Action vs. Assessment: How to Coach Through Your Pipeline


KeenanCEO/President at A Sales Guy

Joe CaprioVP of Sales at

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

Successful sales coaching tends to start through observable moments – whether it’s breaking down a call recording, sifting through what’s been documented in your CRM, and meeting incessantly on deal strategy meetings. But most of this is just an assessment and oftentimes doesn’t lead to any action. If the goal of a sales rep is to produce, it’s the goal of sales leader to reproduce. But how do you turn these assessments into action items?

What You’ll Learn:

  • How to identify and diagnose the gaps in your sales process
  • How to properly handle the competition when it’s threatening your deal
  • How to get to a future state where your pipeline is full and predictable

Watch it here

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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