Automation Frees Reps to Focus on Real GTM
Before every episode in our VC series, @PaulGTM and I talk through what we're seeing across founders, funds, and go-to-market teams right now. Here’s what we covered - available in full here on X. - Why the core of great GTM hasn't changed in 30 years - Why you should show the product earlier and deploy before you close - How the entire discovery and research layer just became automatic - What happens to the humans in the motion when the admin work disappears - Why the rep who used to spend half their time on Salesforce hygiene now has no excuse not to show up prepared
In‑person Sales Reps Crush Remote Teams: Energy Matters
At Outreach we accidentally ran what might be the world's best sales experiment. We had 50-70 SMB/Mid-Market reps. Half were remote, half were in Seattle. The in-person reps won. It wasn’t even close. You can’t replicate the energy of being in the...
SaaS Isn't Dead: Value Shifts to Action and Data Layers
Before each podcast episode as part of our VC series, @PaulGTM and I have some fun chatting through our (many) opinions on what we’re seeing across the broader landscape. Here’s what we covered - available in full here on X. - Build...