Episode 14: Jacco van der Kooij

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jacco van der Kooij. Jacco is originally from the Netherlands. He started his career in 1994 at Philips Electronics as a Project Manager and then transitioned into sales. Since then he’s led sales for over 10 different companies, prior to starting his current company, Winning By Design, where they help B2B SaaS Companies design, build, and scale their sales efforts.

Jacco’s voice in sales is respected globally as an author, keynote speaker, and all across social media. I’ve been following his content for as long as I’ve been in sales (if you’re not, you should be too). I could easily talk to him for weeks without running out of topics or questions, but today we’re going to focus on one specific topic that Jacco believes to be the number one issue facing SaaS companies today; and that’s the declining efficiency of go-to-market performance.

In the last 3 episodes we talked a lot about this subject, so it’s close to my heart. To keep things simple I’ve divided the episode into 4 questions, and I’m excited to dive in.

TOPICS:

00:00:00 Intro

00:01:56 What’s Growth-at-all-Cost / GaaC?

00:05:06 What’s broken with GaaC?

00:21:57 What needs to change?

00:41:32 Will GaaC return?

QUESTIONS:

What is the growth-at-all-cost (or GaaC) model?

What (if anything) is broken with the GaaC model and why is now the time for change?

What needs to change?

Will there be a return of GaaC when money is cheap again?

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