What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google)
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Lenny Rachitsky (00:00:00): I've been getting so many asks for go-to-market help. Jeanne DeWitt Grosser (00:00:03): With AI, it's just intensified because you have 10 players pursuing the same market opportunity and so your ability to actually bring the product to market to differentiate yourself from the competition has become more strategically important than it was previously....
The opener names the listener's problem first, then makes the guest useful to that problem.
of her tips is you don't want to be focusing on here's the pain and problem we're solving and instead focus on here's how you will be better than your competitors. Jeanne DeWitt Grosser...
Uses we/us, uncertainty, or learner framing instead of performing authority.
in the buying decision than, "I have this problem I need to solve. And okay, thank you, this is solving." And the way April Dunford came in the podcast and talked about this of just like it's such a...
Accepts praise without shrinking from it or turning it into a performance.
Jeanne DeWitt Grosser (00:22:32): I think on prospecting it can replace a fair...
Uses we/us, uncertainty, or learner framing instead of performing authority.
(00:01:17): Something I've heard from so many people you've worked with is that your superpower is building a sales org that doesn't feel like a sales org to engineers. Jeanne DeWitt Grosser (00:01:23): The...
Says the strength directly to the guest, not only about them.
Jeanne DeWitt Grosser (01:25:33): Thanks so much for having me, Lenny. It was a lot of fun.
Accepts praise without shrinking from it or turning it into a performance.