Media/Appearances
Professionalizing Sales at First Institutional Capital
[A] Growth Ventures/Michael Slawson/
![Professionalizing Sales at First Institutional Capital, [A] Growth Ventures](/podcasts/a-growth-ventures.jpg)
Hamlet Azarian has Michael on [A] Growth Ventures. GTM is a system: accounts, channels, messaging, and the RevOps layer around all three. Most portcos chase tools before answering those questions. A construction client failed on LinkedIn outbound, switched to cold calling, and got 10 demos from 150 calls. That is meeting buyers where they actually spend time. Voice AI is still mostly hype for outbound. Survey-style calling for lower-middle-market TAM building is a real use. His rule of thumb for new tools is five positive recs in the right Slack. SDR demand goes up as AI improves lead quality, not down. For a PE operator in the first 90 days: map TAM, score accounts, set input expectations, audit channels before adding new ones.
Notes
- 01
GTM is accounts, channels, messaging, and RevOps. Tools come after those four.
- 02
Construction example: LinkedIn outbound failed, cold calling produced 10 demos from 150 calls.
- 03
Do not buy voice AI for outbound because the timeline is loud. He wants five positive recs in the right Slack first.
- 04
Jensen Huang's radiologist line, applied here: better lead quality raises demand for junior sales talent. The role changes.
- 05
First 90 days after a check: true TAM, scored accounts, input expectations, audit channels before you add one.
