Building Trust Through Grit-Based Authenticity - Ted Purcell - GTM Unfiltered - Episode # 006
Curious about what a longtime, successful, and well-respected revenue leader thinks are the most important things to look for when hiring? Well, you’re in luck! Today’s guest is Ted Purcell, the Chief Revenue Officer at Tealium. Ted has over 20 years of experience leading sales and marketing teams at the highest level at companies such as SAP, Marketo, and Clarizen. Ted joins Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss why grit and curiosity are key to hiring for GTM roles, why sellers are faced with such a challenging market landscape, and even a little college football.
Also of note, Matt debuts a fresh cut straight from the barber, Craig gives Ted a one-man standing ovation, and Judd surprises Craig with some great questions.
Chapters:
00:34 - Michael Penix Jr.’s Case for Heisman after the Win against Oregon
12:09 - Should you Hire based on the Playbooks they’ve run or based on Their Ability to Lead and Adapt?
20:50 - Why Curiosity is a Vital Trait to Hire for in an Ever-changing B2B Market
28:08 - Welcome (Back) to the Trust Era in Tech Sales
36:28 - How to Become a Trusted Advisor in Sales and Why It Matters NOW
38:46 - Here Lies the SDR/BDR Motion… Or Does It?
56:38 - The Biggest Fan of Legally Blonde is… Craig Rosenberg?
58:53 - Judd Compliments Matt’s Haircut
Quote of the Show:
- “I don't think people know how to buy software and they think they do” - Ted Purcell
Connect with Ted:
- LinkedIn: https://www.linkedin.com/in/tedpurcell/
- Tealium Website: https://tealium.com/
- Ted’s Son’s Football Stats on ESPN: https://www.espn.com/college-football/player/_/id/4890418/teddy-purcell
- Ted’s Son’s Football Highlights: http://www.hudl.com/v/2KwseX
Resources Mentioned:
- Angela Duckworth’s Grit Scale: https://angeladuckworth.com/grit-scale/
New Terms Coined:
- Grit-Based Authenticity - Ted Purcell
- The Multiplier Economy - Judd Borakove
- Concierge-based Sales Process - Craig Rosenberg
Follow the Show:
- Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/
- Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
- Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/
- GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
- GTM Unfiltered Website: https://www.gtmunfiltered.com/
Ways to tune in:
- Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
- Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
- Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
- YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
- Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
- Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered
GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
Creators and Guests
Host
Craig Rosenberg
Craig Rosenberg is the Chief Platform Officer at Scale Venture Partners. He helps b2b companies grow revenue by enabling GTM excellence.
Host
Judd Borakove
Judd Borakove is the Partner at Red Monkey Consulting. He is also known as the Ted Lasso of GTM.
Host
Matt Amundson
Matt Amundson is the Chief Marketing Officer at Census. He is a Data-Driven Revenue Leader.
