Shows
B2B Sales & GTM Mentors APACThe state of sales hiring: Exploring Rippling's growth in APAC with Carrie BallIn this episode of the GTM Mentors Podcast, Carrie Ball discusses her experience with Rippling, focusing on the company's rapid growth in the APAC region and the unique challenges of hiring in a competitive market. She emphasizes the importance of a well-resourced recruitment team, the cultural fit of candidates, and the strategies employed to attract top talent. Carrie also shares insights on leveraging LinkedIn for candidate engagement and offers practical advice for job seekers on how to stand out in the hiring process.2025-05-2134 min
B2B Sales & GTM Mentors APACS2 E26 - Dan Shaw (Smartsheet, WalkMe, Citrix): Series D APAC Sales Leader under 30, RVP Sales under 40; Becoming comfortable being uncomfortableIn this episode, Dan Shaw shares his unique journey in sales leadership, discussing the importance of resilience, communication, and problem-solving skills. He emphasizes the need for leaders to adapt and prioritize effectively in high-pressure environments. Dan also highlights the significance of understanding market dynamics and the value of taking on challenging roles to advance one's career. The conversation provides insights into the characteristics of successful salespeople and leaders, as well as advice for those looking to transition into leadership roles.Comfort with discomfort is key to success.Hiring from diverse backgrounds can yield great results.Sales reps and...2024-10-2038 minB2B Sales & GTM Mentors APACS2 E25 - Daniel West (CEO, Prospection) - The role of the modern GTM Executive, career pathways, skillset and overcoming market challengesIn this episode, Daniel West, CEO of Prospection, discusses the concept of go-to-market and the changes he has seen in how businesses approach it. He emphasizes the shift towards a senior executive role responsible for all functions that contribute to a company's go-to-market strategy. West also shares insights on the challenges faced by SaaS businesses, such as revenue leakage, and the importance of clarity and a compelling value proposition for the sales team. He highlights the need for characteristics like resilience, curiosity, effective communication, and a process mindset in salespeople. Daniel also discusses his career trajectory and offers advice...2024-10-0245 minB2B Sales & GTM Mentors APACS2 E25 - Daniel West (CEO, Prospection) - The role of the modern GTM Executive, career pathways, skillset and overcoming market challengesIn this episode, Daniel West, CEO of Prospection, discusses the concept of go-to-market and the changes he has seen in how businesses approach it. He emphasizes the shift towards a senior executive role responsible for all functions that contribute to a company's go-to-market strategy. West also shares insights on the challenges faced by SaaS businesses, such as revenue leakage, and the importance of clarity and a compelling value proposition for the sales team. He highlights the need for characteristics like resilience, curiosity, effective communication, and a process mindset in salespeople. West also discusses his career trajectory and offers advice...2024-10-0146 minB2B Sales & GTM Mentors APACDaniel West (CEO, Prospection) Career advice and different pathways for aspiring CRO/ CEOsAn excerpt from Episode 25 with Daniel West (CEO Prospection) - The role of the modern GTM Executive, career pathways, skillset and challenges.2024-10-0104 minB2B Sales & GTM Mentors APACHow to achieve promotion, career trajectory in a humble, deliberate way - A framework with Bethany NybergAn excerpt from the episode with Bethany Nyberg, former AVP, DocuSign.2024-09-1703 minB2B Sales & GTM Mentors APACS2 E24: Bethany Nyberg (Former AVP, DocuSign) Owning your career, beating burnout, and the thing all A-players have in commonBeth Nyberg, former Area Vice President at DocuSign, shares her journey into tech sales and offers advice for success in the industry. She discusses how she stumbled into tech sales after discovering the value of technology in solving business problems. Beth emphasizes the importance of being customer-obsessed and highlights that solution selling is a highly skilled craft. She also talks about the challenges and pressures of the fast-paced tech sales industry and the need for work-life balance. Beth shares her philosophy on setting up a commercial sales practice, including building an intentional culture and focusing on org design. She...2024-09-1139 minB2B Sales & GTM Mentors APACS2: E23 - Jeff Chan (Salesforce Onboarding Lead APAC) - Are we setting up reps to fail or succeed?Jeff Chan, Global Enablement Sales Onboarding Lead for APAC at Salesforce, discusses the importance of onboarding and enablement in sales organizations. He emphasizes the need for sales reps to have a strong foundation in product and technical knowledge, negotiation skills, and deal mechanics. Jeff also highlights the significance of building rapport and trust with customers, as well as the value of teamwork and collaboration. He shares insights on the onboarding program at Salesforce and provides advice for startups on creating their own enablement function. Jeff concludes by discussing the qualities of successful salespeople, including their ability to see around...2024-09-0133 min
Rubberband - Talent Acquisition š¦šŗJonjo O'Hara - TENET RecruitmentGUEST: Jonjo O'HaraPOSITION: Co-Founder and PrincipalCOMPANY: TENET RecruitmentTOPIC: Recruitment ChinwagFORMAT: PodcastĀ Support the showJoin RUBBERBAND today! 2024-07-0530 min
B2B Sales & GTM Mentors APACS2 E22: Nathan Schubert (Go1, Zipline) The new SaaS economics of Go To Market, and what it means for you as a Sales RepNathan Schubert, a go-to-market expert in the Australian SaaS industry, discusses his experience and insights on scaling SaaS startups. He highlights the different phases of growth that startups go through and the various roles he has held in sales and go-to-market leadership. Nathan emphasizes the importance of adaptability and being entrepreneurial in the early stages of a startup. He also discusses the shift in buyer behavior and the need for a more holistic approach to go-to-market, including marketing, customer success, and revenue operations. Nathan suggests analyzing acquisition spend, focusing on right-fit customers, and aligning sales productivity and efficiency. He...2024-07-0247 min
B2B Sales & GTM Mentors APACS2 E21: How to become the seller every VP Sales wants to hire (Guest Episode taken from Growth Pulse, The B2B Sales Podcast)The latest episode of GrowthPulse The B2B Sales Podcast is now live, featuring the insightful Jonjo O'Hara! šJoin me Daniel Bartels and Simon Peterson as they dive into the essential traits that define top-performing sales professionals. In this episode titled "Be the Sales Rep Every VP Wants to Hire" you will learn:šŖ The Importance of Resilience: Discover how resilience helps sales professionals bounce back from setbacks and continuously improve.š„ Harnessing Competitiveness: Understand how a competitive spirit can push your team to exceed their targets and innovate.šÆ Effective Hiring Strategies: Get actionable t...2024-06-2049 min
GrowthPulse - The B2B Sales PodcastBecome the Sales Rep every VP wants to hire with Jonjo O'Hara | GrowthPulse The B2B Sales PodcastImagine transforming the grit and competitiveness of a professional athlete into the world of sales. That's precisely what Jonjo O'Hara, our distinguished guest and former Bradford City footballer, has done. Youāll hear Jonjoās compelling journey from the football pitch to founding a thriving recruitment firm in Australia, unraveling how resilience and a competitive spirit are crucial in both sports and sales. He shares his keen insights on identifying top sales talent and overcoming initial challenges in the demanding recruitment industry.What makes a salesperson exceptional? From nurturing a robust network to maintaining genuine curiosity, we diss...2024-06-1848 min
B2B Sales & GTM Mentors APACS2 E20: Tom Karemacher (Former Head of APAC, Procore) Building Procore in APAC, fatherhood, career advice, and the future of climate technologyTom Karemacher shares his experience as former APAC Head of Procore, scaling the business from founding team to +180 staff over five years. He shares the challenges and rewards of fatherhood, the impact of mentorship, and the ingredients for high-performance career. He also discusses the future of green tech/ climate tech and the potential application of the traditional SaaS model to drive growth to 'net zero 2050'.2024-06-0645 min
B2B Sales & GTM Mentors APACS2 E19: Vijay Raghvani (NetSuite, Airwallex, Blackline) Lessons from scaling NetSuite in APACVijay talks about his experiences at NetSuite, AirWallex and BlackLine, emphasizing the importance of hiring for character and resilience. He discusses the different approaches to building go-to-market sales organizations and the cultural aspects that contribute to a high-performance sales culture. Vijay explores the generational shifts in the sales industry and the changing motivations of younger sales professionals. The conversation explores the changing landscape of sales and the characteristics of the next generation of sales professionals. It emphasizes the importance of passion, ethics, and a focus on personal development in sales. The discussion also touches on the impact of societal...2024-05-0154 minB2B Sales & GTM Mentors APACSpecial Episode - Tech Sales Hiring Market update w/ Tenet Co-Founder, Carl BurghardtIn this episode, Jonjo and Carl provide an update on hiring trends and compensation in the SaaS go-to-market industry. They discuss the state of the market, the areas of opportunities, the demand for leadership roles and customer success, the resilience of new business reps, and the impact on salary conditions. They also offer advice for candidates and hiring managers. The episode concludes with a mention of a compensation and hiring trends report available to listeners.2024-04-2107 min
B2B Sales & GTM Mentors APACS3 E19: Tech Sales Mentors - Luke Power (Trellix) Your 'say versus do' ratio is hurting your careerLukeĀ PowerĀ is Managing Director Australia of Trellix. Trellix is a global cybersecurity company, formed as a merger between FireEye and McAfee Enterprise. Heās also previously held Managing Director roles at tech businesses including Cisco, and Avaya.Luke shares his journey into the tech sector, starting from a young age and building his skills through hands-on experience. He emphasizes the importance of mentors and the value of learning and self-training in the fast-paced tech industry. Luke also discusses the path to sales leadership. He encourages individuals to own their own careers and work backwards from their desi...2024-04-0938 min
B2B Sales & GTM Mentors APACS3 E18: Tech Sales Mentors - Keith Payne (Nintex) - A winning sales cultureI'm joined by Keith Payne, Vice President, Nintex (Former insightsoftware, SAP Concur) on the latest episode ā āA winning sales cultureā.In sport and sales Iāve always been fascinated by culture. How do you instil a culture when you take on leadership of a new organisation?Ā Keith brings over a decade of experience as a Sales Leader, and somebody who thinks about this question a lot,A big Man City fan, I ask him about Pep Guardiola and how he was able to impact the culture of a club in such a significant way. And...2024-03-1737 min
B2B Sales & GTM Mentors APACE17: Tech Sales Mentors - Adam Hobbs (HammerTech) Scaling an Aussie SaaS firm in USA & UKA brilliant chat with Adam Hobbs, VP Global Sales at HammerTech. Founded in Melbourne, the business supports 80% of the top 100 Building Companies in Australia, including +100,000 users. Adam has since helped launch in the US, Canada, UK, and New Zealand. Residing between California and Melbourne, Adam travels constantly and shares best practices in managing health and productivity in transit. Including how he makes a 10k run in each new city he visits!We talk elite performance, and the demands, challenges, and joys of scaling internationally.Ā 2024-02-1239 min
B2B Sales & GTM Mentors APACE15: Tech Sales Mentors - Matthew Hanmer (Anomali)I was joined by elite Leader,Ā Matthew Hanmer for a candid account of life as a VP Sales in the competitive and rewarding industry of technology sales.Ā Currently Vice President and Managing Director, APJ at Anomali, Matt has spent more than 19 years APJC experience as a Senior Executive in IT and Cyber Security. With a track record if driving growth, I was curious to understand the secret to building high-performance teams.I was intrigued by Mattās approach to commercial success, but also a thoughtful and balanced philosophy to work and life. We discussed:The...2024-02-121h 01B2B Sales & GTM Mentors APACS2 E16: Alistair Presnell (Former PGA Pro Golfer, Technology Sales Executive)Alistair is a former Australian Pro Golfer one one of the country's most recognised elite players. He competed at the US Open, the PGA Championship and Masters Tournament. Since retiring from the professional game he's transitioned to a career in technology sales, finding early success with Oracle and Mpower MSL. We discuss his entry to professional sport and the tenets that led to his journey to the very elite level of professional golf. We also talk about his transition to the corporate sector, and the skills and experiences that have translated to the sales profession.2024-01-1134 minB2B Sales & GTM Mentors APACS2 E14: Allie (Giesen) Nicholas (Zendesk) - The state of outbound salesWith a sales and leadership career spanning + 15 years, Allie has worked with some of the world's most prominent technology brands including Salesforce, Adobe, NetSuite, and now Zendesk. Passionate about building high-performance teams, we discuss the current state of 'outbound' + much more.2023-12-0740 minB2B Sales & GTM Mentors APACS2 E13 - Vinodh Narasimhan (Salesforce): High-performing teacher turned tech BDRAbout a year ago, I posted about an impressive chap. A teacher, he called and asked if I could help him get in to tech sales. There was a great community response and we ultimately crowd-sourced an intro to one of the best firms in the business.
The rest was down to him. As expected, he's been a fantastic addition to Salesforce and a consistent high performer.
I have so much time forĀ Vinodh Narasimhan so was really pleased to have him on this week's podcast.
We talked through his first 12 months as...2023-11-0830 minB2B Sales & GTM Mentors APACS2 E11: Meri Kukkonen (Mitratech) - Taking ownership of your sales careerMeri Kukkonen is a former elite athlete and Sales Leader, currently AU Country Manager with US HQ'd Software firm, MitraTech. Meri took an early interest in leadership and has spent almost 10 years manahing high performing teams in the software industry. She shares her journey in to leadership, career development, and the traits she looks for when building a team.Ā 2023-10-3036 minB2B Sales & GTM Mentors APACS2 E10: Ankesh Chopra (ClickUp, ZScaler, AppDynamics) From good to great - Elite performance in SaaS SalesElite performance in SaaS sales?I ask Ankesh Chopra who's led some of the most disruptive, high performing SaaS firms in APAC (AppDynamics, ZScaler and now ClickUp).We discuss:What makes a great rep?Can reps go from good to great?The roots of success?Coaching for greatness + much more.2023-10-1934 minB2B Sales & GTM Mentors APACS2 E9: Roxanne Vickerman (Bynder) Lessons from an APAC first-on-ground sellerRoxy is a sales professional with + 15 years' experience. A proven elite performer, Roxy has been a serial start-up seller having helped launch Similarweb and now Bynder in APAC as first-on-ground sales rep. We talk through the unique skills and motivation required to be successful within a start up in APAC. We also discuss the state of diversity in APAC technology sales, career trajectory in sales, and how other reps can 'level up' right now.2023-09-2048 minB2B Sales & GTM Mentors APACS2 E8: Special Guest - Jamal Reimer (Mega Deal Secrets, Enterprise Sellers Network)Special Guest Episode.Jamal Reimer is an author, coach, and former Enterprise seller who spent over 20 years in software sales. His book, Mega Deals Secrets published in 2021 documents the art of closing his first $50m deal whilst working for Oracle. He went on to land multiple +$50m deals and ranked in the top 1% of performers. He now offers his insights to aspiring Enterprise Sellers and has coaches reps from businesses including Salesforce, Oracle, VMware, Outreach, Cisco, Seismic, DocuSign, Dynatrace and Gartner.He joins us to talk about the Enterprise Selling landscape in...2023-08-0334 minB2B Sales & GTM Mentors APACS2 E7: Nick Hultink (Databricks, Salesforce)Nick Hultink brings an unparalleled tenure of achievement with a remarkable 167% average attainment across 11 years at Salesforce.Ā
He shares his foundations in sales, built upon an inhererited approach to life from his immigrant family background.Ā
We also discuss his extraodrindary career with Salesforce, and his biggest learnings for career trajectory and success. Expect to hear insights on strategy, activity and mindset to level up your won carere trajectory.
Finally Nick talks us through his recent decision to join Databricks, and plans for the future.2023-07-1949 minB2B Sales & GTM Mentors APACS2 E6: Michael James (HubSpot) A framework for career trajectoryMichael James is a Senior Enterprise Account Executive with HubSpot.Few career trajectories beat Michaelās. Heās spent 8 years with HubSpot, as a consistent Presidents Club Recipient and Top Performer. Alongside quota attainment his experience now lends itself to providing subject matter expertise and mentorship to new hires.Whilst we often see Reps move to different SaaS businesses to āmove upwardsā in career development. Michael has a unique tenure and record of promotion (no less than 7 promotions in his 8 years from BDR to Senior Enterprise).His journey has by no means been easy and...2023-06-2949 minB2B Sales & GTM Mentors APACS2 E5: Travis Hughes (Conga) - Play long term games, with long term peopleTravis Hughes is Account Executive with Conga. He brings an elite mindset, studying at the prestigious United States Military Academy at West Point, and Columbia University. Followed by an apprenticeship in software sales with salesforce before moving on to Conga, where he's recently been crowned number one global sales rep.2023-06-0845 min
B2B Sales & GTM Mentors APACS2 E4: James Demetrios (Slack) - Growth mindset and how to apply it in salesThis episode is with James Demetrios, Head of Mid Market ANZ at Slack.James brings an authentic and humble approach which has driven his success. We talk through the principles that drive him.2:44 Childhood and early foundations (early work ethic)3:40 Work experience outside of technologyĀ 6:00 Taking a non-traditional route outside tertiary educationĀ 6:30 What is a growth mindset?7:46 How is growth mindset being utilised among top performers?8:23 Why feedback is a gift9:00 The best reps seek out and accept change17:00 Is the so...2023-05-0146 minB2B Sales & GTM Mentors APACS2 E3: Carl Gough (meetmagic) - Tech seller turned philanthropist - From broke to finding purpose and giving +$1 million to charityTechnology seller - turned philanthropist, Carl Gough shares his extraordinary story. Founder of Meetmagic, Carl has faced much adversity, starting life under tough circumstances. When he founded his company he was 'dead broke, and facing eviction'.He describes how he found his purpose - creating a sustainable fundraising model for charities and has given almost $1.5 million away.A business leader with real authenticity, he proves there's much to be gained, in being yourself.2023-03-2354 min
B2B Sales & GTM Mentors APACS2 E2: Tatafu Polata-Nau (Former Wallabies Player, Monday.com)This is a Special Guest Episode with Tatafu Polata-Nau, a decorated Wallabies player who spent 15 years in elite international rugby union at the very top of the game.Tatafu represented Australia ninety times alongside a revered domestic career.Heās now forging a career in technology sales with Monday.com. We talk about the journey ahead having recently joined the industry,Tatafu talks about mindset and the foundations that shaped his career, and how heās utilising them to reach top performance in his new craft.2023-02-0733 min
B2B Sales & GTM Mentors APACS2 E1: tenets of high performers - Mark Baskin (Hubspot) - Why instant gratification is killing your developmentThe new series of talking tenets brings actionable insights from Australiaās high performers in sales and business. Weāll talk to those consistently performing at the top level in their respective disciplines, and come highly revered by their peers.Mark Baskin is an APAC Top Rep with SaaS business Hubspot. A 3 x Presidents Club Winner for consecutive years he's also been awarded APAC Top Rep multiple times. Highly revered by his peers for his knowledge in methodology and process, he shares the mindset that has helped him become a professional MMA fighter, and high achiever in the...2022-11-2825 min
B2B Sales & GTM Mentors APACE8: Sean Grealy (sellanything.io): Want to kickstart a career in tech sales? Do these five things now (no experience needed)A career in technology sales? We often tell job seekers without relevant experience to focus on soft skills (motivation, competitiveness, coachability). All very important things, but often not enough to win a role in tech sales. Start-up founder and Sales Leader, Sean Grealy shares his actionable tips for those looking to transition, or take their first step in technology sales.2022-11-2144 min
B2B Sales & GTM Mentors APACE7: Cameron Elliot (Goodhabitz): The 3 components of success in salesYou can work harder than anyone else, and by doing that alone you can get into the top bracket of sales performers. But what if youāre already doing that? How do you become Top 10%, Top 5%, Top 1%? How do you reach your full potential?Itās a topic Iām personally fascinated with so I enjoyed the chat with Cam Elliot of GoodHabitz. Cam brings an extensive career in hiring, coaching and leading salespeople, and has worked with Cam with thousands of sellers. He breaks down his key 3 components for success in sales.Ā Ā Topics:2022-11-1436 minB2B Sales & GTM Mentors APACE6: Tim Teale - The Surfing Salesman (Go1): How to build an authentic brand and exceed your sales numberTop 3 actionable insights for aspiring sales reps. Lessons from a top performer.2022-08-0839 minB2B Sales & GTM Mentors APACE5: Raquel Lemon (Potentia Capital): The Economic Outlook, A View from Private EquityThis week I chat with Raquel Lemon - Operating Partner at Potentia Capital, a specialist tech sector investment house. We'll discuss the potential implications and opportunities for hirers and career movers in the tech talent market ahead.2022-07-1638 minB2B Sales & GTM Mentors APACE4: Kavita Herbert: Lessons from Uber, Dropbox and LinkedInHigh performing Enterprise Sales Leader, and former Enterprise Account Director, Kavita shares tips from a career in enterprise selling and scaling hyper-growth start-ups. You'll hear what sets top performers apart, and how to supercharge your own route to enterprise sales.2021-11-2832 minB2B Sales & GTM Mentors APACE3: Charlotte Lamont (Hubspot): How to land a career as Account Executive in SaaSFormer Recruiter turned Software Account Executive, Charlotte shares insights from stepping in to end to end technology sales and how recruitment set her up for success. A fantastic insight for Recruiters and Sales Development Reps keen to know what being an Account Executive is really like!2021-11-0832 minB2B Sales & GTM Mentors APACE2: Sam Barnett (MYOB): How to find fulfilment in your recruiting careerSam talks through driving recruitment for an Australian technology giant, and how to devise and execute a talent strategy for a business undertaking significant growth and transformation.2021-09-3025 minB2B Sales & GTM Mentors APACE1: Jordan Barker (Alteryx): From professional football to software IPO journeyFormer professional footballer and Technology Leader, Jordan Barker talks IPO, career growth and his tenets of high performance.2021-09-2847 min