? 🤔 ⭐ When many support functions are cut, Malvina and Carly offer an interesting perspective on how to elevate the role of sales enablement in the C-suite. ⭐ To ensure that sales enablement initiatives are well adopted, how does the sales enablement function rely on fron...
2023-08-0428 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E15 | Jonathan M Kvarfordt - Head of Revenue Enablement at SimetrikHave you ever wondered what is good enablement and what is bad enablement? How close should sales enablement and revenue operations be?We share your curiosity and excitement about finding answers!Join us in an engaging discussion as Will Kimmel hosts Jonathan M Kvarfordt, MBA, Head of Revenue Enablement at Simetrik | ReconciliationIn this episode, Jonathan explores the characteristics of an ideal sales enablement process! 📊For a plethora of valuable insights and advice on enablement, don't miss the latest episode of Voices of Enablement 🎙️
2023-07-2832 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E14 | Felix Krueger - Founder & MD at FFWD, Podcast Host at The State of Sales Enablement PodcastCheck out Episode 14 of "Voices of Enablement" featuring Felix Krueger, where we delve into sales enablement and strategic leadership. Felix is the co-founder of a sales enablement consulting firm called FFWD, and he also runs a podcast called The State of Enablement Podcast. 🔥 In the interview, Felix sheds light on the evolving role of sales enablement. He shares valuable insights on how sales enablement can contribute even when an organization is not hiring new sales reps. 🌟 Immerse yourself in this thought-provoking discussion, and for further insights into s...
2023-07-2129 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E13 | Avner Baruch - Director of Sales, Revenue Ops & Sales Enablement at RapydDropping the Avner Baruch episode like it's hot 🔥 We had an insightful conversation with him and collected some critical insights for you! As part of sales enablement, one should expand responsibilities to include everything before demand generation, lead generation, and the hand-off between sales and marketing. Sales enablers and sales leaders work together. Lack of productivity is not an option for either function. It is important for both functions to focus on time management across the board. Do not wait until the end of the...
2023-07-1430 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E12 | Felix Valeda - Senior Revenue Enablement Manager, Global at Plume Design INC.Voices of Enablement EP 12 Featuring Felix Jimenez Valeda from Plume Design, Inc Inc is out! 🎙We have some key takeaways for you from this episode: ⭐ Foster a strategic mindset and prioritize the concerns of the C-suite. By aligning your goals with the company's objectives, you can enhance your effectiveness and impact. ⭐ Discover the million-dollar question: How do you measure the effectiveness of Sales Enablement Initiatives? Gain valuable insights on this crucial topic during the episode. ⭐ Uncover the importance of self-learning in the sales enablement function. Approximately 70% of learning ability lies within the...
2023-07-0727 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E11 | Kieran Smith - Manager - GTM Enablement & Productivity - EMEA at StaffbaseVoices of Enablement EP 11 is out! We hosted Kieran Smith, Manager - GTM Enablement & Productivity - EMEA at Staffbase 🔥 In the interview, Kieran sheds light on the evolving role of sales enablement, he shares valuable insights on how sales enablement can contribute even when an organization is not hiring new sales reps. 🌟 Immerse yourself in this thought-provoking discussion, and for further insights into sales enablement, be sure to catch the complete episode.
2023-06-3022 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E10 | Bryan Grobstein - Head of Enablement & Business Development at AnyRoadWe're back with episode ten of our interview series Voices Of Enablement featuring Bryan Grobstein! 🎙️Bryan works at AnyRoad as a Head of Enablement & Business Development.Amidst an uncertain economic climate, enablement teams can provide organizations with solutions to some of the most pressing enablement issues. 🗒️Feel free to watch the whole episode and leave a comment! 👇
2023-06-2337 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E9 | Stephanie Middaugh - Founder The Enablement Squad & Founder & CEO at Phoenix GTM Consulting𝗩𝗼𝗶𝗰𝗲𝘀 𝗼𝗳 𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗘𝗣 𝟵 𝗶𝘀 𝗼𝘂𝘁! 🎙 We hosted Stephanie Middaugh, CEO at Phoenix GTM Consulting | Co-founder of The Enablement Squad Community Key takeaways for enablers in the episode by Stephanie : 🎯 Aligning to the project initiatives from the top down, getting your goals double-checked by decision-making authorities in the org 🤔 How do you prove to an organization the value of revenue enablement during an economic turndown? 💫 Dive into this captivating conversation, and to delve deeper into the world of sales enablement, make sure not to miss the full episode.
2023-06-1632 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E8 | Krati Seth - Global Sales Enablement Leader at WhatfixVoices of Enablement EP 9 is out! We hosted Krati Seth, Global Sales Enablement Leader at Whatfix.🔥 In the interview, Krati sheds light on the evolving role of sales enablement, emphasizing that it's no longer just a support function. She shares valuable insights on how sales enablement can contribute even when an organization is not hiring new sales reps.💼 Krati delves into the concept of reducing ramp time for newly hired sales reps. She highlights key strategies and approaches that can be implemented to lower the ramp time, ultimately enhancing their productivity and efficiency.🌟 Immerse yourself in this though...
2023-06-0925 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E7 | Stephanie Benavidez - Head of Sales Enablement at LoadsmartMost companies make a mistake by not retaining their sales enablement teams. We hosted Stephanie Benavidez, Head of Sales Enablement at @loadsmart in the latest episode of Voices of Enablement 🎙️ Stephanie talks about why enablement should be a strategic function and not a support function. Dive into this insightful conversation, and for more learnings on sales enablement listen to the full episode
2023-06-0132 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E6 | Salil Mishra - Sales Enablement Lead Sales Enablement Lead at VymoHow can you help your marketing-facing people do more? In this episode of Voices of Enablement, we hosted Salil Mishra, Sales Enablement Lead at Vymo. Salil shares his perspective on how he elevates the sales rep performance and the role of sales enablement when the company is not hiring new sales reps. Dive into this insightful conversation, and for more learnings on sales enablement listen to the full episode
2023-05-2928 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E5 | Ashley Philipps - Vice President of Commercial Effectiveness at Everview𝗜𝗳 𝘆𝗼𝘂 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗲𝗹𝗲𝘃𝗮𝘁𝗲𝗱, 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗲𝗹𝗲𝘃𝗮𝘁𝗲 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳! 📈We hosted Ashley Philipps, Vice President of Commercial Effectiveness at EverView in the 5th episode of Voices of Enablement. 🎙Ashley shares her perspective on sales rep training processes, buyer enablement, sales rep effectiveness, and much more! 📢For more such insights and advice on enablement, check out the latest episode of Voices of Enablement 👇
2023-05-2940 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyVoices of Enablement EP 4 Featuring Braxton Carr𝗪𝗵𝗮𝘁 𝗶𝘀 𝗴𝗼𝗼𝗱 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝘄𝗵𝗮𝘁 𝗶𝘀 𝗯𝗮𝗱 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁? 𝗛𝗼𝘄 𝗰𝗹𝗼𝘀𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘀𝗮𝗹𝗲𝘀 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 𝗯𝗲?We were as curious as you are to know the answers!So join us for an insightful conversation as Will Kimmel hosts Braxton C. Director of Revenue Enablement at UserGems 💎In this episode, Braxton walks us through what an ideal sales enablement process should look like! 📊For a wide range of insights and advice on enablement, check out the latest episode of Voices of Enablement 🎙
2023-05-1935 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E4 | Braxton Carr - Director, Revenue Enablement at UserGems𝗪𝗵𝗮𝘁 𝗶𝘀 𝗴𝗼𝗼𝗱 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝘄𝗵𝗮𝘁 𝗶𝘀 𝗯𝗮𝗱 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁? 𝗛𝗼𝘄 𝗰𝗹𝗼𝘀𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘀𝗮𝗹𝗲𝘀 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮𝗻𝗱 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 𝗯𝗲? We were as curious as you are to know the answers! So join us for an insightful conversation as Will Kimmel hosts Braxton C. Director of Revenue Enablement at UserGems 💎 In this episode, Braxton walks us through what an ideal sales enablement process should look like! 📊 For a wide range of insights and advice on enablement, check out the latest episode of Voices of Enablement 🎙
2023-05-1235 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E3 | Tom George - Principal Consultant at GoMo Consulting𝗗𝘂𝗿𝗶𝗻𝗴 𝗮𝗻 𝗲𝗰𝗼𝗻𝗼𝗺𝗶𝗰 𝗱𝗼𝘄𝗻𝘁𝘂𝗿𝗻, 𝗶𝘀 𝘀𝗮𝗹𝗲𝘀 𝗲𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁 𝗮 ‘𝗻𝗶𝗰𝗲-𝘁𝗼-𝗵𝗮𝘃𝗲’ 𝗼𝗿 𝗮 ‘𝗺𝘂𝘀𝘁-𝗵𝗮𝘃𝗲’?Tom George, Founder and Principal Consultant at GoMo Consulting believes sales enablement to be a force multiplier.He compares the role of sales enablement to that of a coach in a sports team. Do you get rid of the coach and expect the team to perform?For more such insights and advice on enablement, check out the latest episode of Voices of Enablement
2023-05-0534 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E2 | Stephanie White - Senior Director, Revenue Enablement at LoopioVoices Of Enablement by GTM Buddy episode two features Stephanie White. 🎙In an uncertain economic climate, Stephanie explains how enablement teams can help organizations address revenue challenges. 🗒Watch the whole episode and let us know what you think 👇
2023-05-0425 minVoices of Enablement by GTM Buddy
Voices of Enablement by GTM BuddyS1E1 | Whitney Sieck - Vice President of Revenue Enablement at Demandbase𝗪𝗲 𝗮𝗿𝗲 𝗹𝗮𝘂𝗻𝗰𝗵𝗶𝗻𝗴 𝗮 𝗻𝗲𝘄 𝘃𝗶𝗱𝗲𝗼 𝘀𝗲𝗿𝗶𝗲𝘀 𝗰𝗮𝗹𝗹𝗲𝗱 ‘𝗩𝗼𝗶𝗰𝗲𝘀 𝗼𝗳 𝗘𝗻𝗮𝗯𝗹𝗲𝗺𝗲𝗻𝘁’. 🎙Interviews will explore and discuss solutions for the most pressing enablement issues. 🗒This season, we'll discuss how enablement teams can help organizations succeed in an uncertain economic climate.We’re proud to host Whitney Sieck, CPTD® as our first guest. 😁As a collaborator, strategist, and mentor, Whitney is one of the most respected names in the enablement community. 💪Watch the full episode and let us know what you think. 👇
2023-03-0716 minThe Neon Show
The Neon ShowTop SaaS startups to watch in 2023 with Alok Goyal, Partner, Stellaris Venture PartnersSaaS startups in India have seen significant growth in recent years. The country's SaaS market is expected to grow at a compound annual growth rate of 22.5% from 2020 to 2025, reaching a value of $6.3 billion. A few of the factors driving this growth are:Increasing adoption of cloud computingAvailability of advanced tech infrastructure in IndiaSupport from the Government of India for funding, mentorship, and other resources to entrepreneurs. In India, there are Investors and founders who have witnessed the evolution of SaaS in India. Wi...
2023-01-091h 03Live Better. Sell Better.
Live Better. Sell Better.The Sizzle Without the Steak: Determine Willingness to Change on a Cold Call with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares how sellers should lean back to suss out a prospect's willingness to change on a cold call. Today, Belal gives a real-world example of how to give the sizzle without the steak.HIGHLIGHT QUOTESEntice with the sizzle without the steak - Belal: "You give them that sizzle before the steak, you give them that enticement. You address the problem, they embrace it, and they tell you, yes...
2022-12-1605 minLive Better. Sell Better.
Live Better. Sell Better.Trade Your Cleverness for Bewilderment with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he shares why sellers can avoid no decision by trading their cleverness for bewilderment. Instead of rushing in flashing your solution, take a step back to find out more about the problem and really understand the deeper why behind the issue.HIGHLIGHT QUOTESThe poet Rumi suggests trading cleverness for bewilderment - Belal: "Trade your cleverness for bewilderment. Somebody tells you, yeah, I've got that problem. Really? How are you...
2022-12-1404 minLive Better. Sell Better.
Live Better. Sell Better.Sell to the In-Group: How to Make the Prospect the Hero of Your Story with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, as he digs into why sellers need to focus on creating messaging that is compelling and provocative, and that invokes the limbic brain in order to be successful. He also suggests that salespeople should think about who the hero of the story is, and make sure that it is the customer or prospect, rather than the salesperson.HIGHLIGHT QUOTESThe prospect is the hero of the story, not you - Belal: "...
2022-12-1205 minLive Better. Sell Better.
Live Better. Sell Better.The Mic Drop Method to Frame an Inverse Outgroup with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who discusses his Mic Drop Method for cold calling. It is a 4-step process: Permission, Problem, Provoke, and Promise. By framing your question thoughtfully, you make yourself to be part of the ingroup even though you are from the outside looking in.HIGHLIGHT QUOTESThe inverse outgroup explained - Belal: "This idea of inverse outgroup. If you're in, you know what the problem is. If you're in, you know what's up...
2022-12-0909 minLive Better. Sell Better.
Live Better. Sell Better.Prospect Theory and Emotional Messaging with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM Buddy, who digs into what Prospect Theory is and how people are motivated more by the fear of loss rather than the prospect of gain. Emotional messaging shows buyers the cost of inaction and how they can be embarrassed or fall behind by not trying something new.HIGHLIGHT QUOTESProspect Theory explains emotional messaging  - Belal: "The fear of loss is 2 times more compelling than the pleasure of gain. Most of us a...
2022-12-0204 minThe Makeshift CMO: Marketing, Growth & Business Podcast For Early Stage Founders & Teams
The Makeshift CMO: Marketing, Growth & Business Podcast For Early Stage Founders & TeamsThe State of Prop Tech & How You Can Take "Agency" Tactics and Scale it into a Specialized Mar Tech CompanyIn this episode, Bruce has on Joshua Lipton, his buddy from the Prop Tech world who has transitioned from marketing, to sales, to Director of Product & Operations at Rentsync, which turned from a Marketing Agency to a Prop Tech, SaaS company that is a leader in multifamily marketing software & services, with 20000+ properties on the platform and over five million leads generated annually. As we go on this episode, Josh and Bruce geek out over the prop tech market, talk career changes and talk about the differences between true SaaS GTM and how to transition out of an...
2022-11-2650 minLive Better. Sell Better.
Live Better. Sell Better.Live Better Sell Better November HighlightsThis episode of the Live Better Sell Better Podcast recaps the best moments from our FIVE amazing guests for the month of November. Everything from finding a fit in terms of your value as a leader, when to utilize a paywall effectively, defining the stages of the buyer's journey, and the importance of diversity in leadership will be discussed in these episodes! HIGHLIGHTSBeth Jacobs, Chief Growth Officer at vChiefAmelia Taylor, Strategic Sales & Lead Evangelist at regie.aiBelal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddyKaty McFee, Founder and Principal of i2a I...
2022-11-2504 minLive Better. Sell Better.
Live Better. Sell Better.Change the Social Paradigm as a Seller with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the social paradigm between the buyer and the seller. He shares that the paradigm between these two sides is naturally of conflict and how you can overcome it as a seller. QUOTESOn finding a way to stand out  - Belal: "The problem is, when you talk to your buyers or your prospects and you pitch about yourself, you sound like everybody else. Every other cold em...
2022-11-2309 minLive Better. Sell Better.
Live Better. Sell Better.Avoid No Decision By Understanding the Buyer with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the main things you'll need to get a prospect to become a buyer and, technically, they're not in your control as a seller! QUOTESOn the things that the buyer needs to show up with - Belal: "You do not make problems, they already exist for your buyer. You do not get to decide the impact, they have to decide. You can manipulate it, you can e...
2022-11-1804 minLive Better. Sell Better.
Live Better. Sell Better.Developing a Mindset of Losing Less with Belal BatrawyIn this episode of the Live Better Sell Better Podcast, KD is joined by Belal Batrawy, Founder of DeathtoFluff and Advisor at GTM buddy, to talk about the thought process or overall psychology when it comes to no decisions and how to avoid them.  QUOTESThe 5 stages of the buyer's journey and where salespeople could go wrong - Belal: "Sometimes you'll see sales leaders use these words like synonyms, they swap them in and out. They're totally not. Be really clear on how you define the stages of the buyer's journey because that di...
2022-11-1108 minFrom Vendorship to Partnership
From Vendorship to Partnership[Masterclass] How to Manage Up as a Sales Leader, with Atrium, GTM Buddy, & FinixIn this episode, we're sharing a replay of a masterclass on how to manage up as a sales/revenue leader – featuring sales & revenue leaders The panel dove into best practices for setting expectations and aligning with execs, tips for communicating and getting buy-in, and how to stand out to your leadership team as a sales manager or leader. Meet the experts: Pete Kazanjy, CRO & Founder at Atrium – early stage SaaS GTM expert and author; founder of Modern Sales Pros (25k+ member community) Adam Boushie, CRO at Finix – experienced revenue leader with a background in global...
2022-09-0738 minThe Startup Operator
The Startup OperatorEP 186 : Creating a Category - Sreedhar Peddineni (Co-Founder, GTM Buddy)Sreedhar is a serial entrepreneur and has founded 3 startups. He is currently the Co-founder of GTM Buddy, a SaaS startup that enables sales people do better. In this episode he spoke about the core skills that helped him startup thrice, how to sell to large enterprises, creating a new category and more in his conversation with Roshan Cariappa. Topics:00:00 Introduction01:17 Core Skill sets that helped Sreedhar startup 3 times06:57 Sreedhar's learnings from his past ventures09:53 Advice on Selling SaaS to large enterprises14:13 Importance of getting the right customers17:43 Competing against the incumbents
2022-08-2645 minWinning the Challenger Sale
Winning the Challenger Sale#34 Resolving Buying Group Conflict with Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM BuddyIn this episode of Winning the Challenger Sale, Jen is joined by Belal Batrawy, Head of GTM & Amateur Meme Maker at GTM Buddy. They discuss how to resolve or mitigate conflict in the modern organizational process of making a purchasing decision, which primarily takes place among a group of executives and managers, as well as how to navigate the perplexing behaviors that occur when closing a sale. Belal shares his personal experiences in tactically managing those dysfunctional processes, including how he used reframe techniques to align solutions with clearly articulated company problems and how he built relationships with "champions," or...
2022-08-0239 minSaaSBoomi
SaaSBoomiBecoming a category creator in Customer Success Management with Sreedhar Peddineni of GainsightYou finish your exit, you get financial security, you hang up the boots and go on a vacation. With each company you’re on a treadmill, no - you’re on a conveyor belt, for another 7-10 years. What if you have already exited two businesses, will you do it again?If you have to do it again, what’ll be the motivation behind it?From being a pioneer in the ‘on-prem to cloud journey’ with his first startup Host Analytics, and a category creator of Customer Success Platform with Gainsight, Sreedhar is...
2022-03-0144 minSAP Experts
SAP ExpertsEpisode 95: What’s in store for 2022? – Jonathan FogartyGuest: Jonathan Fogarty – SAP Business Architect, Podcast Producer & Host, SAP Australia Host: Akshi Mohla – Senior Business Development Specialist, SAP S/4HANA Solution Management and GTM 2021 for SAP Experts Podcast – was a fantastic year, full of thought leadership, inspiring conversations and most importantly, YOU, our wonderful, supportive audience. We began with Alexander Greb’s leadership and also integrated the all-stars team of Victor Hoeck, Steven Spears, Timo Diener and yours truly. 2022 will be even bigger and better – with more deep dives into Software-as-a-service trends and best practices. We will also have another all-star j...
2021-12-2023 minOutbound Squad
Outbound SquadCold Calling - Steal this formula if you hate making mediocre cold calls with Belal BatrawyBelal Batrawy is the Head of GTM & Customer Evangelism at GTM Buddy. This is the audio version of a training with Belal Batrawy on cold calling. He talks about his Mic Drop Method for cold call intros, asking smart questions, and being more customer-centric in your approach.Connect with Belal on LinkedIn here and GTM Buddy here.Resources mentioned in the episode: Show Notes Page Here are three more ways to get help with your prospecting: Our best bite-sized content. Want my best LinkedIn posts, podcasts, and webinars? Stuff you can implement in 1...
2021-10-1258 minSales Influence Podcast
Sales Influence PodcastThis Week in Sales #40 - With Victor Antonio and Will BaronEP40 - THIS WEEK IN SALES On this week in sales we'll be looking at: Brainshark (allegedly) being in violation of biometric privacy rights Revenue intelligence Salespeople being suck in the past Sales-tech SaaS startup GTM Buddy raises $2M led by Stellaris Venture Partners CRM Platform HubSpot Goes all-in on the UK with 1st Office Opening Why recruiters need to embrace content marketing
2021-09-2355 minSaaS Sessions
SaaS SessionsS5E3 - Unscripted Sessions ft. Sreedhar Peddineni, Co-founder at GTM BuddyIn this episode, we hosted Sreedhar Peddineni, Co-founder at GTM Buddy.Sreedhar has been in the SaaS industry for over 2 decades now. He started his first company, Host Analytics back in 2001.In 2011, he cofounded Gainsight (previously JBara Software) along with Jim Eberlin.After a great exit with Gainsight, Sreedhar is currently building GTM Buddy where they are enabling the sales team achieve their true potential.With Sreedhar, we discussed how the SaaS industry has shaped over the past two decades.And his view of how the SaaS ecosystem is...
2021-08-2426 min