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Jeanne DeWitt Grosser: How one GTM engineer replaced 10 SDRs

GTM engineers shadow top reps, then encode workflows as inbound lead agents; six weeks later Vercel held conversion rates with 1 SDR doing the job of 10.

Lenny RachitskyhostJeanne DeWitt Grosserguest
Nov 30, 20251h 26mWatch on YouTube ↗

CHAPTERS

  1. 0:00 – 5:26

    Introduction to Jeanne DeWitt Grosser

  2. 5:26 – 8:43

    Defining go-to-market

  3. 8:43 – 11:23

    The evolution of go-to-market roles

  4. 11:23 – 14:21

    The rise of the go-to-market engineer

  5. 14:21 – 15:28

    Implementing AI in sales processes

  6. 15:28 – 23:47

    Optimizing sales with AI agents

  7. 23:47 – 26:04

    Defining sales roles: SDRs and AEs

  8. 26:04 – 29:04

    When to hire a GTM engineer

  9. 29:04 – 30:50

    Hiring and scaling sales teams

  10. 30:50 – 34:24

    The ideal go-to-market engineer

  11. 34:24 – 40:39

    The go-to-market tool stack

  12. 40:39 – 44:34

    Advice on building a great sales bot

  13. 44:34 – 46:37

    Vercel’s unfair advantage

  14. 46:37 – 47:04

    Go-to-market as a product

  15. 47:04 – 52:38

    Innovative sales tactics at Stripe

  16. 52:38 – 1:00:37

    Effective go-to-market tactics

  17. 1:00:37 – 1:09:31

    Segmentation strategies

  18. 1:09:31 – 1:14:00

    Building a sales org that engineers love

  19. 1:14:00 – 1:16:44

    Thoughts on PLG and pricing

  20. 1:16:44 – 1:19:24

    Sales compensation and hiring

  21. 1:19:24 – 1:26:01

    Lightning round and final thoughts

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