GTM 20: Branding

GTM 20: Branding, Negotiation, and Creating Raving Fans with Udi Ledergor

Udi Ledergor is the former CMO of Gong and the company’s current Chief Evangelist. The insights he offers in this episode are invaluable for anyone interested in branding, content development, negotiating, or creating a devoted fan base.

What You Will Learn:

  • How Udi Ledergor and Gong achieved 100x growth in a short period of time.
  • The hacks and strategies used to create a powerful brand presence on a limited budget.
  • The impact of providing an exceptional candidate experience even if they are not given an offer.
  • How to negotiate well.


(0:49) Udi Ledergor: From Gong’s CMO to Chief Evangelist.

(13:49) Udi’s superpowers: Branding and Negotiation.

(14:58) How Udi secured a Super Bowl commercial with a modest investment.

(21:15) Marketing hack: Amplifying modest offline investments like billboards with digital.

(28:00) How to create raving fans.

(31:00) Content strategies: New, thought-provoking, and controversial create conversation.

(36:33) How to negotiate properly.

(41:00) Why you shouldn’t have pricing conversations over email.

(44:08) Getting noticed on LinkedIn: Bold, controversial, conversational content.

(49:03) How revenue leaders can succeed by going back to basics.

Guest Speaker Link:

Host Speaker Links:

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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