Building Trust and Scaling
High-Performing Sales Teams
Hosted by GTMnow
In this episode, we explore what it takes to build and scale high-performing go-to-market teams in a cybersecurity-first world. With experience spanning five startups and enterprise roles at companies like Hitachi Vantara, David Greenberger brings a sharp perspective on sales leadership, talent development, and the evolving role of trust in customer engagement.
As a founding member of Pavilion and an active contributor to GTM leadership communities, David shares lessons from his journey — from reluctant seller to enterprise sales leader — offering valuable insights for revenue leaders at every stage.
Topics covered
- Why trust is foundational to go-to-market success — and how to earn it across sales cycles
- Lessons from navigating between startups and enterprise orgs, and the importance of building strong internal relationships
- How to spot and grow talent from unconventional backgrounds, and why long-term professional relationships matter
- The surprising return of in-person selling — and how invalid traffic and bots are disrupting modern marketing efficiency
This conversation is essential listening for sales leaders, GTM strategists, and anyone building revenue organizations in today’s complex digital environment.