Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeer

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Kellen Casebeer, founder of The Deal Lab and the community formerly known as Clay Cafe, now rebranding to GTM Cafe. Kellen shares how the community grew organically to over 1,300 highly engaged members, why the rebrand was a natural evolution, and what it reveals about where modern go-to-market teams are headed. The conversation explores community-led growth, the expanding definition of GTM, and why elite revenue execution can’t be reduced to a single tool.

What you’ll learn:

• How Clay Cafe grew organically into a 1,300+ member GTM community
• Why the shift from Clay Cafe to GTM Cafe was inevitable
• What actually drives engagement and consistency in professional communities
• How sales, GTM engineering, agencies, and operators are converging
• Why great GTM goes far beyond any single tool or tactic
• The importance of facilitation over promotion in community building

Featured Guest:

Kellen Casebeer, Founder, The Deal Lab & GTM Cafe

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:00:54] The origin story: why Kellen created Clay Cafe after going solo

[00:02:05] Early growth moments and the “we hit 40 members” realization

[00:03:11] The Venn diagram problem: Clay vs elite GTM

[00:13:39] GTM engineers vs SDR economics

[00:16:35] The core value shift: button pushers vs thinkers

[00:21:25] Why most people won’t survive the shift

[00:27:28] Why premium pricing requires making things look hard

[00:29:35] The Porsche analogy: why restraint and simplicity signal real power

[00:46:19] Taste and discernment as the real GTM skill

[01:36:30] Why discernment outlives every tool and trend

[01:36:30] The final takeaway: give away what you want to receive

Connect with Kellen:

GTM Cafe: https://gtmcafe.com

The Deal Lab: https://www.thedeallab.io

LinkedIn: https://www.linkedin.com/in/kellen-casebeer/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community:

https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-kellen-casebeer