Go-To-Market Innovation, AI, and Scaling Sales with Santosh Sharan

In this episode of The Inventor Podcast, we sit down with Santosh Sharan, an expert in go-to-market strategy, sales development, and AI-driven sales innovation. Santosh has played key roles in scaling major B2B companies, including ZoomInfo, Apollo.io, and Retention.com, helping them grow from startup phases to multi-million-dollar enterprises.

We discuss how go-to-market innovation can be even more powerful than product innovation, the role of AI in transforming sales, and the strategies that helped Apollo and ZoomInfo disrupt their markets. Santosh also shares his insights on sales hiring, pricing models, and why alignment across teams is the key to success.

This episode is packed with actionable lessons for founders, sales leaders, and entrepreneurs looking to build scalable and differentiated go-to-market strategies.

• How Santosh helped ZoomInfo grow from $8M to $100M ARR and Apollo.io scale beyond a $1B valuation
• Why go-to-market innovation is often more powerful than product innovation
• The biggest mistakes founders and sales teams make in scaling revenue
• How AI is revolutionizing sales and what leaders need to do to stay ahead
• The power of vertical-based sales strategies and how they unlock new revenue streams
• The importance of alignment in sales, marketing, and product teams
• A behind-the-scenes look at how RB2 scaled from $0 to $1M ARR in just 16 weeks

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