There are a small number of elite go to market leaders. Graham Moreno is one of them.
He recently joined @p0 to help lead GTM. Before that, he was at Cognition, Grafana, and MongoDB.
One of his core philosophies is that a great go to market system raises the floor and introduces predictability while still leaving space for exceptional people to use their judgment to delight the customer.
“One of my favorite stories is, one of the best reps I’ve ever worked with, during the pandemic found out that the son of a champion at one of his companies had been taking guitar lessons and couldn’t anymore because of COVID. So he ended up teaching this guy’s kid guitar over Zoom during COVID.
And he also didn’t tell anyone. No one found out about this for a long time. Then the champion at this account brought it up on a call with me six months later and was like, ‘Oh yeah, Isaac has been teaching my son how to play guitar.’ At no part in our process does it say, ‘teach someone guitar.’”
This is one of my favorite deep dives on what it means to be an executional revenue leader in a post AI world. Hope you enjoy it as much as I did.
Timestamps
00:32 Has the sales playbook changed in the AI era?
02:13 Why "showing up" beats letting the marketplace decide
06:50 Why great salespeople sell to engineers and executives in one motion
11:37 Selling to AI-native buyers who grew up on ChatGPT
13:49 Same seller, different tempo: 8 weeks vs. 8 business days
15:57 How AI-native buyers handle build vs. buy decisions
17:48 The rep who taught a champion's son guitar over Zoom
19:03 Raising the floor without capping the ceiling
22:09 Why too much process narrows the kind of seller you attract
25:46 The three pillars of GTM excellence
31:00 Building peers who are 80% aligned, not 100%
38:03 Whether AI is changing what good enablement looks like
41:35 Selling against direct and implied competitors at once
42:45 Instrumenting the funnel from stage zero to close
45:57 Why post-sales should always roll up to the revenue leader
48:19 The case for outsized commissions
52:02 The 96 hours of panic before Cognition acquired Windsurf
53:04 How far out should a GTM leader be planning?
57:53 What a normal week looks like in hypergrowth