Excellence in Action

Strategy, analytics, tactics, and all things sales with Jonathan Vassil, CRO at Toast

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Jonathan Vassil, Tidemark Fellow and Chief Revenue Officer at Toast, is one of the most data-driven, fast-learning sales leaders we know. At Toast, he is rapidly scaling a direct salesforce that has generated over $500m in ARR last year.

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In a roundtable discussion with Tidemark, JV shared his experience hyper-scaling a sales force while utilizing a reference-based, analytical approach. The audience loved the session so much that we turned it into this series: GTM Chalk Talks with JV.

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After each session we host with JV, we will distill his wisdom into a handful of golden nuggets for sales leaders to think about and post them here. If you would like to sign up to be considered for participation in a future live session, please email us at knowledge@tidemarkcap.com.

Q4 2021

Building a Local GTM Machine

Selling local, creating a sales playbook, and leveraging what's unique about your business.

Q1 2022

Scaling and Retaining a Salesforce–Building the Employee Virtuous Cycle

Fundamental sales truths, JV's hiring tips, selling a value prop to employees, and measuring performance.

Q4 2022

Orchestrating Multi-Product

There is no one-size-fits-all approach to multi-product go-to-market, but there are a few key elements related to product and go-to-market sequencing, buyer dynamics, incentive programs, and team structure to help guide your strategy and drive your multi-product flywheel.

Q1 2023

Navigating Market Uncertainty

Between the Covid-19 shutdowns in the past few years, and the uncertain market conditions today, maintaining growth can appear challenging. JV highlighted his approach: dig into the data, figure out how to maximize your resources and retain your strongest people, and then adjust your strategy and product offerings as needed.

Q3 2023

Mastering Territory Design & Lead Scoring

Defining your TAM and allocating resources to the right markets is vital to most businesses and especially critical for SMB and VSaaS. JV provided a deep dive into best practices to optimize territory design and lead scoring.

Q4 2023

Capturing Greenfield TAM

What markets are you overlooking? GTM teams often neglect pockets of TAM that can turn out to be true greenfield opportunities. JV walked through his quantitative approach to identifying pockets of growth and incentivizing teams to capture new segments.

Other Series