Episode Summary:

In this episode of the Next Gen Sales Leaders podcast, host Ben Reed sits down with Scott Martinis, CEO and founder of B2B Catalyst, to explore the realities of go-to-market (GTM) strategy in today’s SaaS and B2B world. Scott shares hard-won insights on tool overload, identifying true bottlenecks in your revenue engine, and why product-market fit and case studies are the real engines of growth. This is a masterclass in GTM engineering, tackling everything from cold email myths to building sustainable outbound systems and aligning tools, processes, and people for maximum impact.

What You Will Learn:

• Why tool overload and misaligned tech stacks are stalling GTM efforts.
• The importance of focusing on bottlenecks instead of chasing shiny tools.
• How to think about TAM, SAM, and true product-market fit in B2B sales.
• The hidden pitfalls of cold email and why cold calling still matters.
• The power of case studies as proof of product-market fit and growth levers.
• Why discernment and empathy are the ultimate sales and GTM superpowers.

Featured Guest: Scott Martinis — CEO and Founder of B2B Catalyst, a go-to-market engineering consultancy helping B2B teams systematically identify and resolve growth bottlenecks.

Connect with Scott:

• LinkedIn: https://www.linkedin.com/in/scottmartinez/

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast.

Follow Ben on Social:

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

Youtube: https://www.youtube.com/@BenjaminAaronReed

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Join our FREE B2B Scaling Group for Founders:

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

Work with Ben: https://www.nextgensalessystems.com/