Outdated Beliefs Still Held Today, But No Longer Serving Revenue Leaders

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. GTMnow is the media brand of GTMfund – sharing advice on go-to-market from working with hundreds of portfolio companies and the insight of over 350 of the best in the game executive operators behind the fund. They have been there, done that at the world’s fastest growing SaaS companies.

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Covered today:

  • Outdated beliefs no longer serving revenue leaders.

  • More on GTM for your eardrums.

  • More on GTM for your eyeballs.

  • Startups to watch.

  • Hottest GTM jobs of the week.

  • GTM industry events.

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5 Sales Revenue Leaders Expose Outdated Beliefs No Longer Serving Us

Things are changing – fast! Keeping up with the ever-changing go-to-market landscape can be challenging, even for those operating in the trenches.

That’s why one of my favorite things to ask is what one widely held belief is that revenue leaders hold that they think is bull**** or no longer serving us. Here are 5 sales executives’ answers – let’s get into it.

Constantly jumping to follow the money early in your career is beneficial.

Instead, focus on finding people you like to work with, can build with, and think are really smart.

Compound those interests together and keep iterating yourself. The best outcomes come from building great companies with people you trust and grow with over time. 

[David Greenberger (Vice President, Head of North America at CHEQ)]

There’s a misconception that every business is a unique snowflake requiring special treatment.

In reality, most businesses share fundamental similarities. Overcomplicating things and trying to address every nuance can hinder scalability.

It’s crucial to stick to basics and operate as a business rather than getting lost in perceived uniqueness.

[Noah Marks (SVP & Head of Commercial Strategy & Operations at Diligent)]

The belief that a single rep or sales leader with unique domain experience will change the trajectory of your revenue growth is flawed.

There are no silver bullet hires. Instead, focus on building a team committed to being curious, going on the journey with customers, listening, and learning.

Internal candidates often provide the best fit due to their understanding of the culture and processes.

[Elizabeth Pemmerl (Chief Revenue Officer at GitHub)]

The idea that having multiple priorities is effective.

Ruthless prioritization and focus are essential for success. Trying to do too many things at once can lead to distractions and inefficiencies.

It’s better to concentrate on doing the right things in the right order to create a multiplier effect and achieve more impactful results.

[Eric Gilpin (Chief Revenue Officer at G2)]

Leaders believing they can attract top talent without putting themselves out there. 

Top talent needs to know about the leader they are going to work for.

Leaders need to make contributions to the industry and let their strengths and gifts be known. If they keep these close to the vest, potential top talent won’t learn about them or be inspired to join their team.

[Ralph Barsi (VP of Sales at Kahua)]

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🗓️ Upcoming digital live event:

Crossbeam and Reveal are joining forces: the merger and what it means for go-to-market and ELG – July 17th at 8am PST / 11am EST

The Ultimate Cold Calling Playbook For Sales Leaders and Teams – July 24th at 10am PST / 1pm EST

👂 More for your eardrums:

The GTM Podcast – subscribe on Apple, Spotify, YouTube or wherever you listen.

GTM 101: A Founder’s Guide to Financing Environments and Navigating Venture Debt

Nick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns.

Additional quick listens:

People’s attention spans are changing and so has the bar for grabbing their attention.

Bot vs. Human?

👀 More for your eyeballs

Counterintuitive advice for building AI products: lessons from 20+ top product builders. Kyle/Lenny interviewed 20 successful builders and founders – people who have learned about building AI products the hard way – to share their biggest surprises and counterintuitive lessons.

Apple’s Vision Pro is amazing but nobody wants one? The Vision Pro is a remarkable technological achievement. Apple believed it was the product that would give the company a dominating position in spatial computing – the blending of the physical and digital worlds. However, the marketplace has not embraced the Vision Pro and recent news out of Apple suggests they are revisiting their roadmap.

🚀 Startup to watch 

Crossbeam and Reveal merged into a single entity, joining forces to allow everyone to partner with everyone. 

Gaiia – raised a $13M Series A to revolutionize customer experience for Internet Service Providers (ISPs).

🔥 Hottest GTM jobs of the week

  1. Account Executive – EMEA (UKI) at Vanta (Dublin, London)

  2. Solutions Engineer (Pre-Sales) at CaptivateIQ (Remote – North America)

  3. Product Marketing Manager at Seso (Remote – US)

  4. Enterprise Account Executive – GTM Team at SecurityPal

    1. San Francisco | Hybrid

    2. New York | Hybrid

    3. Austin | Hybrid

    4. Dallas | Hybrid

See more top GTM jobs on the GTMfund Job Board.

🗓️ GTM industry events

Upcoming go-to-market events you won’t want to miss:


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Happy 4th of July to all those who celebrate!

Barker ✌️

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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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