GTM Insider Podcast

Prospecting in 2025: Signals, Personalisation & Standing Out with Rob Harlow @ Sopro

In this episode of GTM Insider, Rory is joined by Rob Harlow, Co-Founder and Chief Innovation Officer at Sopro, to explore the evolving landscape of prospecting in 2025. Together, they dig into what high-performance outbound looks like in a world where buyers are more informed, time-poor, and resistant to outdated sales techniques. Rob shares insights from Sopro’s 80 million+ email data set, breaking down what works, what’s dead, and how to get ahead with signal-based selling. Expect no fluff - just honest, forward-thinking insights from one of the sharpest minds in outbound sales today. Key takeaways: ↳ Why the first touch is rarely “cold” anymore - and how to meet buyers where they already are ↳ The death of "spray and pray" and rise of intent-based, signal-driven prospecting ↳ How Sopro uses AI with human empathy to drive relevance at scale ↳ Multi-threading done right: why targeting one decision-maker isn’t enough ↳ Standing out: using channels like communities, video, and even gifting (but not the gimmicky kind) ↳ Why personalization isn’t about gimmicks - it’s about deep buyer relevance ↳ How reps should rebalance automation vs. human touch About Rob: ↳ Chief Innovation Officer & Co-Founder at Sopro ↳ 10+ years helping hundreds of companies scale outbound campaigns ↳ Obsessed with continuous improvement, relevance, and ethical personalization About GTM Insider: GTM Insider is a trumpet production. We help sellers collaborate with their buyers in one centralised and trackable digital space - from first call to deal close and beyond.

Building, Leading & Maintaining a High Performing Sales Team with Lesley Ronaldson, EMEA VP @ Gong

On today’s episode, we have Lesley Ronaldson, VP of EMEA at Gong, on the mic.Join trumpet CEO, Rory Sadler, and Lesley as they dive into what sales excellence really looks like – from team culture to data-driven coaching to buyer-led journeys. This episode is packed with insights from Lesley’s 25+ year career, with stories from Dell, LinkedIn, Asana and Gong.Expect practical takeaways for building high-performing, modern revenue teams that actually want to come to work.Key takeaways: 1. Culture matters – how to build a sales floor that’s high-energy, collaborative, and truly inclusive 2. Why top sellers today need to act like project managers, not pitch machines 3. How Gong uses trumpet to deliver a seamless, consultative buyer experience 4. The role of data in enabling coaching, visibility, and smart forecasting 5. Why the “hard sell” is dead – and what reps should do insteadAbout Lesley: * VP of EMEA at Gong * Former sales leader at Dell, LinkedIn and Asana * Culture-first leadership style rooted in empathy, clarity and accountability About trumpet: GTM Insider is a trumpet production. We help sellers collaborate with their buyers in one centralised and trackable digital space – from first call to deal close and beyond.

Mastering Asynchronous Selling in 2025 | Koen Stam, Head of Benelux @ Personio

On today's episode we have Koen Stam, Head of Benelux at Personio on the mic. Join trumpet CEO, Rory and Koen as they unpack the world of 'async selling'. This episode is packed with practical tips you can immediately apply to your sales strategy, helping you build more effective, buyer-focused sales cycles. Key takeaways: * Sellers must expand beyond email to include video messages, digital sales rooms, and other buyer-centric platforms. * Implement time management techniques to balance multiple responsibilities effectively. * While leveraging async tools, don't forget the importance of building genuine relationships * Set clear KPIs to establish metrics such as response rates, conversion rates, and time-to-close for async interactions. * Tailor your async messages to be clear, concise, and GENUINELY valuable to the buyer. About Koen: * Heads up Benelux at Personio * Chapter lead at Pavilion * Ambassador of Winning by Design * Follow Koen on Linkedin [https://www.linkedin.com/in/koenstam87/?originalSubdomain=nl] About trumpet: GTM Insider is a trumpet production. We help sellers collaborate with their buyers in one centralised and trackable digital space,from first call to deal close and beyond. Follow trumpet os on Linkedin [https://www.linkedin.com/company/sendtrumpet]

Mark Goldberger @ Ramp on Decision-Making Styles & Critical Positioning for C-Suite

In this episode of The Sales Soundcheck, Mark Goldberger, Head of Enterprise Sales at Ramp, dives into the nitty-gritty of decision-making styles and how to nail those crucial C-Suite chats. We chat about the ups and downs of selling to big companies, why sticking to sales basics is key, and how to handle the twists and turns of today's economic scene. Key Takeaways: * In the current economic environment, it's super important to get in front of the economic buyer, like the CFO, to seal the deal. * Companies are all about balancing growth and cutting costs, so having a solid ROI and business case is a must. * Make sure your internal champion has the power and influence to get you to the economic buyer. Test their ability to push your product internally. * Focus on high-impact activities and prioritise deals that align with your ICP to make the most of your time. * Properly qualifying opportunities can save you time and effort. It's key to tell the difference between real opportunities and just conversations. * Look for salespeople with drive, hustle, humility, and heart. These traits can lead to success even when times are tough. * Tailor your selling strategy to the specific needs and pain points of the organisation. Avoid shortcuts and ensure your solution meets their business needs. Tune in for some great tips and practical advice on how to boost your enterprise selling strategies and succeed in a competitive market. > Follow Mark [https://www.linkedin.com/in/markgoldberger/] ⁠> Check out Ramp [https://ramp.com/] About trumpet We make it easier for your buyers to buy. Streamline your back and forth into centralised, personalised and trackable digital sales rooms. ⁠> Learn more about trumpet⁠ [https://bit.ly/3VmkPYm] ⁠> Follow us on Linkedin⁠ [https://bit.ly/3xb8rSP] ⁠> Follow us on Tiktok⁠ [https://bit.ly/3Xd8HLt] ⁠> Subscribe to the Good Sales Stuff Newsletter [https://bit.ly/goodsalesstuffnewsletter]

PLG at Pocus & Choosing the Right GTM Strategy with Sandy Mangat, Head of Marketing @ Pocus

On this episode of the Sales Soundcheck, we dive deep into the world of product-led growth (PLG) and product-led sales (PLS) with Sandy Mangat, Head of Marketing at Pocus. Sandy cuts through the jargon and brings us back to basics, reminding us that PLG and PLS should be all about making things easier for our customers. We’ll discuss the unique "flavour" of PLG and PLS that every company needs based on their product's complexity, target audience, and how mature their category is. Plus, We get into the nitty-gritty of intent data and how AI is shaking things up, and Sandy shares exactly how Pocus is bridging the gap between PLG and sales to create a seamless go-to-market strategy. Tune in for an enlightening conversation packed with actionable insights! KEY TAKEAWAYS: * Product-Led Growth (PLG) isn't a one-size-fits-all magic potion. To make it work, you need to tune out what everyone else is doing and focus on what makes sense for your team/product * Don't underestimate the human touch in PLG! It's the secret ingredient that brings simplicity to complex products and leads the way for newcomers * Hit a growth plateau? Product-Led Sales (PLS) can help you tap into the potential of self-serve users for expansion and upselling * Intent data, both first-party (like product usage data) and third-party, is absolutely key in identifying high intent leads and understanding customer behaviour. * Sales teams NEED to be aware of and start experimenting with intent signals to get the best results for their sales strategy > Follow Sandy [https://www.linkedin.com/in/sandymangat/⁠] > Check out Pocus [https://www.pocus.com/⁠] About trumpet We make it easier for your buyers to buy. Streamline your back and forth into centralised, personalised and trackable digital sales rooms. > Learn more about trumpet [https://bit.ly/3VmkPYm] > Follow us on Linkedin [https://bit.ly/3xb8rSP] > Follow us on Tiktok [https://bit.ly/3Xd8HLt] > Subscribe to the Good Sales Stuff Newsletter [https://bit.ly/goodsalesstuffnewsletter]