Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.
Discussed in this Episode:
Highlights:
(3:29) Differences between selling in APAC and North America.
(9:10) The importance of understanding your ICP in partnerships.
(15:07) Advice on avoiding job-hopping early in your career.
(19:59) The impact of AI on sales team structures.
(24:34) The potential of AI to level the playing field for SMBs.
(30:10) Mistakes to avoid in annual revenue planning.
(35:46) The shift from demo-centric selling to value-based conversations
(41:38) Strategies for aligning sales and marketing teams.
(31:55) One thing revenue leaders believe to be true that Fred thinks is bull$***.
(43:28) One thing that is working for Fred/Aircall in go-to-market right now.
Guest Speaker Links (Fred Viet):
LinkedIn: https://www.linkedin.com/in/fredviet/
Host Speaker Links (Scott Barker):
LinkedIn: https://www.linkedin.com/in/ssbarker/
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YouTube: https://www.youtube.com/@GTM_now
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The GTM Podcast is a weekly podcast hosted by Scott Barker, GTMfund Partner, featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
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