GTM 23: Diversity

GTM 23: Diversity, Inclusion, and Sales Team Success with Cara Felleman

Today on the podcast, we have the privilege of speaking with Cara Felleman – a dynamic advisor, investor, and sales powerhouse. Cara is currently serving as the Vice President of Sales at Vividly and is also an LP at GTM Fund, where she uses her expertise to help startups grow and scale.

With a wealth of experience, Cara has a unique perspective on what it takes to succeed in a fast-paced and competitive environment. When it comes to hiring, she identifies two key attributes that she looks for in employees. The first is the unwavering drive to succeed despite obstacles. The second is having a positive outlook and being able to stay hopeful even when things seem hard.

Cara is also a passionate advocate for diversity and inclusion in the workplace. She believes that companies need to take into account the emotional and cultural impact of their decisions, such as layoffs, on employees.. Cara thinks we can make workplaces that are more fair and open to everyone if we approach these problems with empathy and understanding.

Join us as we delve into these important topics with Cara Felleman and gain valuable insights into what it takes to create fair, safe, and successful workplaces and sales teams.


(2:37) Qualities of a successful go-to-market professional.

(5:46) Why companies need to be more considerate in layoffs.

(8:00) How layoffs have a greater impact on women.

(11:50) Exploring strategies for attracting and retaining Gen Z talent.

(16:24) Building the sales team at Resy: The challenges and lessons learned.

(20:35) Finding the middle ground between control and collaboration.

(32:19) Discussion on how to relinquish control and trust your sales team.

(37:06) Conversation on radical candor.

(38:26) One thing most go-to-market leaders believe that is not true.

(42:49) The value of human connection in business.

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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