Sales Bites

Gabe Ribeiro, Pivoting with Go-To-Market Trends

Episode Summary

In this episode of Sales Bites, host Will Jenkins sits down with Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about how sales leaders can pivot with today’s go-to-market trends. They cover the shift from the traditional sales funnel to the flywheel model, the rise of partnership and relationship selling, and the role of change management in staying competitive.

Episode Notes

SUMMARY: 

In this episode of Sales Bites, host Will Jenkins sits down with Gabe Ribeiro, Senior Director of Partnerships & Marketing at Hey Bubba, to talk about how sales leaders can pivot with today’s go-to-market trends. They cover the shift from the traditional sales funnel to the flywheel model, the rise of partnership and relationship selling, and the role of change management in staying competitive.

The conversation digs into why buyers are more educated than ever, how to leverage data for smarter decisions, and why personal relationships and referrals are still unmatched for driving revenue. 

If you’re in sales, partnerships, or marketing and looking for ways to adapt your strategy to today’s environment, this episode is packed with insights.

TAKEAWAYS: 

• Sales, marketing, and partnerships must operate as one team. 
• Funnels are evolving into flywheels that fuel growth. 
• Partnership selling drives long-term revenue generation. 
• Understanding personas behind accounts is essential. 
• Today’s buyers have more knowledge and data at their fingertips. 
• Change management is one of the hardest parts of modern sales. 
• Referrals from satisfied customers remain a growth engine. 
• Data-driven insights sharpen go-to-market strategies. 
• Personal relationships and unique differentiators give teams an edge. 
• Sales professionals must adapt or risk falling behind.

CHAPTERS: 

• 00:00 – Introduction to Sales Bites and Guest Background 
• 02:26 – Evolving Sales Trends and Go-to-Market Strategies 
• 07:37 – The Importance of Relationship and Partnership Selling 
• 11:39 – Navigating Change Management in Sales 
• 14:38 – Key Takeaways and Closing Thoughts