GTM 26: The Framework that Will Help you Build an Exceptional GTM Team

GTM 26: The Framework that Will Help you Build an Exceptional GTM Team

Mark Stephenson joins us in this week’s episode to talk about the modern revenue architecture. Mark has 30 years of solution sales leadership experience, with high growth series A through D companies. Currently he’s an advisor at Evisort, former VP of Sales at Avi Networks, and has worked at large companies such as HP, Cisco, & Xerox..

We kick off this episode by unpacking the 5 leading and 4 lagging indicators of a strong go-to-market team that drive your business.

What you will learn:

  • The importance of getting cross functional alignment within your team
  • Leading metrics that every leader should be focused on
  • 5 layer framework on modern revenue


(8:03) 5 Layers on how to Go-to-market

(13:48) Problems to solve on the Go-to-market approach

(20:37) Where Mark’s gone right and wrong in defining ICP

(26:10) How to hire great talent

(32:18) Cross-functional alignment

(36:00) the leading and lagging metrics for successful alignment

(45:00) Mark’s take on the layoffs happening in today’s market


“Everybody get granular on what the ideal customer profile is”

“You’re only as good as the talent you hire and develop”

“Great companies have great talent”

“In go-to-market alignment you gotta look for 2 things: efficiency and leverage”

“The number one thing to look for in ICP, is gross margin and revenue growth”

“In any economy, any growth market, you need to focus on your people development”

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.

And…monthly bonus podcast episodes dropping the first Thursday of every month.

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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