{"id":483,"date":"2023-10-25T15:31:50","date_gmt":"2023-10-25T15:31:50","guid":{"rendered":"http:\/\/hamanship.com\/?p=483"},"modified":"2025-06-02T15:41:30","modified_gmt":"2025-06-02T15:41:30","slug":"gtm-65-consultative-selling-mastery-and-the-positive-snowball-effect-of-building-strong-relationships-with-zach-lawryk","status":"publish","type":"post","link":"http:\/\/hamanship.com\/index.php\/2023\/10\/25\/gtm-65-consultative-selling-mastery-and-the-positive-snowball-effect-of-building-strong-relationships-with-zach-lawryk\/","title":{"rendered":"GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk"},"content":{"rendered":"<p><iframe style=\"border-radius:12px\" src=\"https:\/\/open.spotify.com\/embed\/episode\/38pj4eCwV0q06hYw7tDXp5?utm_source=generator\" width=\"100%\" height=\"152\" frameBorder=\"0\" allowfullscreen=\"\" allow=\"autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture\" loading=\"lazy\"><\/iframe><\/p>\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/zlawryk\/\" target=\"_blank\" rel=\"noreferrer noopener\">Zach Lawryk<\/a>&nbsp;is currently the Head of Global Solutions Consulting at&nbsp;<a href=\"https:\/\/www.rippling.com\/en-CA\" target=\"_blank\" rel=\"noreferrer noopener\">Rippling<\/a>, previously the VP of Solutions Consulting at&nbsp;<a href=\"https:\/\/slack.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Slack<\/a>, Director of Sales Engineering at&nbsp;<a href=\"https:\/\/www.box.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Box<\/a>, and really began his career in tech at&nbsp;<a href=\"https:\/\/www.salesforce.com\/ca\/?ir=1\" target=\"_blank\" rel=\"noreferrer noopener\">Salesforce<\/a>&nbsp;as a Sales Engineer in 2005.<\/p>\n<h3 class=\"wp-block-heading\" id=\"h-what-you-will-learn\">What You Will Learn:<\/h3>\n<ul class=\"wp-block-list\">\n<li>The importance of building long-term relationships at work.<\/li>\n<li>The beginning of SaaS SE\u2019s.<\/li>\n<li>How the SE\/SC role will evolve with AI.<\/li>\n<li>Knowing when to bring in SE&#8217;s as a founder.<\/li>\n<\/ul>\n<h3 class=\"wp-block-heading\" id=\"h-highlights\">Highlights:<\/h3>\n<p>(3:41) How Zach has successfully landed at powerhouse companies and how to identify those companies.<\/p>\n<p>(8:16) Zach\u2019s snowball effect of building relationships in the workplace.<\/p>\n<p>(11:10) The energy you put out always comes back to you.<\/p>\n<p>(19:30) When the sales engineer role got pioneered.<\/p>\n<p>(21:43) The SE\/SC role evolving with AI.<\/p>\n<p>(29:11) AI experiments that Rippling is currently running.<\/p>\n<p>(34:49) When to invest in solution engineers.<\/p>\n<p>(37:30) Benchmark for the bump in win rate after bringing in SC\/SE\u2019s.<\/p>\n<p>(42:07) Gauging the complexity high water marker.<\/p>\n<p>(44:35) Practicing transparency with the value you provide.<\/p>\n<p>(48:07) The power of video content that Rippling is currently leveraging.<\/p>\n<p><strong>Guest Speaker Link:<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/zlawryk\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.linkedin.com\/in\/zlawryk\/<\/a><\/p>\n<p><strong>Host Speaker Links:<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/ssbarker\/\" target=\"_blank\" rel=\"noreferrer noopener\">www.linkedin.com\/in\/ssbarker\/<\/a><br \/>Newsletter:&nbsp;<a href=\"https:\/\/thegtmnewsletter.substack.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">thegtmnewsletter.substack.com\/<\/a><strong><\/p>\n<p>Our Sponsor<br \/><\/strong>Today\u2019s episode is sponsored by&nbsp;<a href=\"https:\/\/www.demandbase.com\/?utm_source=Podcast+show+notes&amp;utm_medium=media&amp;utm_campaign=DemandBase+Sponsorship&amp;utm_term=ABM\" target=\"_blank\" rel=\"noreferrer noopener\">Demandbase<\/a>, Demandbase helps B2B companies hit their revenue goals using fewer resources. How? By using the power of AI to identify and engage the accounts and buying groups most likely to purchase. They combine your sales and marketing data with our validated B2B data and AI to create Account Intelligence that informs every step of your buyer\u2019s journey. They deliver accurate company, contact, technographic, engagement, and intent data right where you work every day \u2013 CRM, collaboration tools, browsers, and more. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase. See this live in action:&nbsp;<a href=\"https:\/\/www.demandbase.com\/product-tour\/sales-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.demandbase.com\/product-tour\/sales-intelligence\/<\/a><\/p>\n<p><strong>The GTM Podcast<br \/><\/strong>Don\u2019t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.<\/p>\n<p>The post <a href=\"https:\/\/gtmnow.com\/gtm-65-consultative-selling-master-and-the-positive-snowball-effect-of-building-strong-relationships-zach-lawryk\/\">GTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach Lawryk<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Zach Lawryk&nbsp;is currently the Head of Global Solutions Consulting at&nbsp;Rippling, [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":474,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[11],"tags":[],"class_list":["post-483","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-product"],"_links":{"self":[{"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/posts\/483","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/comments?post=483"}],"version-history":[{"count":1,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/posts\/483\/revisions"}],"predecessor-version":[{"id":484,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/posts\/483\/revisions\/484"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/media\/474"}],"wp:attachment":[{"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/media?parent=483"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/categories?post=483"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/hamanship.com\/index.php\/wp-json\/wp\/v2\/tags?post=483"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}