GTM 29: Capitalizing on Customer Stories

GTM 29: Capitalizing on Customer Stories with Dave Kennett

Dave Kennett joins us on this week’s episode to discuss lessons learned throughout his years transforming businesses to adapt for a digital world, the art form of sales, how to lead from the front, and walks us through the genesis and evolution of Replayz.

In 2019, after an extensive career at notable companies such as, Strutta, Payfirma, Hootesuite, and MergeBase, Dave founded Replayz – a predictive SaaS platform that uses Data Science to analyze Call Scoring Results to predict what skills matter the most.

What You Will Learn:

  • The importance of role-playing, how to communicate to the CFO.
  • Steps to building trust and rapport through credibility.
  • How to cultivate and leverage customer stories for a competitive advantage.
  • 5 leadership tools to arm your team with.
  • Ways to visibility improve your win rate.
  • How to lead from the front, and learn the most from past mistakes.
  • Strategies to navigate career path options in the current environment .


(5:20) Call coaching culture & Replayz pain point solution strategy.

(7:45) Blind spots in discovery/demos & how to avoid them.

(13:22) Common threads of sales reps that consistently crush it.

(18:10) How to introduce a customer story?

(21:45) The importance of role-playing.

(25:00) Digitally transforming AutoTrader to

(27:10) Leadership lessons from experience.

(34:25) How to think about career pathing.

(39:10) Rounding out your leadership skills.

(40:25) Widely held beliefs that are wrong.

(44:30) Actionable moves available now.

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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