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
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