Go to Market Coffee Talks

One Shift At A Time: Hockey Lessons For Go To Market with Matthew Rubin

Put hockey fans in a room to talk Go-To-Market and you’ll get observations on line chemistry, grinders vs. goal scorers and why your star sales rep still won’t backcheck That pretty much sums up our new episode: One Shift at a Time. Hockey Lessons for Go to Market. It’s where Go-To-Market strategy meets hockey logic. Because building pipeline, creating pressure, and winning markets looks a lot like winning games.  It’s about systems and doing the unglamorous work shift after shift. We talk about: Why line chemistry > lone superstars Why grinders often beat goal scorers in real markets How forechecking = smart pressure in sales and marketing If you like practical GTM thinking, real-world lessons and a little hockey flavor, this one’s for you. New episode just dropped!

5 Pricing and Packaging Principles That Work As You Scale

Most startups design pricing the same way they design IKEA furniture: optimistically and without instructions. Pricing isn’t math. Pricing is strategy. It shapes who buys, how fast deals close, whether your sales team discounts endlessly, and whether customers grow with you or stall out. In the latest episode of the Coffee Talk GTM Podcast, we dig into 5 pricing & packaging principles that work in the real world, including: * Why underpricing kills trust (not just revenue) * How great packaging makes the middle option irresistible * Why “flexibility” often becomes chaos at scale * How to align pricing with your go-to-market motion * And when it’s finally time to change your pricing * No academic theory. No fluffy frameworks. Just real stories, real mistakes, and lessons you can use. If you’re a founder, operator, or anyone building a scalable GTM engine, this one might help.

Espresso Shot: 4 Things to Get Right When Building A Sales Commission Plan

That first sales commission plan has more influence on growth than most leaders realize. Recent conversations with founders and scale-ups keep surfacing a similar issue. Plans look fine on paper but quietly drive the wrong behavior. Early commission plans shouldn’t be clever. They should be clear, fair and economically sound. In this 2 minute Espresso Shot, I break down four core concepts every business leader should understand before distributing that plan.

Espresso Shot: Meditation for Sales Success

You’ve upgraded your CRM, your pitch deck, and your wardrobe. It’s time to upgrade your nervous system. In less than 2 minutes, we explore how a little meditation can help you show up cooler and sharper on every call.

Espresso Shot: Ever Ask a Question and Nothing Happens?

In the time it takes to drink a shot of Expresso, Mark spells the beans on the best type of question you can ask.