Former combat helicopter pilot turned GTM leader Roee Hartuv explains when startups actually need systems (hint: it's not about ARR), how running sales, CS, and marketing simultaneously reveals hidden revenue leaks, and why customer success is the most overlooked growth lever in SaaS.
A 100-rep sales org said "we need more pipeline" but the real problem was a 10% win rate. Marcus breaks down why most leaders solve symptoms instead of root causes, the diagnostic process he used to turn around an 85-person org in 16 weeks, and the difference between low-leverage levers (more activity) and high-leverage levers (fix win rate, fix managers, fix onboarding).
Jeff Bajorek, former athletic trainer and Founder at Parabola Consulting, explains why sales leaders hide pain like athletes do, how discovery conversations should work like physical examinations, what top reps like "Bob" actually do differently (and how to make it repeatable), and why swagger rooted in integrity beats doubt every time.
Most reps lose control of the deal the moment they give trial access. Marcus breaks down the GEAR framework (Goal, Expectations, Agreement, Reclarify) to help you close 80-90% of your trials by setting clear expectations, locking in post-trial steps before the trial starts, and maintaining control throughout the process.
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