'The Four Pillars of a GTM Playbook' with Quentin Packard

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

Our host is John Hitchen and on today’s episode, we are excited to welcome Quentin Packard, Senior Vice President of Sales at Conduktor!

Starting his career within Operations, Quentin rose through the ranks before transferring over to commence his Sales career as an SDR and making his way up to a Global Head position.

Quentin has worked for some fantastic companies, such as Splunk, where he joined the business when they were under a Billion in Revenue and under 1,000 employees in the business. By the time he left, they'd grown to over 9,000 employees and multiple Billion Revenues in ARR.

Today, we focus in on the GTM playbook, and the four pillars that Quentin believes are essential here: Recruitment, Onboarding, Sales Process and Performance / Predictable Revenue. 

Some of our key takeaways from the conversation were:

💡 Strategies and key attributes to look for in talent

💡 Optimizing the pipeline generation strategy.

💡 Metrics and Strategies to drive performance.

Let’s Dive in! 

Connect with Quentin here - https://www.linkedin.com/in/qpackard/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

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0:00.     Introduction to Quentin Packard 

3:11.      Recruitment: Building the Right Team

11:49.    Onboarding: First 90 Days

17:30.    Pipeline Generation: The Oxygen of Sales

27:09.    Performance and Predictable Revenue

34:16.    Key Takeaways and Final Thoughts