GTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil Hernandez

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Phil Hernandez is nan VP of Sales Services astatine TaskUs. He has spent nan past 20 years skillfully building and transforming galore Go-To-Market (GTM) teams. He possesses an unwavering committedness to mastering income systems and demonstrates expertise successful orchestrating organizational alteration aimed astatine cultivating high-performance gross teams. His divers manufacture inheritance ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented champion practices successful Startup, Scale Up, Public, and Private Equity operating environments arsenic good arsenic driving galore transformational initiatives. As a gross architecture expert, Phil specializes successful operationalizing champion practices and implementing scalable, data-driven solutions to elevate customer restitution passim their buyer’s journey. 

Discussed successful this Episode:

  • The value of cross-functional alignment successful go-to-market strategies
  • Balancing strategical readying pinch day-to-day income execution
  • Tactics for breaking down silos betwixt marketing, sales, and customer success
  • The story of work-life equilibrium and uncovering individual equilibrium
  • Strategies for incentivizing income teams and driving desired behaviors
  • The threat of seeking “silver bullet” solutions successful income leadership

Highlights:

(2:49) Phil’s travel from Coca-Cola transportation driver to income leader.
(9:41) Challenges successful aligning different go-to-market functions.
(14:12) Time-blocking strategies for income leaders.
(20:26) How TaskUs accrued opportunity conversion 4x done amended lead engagement.
(24:20) Designing effective income compensation plans.
(32:33) The value of focusing connected micro-wins alternatively than metallic bullets.
(35:09) Phil’s model for evaluating go-to-market success: People, Process, Platforms, and Performance.
(38:05) One point gross leaders judge to beryllium existent that Phil thinks is bull$***.
(39:36) One point that is moving for Phil successful go-to-market correct now.

Guest Speaker Links (Phil Hernandez):
LinkedIn: https://www.linkedin.com/in/hernandezphillip/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Product Recommendation: Apollo
The gross tech stack is messy correct now. 

If you are 1 of those leaders, I would urge that you return a look astatine Apollo. Maybe you deliberation you cognize Apollo, possibly you’ve taken a look astatine them successful nan past but I’ve looked nether nan hood precocious and if your extremity is to trim and simplify your tech stack AND person champion successful breed information layered successful pinch AI – they would beryllium astatine nan apical of my list. There’s a logic Rippling and Stripe switched over.

We worked pinch their squad to create an interactive demo page. You tin cheque it retired at: https://www.apollo.io/gtm

Almost each I perceive these days is “we request to fig retired really to champion leverage AI successful our income process” and “how tin we consolidate/simplify our tech stack” – pinch Apollo I judge you tin execute both.” -Scott Barker

The GTM Podcast
Features conversations pinch nan apical 1% of tech executives, VCs, and founders – nan experts who person ‘been there, done that’ to build immoderate of nan fastest-growing package companies. Every week, a impermanent joins Scott Barker to dissect their stories – revealing what worked, what didn’t, and really things really went down.

Picture of Scott Barker

Before helping recovered GTMfund, Scott spent 4 years astatine Outreach arsenic Director of Strategic Engagement. He was successful complaint of aligning cardinal relationships pinch VCs, BoDs, ecosystem partners and organization members to thrust gross and strategical initiatives crossed Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach successful 2018). Prior to Sales Hacker, he led and built outbound Business Development teams astatine Payfirma and MediaValet. Scott besides advises for a number of precocious maturation start-ups and is nan host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads each fundraising efforts and runs nan media limb of nan firm. He’s besides responsible for assessing investments, squad management, LP/community relationships and GTM support for founders.

Insider entree to nan GTM web and nan champion minds successful tech.

Insider entree to nan GTM web and nan champion minds successful tech.