Tired of spray-and-pray sales tactics that go nowhere—especially when your buyer’s locked into a five-year government contract? In this episode of GTM Secrets, Stephen Lowisz pulls back the curtain on one of the most misunderstood markets in SaaS: government sales. Whether you think B2G is slow, bureaucratic, or impossible to crack, think again.
Stephen sits down with Adam Griffin, a 20-year GovTech sales veteran currently at Cot Systems, to break down what it really takes to succeed in this niche but high-potential space. From navigating long sales cycles and RFP landmines to building trust with elected officials and working around outdated procurement systems, Adam shares powerful insights from the trenches of B2G.
Discover how Adam and his team generate demand without a marketing department, why relationships still beat automation, and how to craft outreach that actually gets a response in a world flooded with generic AI emails. Learn the real value of intentionality, the importance of timing in a three-year contract environment, and why most sales teams are missing the mark by leading with "I would love..."
Whether you're a SaaS founder looking to break into public sector sales, a revenue leader refining your sales process, or just tired of hearing the same playbook regurgitated, this episode will challenge your assumptions and leave you with smarter, more strategic ways to win.
Don’t just hit quota—build a repeatable, high-integrity revenue engine. Tune in now!
Looking to supercharge your go-to-market strategies and unlock new growth for your SaaS business? Join host Stephen Lowisz as he dives deep into the world of sales, marketing, customer success, and revenue operations, bringing actionable insights from top industry leaders.
In this episode, Stephen is joined by Nick Tomic, founder of Face2Face and ProductMarketFit.io, to explore innovative solutions that redefine customer engagement and boost conversion rates. From Nick’s inspiring entrepreneurial journey as a high school dropout-turned-SaaS expert to practical advice on improving customer onboarding and leveraging data for success, this conversation is packed with valuable takeaways.
Discover how Nick’s cutting-edge tool, Face2Face, enhances free trial conversions by creating real-time connections with high-value prospects, adding $62K in ARR for an early-stage customer in just four weeks. Learn why understanding your product data, avoiding over-automation, and focusing on customer interactions are crucial for scaling your business.
Whether you're an early-stage entrepreneur, SaaS founder, or revenue ops professional, this episode delivers bold strategies and fresh perspectives to help you take your business to the next level.
Don’t just grow your business. Transform it. Tune in now, and connect the dots to build a winning revenue engine!
Unlock the secrets behind successful go-to-market strategies with GTM Secrets, hosted by Stephen Lowisz. This dynamic podcast dives deep into the world of sales, marketing, rev ops, product launches, social branding, and so much more. Stephen chats with industry luminaries to uncover actionable insights, fresh perspectives, and proven tactics that help businesses scale, adapt, and thrive.
Each episode is packed with practical advice and thought-provoking discussions, and Stephen's natural curiosity and humor keep things engaging and relatable. Recent guests include powerhouse social marketer Sue Funk, whose expertise in B2B branding, LinkedIn newsletters, and building authentic audience engagement brings fresh ideas to the table. From leveraging social media algorithms to crafting compelling brand narratives, every conversation is a goldmine of advice for marketers, sales pros, and business leaders alike.
Whether you're a startup founder or a seasoned exec, GTM Secrets offers real-world strategies you can implement today. Tune in to elevate your go-to-market game and stay ahead of the competition!
How does a small but mighty team compete in one of the busiest spaces in marketing tech? This episode of GTM Secrets dives into the brilliant and actionable insights of Eddie Casado, Head of Growth Marketing at Mouseflow, a dynamic competitor to platforms like Hotjar in the behavioral analytics arena.
Host Stephen Lowisz sits down with Eddie to explore what it takes to thrive in a crowded market with limited resources. They unpack Mouseflow’s innovative strategies for standing out, from turning raw data into actionable insights to leveraging friction scores to optimize user experiences. Eddie dives deep into conversion rate optimization (CRO), explains the power of knowing your traffic sources, and reveals how to balance technological automation with good old-fashioned human decision-making.
You'll also hear about Eddie’s approach to testing and refining ad creatives, building meaningful engagement with UGC-style content, and understanding why some analytics platforms slow you down while others take your performance to the next level.
Whether you're a marketing professional looking to improve your efforts or a growth strategist seeking fresh ideas in paid acquisition, data analytics, or competitive positioning, this episode is packed with valuable takeaways. Eddie’s candid storytelling and practical tips make it a must-listen for anyone looking to up their growth game.
Get ready to rethink how you approach marketing in competitive spaces.
Welcome to GTM Secrets, the no-nonsense podcast where host Stephen Lowisz dives deep into the strategies, challenges, and insights that shape the world of go-to-market success.
This episode features a candid conversation with Miranda Follis, a seasoned government marketing expert and product marketer with over a decade of experience. Together, Stephen and Miranda dissect the complexities of government procurement, the grueling sales cycles, and the art of positioning technical solutions for non-technical decision-makers.
Miranda shares invaluable insights into how she balances marketing and sales in a highly niche market, why trusting relationships are non-negotiable for success, and how adaptability can be the make-or-break factor in any marketing strategy. With real-world examples, metrics that matter, and actionable advice, this conversation is a masterclass in tackling tough markets with confidence.
If you’re a marketing, sales, or product management professional looking to sharpen your strategy, this episode delivers bold insights wrapped in an engaging, no-frills discussion. Tune in and uncover the secrets to navigating even the most daunting go-to-market landscapes.
Join Stephen Lowisz as he dives deep into the world of demand generation with industry expert Rob Testa. Rob brings a unique perspective from his dual roles as a demand gen leader at Samsung SDS and the founder of his own small business, RKT MKTG. The conversation untangles the intricacies of bridging the gap between marketing and sales, crafting effective account-based marketing (ABM) strategies, and leveraging AI-powered tools to supercharge campaigns.
Whether you’re navigating the challenges of taking a new product to market, operating in B2B or B2C spaces, or looking for practical insights to make your go-to-market strategy more intelligent, this episode delivers actionable tips and real-world examples. Discover how to align internal teams, identify your ideal customer profile, and maximize your marketing efforts—even on a tight budget.
Ideal for marketers, sales professionals, and business leaders keen on building demand and driving growth, this episode equips you with strategies you can start implementing today. Don’t miss this engaging and informative conversation tailored to help you stay ahead in the competitive world of go-to-market planning.
What does it take to master the art of enterprise sales? On this episode of GTM Secrets, host Stephen Lowisz sits down with James Chin, Director of Enterprise Sales at MaintainX, to uncover the strategies, challenges, and triumphs behind closing complex, high-stakes deals. With over 500 employees and a dedicated enterprise sales team, MaintainX is making waves in asset management—and James is leading the charge.
Listen as James shares how his career in sales is more like a game of chess, requiring strategic thinking and a consultative approach to solve customer challenges. Explore the emotional highs and lows of the field, the critical role of outbound sales, and why aligning sellers to the right sales motion is essential for success. James also dives into his demand generation playbook, from leveraging community engagement to hosting grassroots events like Twilio Talks, which blossomed into a formal marketing powerhouse.
This episode is packed with actionable insights, including why the Challenger Sale methodology is a game-changer and how focusing on real customer value drives results. Whether you're an aspiring sales leader or a seasoned pro, this conversation offers the playbook to up your sales game. Don't miss it!
Hosted by Stephen Lowisz and featuring industry expert Ben Belcher, GTM Secrets dives deep into the world of go-to-market strategies, sales, marketing, demand generation, and the critical role of content in driving results. Stephen’s candid approach and Ben’s wealth of experience make for an insightful and actionable conversation packed with real-world strategies tailored for marketing and sales professionals.
From demystifying demand generation to crafting content that converts, GTM Secrets explores the tools, tactics, and data-driven approaches that unlock growth. Learn how to create targeted campaigns, leverage intent signals, and build content frameworks that resonate with your audience. Whether you're a startup founder, a B2B marketing leader, or a sales pro, this podcast offers no-nonsense advice to improve conversions, shorten sales cycles, and accelerate results.
Tune in for expert insights, practical takeaways, and a fresh perspective on crushing your company’s go-to-market goals.
Dive deep into the world of go-to-market strategies with Stephen Lowisz as he unpacks the nuances of sales, marketing, product positioning, and revenue ops. This episode features a no-holds-barred conversation with Zach from Octave, a seasoned sales expert and AI innovator. Together, they tackle the realities of modern sales, including calling out the inefficiencies of AI SDRs and discussing the evolving role of technology in building authentic connections with customers.
From Zach’s unique approach to leveraging generative AI for smarter, more tailored messaging, to Stephen's bold takes on industry trends, this episode offers actionable insights for those looking to refine their go-to-market approach. Whether you’re interested in mastering better outreach, understanding how to cut through the noise, or exploring how AI can truly transform sales beyond the hype, this episode is packed with thought-provoking discussions.
If you’re in sales, marketing, or revenue operations and want compelling ideas to sharpen your craft, GTM Secrets delivers the strategies and innovations you need to stay ahead.
Join Stephen Lowisz as he dives deep into the evolving world of sales development with SDR coach and expert Jack Knight. Together, they tackle some of the hottest topics in sales today, including the rumored "death" of the SDR model and why it's far from the truth. Jack shares his insights on how the traditional SDR role is being reshaped by AI and technology, introducing the concept of a "cyborg" SDR—human reps empowered by specialized tools and streamlined processes.
Discover why cold calling still reigns supreme in sales engagement and why outdated methods like researching LinkedIn profiles need to be left behind. Jack and Stephen also discuss the pros and cons of intent data, transparency in sales outreach, and why building relationships is always more effective than relying solely on automation.
Perhaps most inspiring is Jack's unconventional approach to hiring and coaching SDRs. Learn how he helps people from non-traditional backgrounds—like door-to-door and car sales—transition into tech sales by focusing on hunger, drive, and coachability over experience. If you're in sales, marketing, or just passionate about go-to-market strategies, this episode is packed with actionable insights and fresh perspectives that you won’t want to miss.
Key Topics:
Whether you're a sales leader, marketer, or aspiring SDR, this conversation is here to uplift your strategy and energize your sales approach! Listen now.
Join host Stephen Lowisz as he dives into an epic conversation with marketing maverick Matt Charney. From his unexpected leap from screenwriting into recruiting and marketing, to his current role juggling multiple brands as a solo marketer, Matt brings a wealth of unique experiences and insights to the table.
Discover how Matt has built powerful brand awareness for companies like Employer.com and Recruiter.com, leveraging strategic domain acquisitions, PR buzz, and commanding social media presences. Learn his secrets for growing a following of over 200,000 on LinkedIn, engaging with influencers, and using content to differentiate in crowded markets.
This episode delivers actionable tips on scaling businesses rapidly, driving leads with organic strategies, and thriving without the typical corporate marketing bureaucracy. Whether you're a B2B marketer, startup founder, or just looking for fresh ideas to level up your go-to-market approach, this episode is packed with invaluable strategies, relatable struggles, and a hefty dose of inspiration.
Join host Stephen Lowisz as he sits down with Noah Jacobs, co-founder of Bird Dog, an innovative platform designed to help sales reps and account executives focus on the right opportunities through detailed account research. This episode dives deep into the highs and lows of startup culture, exploring Noah's fascinating pivot from a finance background to tackling development, sales, and leadership within the tech space.
Discover Noah’s candid insights on navigating the challenges of entrepreneurship, from 70+ hour workweeks to debugging code and no-show sales calls. He shares practical lessons on validating product ideas, prioritizing execution over flashy concepts, and leveraging platforms like LinkedIn to capture the attention of early customers.
Whether you're curious about sales and development, the entrepreneurial grind, or growing your network as a startup founder, this episode offers valuable behind-the-scenes takeaways. Tune in to hear one founder’s unfiltered perspective on what it truly takes to build something meaningful—and how tools like Bird Dog are redefining the way sales teams research and prioritize accounts.
Listen now and get inspired to execute your ideas like never before!
Join host Stephen Lowisz in this insightful episode of GTM Secrets as he sits down with venture capitalist Shane Sabine, founder of Punch Capital. Shane offers a unique look into the world of VC, sharing his expertise on backing immigrant founders, navigating pre-seed and seed-stage funding, and leveraging the power of networking to uncover high-potential startups.
Beyond the boardrooms, Shane reveals his personal story—his international experiences, the cultural challenges he faced while living abroad, and how these shaped his approach to venture capital. The conversation also dives into the practical side of entrepreneurship, offering actionable advice for founders seeking funding, building relationships with VCs, and standing out in a crowded field.
Whether you’re a startup founder, an aspiring VC, or just curious about how early-stage investing really works, this episode is packed with valuable insights. Tune in to uncover the human side of venture capital and take home lessons to inspire your entrepreneurial journey.
Join host Stephen Lowisz as he dives into the world of content marketing with Russell Wojcik, Senior Content Marketing Manager at Liquibase, on this episode of GTM Secrets. Tackling the challenges of B2B tech marketing, Stephen and Russell explore the art and science behind creating impactful content that stands out in the crowded DevOps space.
Gain insights into the evolving role of AI in content creation, and learn how to balance SEO with quality storytelling to deliver content that resonates with your audience. Russell shares actionable advice on effective distribution strategies, navigating the tricky waters of attribution, and crafting content that inspires conversions without being overtly salesy.
Whether you’re a beginner figuring out how to get started in content or a seasoned marketer seeking fresh strategies to scale your impact, this episode is packed with practical tips, innovative approaches, and fascinating industry perspectives. Perfect for anyone in tech or marketing looking to master the go-to-market game.
Join Stephen Lowisz in this insightful episode of GTM Secrets as he sits down with healthcare marketing expert Nick McGuire. Together, they explore the dynamic and often challenging world of marketing within the highly-regulated healthcare industry.
Nick shares his 15+ years of experience crafting creative strategies while navigating obstacles like HIPAA compliance and the complexities of targeting diverse healthcare audiences. Discover how healthcare marketers can get creative without cutting corners, working within the bounds of restrictions to drive meaningful impact.
Topics covered include:
✅ The art of balancing creativity with compliance in healthcare marketing
✅ Identifying and targeting the right audience—why decision-makers aren’t always the ideal starting point
✅ The importance of sales and marketing alignment using methodologies like MEDIC to bridge the gap and drive collaboration
✅ How technology and data shape modern marketing strategies, from CRM systems to behavioral analytics tools
✅ Navigating long sales cycles and building authentic relationships that turn champions into advocates
Packed with actionable insights, this discussion dives deep into attribution challenges, adapting to rapidly changing industries, and the power of marketing and sales speaking the same language.
Whether you're a marketer, salesperson, or just curious about the complexities of marketing in unreceptive industries, this episode has something for you.
Join host Stephen Lowisz in this eye-opening episode of the GTM Secrets podcast featuring Agnel D'Cruz, an expert in data partnerships and Principal at ZoomInfo. Together, they explore the world of data and its pivotal role in marketing and sales strategies.
Agnel dives into how ZoomInfo leverages its expertise in third-party data acquisition to close data gaps, ensuring their enterprise customers receive high-quality, actionable insights. He provides a behind-the-scenes look at the challenges of merging disparate data sources, building effective partnerships, and maintaining compliance in a complex digital landscape.
Key topics include the common pitfalls marketers face, such as superficial metrics, data silos, and lack of personalization, as well as the importance of empathy when addressing customer needs. Agnel also sheds light on how ZoomInfo continues to dominate the data space, offering powerful tools like Copilot and de-anonymization to boost productivity and efficiency for businesses of all sizes.
Packed with actionable advice and authentic insights, this conversation goes beyond the surface, highlighting how data expertise combined with people skills drives success. Whether you’re a sales leader, marketer, or data enthusiast, this episode offers a fresh take on how to rethink and refine your data strategy.
Join Stephen Lowisz and internet marketing veteran Zach Presnall for an in-depth, no-fluff conversation about the evolving landscape of internet marketing. With over 20 years of experience, Zach shares hard-hitting insights on the pitfalls of email marketing, the critical role of content creation in go-to-market strategies, and how to effectively align sales and marketing teams to drive revenue.
Dive into a rich discussion on the tools that marketers swear by—like Eloqua, Mailchimp, and HubSpot—and uncover how AI is revolutionizing ad creation, from automated design to optimized messaging. Hear their takes on intent signals, creative ad channels, and how to stand out in a noisy digital space. Whether you're a B2B marketer or just want to sharpen your GTM strategy, this episode delivers practical tips with actionable takeaways for every stage of the funnel.
Don’t miss the engaging back-and-forth and actionable advice from two industry pros navigating the complexities of modern marketing!
Join host Stephen Lowisz on this compelling episode of GTM Secrets as he sits down with Christy Banky, VP of Marketing at SMG, to uncover the secrets behind mastering go-to-market strategies and demand generation. With a career spanning technical writing, marketing communications, and data-driven demand gen, Christy shares her unique approach to blending creativity with analytics to drive meaningful results.
Hear Christy talk about her evolution as a marketing leader and her formula for aligning sales and marketing teams to achieve remarkable success, including a 450% increase in B2B conversions. Learn how she incorporates metrics into communication strategies and leverages platforms like Sixth Sense to target accounts with precision. From personalized LinkedIn outreach to creating highly segmented, research-driven content, Christy shares actionable strategies that cut through the noise in competitive environments.
The episode also dives into the role of events and one-on-one interactions in building relationships and opening doors with ideal clients. Listen as Christy reflects on the challenges of navigating long sales cycles and adapting demand gen channels amidst shifting trends in SEO, paid media, and intent data.
Finally, discover Christy’s vision heading into 2025, with an emphasis on producing high-value content and doubling down on industry events to connect with audiences offline. Whether you're in marketing, sales, or rev ops, this episode will equip you with fresh insights and strategies for driving growth. Don’t miss it!
Join GTM Secrets podcast host Stephen Lowisz with special guest Derek Boggs as they unpack a masterclass in go-to-market strategies, demand generation, and the art of adapting to unique customer personas. Derek shares his dynamic career path, from his early days at InsideSales (now Zant) to leading marketing initiatives in the physical security industry.
Dive into a thought-provoking discussion on the challenges of reaching diverse audiences in cybersecurity and physical security, and how to build trust in mission-critical markets. Derek reveals the innovative tactics driving growth at LVT, including leveraging AI for content creation, winning high-intent leads through SEO, and deploying guerrilla marketing with their product as the ultimate billboard.
You'll also hear how Derek’s team revamped digital advertising across Google, Meta, and LinkedIn to scale LVT from $15 million to over $250 million in ARR—and how that growth is rooted in delighting customers and delivering results.
Whether you’re a marketer or sales professional, this episode offers actionable insights on tailoring strategies to new industries, adopting intent-driven ABM, and staying agile in evolving markets. Tune in for practical tips, inspiring success stories, and a deep dive into what it takes to scale demand generation at every level of the funnel.
Welcome to GTM Secrets, the podcast where host Stephen Lowisz dives deep into all things go-to-market strategy, sales, marketing, revenue operations, and beyond.
In this episode, Stephen sits down with JD Miller—an accomplished CRO, private equity expert, and author of the upcoming book The CRO’s Guide to Winning in Private Equity. With 25 years of B2B tech sales experience and a history of guiding companies through high-pressure PE-backed environments, JD brings a wealth of knowledge and actionable insights to the table.
Together, Stephen and JD explore topics like:
JD shares his hands-on, real-world approach to leading go-to-market strategies, demystifying metrics like sales velocity and customer acquisition costs, and providing frameworks that leaders can immediately apply in their businesses. Whether you're involved in private equity or just looking to refine your GTM playbook, this episode is packed with tactical advice and inspiration.
Don’t forget to check out JD’s new book, The CRO’s Guide to Winning in Private Equity, available for pre-order now!
