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

The GTM Podcast

Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and Private Equity operating environments as well as driving many transformational initiatives. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to elevate customer satisfaction throughout their buyer’s journey.

Discussed in this Episode:

• The importance of cross-functional alignment in go-to-market strategies
• Balancing strategic planning with day-to-day sales execution
• Tactics for breaking down silos between marketing, sales, and customer success
• The myth of work-life balance and finding personal equilibrium
• Strategies for incentivizing sales teams and driving desired behaviors
• The danger of seeking "silver bullet" solutions in sales leadership

Highlights:
(2:49) Phil's journey from Coca-Cola delivery driver to sales leader.
(9:41) Challenges in aligning different go-to-market functions.
(14:12) Time-blocking strategies for sales leaders.
(20:26) How TaskUs increased opportunity conversion 4x through better lead engagement.
(24:20) Designing effective sales compensation plans.
(32:33) The importance of focusing on micro-wins rather than silver bullets.
(35:09) Phil's framework for evaluating go-to-market success: People, Process, Platforms, and Performance.
(38:05) One thing revenue leaders believe to be true that Phil thinks is bull$***.
(39:36) One thing that is working for Phil in go-to-market right 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 revenue tech stack is messy right now.

If you are one of those leaders, I would recommend that you take a look at Apollo. Maybe you think you know Apollo, maybe you’ve taken a look at them in the past but I’ve looked under the hood recently and if your goal is to reduce and simplify your tech stack AND have best in breed data layered in with AI - they would be at the top of my list. There’s a reason Rippling and Stripe switched over.

We worked with their team to create an interactive demo page. You can check it out at: https://www.apollo.io/gtm

Almost all I hear these days is “we need to figure out how to best leverage AI in our sales process” and “how can we consolidate/simplify our tech stack” - with Apollo I believe you can accomplish both." -Scott Barker
The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
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