Shows
Go to Market Coffee TalksSelling When It Feels Awkward: Practical Tips for FoundersMany founders would rather be building than selling, but sales isn’t a superpower, it’s a skill anyone can learn.In this episode, Mark and Rob break down how founders can sell authentically by talking less, asking smarter questions, building rapport, and mastering the pacing of bigger deals. You’ll learn practical ways to build sales confidence without changing who you are, and how to turn every conversation into real momentum for your business.Looking for Go-to-Market help?Mark's got your sales needs covered at Fractional Full Measure LLCMark's LinkedIn...
2025-10-2825 min
Go to Market Coffee TalksSelling to the Enterprise Buyer with Alex RushentEver wondered what it takes for a small business owner to sell into a giant enterprise organization? This week, Mark Jacobs and Rob Kriner talk to futurist Alex Rushent about the steps entrepreneurs should take and the pitfalls they can avoid when considering selling to a large corporation. Alex has over 20 years of experience in the Intellectual Property industry. He is pre-launching his new venture, ciao.global, and is consulting with companies on how they can effectively manage their portfolio of intangible assets. Looking for Go-to-Market help?Mark's got your...
2025-09-2427 min
Go to Market Coffee TalksMoving from Founder Seller to Sales Team Leader with Brian LooneyOn today's episode, Mark and Rob are talking to Brian Looney, a long-time veteran of sales and sales leadership with multiple successful stints as an entrepreneur mixed in (Gotham Partners, Huski.ai and currently Clozrr, Inc.). Brian loves the art of persuasion and working with sales professionals - a special breed who knowingly embrace a profession where, in the best of all possible worlds, a 30% success rate is considered absolutely crushing it.Scaling from founder-led sales to a full sales team is one of the biggest and trickiest leaps for any business. In this episode, Mark, Rob...
2025-09-1527 min
Go to Market Coffee TalksSales Tools for Small Businesses: Apollo.io and ProposifyIn this episode of Go-to-Market Coffee Talks, Mark and Rob conclude their conversation on sales enablement tools with a look at two platforms that make perfect additions to your tech stack after the CRM: Apollo.io and Proposeify. They break down why Apollo and Proposify are perfect extensions of your CRM, how small teams can use them to save time and build scale, and the ROI you can expect.Looking for Go-to-Market help?Mark's got your sales needs covered at Fractional Full Measure LLCMark's LinkedInMark's Pie Ad...
2025-08-2822 min
Go to Market Coffee TalksFrom Data to Deals: How CRMs Align Go-to-Market TeamsIn this episode of Go-to-Market Coffee Talks, Mark and Rob dive into the role of CRMs in go-to-market strategy and why every team needs one. They break down why a CRM matters for sales and marketing alignment, how a platform like HubSpot helps lean go-to-market teams generate and nurture leads, and how sales leaders can close deals faster by viewing the entire pipeline and sales activity.Whether you’re a founder building your first sales engine or a small marketing team trying to scale smarter, this episode will show you why CRMs are one of the best tools f...
2025-08-2124 min
Go to Market Coffee TalksSales Tools for Small Businesses: Enablement Without the OverloadSmall business sales teams are overloaded with tools. CRMs, automation, dashboards, but are they actually helping you sell? In this episode, Mark and Rob break down tips for starting with sales technology enablement. In this part one episode they cover:How sales tech powers enablement at every stage of the sales processWhere small business leaders should start when building a tech stackThe traps to avoid, from tool overload to low adoption ratesWhether you manage a small sales team or run your own business, you’ll discover how to build a smart, ROI...
2025-08-1323 min
Go to Market Coffee TalksWhat It Really Takes to Go from Services to SaaSOn this episode, Mark and Rob discuss what it takes for service companies to reinvent themselves as product companies. What are the major differences between being a service company and a product company? Why would a company want to make this change? What are the benefits, and what needs to be done to succeed?
2025-08-0724 min
Go to Market Coffee TalksWhy RFPs Don't Have to SuckWelcome to the latest episode of Go to Market Coffee Talks, where your hosts, Mark Jacobs and Rob Kriner, are digging into the full GTM pipeline, from sparking demand to closing the deal (and everything in between). Mark and Rob serve up real talk, smart strategies, and the go to market pitfalls you’ll want to dodge.On today's episode, Mark and Rob dive into RFPs and how organizations can get smarter about their process, and why implementing a technology solution makes sense for teams of all sizes. Looking for Go to Mar...
2025-07-3021 min