Knocking to 10 Episodes

Scaling SaaS from $4M to $20M ARR: Matt Lattanzio on Building Efficient Inbound Engines and Transitioning to CRO

In this episode of Knocking to 10, Matt Lattanzio shares the real GTM playbooks that helped scale 7shifts from $4M to $20M ARR in just over two years — all while leading marketing and go-to-market through Series A to Series C.

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How Mark Pinard Helped Scale SaaS Giants by Listening to the Customer (Literally)

From rewriting box copy for QuickBooks to rearchitecting the GTM motion at Recurly and Pipefy, Mark Pinard has made a career out of customer-centric marketing. In this Knocking to 10 episode, Mark shares how he went from support rep to CMO by following one principle: deep customer understanding.

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How to Hire and Scale Sales the Right Way: Lessons from 4x VP Alex Grace

Hiring your first head of sales is a make-or-break move. In this episode recap from Knocking to 10, Alex Grace shares hard-earned lessons on why most early sales hires fail — and what founders actually need at the Series A stage. From avoiding farmer reps to building sales processes that fit your reality (not your dreams), this is a blueprint for getting it right.

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From Cold Calls to AI Coaching: Why Practice Still Wins Deals | Brad Elrod

Brad, a veteran sales leader, reveals how sales enablement has evolved from noisy call centers to AI-powered coaching platforms. Learn why structure is essential from day one, when to invest in enablement resources, and how artificial intelligence is transforming sales training. Discover actionable insights to build an effective enablement culture that scales with your team and drives sustainable growth.

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How to Build a Hardware Company in a Software-Obsessed World: Lessons from Jake Hawksworth

Jake Hawksworth, CEO of Hypercraft, shares how he’s scaling a hardware-first startup in a software-obsessed world — and what SaaS founders can learn from it. From defining your ICP to ignoring investors (when you have to), this episode is packed with unfiltered insights on building complex, capital-intensive businesses the smart way.

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The $250K Mistake Startups Make (And How to Avoid It When Hiring Sales #1) | Jake Wolpert

Jake Wolpert has helped build six early-stage sales teams—and seen firsthand what happens when startups rush to hire their first rep. In this conversation, he breaks down the biggest pitfalls in founder-to-sales transitions, how to structure onboarding for success, and why most teams are too hands-off during product trials. Whether you’re hiring rep #1 or refining your GTM playbook, this episode is full of tactical advice that founders can act on today.

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Scaling with Authenticity: Lessons from Jeff Kirchick

Jeff Kirchick, author of Authentic Selling and veteran VP of Sales, shares how to build trust, close big deals, and scale GTM teams—without losing your voice. From early-stage playbooks to angel investing, this episode is packed with real talk for sales leaders and founders.

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Building Trust in Billion-Dollar Sales: Lessons from AMD’s Tony Fernandez-Stoll, Now CRO at Carbice

Tony Fernandez-Stoll, former VP of OEM Sales at AMD and current CRO at Carbice, shares real-world lessons on winning enterprise hardware deals, building trust with OEMs, and bringing groundbreaking thermal tech to market. A must-read for GTM leaders in complex sales and deep tech.

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What Founders Can Learn From Yelp’s Sales Rocket Ship: Lessons from Preston Junger

Before leading revenue at Nift and co-founding Mile Square Labs, Preston Junger helped build one of tech’s most iconic sales teams—Yelp. In this episode of Knocking to 10, Preston shares timeless lessons for founders scaling beyond founder-led sales, from building culture that drives performance to embedding grit into your early GTM motion.

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Coming Soon | Gage Anderle

Coming Soon | Gage Anderle

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Coming Soon | Pedro Azevedo

Coming Soon | Pedro Azevedo

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Coming Soon | Pierre PDLB

Coming Soon | Pierre PDLB

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Coming Soon | Txim Lizarazu

Coming Soon | Txim Lizarazu

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Coming Soon | John Descalzi

Coming Soon | John Descalzi

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