Phil Hernandez is the VP of Gross sales Providers at TaskUs. He has spent the previous 20 years skillfully constructing and reworking quite a few Go-To-Market (GTM) groups. He possesses an unwavering dedication to mastering gross sales programs and demonstrates experience in orchestrating organizational change aimed toward cultivating high-performance income groups. His various business background ranges from Tech/SaaS, Large Information, Adtech/Media, and CPG. He has carried out finest practices in Startup, Scale Up, Public, and Personal Fairness working environments in addition to driving many transformational initiatives. As a income structure professional, Phil focuses on operationalizing finest practices and implementing scalable, data-driven options to raise buyer satisfaction all through their purchaser’s journey.
Mentioned on this Episode:
- The significance of cross-functional alignment in go-to-market methods
- Balancing strategic planning with day-to-day gross sales execution
- Ways for breaking down silos between advertising and marketing, gross sales, and buyer success
- The parable of work-life steadiness and discovering private equilibrium
- Methods for incentivizing gross sales groups and driving desired behaviors
- The hazard of looking for “silver bullet” options in gross sales management
Highlights:
(2:49) Phil’s journey from Coca-Cola supply driver to gross sales chief.
(9:41) Challenges in aligning totally different go-to-market features.
(14:12) Time-blocking methods for gross sales leaders.
(20:26) How TaskUs elevated alternative conversion 4x by means of higher lead engagement.
(24:20) Designing efficient gross sales compensation plans.
(32:33) The significance of specializing in micro-wins quite than silver bullets.
(35:09) Phil’s framework for evaluating go-to-market success: Folks, Course of, Platforms, and Efficiency.
(38:05) One factor income leaders consider to be true that Phil thinks is bull$***.
(39:36) One factor that’s working for Phil in go-to-market proper now.
Visitor Speaker Hyperlinks (Phil Hernandez):
LinkedIn: https://www.linkedin.com/in/hernandezphillip/
Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
E-newsletter: thegtmnewsletter.substack.com/
Product Suggestion: Apollo
“The income tech stack is messy proper now.
If you’re a kind of leaders, I’d advocate that you simply check out Apollo. Possibly you suppose Apollo, possibly you’ve taken a have a look at them up to now however I’ve seemed underneath the hood just lately and in case your objective is to scale back and simplify your tech stack AND have finest in breed information layered in with AI – they might be on the prime of my listing. There’s a motive Rippling and Stripe converted.
We labored with their crew to create an interactive demo web page. You possibly can test it out at: https://www.apollo.io/gtm
Nearly all I hear as of late is “we have to work out find out how to finest leverage AI in our gross sales course of” and “how can we consolidate/simplify our tech stack” – with Apollo I consider you’ll be able to accomplish each.” -Scott Barker
The GTM Podcast
Options conversations with the highest 1% of tech executives, VCs, and founders – the specialists who’ve ‘been there, accomplished that’ to construct a number of the fastest-growing software program corporations. Each week, a visitor joins Scott Barker to dissect their tales – revealing what labored, what didn’t, and the way issues truly went down.
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