[04:39] Jen’s background
[07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy
[10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners
[11:18] Why great communication leads to great partnership
[12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness
[14:34] Habits to be great at sales and marketing that can never go wrong
[16:35] How to embrace a more diverse set of perspectives at the decision making table
[17:04] How Jen sees the trends in the future
[19:22] Use empirical evidence to decide what, what the best option is moving forward
[23:17] How to ensure there is right technical architecture, technical infrastructure to support these efforts
[26:28] The skills to know what the buying process is on their end
[00:48] Walter’s background
[04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them
[05:40] What do First Principles mean in the context of sales?
[07:30] How to apply an engineering mindset to sales, compassion, and truth
[09:58] Becoming a better salesperson: The 3 W’s (Steve Browne)
[15:10] Usually the biggest obstacle is oneself
[23:36] How Walter unwinds
