Скачать или смотреть GTM 102: Building Trust, Embracing Old-School Tactics, & Scaling Sales Teams with David Greenberger

David Greenberger leads CHEQ's North American sales team, focusing on cybersecurity for go-to-market organizations. With experience at five startups and enterprise companies like Hitachi Vantara, David has built and perfected go-to-market processes across various scales. As a founding member of Pavilion and active participant in go-to-market leadership communities, David brings unique insights into sales leadership and community building.

Discussed in this Episode:
The importance of trust in building effective go-to-market strategies
Navigating the transition from startups to large enterprises in sales roles
Strategies for hiring and developing sales talent with non-traditional backgrounds
The value of long-term relationships and "compound interest" in professional growth
Balancing internal and external relationships in large organizations
The resurgence of old-school, in-person tactics in modern sales approaches
Addressing challenges of invalid traffic and bots in digital marketing

Highlights:
00:00 – Introduction
06:05 – David shares his journey into sales and overcoming initial reluctance
09:50 – Discussion on hiring practices and the value of non-traditional backgrounds in sales
13:35 – Insights on managing generational differences and career development in sales teams
17:40 – The importance of building internal relationships in large organizations
22:05 – David's experience transitioning from startups to a $90 billion organization
25:50 – Story about a successful SDR who rapidly progressed to closing multi-million dollar deals
30:49 – The value of long-term professional relationships and staying with the same team
34:34 – David emphasizes the importance of in-person meetings and building trust with clients
37:49 – One thing revenue leaders believe to be true that David thinks is bull$***
40:04 – One thing that is working for David in go-to-market right now

Guest Speaker Links (David Greenberger):
LinkedIn:   / davidgreenberger  

Host Speaker Links (Scott Barker):
LinkedIn:   / ssbarker  
Newsletter: thegtmnewsletter.substack.com/

Sponsors:
Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever. https://www.flex.one/

Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together. https://www.orum.com/

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